kotler lama 3
TRANSCRIPT
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Objectives
Corporate and division strategic planingCorporate and division strategic planing Business unit planningBusiness unit planning The marketing processThe marketing process Product level planningProduct level planning The marketing planThe marketing plan
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Market-Oriented Strategic Planning
Objectives
Skills
Resources
Opportunities
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Market-Oriented Strategic Planning
Objectives
Skills
Resources
Opportunities
Profitand
Growth
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Corporate Headquarters Planning
Define the corporate missionDefine the corporate mission Establish strategic business units Establish strategic business units
(SBUs)(SBUs) Assign resources to SBUsAssign resources to SBUs Plan new business, downsize older Plan new business, downsize older
businessesbusinesses
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Strategic-Planning, Implementation, and Control Process
Measuringresults
Diagnosingresults
Takingcorrective
action
ImplementationImplementationPlanningPlanning
Corporateplanning
Divisionplanning
Businessplanning
Productplanning
Organizing
Implementing
ControlControl
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Good Mission Statements:
Limited number of goals
Stress major policies & values
Define competitive scopes
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The Boston Consulting Group’s Growth-Share Matrix
20%-20%-18%-18%-16%-16%-14%-14%-12%-12%-10%-10%- 8%-8%- 6%-6%- 4%-4%- 2%-2%- 00M
arke
t Gro
wth
Rat
e
3 ?Question marks
? ??21
Cash cow
6
Dogs
87
10x 4x 2x 1.5x 1x 10x 4x 2x 1.5x 1x Relative Market Share
.5x .4x .3x .2x .1x .5x .4x .3x .2x .1x
Stars
5
4
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Market Attractiveness: Competitive- Position Portfolio Classification
MA
RK
ET A
TTR
AC
TIVE
NES
SM
AR
KET
ATT
RA
CTI
VEN
ESS
5.005.00
3.673.67
2.332.33
1.001.00
Low
Low
Med
ium
Med
ium
Hig
hH
igh
Reliefvalve
Flexiblediaphragms
Fuelpumps
Aerospacefittings
Clutches
Hydraulicpumps
Joints
StrongStrong MediumMedium WeakWeakBUSINESS STRENGTHBUSINESS STRENGTH
1.001.002.332.333.673.675.005.00
Invest/growInvest/grow Selectivity/earningsSelectivity/earnings Harvest/divestHarvest/divest
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Sale
sSa
les
10105500Time (yearsTime (years)
The Strategic-Planning Gap
Desiredsales
Integrative growth
Intensive growth
Currentportfolio
Strategic-Strategic-planningplanning
gapgap
DiversificationDiversification growthgrowth
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Three Intensive Growth Strategies: Ansoff’s Product/Market Expansion Grid
4. Diversification2. Marketdevelopment
Newmarkets
1. Marketpenetration
Existingmarkets
Existingproducts
3. Productdevelopment
Newproducts
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1
4
2
3
HighHigh
LowLow
HighHigh LowLow
Attr
activ
enes
sA
ttrac
tiven
ess
Success ProbabilitySuccess Probability OpportunitiesOpportunities
Opportunity Matrix
1.1. Company develops a more Company develops a more powerful lighting systempowerful lighting system
2.2. Company develops a Company develops a device for measuring the device for measuring the energy efficiency of any energy efficiency of any lighting systemlighting system
3.3. Company develops a Company develops a device for measuring device for measuring illumination levelillumination level
4.4. Company develops a Company develops a software program to teach software program to teach lighting fundamentals to TV lighting fundamentals to TV studio personnelstudio personnel
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Threat Matrix
1.1. Competitor develops a Competitor develops a superior lighting systemsuperior lighting system
2.2. Major prolonged Major prolonged economic depressioneconomic depression
3.3. Higher costsHigher costs4.4. Legislation to reduce Legislation to reduce
number of TV studio number of TV studio licenseslicenses
1
4
2
3
HighHigh
LowLow
HighHigh LowLow
Serio
usne
ssSe
rious
ness
Probability of OccurrenceProbability of Occurrence ThreatsThreats
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The McKinsey 7-S Framework
Skills
Sharedvalues
Staff
Style
Strategy
Structure
Systems
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Sell the product
The Value-Delivery Process
Make the productProcureDesign
product Make Price Sell Advertise/promote Distribute Service
Choose the Value Provide the Value Communicate the Value
(a) Traditional physical process sequence
(b) Value creation & delivery sequence
Strategic marketing Tactical marketing
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The Marketing Plan
Executive Summary & Table of ContentsCurrent Marketing Situation
Opportunity & Issue AnalysisObjectives
Marketing StrategyAction Programs
Projected Profit-and-lossControls
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Competitors
Marketingintermediaries
PublicsSuppliers
Factors Influencing Company Marketing Strategy
Marketi
ng
informati
on
syste
m
Marketingplanningsystem
Marketing
organization
system Marke
ting
orga
nizati
on an
d
imple
mentat
ion
Product
Promotion
Place PriceTargetcustomers
Demographic/Demographic/economiceconomic
environmentenvironment
Social/Social/culturalcultural
environmentenvironment
Technical/Technical/physicalphysical
environmentenvironment
Political/Political/legallegal
environmentenvironment
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Review
Corporate and division strategic planingCorporate and division strategic planing Business unit planningBusiness unit planning The marketing processThe marketing process Product level planningProduct level planning The marketing planThe marketing plan