BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 16
The Launch
Alan L. Whitebread
BEST CONSUMER TEST MARKETShttp://www.acxiom.com/default.aspx?ID=2521 2004
1. ALBANY-SCHENECTADY-TROY, NY 2. ROCHESTER, NY 3. GREENSBORO--WINSTON-SALEM--HIGH POINT, NC 4. BIRMINGHAM, AL 5. SYRACUSE, NY 6. CHARLOTTE-GASTONIA-ROCK HILL, NC-SC 7. NASHVILLE, TN 8. EUGENE-SPRINGFIELD, OR 9. WICHITA, KS10. RICHMOND-PETERSBURG, VA
WORST CONSUMER TEST MARKETShttp://www.acxiom.com/default.aspx?ID=2521 2004
141. EL PASO, TX142. COLUMBIA, MO143. TALLAHASSEE, FL144. BROWNSVILLE-HARLINGEN-SAN BENITO, TX145. PROVO-OREM, UT146. OCALA, FL147. McALLEN - EDINBURG-MISSION, TX148. HONOLULU, HI149. SAN FRANCISCO, CA150. NEW YORK, NY
TEST MARKET LAUNCH
• Test all aspects of the product– Functionality– – – Clarity of instructions– …
• Discover problems / improvements–
• Test acceptance rate and forecast assumptions
TEST MARKET LAUNCHCoca-Cola Offers Money-Back Guarantee on New Product Launch
Sep 15, 2005 6:04 AMPROMO Xtra
Coca-Cola is offering the ultimate marketing tool to launch its new sports drink: the money-back guarantee.
Coca-Cola offers guarantee on POWERade
POWERade OPTION, a low-calorie, low-carbohydrate sports drink is now on store shelves nationwide featuring a "Great Taste" money-back guarantee that gives
consumers who don't like the taste a full refund.The company decided to make the offer based on overwhelming positive feedback
on the produce and strong sales, said Mary Herrera, director of marketing for sports & energy drinks, Coca-Cola North America, in a statement.
"Combine this initial feedback with the results from the taste test against Propel, and it was an easy decision to initiate the 'Great Taste' money-back guarantee,"
she said. Propel is made by The Gatorade Co., a division of PepsiCo.Sampling is getting underway at special events in key markets across the country.
POWERade OPTION comes in strawberry, black cherry and lemon flavors and is sold in 32-ounce bottles, 20-ounce single bottles and six-packs.
Print ads, in-store merchandising and promotions as well as public relations and online sponsorship programs support.
THE LAUNCH
• The largest expenditure of management time, money, and corporate resources used at any time in the NPD process.
THE LAUNCH: GOALS
• Seamless to the customer– Timing, coordination
• Integration of– Operations ramp– Sales training– Customer service[s]– Maximizing IMC Impact
• The communication plan– TOTAL toothpaste example
» http://www.bizjournals.com/louisville/stories/1998/12/21/story8.html» http://findarticles.com/p/articles/mi_m0BDW/is_38_41/ai_66189159/pg_1» http://www.slideshare.net/Stefano/colgate-palmolive-toothbrush-precision/
THE LAUNCH: ROLL-OUT STRATEGY
• – Multiple simultaneous markets or segments
• – A series of launches across markets or
segments [or countries if international]
THE LAUNCH: BACKGROUND
• High risk compared to a product [line] extension or improvement
• Many potential pitfalls– What can go wrong?
• Very high expenditures
THE LAUNCH: POTENTIAL PITFALLS
• The forecast• Supply chain issues
– – Logistical coordination– Out-of-stocks
•
– Manufacturing / vendor flexibility– IMC:
•
LEAN LAUNCH METHOD
• Flexible supply chain– Quickly respond to demand– Reduce lead times to improve response– Postponement
• Time: Forward inventory placements• Form: assembly, packaging, labeling-especially for
multiple products– Computers [WIP]– Neutral base for house paints– International [labels and languages]
IMC AND THE LAUNCH
• Consumer promotion• Direct marketing• Internet activities• Print advertising• Public relations• Radio advertising• Reseller education• Reseller support
materials [collateral, POS, …]
• Sales force promotion• Sales force training• Trade promotion• Trade shows• TV advertising• …
MONITORING THE LAUNCH
• POS sales information
• EDI or its equivalent
• Regional roll-outs
UNDERSTANDING SUCCESS AND FAILURE
• A General Electric study found the three largest new product failure factors are
1. market changes that could not be predicted
2. substitute new products by the competition; and,
3. poor timing caused by excessive time in the commercialization process.
NEW PRODUCT STRATEGIES
TIME
DeclineMaturityIntroduction Growth
SALES
PRODUCT CATEGORY CYCLE
Increasing competition
INNOVATIVE NEW PRODUCT STRATEGY
• Technology-driven• Completely new products• Probably a new brand• Broad initial product assortment is desired• May have new channel members or a new
channel• Skimming price strategy• Capitalize on first-mover advantage
INNOVATIVE NEW PRODUCT STRATEGY
• Continually reinforce that yours is the original.– Coke “the real thing”– Kentucky Fried Chicken …
OFFENSIVE ADDITION STRATEGY
• Innovative, improved products
• Create barriers for competitors
• Expand product assortment
•
DEFENSIVE ADDITION STRATEGY:You are not the market leader
• Less innovative, market-driven product line additions
• Late growth and early maturity stages of the PLC
• Maximize presence in existing market [segments]
• Possible brand extensions• Market penetration strategies• Heavy sales promotion at all levels
WHY DO NEW PRODUCTS SUCCEED?
• Defined NPD process• Written documentation• Excellent research and development• Outstanding implementation• Well defined product concept prior to
development• Technological/marketing fit• Unique, superior product• Feedback loops for rapid response to varying
conditions
WHY DO NEW PRODUCTS FAIL?
• Overestimation of market size
• No major points of difference
• Insufficient quality
• Insufficient access to market segment[s] / poor fit with the firm
• Poor execution of product mix
• Insufficient funding or ROI
• Competitive actions / reactions
REAL LAUNCHES: SONY
• March 24, 2005 SONY Portable Playstation– 1,000,000 PSP Value Pack units in retail
stores across the country for today’s launch
SONY PSP Value Pack
-- PSP(TM) (PlayStation(R) Portable)-- AC Adaptor-- Battery Pack-- Memory Stick Duo(TM) (32 MB)-- Headphone with remote control-- Soft Case-- Wrist Strap-- Cleaning Cloth-- UMD in-pack game/movie/music sampler-- Spider-Man(TM) 2 from Sony Pictures Home Entertainment (for the first 1 Million PSP Value Packs shipped)
CHRISTMAS 2006: SONY• PLAYSTATION 3
– Initially targeted Spring, 2006 [confirmed 2/20/06]• Shortage of blue laser diodes• U.S. production to start May, 2006 - Terre Haute, IN• 750,000 per month building to 5,000,000 per month in
October, 2006– 400,000 in U.S. on delayed Nov. 17 launch date– 2 models: $499 & $599 [Europe €499 & €599]– 600,000 more by year-end– 6,000,000 in the first five months– Ships are usually full from July through November
• 500 20-foot containers or• 60 Boeing 747-400’s or• Volga Dnepr fleet of Anatov 124’s
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 17
Building Successful Brands: The Marketing Plan II
Alan L. Whitebread
NEW PRODUCT GROUPINTRODUCTION STAGE OF THE PLC
Sales Low but accelerating; growth based on market acceptance rates
Costs High initial marginal cost per unit then declining
Profits A function of the cost system; could be negative to low
Marketing objectives
Create awareness and stimulate initial purchases
Product A basic product set-possibly different sizes, colors, flavors, …
Price Usually skimming; do not use cost-plus
Distribution High cost; especially if you are adding new members or a new channel
IMC Strong across all channel members to build awareness and stimulate initial purchases
GROWTH STAGE OF THE PLC
Sales Increase at an increasing rate then at a decreasing rate
Costs Costs continue to fall; begin to approach a minimum cost of production per unit
Profits Marginal and total profits are increasing
Marketing objectives
Build and solidify market share; strengthen the position in the marketplace
Product Rapidly expand product offering to include sizes, styles, accessories, warranty, …
Price Likely switch to very competitive based on the desired position
Distribution Increase the number of outlets, shelf space, etc. without corrupting the channel[s]
IMC Continue to increase awareness, build interest, and repeat purchase / use
MATURITY STAGE CHALLENGES
• EXPAND THE MARKET SEGMENT[S]– Increase consumption frequency and amount
• •
• MODIFY THE PRODUCT– Expand variety especially quality, features, styles, colors,
…Continually improve the product to push it back toward the growth stage
•
MATURITY STAGE CHALLENGES
• MODIFY THE MARKETING MIX– Continually change the marketing mix to maximize
sales– Find additional applications
• •
MATURITY STAGE CHALLENGES
• FIND ADDITIONAL APPLICATIONS– Promote new uses for the product
• WD-40– Cleans through grease and duct tape– Keeps glass and mirrors fog and spot-free– Lubricates and stops squeaks; loosens stubborn zippers – Prevents rust on saws, saw blades, and other tools– Protects silver from tarnishing; untangles jewelry chains– Protects the Statute of Liberty from the elements– Removes lipstick stains and tomato stains from clothing– Removes crayon from walls and stains from stainless steel sinks– Restores and cleans chalkboards, leather dashboards, vinyl
bumpers, and roof racks
MATURITY STAGE OF THE PLC
Sales Reach a maximum
Costs Lowest marginal cost of production
Profits Good but declining marginal profitability; excellent cash cow
Marketing objectives
Defend/increase market share while seeking to maintain profitability
Product Some additional product line expansion possible – especially early in the maturity stage
Price Maximum competition and very competitive pricing; AUP is likely to decrease over time
Distribution Expand distribution as much as possible without corrupting channels
IMC Stress differentiation and value; possible heavy promotion
DECLINE STAGE OF THE PLC
Sales Declining then declining at an increasing rate
Costs Low, but can start increasing either in production or inventory storage
Profits Declining
Marketing objectives
Minimize expenditures; seek to improve position
Product Pare product line; eventually divest or discontinue and redeploy assets to a better opportunity
Price Falling
Distribution Shrinking; eliminate poor performing entities
IMC Minimize to retain only loyal customers
NEW PRODUCTS AND BRANDS
• Three choices for a new product1. Create an entirely new brand name
2. Somehow place it with an existing brand name [brand extension]
3. Combine an existing brand with a new name [brand extension or sub-brand]
– Parent brand is the existing one in 2 and 3 above.– If the parent brand has multiple extensions it is a
family brand.
MASTER BRANDS
• Sub-branding– Adds a new element below the brand hierarchy
•
• Super-branding– Adds a new element above the brand hierarchy
•
• Brand building – Also called cross branding or brand bundling
• Citibank AAdvantage Visa Card
• Brand bridging– Use a master brand to introduce a new brand
• Neutrogena … T-Gel therapeutic shampoo
4. Productdiversification
3. Marketdevelopment
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
MAXIMIZE
•
•
Newmarkets
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
EXPAND
•
• market share
•
3. Marketdevelopment
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
DEVELOP
• line extension[s]
•
•
4. Productdiversification
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
VERY HIGH RISK
• category extension
•
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
1. Same product, change of form• Jell-O Pudding Pops
2. Contain brand’s distinctive taste, ingredient, or component
• Haagen-Dazs cream liqueur
3. Companion products• Coleman camping equipment • Duracell Durabeam flashlights
4. Products relevant to the franchise of the brand•
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
5. Capitalize on firm’s expertise• Canon cameras lead to
– Photocopiers– and ???
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
6. Reflect the brand’s distinctive benefit, attribute, or feature
•
7. Capitalize on the image or prestige of the brand
• Calvin Klein clothes / accessories • Porsche sunglasses
ADVANTAGES OF BRAND EXTENSIONS
• Improve and expand the brand image
•
• Channels are more willing to accept brand extensions
•
• Lower product introduction costs
DISADVANTAGES OF BRAND EXTENSIONS
•
• Extension success comes with too much cannibalization of the parent brand
• May shift perception away from other family members
•
PRODUCT LINE CHALLENGES
PRODUCT LINE SALES HISTORY
0102030405060708090
100
1 2 3 4 5 6 7 8 9 10 11 12 13 14
A B C D E PL
THE PRODUCT LIFE CYCLE OVERVIEW[Countries or products in boxes]
TIME
DeclineMaturityIntroduction Growth
SALES
A
I
BC
D
E
E
G H
J
K
Delete products
ITEMS TO EVALUATE
• Category extensions– Colgate toothbrushes– Mars ice cream bars
• Related categories for Vaseline Intensive Care – Clorox laundry detergent– LifeSavers Chewing Gum
GUIDELINES FOR LINE EXTENSIONS
• Outstanding market segmentation and sub-segments
• Thoroughly understand consumer needs and desires
• Line extensions provide price breadth and channel flexibility
•
•
GUIDELINES FOR LINE EXTENSIONS
•
• Build trade [reseller] pressure through the breadth of the offering “one-stop shop” concept
4. Productdiversification
3. Marketdevelopment
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
MAXIMIZE
• market share
• variety
• innovation
Newmarkets
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
EXPAND
• category extension or new
• market share
• applications & products
3. Marketdevelopment
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
DEVELOP
• line extension[s]
• new varieties
• new applications
4. Productdiversification
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
VERY HIGH RISK
• category extension
• prefer acquisition of an existing brand
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
1. Same product, change of form• Jell-O Pudding Pops
2. Contain brand’s distinctive taste, ingredient, or component
• Haagen-Dazs cream liqueur
3. Companion products• Coleman camping equipment • Duracell Durabeam flashlights
4. Products relevant to the franchise of the brand• Visa traveler’s checks
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
5. Capitalize on firm’s expertise• Canon core competencies
• Precision mechanics• Fine optics• Microelectronics
• Canon cameras lead to– Photocopiers– and ???
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
6. Reflect the brand’s distinctive benefit, attribute, or feature
• Lysol deodorizers
7. Capitalize on the image or prestige of the brand
• Calvin Klein clothes / accessories • Porsche sunglasses
ADVANTAGES OF BRAND EXTENSIONS
• Improve and expand the brand image
• Consumer perceives less risk to purchasing the new item
• Channels are more willing to accept brand extensions
• Increase IMC efficiency
• Lower product introduction costs
DISADVANTAGES OF BRAND EXTENSIONS
• May confuse consumers if there are too many of them or not logical
• Extension success may come with too much cannibalization of the parent brand
• May shift perception away from other family members
• May dilute brand meaning
THE PRODUCT LIFE CYCLE OVERVIEW[Countries or products in boxes]
TIME
DeclineMaturityIntroduction Growth
SALESA
I
BC
D
E
E
G H
J
K
Delete products
ITEMS TO EVALUATE
• Category extensions– Colgate toothbrushes– Mars ice cream bars
• Related categories for Vaseline Intensive Care – Clorox laundry detergent [disinfecting]– LifeSavers Chewing Gum [protection]
GUIDELINES FOR LINE EXTENSIONS
• Requires outstanding market segmentation and sub-segments
• Thoroughly understand consumer needs and desires
• Line extensions provide price breadth and channel flexibility
• Can absorb excess capacity
• Rewards with minimal risk
GUIDELINES FOR LINE EXTENSIONS
• Improve competitive position and intensity
• Build trade [reseller] pressure through the breadth of the offering “one-stop shop” concept
4. Productdiversification
3. Marketdevelopment
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
Newmarkets
1. Marketpenetration / saturation
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
MAXIMIZE
•
•
Newmarkets
Existingmarkets
Existingproducts
2. Productdevelopment
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
EXPAND
•
• market share
•
3. Marketdevelopment
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
DEVELOP
• line extension[s]
•
•
4. Productdiversification
Newmarkets
Existingmarkets
Existingproducts
Newproducts
ANSOFF’S PRODUCT / MARKETEXPANSION GRID
VERY HIGH RISK
• category extension
•
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
1. Same product, change of form• Jell-O Pudding Pops
2. Contain brand’s distinctive taste, ingredient, or component
• Haagen-Dazs cream liqueur
3. Companion products• Coleman camping equipment • Duracell Durabeam flashlights
4. Products relevant to the franchise of the brand•
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
5. Capitalize on firm’s expertise• Canon cameras lead to
– Photocopiers– and ???
TAUBER’S GENERAL BRAND EXTENSION CATEGORIES
6. Reflect the brand’s distinctive benefit, attribute, or feature
•
7. Capitalize on the image or prestige of the brand
• Calvin Klein clothes / accessories • Porsche sunglasses
ADVANTAGES OF BRAND EXTENSIONS
• Improve and expand the brand image
•
• Channels are more willing to accept brand extensions
•
• Lower product introduction costs
DISADVANTAGES OF BRAND EXTENSIONS
•
• Extension success comes with too much cannibalization of the parent brand
• May shift perception away from other family members
•
PRODUCT LINE CHALLENGES
PRODUCT LINE SALES HISTORY
0102030405060708090
100
1 2 3 4 5 6 7 8 9 10 11 12 13 14
A B C D E PL
THE PRODUCT LIFE CYCLE OVERVIEW[Countries or products in boxes]
TIME
DeclineMaturityIntroduction Growth
SALES
A
I
BC
D
E
E
G H
J
K
Delete products
ITEMS TO EVALUATE
• Category extensions– Colgate toothbrushes– Mars ice cream bars
• Related categories for Vaseline Intensive Care – Clorox laundry detergent– LifeSavers Chewing Gum
GUIDELINES FOR LINE EXTENSIONS
• Outstanding market segmentation and sub-segments
• Thoroughly understand consumer needs and desires
• Line extensions provide price breadth and channel flexibility
•
•
GUIDELINES FOR LINE EXTENSIONS
•
• Build trade [reseller] pressure through the breadth of the offering “one-stop shop” concept
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 18
Building Successful Brands: Years 2 and beyond
Alan L. Whitebread
PORTFOLIO PLANNING & MANAGEMENT
Strategic Planning
Portfolio Planning
Portfolio Assessment-Capability development-Resource management
-Portfolio review
TechnologyScanning
OpportunityScanning
PORTFOLIO PLANNING & MANAGEMENT
Strategic Planning
Core competencies
SWOT analysis
Planning models
Organizational structure
Key success factors
Competitive analysis & competitive advantage
Gap analysis
PORTFOLIO PLANNING & MANAGEMENT
TechnologyScanning
Technology advancement
New technologies
Use a Technology Roadmap to increase capabilities
-Develop internally
-Acquire
-Both
TECHNOLOGY ROADMAP
Technology
area
Last year
This year
+1 year
+2 years
Vision
Weight/size 16-bit chip Micro controller
Integrated unit
Single chip Soft radio
Ease of use 4 line screen
10 line screen
VGA Touch screen
Voice interface
Longevity
Audio quality
Video quality
PORTFOLIO PLANNING & MANAGEMENT
OpportunityScanning
Market research
Competitive research
Close to the market
Close to the customer
-General needs
-Joint development
PORTFOLIO PLANNING & MANAGEMENT
Portfolio Planning
Portfolio planning and analysis
Product Generation Map
PRODUCT GENERATION MAP: HP
DeskJet
DeskJet Plus
DeskJet 500C
DeskJet 550C
DeskJet 300
DeskJet 560C
1. Cost reduction
2. Quality improvement
Swap color and black cartridges
One color and one black cartridge
Portable with small footprint
Cost reduction
TIME
PORTFOLIO PLANNING & MANAGEMENT
Portfolio Assessment-Capability development & NPD
-Resource management-Portfolio review
Gap analysis
Life-cycle analysis
Brand / line extensions
Metrics
MARKET METRICS
• Its all about measurement– Continuous customer feedback– Many topics
• Current products• Emerging needs• Future products• Trends
– In-class exercise: What trends do you expect in the communications field in the next 10 years?
THE PRODUCT LIFE CYCLE OVERVIEW[Countries or products in boxes]
TIME
DeclineMaturityIntroduction Growth
SALES
A
-I
BC
D
E
E
G H
-J
-K
Most developed nations – stream of new product introductions
BANDAID TIMELINE
http://www.band-aid.com/brand_timeline.shtml March 9, 2007
DISNEY PRODUCT FAMILIES
ADVANCED BRAND MANAGEMENT TOPICS
• Measuring brand equity
• Building a strong brand and increasing brand equity– – Full range of brand elements– Strong and consistent IMC program– Continual innovation and NPD
• Pharmaceutical example [Merck 12/2005]
ADVANCED BRAND MANAGEMENT TOPICS
• Challenging larger brands / fighting a challenge • Scale generally slows development and/or
implementation– – Focus efforts and concentrate resources–
• •
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 19A
B2B Brands and Issues
Alan L. Whitebread
CHARACTERISTICS OF BUSINESS MARKETS
BUSINESS MARKETS CONSUMER MARKETS
Market Structure
Geographically concentrated
Many types of markets [segments]
Fewer very-high volume buyers
Fluctuating, derived demand
Geographically dispersed
Mass markets
Small volumes
Primary demand
Products Standard / complex / custom
Service etc. are critical
Business applications
Engineering / Quality / Testing involvement
Standard
Service etc. of some note
Personal use
No formal evaluation
Buyer Behavior
Professionally trained
Multiple levels involved
Performance hurdles
Individuals purchasing
Some family influence
Social / psychological drives
Buyer-Seller Relationships
Technical expertise
Close interpersonal relationships
Long-term focus
May be very dependent on each other
Amateur
Impersonal
Immediate / Short-term
CHARACTERISTICS OF BUSINESS MARKETS
BUSINESS MARKETS CONSUMER MARKETS
Supply Chains / Channels of distribution
Predominant
Often shorter [more direct]
Not seen by consumer
Usually indirect
Promotion Often technical
Personal selling
Often involves resellers
Simple
Advertising
Price Professional negotiating / purchasing
Volume sensitive
Complex formalized process
Competitive bid / Many strategies
Individuals limited purchasing skill
Little, if any, leverage
Simple process
N/A
Demand Derived
Inelastic in the short-run
Volatile and discontinuous
Direct
Elastic
Limited volatility
B2B COMPETITION:Sources of Information
• Industry reports
• Government reports
• Industry consultants/experts
• Brokerage reports / various filings– SEC, UCC, state and local, …
• Data bases
• Supplier/customer network
B2B COMPETITION:Analytical Techniques
• Benchmarking
• 5 forces [Porter]
• Patent analysis
• Trend analysis
• Cost analysis
• Risk analysis
• Regression analysis
• Scenario building
B2B COMPETITION:
• Review uncertainties/risks
• Analyze threats
• Anticipate competitive moves
• Understand strategic/tactical alternatives
• Scenario implementation
B2B SEGMENTATION BASES:
• Buying organization characteristics– Size, location, usage rate, …
• Product/Service/Application set– NAICS [or old SIC] category, end market
served, value of use [compared to competitors or substitutes]
• Purchasing Characteristics– Type of buying, stage of the purchase
decision
B2B SEGMENTATION BASES:
• Key buying criteria– Total system cost, compatible systems,
flexibility, supplier capabilities, …
• Importance of purchase– Strategic, high to low, …
• Customer Organization Characteristics– Innovator or follower– Technology level– Sophistication
B2B SEGMENTATION BASES
• Product line
• Geographic region
• Customer industry
• Customer size [company, purchases]
• Customer buying behavior
• Customer technology
• Process and supply chain requirements
B2B SEGMENTATION CRITERIA
1. Measurable– The degree to which you can measure buyer
characteristics
2. Accessible– The ability to focus on target market
segments
3. Substantial– The degree to which target market segments
are large enough and potentially profitable enough to pursue
B2B SEGMENTATION
4. -The extent to which marketing and business
strengths compare to current and expected competitive and technology states
5. -The extent to which target market segments
respond to elements of the marketing mix
B2B SEGMENTATION:Implementing your segmentation
• Sales force [organization, training, …]
• Requirements [technical, customer service, …]
• If services are needed, how will assistance options be provided on a real-time continuous basis?
• If it will be international, is the flexibility built into the design to allow adaptations to be made easily?
B2B SEGMENTATION:Understanding product market dimensions
• Customer function– [meaningful functions [most value], …]
• Technology– [alternative ways to provide the customer function, …]
• Customer segment– Groups served [sales reps, customer service reps,
product managers, …
• Value-added system– Related products and services [potential alliances
and/or threats]
B2B SEGMENTATIONSources of Competition
• Direct competition
•
•
•
• Substitute products/services/materials
• Severed relationships [alliances, joint ventures, etc. that dissolved]
B2B SEGMENTATIONAttractiveness of segments
• Size, growth rate, potential market share
• Ability to reach effectively – distribution & communication channels
• Competitive intensity
• Value
• Strengths match market needs
• Differentiability and positioning
• Strategic fit with the organization
B2B MAKE OR BUY DECISIONS
If any of the following are answered yes, make the product.
• Is it part of a core competence?• Does it involve a core technology?• Must or do we want to protect it?
If any of the above were answered no, then consider making or buying the product.
• Is it sufficiently important for us to make it?• Are the any unacceptable risks to buying the product?
B2B DISRUPTIVE TECHNOLOGIESCreating New Businesses
DIMENSIONS SUSTAINING INNOVATIONS
LOW-END DISRUPTIONS
HIGH-END DISRUPTIONS
Targeted performance [product and/or service]
Most meaningful and valued by the target market segment
Good enough Improved performance in new attributes
Customer or market application
The most profitable customers or target market
Observed customers / market
Target non-consumers
Business model Improves or maintains margins with existing processes and cost structure
Uses a new operating and/or financial approach
Must pass corporate hurdle rates
IMC: Collateral
• Copies of ads
• Sales literature
• Catalogs
• Product brochures
• Data sheets
• Capabilities brochures
• Technical bulletins/specifications
• Application sheets
IMC—THE PROMOTIONAL MIXAND THE PRODUCT LIFE CYCLE:
Purina Dog Chow Example
LO3
18-113
B2B IMCAdvertising evaluation
• Target market coverage
• Key buying motives
• Effectiveness of messages
• Media effectiveness
• Overall results
THE ROLE OF DIRECT MARKETING
OTHER ACCOUNTS
RESELLER ACCOUNTS
NATIONAL ACCOUNT, OEM, DIRECT & FIELD
SALES FORCES
MARKETS OR INDUSTRIES
LARGER ACCOUNTS
SMALLER ACCOUNTS
HOW DO WE COST-EFFECTIVELY REACH TARGET MARKETS OF SMALL ACCOUNTS?
B2B SALES MANAGEMENTTraditional Accounts vs. Key Accounts
TRADITIONAL SELLING KEY ACCOUNT SELLING
Small to medium Large, frequently across multiple SBUs
Regular products and services [core] Core plus customized products, applications, and services
Product/service sales Not just products and services but the long-term strategic fit and associated benefits to both organizations
Sales person is the key link to the Buyer
Multiple relationships across many levels managed by the Key Account Manager
Sales person with limited skill set Experienced pro that is as comfortable on the factory floor as they are in the boardroom. Highly skilled.
B2B SALES MANAGEMENTRole of a B2B Sales Professional
• Build the relationship and trust throughout the Buyer’s organization.
• Lead the communications process between Buyer and Seller.
• Manage the exchange of information.
• Provide problem-solving solutions.
• Effectively negotiate.
• Manage the relationship.
B2B SALES MANAGEMENTKey Account Customer Analysis
• Technologies and processes
• Businesses and product lines
• Markets and customer types
• Their competitors
• Channels of distribution
• Channels of communication
• Preferred relationships
• Culture
B2B SALES MANAGEMENTPotential – Forecast - Actual
• Potential– The total potential sales to the market
[segment]
• Forecast– Sales estimate of sales to each market
[segment] by customer, product, and territory
• Actual– Net sales and net units
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 19B
B2B Brands and Issues:OEM / Private Label Strategies and the Importance
of Services
Alan L. Whitebread
THE B2B MARKETPLACE
• Business marketers often have large customers wielding tremendous
• Customers want solutions and long-term relationships, not just features. Share common goals, objectives, and team solutions.
• Competitive advantage requires a firm to offer the customer a solution set –
THE B2B MARKETPLACE
• The internet has driven the cost of acquiring supplier and product specification information to almost zero.
• Buyers must evaluate the value of services before they are provided. The service provider’s track record, reputation, image, and other inferences are used to make the buying decision.
THE B2B MARKETPLACE
• A service enhancement in an offering keeps on providing value. Its contribution to a long-term relationship and customer lifetime value should exceed the out-of-pocket expense of providing it.
• Procurement needs partners who can ensure reliable supply, high efficiency, and
BUSINESS SERVICES
Source: Christian Homburg and Bernd Garbe, “Towards an Improved Understanding of Industrial Services: Quality Dimensions and Their Impact on Buyer-Seller Relationships” (ISBM Report 9-1999, Working Paper of the Institute for the Study of Business Markets, Smeal College of Business, Pennsylvania State University; 1999).
EVALUATING BUSINESS SERVICES
• The technical competence
• The competence
• The quality of the service delivery [friendliness, thoroughness, response time, time to completion, …]
• Successful outcome
ADDING VALUE TO P/L AND OEM CUSTOMER RELATIONSHIPS
SHORT-TERM VALUE LONG-TERM VALUE
Current product cost reduction
Improved business systems interfaces
Business systems services
UNDERSTANDING BRANDS
• Your main brand
•
• Other brands– OEM– Private Label
BRAND TERMINOLOGY
WHY HAVE A PRIVATE LABEL?
• Provide consumers a cost-effective alternative to the big name brand
• Adds to owner brand power –
• A strong alternative to weak brands – take their shelf space– reason to discontinue slow movers
•
WHY HAVE A PRIVATE LABEL?
• Minimal conflicts with manufacturer’s brand since it is often made by the big brand company
• Provide access to product markets
• Improve market segmentation to include more of the less brand conscious buyers
PRIVATE LABELELLERS ISSUES
•
• Private label strategy– Creativity [product line extensions]– Breadth and depth
COMPETING AGAINST PRIVATE LABEL BRANDS?
• No imitations allowed– IP
• Fakes• Close imitations
– Packaging
• Vigorously defend your positioning
• Reinforce creativity, innovation, originality
• Use promotions
• Stress investment in R&D, NPD
SHOULD WE MAKE BRANDS FOR OTHER FIRMS/
• Additional volume spreads fixed costs
• Benefit from economies of scale– Purchasing power– Especially if only the package is different
• Profitable – Little sales or IMC expense [%]
• Your competitors will likely provide the products if you do not act.
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 20
A Detailed Comparison of Brand Management Approaches
Alan L. Whitebread
BRAND MANAGEMENT4 MAJOR APPROACHES
• Economic approach
• Identity approach
• Consumer-based approach
• Personality approach
• Others approaches exist
4 MAJOR APPROACHES:Assumptions
Economic approach Brand is managed and controlled by the firm.
Identity approach Brand should have identity with visual and behavioral aspects that fit with the strategy.
Consumer-based approach
The brand is a cognitive construct in the mind of the consumer but the marketer is able to control brand value creation.
Personality approach Assumes personality traits are important drivers of emotional bonding between consumers and brands.
4 MAJOR APPROACHES:Theoretical basis
Economic approach 1-The economic man [classical economics]2-Transaction cost theory [stresses optimization of the firm; there are barriers to consumer utility optimization]
Identity approach Brand identity themes [1-corporate identity, 2-behavioral identity, 3-image, 4-reputation]
Consumer-based approach
Cognitive consumer perspective [memory, language, problem-solving, imagery, deduction, and induction]
Personality approach 3 Themes - personality, consumer self, and brand-self congruenceA strong emotional bond should form between the consumer and the brand.
4 MAJOR APPROACHES:Methodologies employed
Economic approach •Mathematical models of empirical data•Investigate causal effects [regression analysis and other methods]
Identity approach •Align the three strategic stars [strategic vision, organization culture, stakeholders images]•Lives in the hearts and minds of the organization
Consumer-based approach
•Brand knowledge is composed of brand awareness [recognition and recall] and brand image [associations linked to the brand]•Employs association maps to understand the relationships
Personality approach •Uses qualitative [free association] and quantitative methods [scaling] to discover brand personality.
4 MAJOR APPROACHES:Managerial implications
Economic approach •Use the marketing mix to implement the brand strategy•Product is always in stock where the consumer wants to purchase it.
Identity approach •Marketing mix is the main instrument for the creation and management of brand equity•The firm and its employees are at the center of brand equity creation and enlargement.
Consumer-based approach
•Marketer should stress brand congruency and consistency•Brand equity begins with brand awareness
Personality approach •Create and manage brand personality through direct and indirect methods.•Brand management must understand consumer identity construction and translate that into a brand personality that is relevant and valuable to the consumer.
4 MAJOR APPROACHES:Behavior of the firm
Economic approach •The firm focuses on price, demand, and supply
Identity approach •Focuses on a single brand identity that is the essence of the organization [Who we are.] and distinctive [Who are the stakeholders?].•The brand is for all stakeholders. It must be created by the firm and its stakeholders
Consumer-based approach
•Brand equity should be a strategic priority so one must take a long-term view of marketing decisions•Focus on implementation excellence.
Personality approach •The company develops a brand personality with a core theme and supports that with the product related attributes.•Characteristics attributed to the brand must be strong, consistent, and resilient.
4 MAJOR APPROACHES:Brand communication
Economic approach •Broadcast mode [PUSH] to the entire market and the consumer will respond•Focus is on brand attributes and benefits
Identity approach •Focus on sending messages
Consumer-based approach
•Brand value creation occurs by molding the consumer's brand associations.•Brand strength comes from strong, unique, and positive associations.
Personality approach •Integrates brand-self congruence, personality, and the consumer self•Uses a central theme [sincerity, excitement, competence, sophistication, ruggedness]
BRAND MANAGEMENT AND NEW PRODUCT DEVELOPMENT
SECTION 21
International Brands and Issues
Alan L. Whitebread
International Brands and Programs
• Global programs and market flexibility
• Differences in – wants, – needs, – desires, – uses, and – cultural issues
INTERNATIONAL BRAND SENSITIVITY
• Cultural environment – – – – Relationships – Language
INTERNATIONAL EXPANSION STRATEGIES
• NARROW FOCUS– concentrated markets / countries
• COUNTRY FOCUS– country-by-country
• COUNTRY DIVERSIFICATION–
• GLOBAL DIVERSIFICATION–
POTENTIAL BARRIERS TO MARKET ENTRY
•
•
• Insufficient scale
• Cost disadvantages unrelated to scale
• Capital requirements
• Government policies and procedures
FOREIGN MARKET ENTRY ALTERNATIVES
DIRECT
EXPORTING
FRANCHISING
INDIRECT
EXPORTING
DIRECT
INVESTMENT
CONTRACTUAL
LICENSING
COPYRIGHT A. WHITEBREAD, 2001-2010
ENTERING FOREIGN MARKETS
ManufacturerAgents / Distributors
[Not in destination country- Usually in home country]
COPYRIGHT A. WHITEBREAD, 2001-2010
INDIRECT EXPORTING• RISKS
– LIABILITY, CONTROL
– VERY ERRATIC DEMAND
– FIT WITH OPERATIONS
• REWARDS– VERY LITTLE SALES EFFORT
– INCREMENTAL VOLUME AND PROFIT
ENTERING FOREIGN MARKETS
COPYRIGHT A. WHITEBREAD, 2001-2010
DIRECT EXPORTING• RISK
– CONTROL OF INDEPENDENT RESELLERS
• REWARD• DIRECT CONTACT WITH LOCAL MARKET
ManufacturerSales
Subsidiary
Resellers[Usually not inhome country]
IndividualAccounts
OEM’s
ENTERING FOREIGN MARKETS
LICENSING & FRANCHISING• RISK
– CONTROL OF RESELLERS
• REWARDS– MINIMIZE ENTRY RISK
– PROFIT STREAM
ManufacturerLicensees
orFranchisees
Resellers
IndividualAccounts
COPYRIGHT A. WHITEBREAD, 2001-2010
ENTERING FOREIGN MARKETS
DIRECT INVESTMENT [ACQUISITION, GREENFIELD, BROWNFIELD]
• RISKS– START-UP OPPORTUNITY COST; INVESTMENT; WC
– COUNTRY STABILITY; CURRENCY EXCHANGE
• REWARDS– DIRECT MARKET CONTACT
– PROFIT STREAM
COPYRIGHT A. WHITEBREAD, 2001-2010
ManufacturerSubsidiary
(Manufacturing)
Resellers
IndividualAccountsOEMs
ENTERING FOREIGN MARKETSCONTRACTUAL
[JOINT VENTURE, STRATEGIC ALLIANCE, CONTRACT MANUFACTURING]
• RISKS– AUDIT & CONTROL
– START-UP INVESTMENT; WC
• REWARDS– MINIMIZE ENTRY RISK
– PROFIT STREAM
ManufacturerContract
Manufacturing
Resellers
IndividualAccounts
COPYRIGHT A. WHITEBREAD, 2001-2010
LIKELY ENTRY ALTERNATIVES
SITUATION OPTION[S]
A small firm wants to export only. Indirect or direct exporting
A specialized machinery manufacturer wants to increase their presence in key country markets.
A firm is having difficulty supplying enough goods to a regional market.
A firm wants to aggressively increase its sales in a region
ENTITY OPTIONS
• Sole Proprietorship
• Corporation – C or S in the U.S.
• Partnership – General – Limited Liability Partnership [LLP]
• Limited Liability Company [LLC]
TYPES OF VERTICAL MARKETING SYSTEMS [VMS]
Greater
Lesser
Degreeof
DirectControl
Degreeof
DirectControl
CORPORATECommon Ownership at Different Channel Levels
CONTRACTURALContractual Agreements Among Channel Members
ADMINISTEREDLeadership is Assumed by One or a Few Dominant Members; Contracts are not common
TYPES OF CHANNELS
Corporate
Subsidiaryor JV
Corporate
Subsidiaryor JV
Contractual
Resellers Licensees [Franchisees]
Contractual
Resellers Licensees [Franchisees]
Administered
No agreement
Administered
No agreement
International Vertical Marketing Systems [VMS]
International channels of distribution may use any possible combination of the above systems. There is frequently significant region-to-region variation and sometimes major country-to-country differences. Each
business must build the best combination for their needs.
DISTRIBUTION STRATEGY: INTENSITY
INTENSIVE
EXCLUSIVE
SELECTIVE
CONSUMER CHANNEL MAP[Simple distribution]
Manufacturer’sInternet Site
Wholesaler
Manufacturer
CONSUMERS
MassMerchandiser’s
Internet Site
Retail Store
Indirect distributionDirect distribution
STRUCTURING CHANNELS WITH TERMS & CONDITIONS OF SALE
ACCOUNT TYPE PAYMENT TERMS DELIVERY TERMS SPECIAL TERMS PROMOTION AND INCENTIVES
Regional Distributor
Choose from:Net _ daysPrompt pay discount…
Choose from:FOB [Ex works]TimeSpecial chargesShipping feesDrop ship…
Choose from:Inventory
adjustmentMinimum order size…
Choose from:Co-op advertisingSales promotions…
Distributor
Dealer
B2B Consumer
MEXICO BEARING INDUSTRY - 2000Domestic Mfgs.
Foreign Mfgs. + subs.
Wholesalers (also V. Large End-Usersmajor importers) (auto assembly, …)
53% of consumption
Distributors <(20-30% MU)(11,000) brands
Retailers or Dealers(20,000)
(20-30% MU)Major End-Users(few in number)
Sm. & Med. End-Users(???)
Copyright A. Whitebread 3/1/98, updated 12/1/05
$1.00
$1.25
$1.56
$1.95
Channel Map Channel Map -- Food Food ProcessorProcessor
Manufacturer
Brokers/Agents National Account Sales
Company Sales ForceMilitary Distributors
MilitaryInstallations
FoodserviceDistributors
Full-serviceWholesalers
Cash & CarryWholesalers
Hospitals
Super markets, mass merchants, etc.
ConsumersSchoolsRestaurants
International Brands and Programs
• Differences in– Product development– Competitive environment– Legal environment– Government regulations
• • •
International Brands and Programs
• International Product Standards• How should we enter a foreign market?
International Brands and Programs
• Global programs and market flexibility
• Differences in wants, needs, desires, uses, and cultural issues
• Sometimes limited marketing tools
CONSUMER PROMOTIONSGermany Italy
Multi-purchase offers M Y
Extra product M Y
Free product Y Y
Mail-in offers N Y
Purchase-with-purchase N Y
Contests M Y
Sweepstakes N M
Money-off coupons N M
Next-purchase coupons N M
Cash rebates M N
In-store demos Y Y
Copyright © 2001 by The McGraw-Hill Companies, Inc. All rights reserved.
THE INTERNATIONAL PRODUCT LIFE CYCLE: AN OVERVIEW
TIME
DeclineMaturityIntroduction Growth
SALES
A
-I
BC
D
E
E
G H
-J
-K
Most developed nations – stream of new product introductions
Medium developed
nations – trailing introduction
Least developed nations – simple product version
IMPLEMENTING THE MARKETING MIX
Country #1Marketing Mix
Country #2
Country #3
Country #4
Country #5Every country will likely have a unique marketing mix.
Sometimes a regional marketing approach will work. There may still be some changes in the marketing mix – especially with the IMC.
TYPES OF SALES FORCES
FIELD
DIRECT SALES
NATIONAL ACCOUNTS
OEM
GOVERNMENT
HOUSE
DIRECT MARKETING
TELESALES
DIRECT MAIL
CATALOG
INTERNET
SUBSIDIARIES
MANUF. REP’S
FRANCHISES
LICENSEES
JOINT VENTURES
AFFILIATES
Copyright A. Whitebread, 2001-2010.