MARKETING ASPECTThe Marketing is considered the

most important area. This is so because it describes market situations where the product can be identified through the demand analysis.

Product Description – the primary ( and secondary, if any) product/s of the proposed project is/are to be vividly described in this section.

Industry Profile – it describes the general trade practices of an industry or business which sells the same product. Some of these practices are pricing, sales, methods of transportation, promotion, channels of distribution, supplies, packaging resources available, the values of people, and also the opportunities, threats, strengths and weaknesses of the industry.

Demand – in this section the student/researcher pinpoints the specific customers who are willing and are able to buy the proposed product/s. This could be done through segmenting the market geographically and demographically.

Demographical segmentation – determines to whom, in a particular place, the products will be offered. It also defines the market

a) Sex b) Age c) Religion d) Educational Attainment e) Ethnic Group f) Income level g) occupation and h) credit availability.

Supply – it represents the number of sellers/producers selling similar or substitute products. Supply is referred to as the competitors.

The first thing to do is to enumerate the competitors, their location, and their capacity/size. Then the student/researcher will determine the 5 year historical supply as well as the 5 year future supply by using one of the projection methods.

Marketing Plans or strategies should be done in order to attract customers and even the customers of the competitors.

1. Occupants – Who are the target markets? What are their values, culture, religion etc.?

2. Object – What makes the products attractive to the target market-

Packaging, color, shape, size, etc?

3. Objective – What is/ are their objective/s in buying the product-status symbol, price quality, etc?

4. Occasion – When do the customers usually buy the products- daily, weekly, during birthdays, anniversaries, or christmas season?

5. Outlet – Where could the target buyers buy the products—from the wholesalers, retailers, brokers, contractors?

6. Organization in the Family – What is the customer’s role in the family—initiator, buyer, or decision maker?

5 P’s of Marketing Mix

1. Product - What should be done with the product so that it will be more attractive than the competitors’ products?

2. Promotion – What promotional activity should be done in order to compete with the promotions of the current suppliers?

3. Pricing – What terms of sale will increase the selling value of the products-n/30,2/10, n/30? What pricing technique can be used

In determining the selling price of the products?

Pricing Techniques:a. Cost – Plus Method – it is the simplest

method. The cost of the product is figured out and tacked on a little something for profit.

b. Market-Oriented Method - this is not based on cost, but on the interaction of demand and supply,

c. “Loss” Leader Strategy - Some products may be sold at a losing preposition to attract customers

to go to their stores. The mark-up is taken from other products.

d. Psychological Pricing – Stating the price on a lower scale. For example: P2.95 instead of P3.00.

e. Value for Money Pricing – this pricing approach is not aimed at maximizing profit per single purchase but in bulk of quantity/frequent sale. This sales tactic is an ideal mechanism in tapping potential sales through more purchases, thus

clearing inventory gluts and crating an image of fresh supply. This pricing concept targets either or both the diet and price conscious consumers.f. Pricing Factor Segmentation – the

“seller” subdivides the market into groups responsive to price and price deals, product quality,etc.

Ex. No left-over, No sharing buffets – 50%

Discount per pack50% Discounts on all

products a t 8:45p.m. everyday

This strategy favors both the consumer and the seller. On the part of the consumers, they get the benefit of quality and good tasting products at reduced prices. On the other hand, the seller avoids wastage and minimizes cost of storage.

Example2 – Midnight Specials – This is offered by Motels (9:00 p.m. to 6:00p.m. at the price of 3 hours stay.)

Example 3 – Discounting Plan

The company offers lower charges for the following calls.

- Night calls- Sundays and Holidays- Morning overseas calls during

weekend hours

Example 4 – Season Specials40 % discounts on all room

categories.

g. Marked Down Pricing – in cases where demand is limited and competition is intense, the usual mark-up pricing approach is temporarily suspended in favor of a markdown to capture a segment of the market. The concept behind the markdown pricing is the “thought” that the lower you can make your price, the more you sell, and you generate revenues sufficient to cover costs and provide a profit.

h. Bonus-Pack Pricing – for the end-users, this is commonly used so that they will buy more than

the required quantity. A good example is the :

“Buy 34 at the price of 30”

4. Place or the Channel of DistributionThis describes how one will reach his customers. He may use the services of the middlemen, if his location is far from his customers. If this is so, include also in the budget the compensation which is given to the middlemen. The compensation could be in the form of commissions, fringe benefits, promotional assistance or other forms.

5. People – this refers to the salesmen who will be selling and promoting the products, Do they know the product? Are they committed to the company? Are they motivated and satisfied?

Chapter 3 TECHNICAL ASPECT

The technical study discusses how the products are to be produced, when these products are to be produced, how much will it cost to produce the products, where to produce the products and what technology to be used.

Production Process/Process Flow The production process discusses how the

products will be produced, specifying each step that will be involved, and the time involved.

Production Process/Process Flow – the production process discusses how the products will be produced, specifying each step that will be involved, and the time involved. The said steps will be shown in a process flow chart where some of the following symbols will be used.

TransportationStorage

OperationInspection

Delay

Equipment, Machinery, Furniture and Fixtures – this part discusses or describes the technology that will be used– manual, mechanical, automated, or robotics.

If production process is done manually, then the use of equipment, machinery, furniture and fixture will be limited. However, the student will still make a list of all the

the needed equipment, and other facilities. The list should include the description, the specification, and the prices of the listed assets. If it is mechanical, automated, or robotics, the student will also do the same.

Building – The student should determine whether it is necessary to put up, to rent, or to lease a building. If a building is to be constructed, he should provide a computation for the cost of the building. This includes the determination of the life of the building as well as the depreciation method to be used.

If the students proposes to rent a building, he should determine the historical and the current rent so that he will be able to project the rentals. When it is necessary to renovate the building to fit the requirements of the production process, the cost of renovation should likewise be included.

Location - the student is required to gather maps in order to show where the proposed project will be located. In the discussion, the student should also describe the distance of the proposed project from its competitors as well as its supply of raw materials, public markets, roads, communication facilities. He need to discuss also the environmental conditions of the place whether it be rural, urban, or near schools, hospitals.

Layout/Floor Plan – This topic specifically discusses how the place (factory, store, or office) looks like and how it is arranged.

It is recommended that the student presents the drawings including dimensions so that readers could easily visualize how the proposed venture will be.

Layout/Floor Plan – this topic specifically discusses how the place ( factory, store or office) looks like and how it is arranged.

It is recommended that the student presents the

drawings including dimensions so that readers could easily visualize how the proposed venture will be.

Capacity/SchedulingThe student, after describing the location,

layout, building, equipment, machineries, furniture and fixture can now discuss its capacity. He should be able to determine the maximum capacity, the production schedule, the number of shifts per day, number of working hours per day, etc.

Waste Disposal – there are some processes that produce unhealthful wastes. Here, the student should discuss how to dispose the wastes and also the cost of disposing.

Utilities and Other Operating Costs – this part describes the amount, cost, and sources of utilities-fuel, water, and electricity. It also includes other costs that the proposed project will incur like supplies, telephone, telex, maintenance, repairs, insurance, taxes, licenses, and SSS contribution. The provision foreseen costs such as miscellaneous cost and contingencies is also included.

Production Costs – it includes the initial raw material costs, labor costs, operating costs, and other costs, and other costs to produce the product.

Chapter 4Organization and Management Study

This chapter describes the form of business organization that is best suited for the proposed subject, the organizational structure, the number of personnel needed, their qualifications, their compensation, and the projected time table before the project is implemented.

Forms of Business Organization

There are four types of business organizations:1. Single proprietorship2. Partnership3. Corporation4. CooperativesOrganizational Structure – the student

should be able to enumerate the positions needed and their respective job descriptions and job specifications.

Personnel Requirement – based on the organizational structure , the student should determine the number of workers needed in the organization.

Qualification Standards – the student discusses the qualifications of workers.

Three kinds of qualifications standards:a. Personal – this refers to the personality required of a worker – his traits, manners, values, the way he talks his appearance, etc.

Experience – this refers to the length of working experience required of a worker, and also related job experiences.Academic – this refers to the worker’s academic qualifications or the educational attainment required to perform the job better.Compensation Package – After determining the number of workers needed and their qualifications, express their efforts in monetary form. Salaries and wages required by law and the result of the wage survey.