MARKETING STRATEGY Learning objectives: By the end of this lesson, students should be able to understand the following key issues: What is strategy and what is marketing strategy Why is strategy important The various different marketing strategies Strategy and planning Strategic management framework. Jude Asongwe Created by

MARKETING STRATEGY A marketing strategy serves as the foundation of a marketing plan. A marketing plan contains a list of specific actions required to successfully implement a specific marketing strategy Without a sound marketing strategy, a marketing plan has no foundation Marketing strategies serve as the fundamental underpinning of marketing plans designed to reach marketing objectives. It is important that these objectives have measurable results. A good marketing strategy should integrate an organization's marketing goals, policies, and action sequences (tactics) into a cohesive whole. The objective of a marketing strategy is to provide a foundation from which a tactical plan is developed. This allows the organization to carry out its mission effectively and efficiently Marketing strategies are partially derived from broader corporate strategies, corporate missions, and corporate goals. They should flow from the firm's mission statement. They are also influenced by a range of micro environmental factors. Marketing strategies are dynamic and interactive. They are partially planned and partially unplanned. See strategy dynamics. Jude Asongwe Created by

BUSINESS AND MARKETING STRATEGIES BUSINESS STRATEGY Ansoff Matrix Porters generic strategy Jude Asongwe Created by

Stuck with no clear strategy MARKETING STRATEGIES PORTERS GENERIC STRATEGY MODEL Differentiation Stuck with no clear strategy Cost leadership Focus Jude Asongwe Created by

STRATEGIES ANSOFF MATRIX MARKET PENETRATION PRODUCT DEVELOPMENT Existing New MARKET PENETRATION PRODUCT DEVELOPMENT MARKET DEVELOPMENT DIVERSIFICATION Existing New Jude Asongwe Created by

MARKETING Strategies Segment 1 MARKETING MIX Segment 2 Jude Asongwe Created by MARKETING Strategies Segment 1 MARKETING MIX Segment 2 Concentrated strategy/marketing Segment 3 Segment 1 MARKETING MIX 1 Segment 2 MARKETING MIX 2 MARKETING MIX 3 Segment 3 Differentiated strategy/marketing Whole market MARKETING MIX Undifferentiated strategy/marketing

CORPORATE STRATEGIES ATTACH STRATEGIES Direct challenge – differential advantage Direct attack – distinctive competence Direct attack – market share Flank attack Encirclement Bypass Guerrilla Jude Asongwe Created by

DEFENCE STRATEGIES MARKETING STRATEGY Position defence Pre-emptive defence Counter-offensive Mobile defence Flanking defence Contraction defence By-pass Jude Asongwe Created by

COMPONENTS OF A MARKETING PLAN EXECUTIVE SUMMARY BUSINESS MISSION MARKTING AUDITING SWOT ANALYSIS MARKETING OBJECTIVES BUSINESS OBJECTIVES MARKETING STRATEGIES BUSINESS STRATEGIES MARKETING MIX IMPLEMENTATION EXPECTED RESULT MONITORING CONTROLLING Jude Asongwe Created by

STRATEGY AND PLANNING Corporate or visionary planning that provides a mission and structure for evaluating and allocating resources to business Business planning which involves long-range planning for positioning the company and its products to best serve its target markets Functional planning including marketing planning which is generally annual planning involving specific goals and plans over one year. Jude Asongwe Created by

CORPORATE STRATEGY Strategies are formulated as a response to the various factors in the company’s environment- and these may come from both external and internal sources: External Internal Jude Asongwe Created by

Organizational Stance and Positioning Leaders Followers Nichers Jude Asongwe Created by

What is a Mission Statement. Marketing fundamentals - UNIT 2: MARKETING PLANNING AND BUDGETING THE BUSINESS MISSION Learning Objectives What is a Mission Statement. What are the components of a mission statement. What is the importance of a mission statemement. What are the characteristics of a Mission Statement Examples of Mission Statements: M&S, Asda, Tesco, Sainsbury, BT & Npower. Jude Asongwe Created by

What is the marketing audit What are its components Marketing fundamentals - UNIT 2: MARKETING PLANNING AND BUDGETING The Marketing Audit Learning Objective What is the marketing audit What are its components What is the importance of the marketing audit. Jude Asongwe Created by

What is the SWOT Analysis Marketing fundamentals - UNIT 2: MARKETING PLANNING AND BUDGETING THE SWOT ANALYSIS Learning Objectives What is the SWOT Analysis What is the importance of carrying out a SWOT Analysis. Jude Asongwe Created by

Marketing fundamentals Marketing planning and budgeting. Jude Asongwe Created by

PRODUCT PORTFOLIO PLANNING AND ANALYSIS Business Portfolio: The collection of businesses and products that make up the company. Portfolio analysis: A tool by which management identifies and evaluates the various businesses that make up the company Strategic business unit (SBU): A unit of the company that has a separate mission and objectives and that can be planned independently from other company businesses. A SBU can be a company division, a product line within a division, or sometimes a single product or brand. Jude Asongwe Created by

PORTFOLIO ANALYSIS BOSTON CONSULTING GROUP MATRIX Framework of the BCG Matrix High 20 10 Market growth 0.1x Low 10x 1x Jude Asongwe Created by Market share

PORTFOLIO ANALYSIS Stars Cash cows Question marks Dogs Low-growth High-share businesses or products Established and successful units that generate cash that the company uses to pay its bills and support other business units that need investment Question marks Low-share business units in high-growth markets Dogs High –growth High market share (High-share businesses) Products often require heavy investment to finance their rapid growth Jude Asongwe Created by

BCG MATRIX : BCG CLASSIFICATION OF PRODUCTS High 20 Dogs Question marks Stars 10 Market growth Cash cows Jude Asongwe Created by Low 1x 10x 0.1x Market share

BCG MATRIX- CASH POSITION FOR PRODUCTS Stars Revenue + + + Investment - - - Question marks Revenue + + Investment - - - - Cash cows Revenue + + + Investment – + + Dogs Revenue + Jude Asongwe Created by

PORTFOLIO STRATEGIES Build Hold Harvest Divest Jude Asongwe Created by

PRODUCT PORTFOLIO PLANNING AND ANALYSIS Business Portfolio: The collection of businesses and products that make up the company. Portfolio analysis: A tool by which management identifies and evaluates the various businesses that make up the company Strategic business unit (SBU): A unit of the company that has a separate mission and objectives and that can be planned independently from other company businesses. A SBU can be a company division, a product line within a division, or sometimes a single product or brand. Jude Asongwe Created by

PORTFOLIO ANALYSIS BOSTON CONSULTING GROUP MATRIX Framework of the BCG Matrix High 20 10 Market growth 0.1x Low 10x 1x Jude Asongwe Created by Market share

PORTFOLIO ANALYSIS Stars Cash cows Question marks Dogs Low-growth High-share businesses or products Established and successful units that generate cash that the company uses to pay its bills and support other business units that need investment Question marks Low-share business units in high-growth markets Dogs High –growth High market share (High-share businesses) Products often require heavy investment to finance their rapid growth Jude Asongwe Created by

BCG MATRIX : BCG CLASSIFICATION OF PRODUCTS High 20 Dogs Question marks Stars 10 Market growth Cash cows Jude Asongwe Created by Low 1x 10x 0.1x Market share

PORTFOLIO STRATEGIES Build Hold Harvest Divest Jude Asongwe Created by

GENERAL ELECTRIC MATRIX Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY The GE matrix / McKinsey matrix is a model to perform a business portfolio analysis on the Strategic Business Units of a corporation. A business portfolio is the collection of Strategic Business Units that make up a corporation. The optimal business portfolio is one that fits perfectly to the company's strengths and helps to exploit the most attractive industries or markets. A Strategic Business Unit (SBU) can either be an entire mid-size company or a division of a large corporation, that formulates its own business level strategy and has separate objectives from the parent company. Jude Asongwe Created by

PRODUCT PORTFOLIO PLANNING AND ANALYSIS Business Portfolio: The collection of businesses and products that make up the company. Portfolio analysis: A tool by which management identifies and evaluates the various businesses that make up the company Strategic business unit (SBU): A unit of the company that has a separate mission and objectives and that can be planned independently from other company businesses. A SBU can be a company division, a product line within a division, or sometimes a single product or brand. Jude Asongwe Created by

PORTFOLIO ANALYSIS BOSTON CONSULTING GROUP MATRIX Framework of the BCG Matrix High 20 10 Market growth 0.1x Low 10x 1x Jude Asongwe Created by Market share

GENERAL ELECTRIC MATRIX Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY The GE matrix / McKinsey matrix is a model to perform a business portfolio analysis on the Strategic Business Units of a corporation. A business portfolio is the collection of Strategic Business Units that make up a corporation. The optimal business portfolio is one that fits perfectly to the company's strengths and helps to exploit the most attractive industries or markets. A Strategic Business Unit (SBU) can either be an entire mid-size company or a division of a large corporation, that formulates its own business level strategy and has separate objectives from the parent company. Jude Asongwe Created by

PRODUCT PORTFOLIO PLANNING AND ANALYSIS Business Portfolio: The collection of businesses and products that make up the company. Portfolio analysis: A tool by which management identifies and evaluates the various businesses that make up the company Strategic business unit (SBU): A unit of the company that has a separate mission and objectives and that can be planned independently from other company businesses. A SBU can be a company division, a product line within a division, or sometimes a single product or brand. Jude Asongwe Created by

PORTFOLIO ANALYSIS BOSTON CONSULTING GROUP MATRIX Framework of the BCG Matrix High 20 10 Market growth 0.1x Low 10x 1x Jude Asongwe Created by Market share

PORTFOLIO ANALYSIS Stars Cash cows Question marks Dogs Low-growth High-share businesses or products Established and successful units that generate cash that the company uses to pay its bills and support other business units that need investment Question marks Low-share business units in high-growth markets Dogs High –growth High market share (High-share businesses) Products often require heavy investment to finance their rapid growth Jude Asongwe Created by

BCG MATRIX : BCG CLASSIFICATION OF PRODUCTS High 20 Dogs Question marks Stars 10 Market growth Cash cows Jude Asongwe Created by Low 1x 10x 0.1x Market share

THE GENERAL ELECTRIC MATRIX BY MCKINSEY The GE matrix / McKinsey matrix is a model to perform a business portfolio analysis on the Strategic Business Units of a corporation. A business portfolio is the collection of Strategic Business Units that make up a corporation. The optimal business portfolio is one that fits perfectly to the company's strengths and helps to exploit the most attractive industries or markets. A Strategic Business Unit (SBU) can either be an entire mid-size company or a division of a large corporation, that formulates its own business level strategy and has separate objectives from the parent company. Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY The aim of a portfolio analysis is to: 1) Analyze its current business portfolio and decide which SBU's should receive more or less investment, and 2) Develop growth strategies for adding new products and businesses to the portfolio 3) Decide which businesses or products should no longer be retained. The BCG Matrix (Boston Consulting Group Matrix) is the best-known portfolio planning framework. The GE / McKinsey Matrix is a later and more advanced form of the BCG Matrix. Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY Typical (external) factors that affect Market Attractiveness: - Market size - Market growth rate - Market profitability - Pricing trends - Competitive intensity / rivalry - Overall risk of returns in the industry- Entry barriers - Opportunity to differentiate products and services- Demand variability - Segmentation - Distribution structure- Technology development  Typical (internal) factors that affect Competitive Strength of a Strategic Business Unit: - Strength of assets and competencies - Relative brand strength (marketing) - Market share- Market share growth - Customer loyalty - Relative cost position (cost structure compared with competitors)- Relative profit margins (compared to competitors) - Distribution strength and production capacity - Record of technological or other innovation- Quality - Access to financial and other investment resources- Management strength  Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY The aim of a portfolio analysis is to: 1) Analyze its current business portfolio and decide which SBU's should receive more or less investment, and 2) Develop growth strategies for adding new products and businesses to the portfolio 3) Decide which businesses or products should no longer be retained. The BCG Matrix (Boston Consulting Group Matrix) is the best-known portfolio planning framework. The GE / McKinsey Matrix is a later and more advanced form of the BCG Matrix. Jude Asongwe Created by

THE GENERAL ELECTRIC MATRIX BY MCKINSEY Typical (external) factors that affect Market Attractiveness: - Market size - Market growth rate - Market profitability - Pricing trends - Competitive intensity / rivalry - Overall risk of returns in the industry- Entry barriers - Opportunity to differentiate products and services- Demand variability - Segmentation - Distribution structure- Technology development  Typical (internal) factors that affect Competitive Strength of a Strategic Business Unit: - Strength of assets and competencies - Relative brand strength (marketing) - Market share- Market share growth - Customer loyalty - Relative cost position (cost structure compared with competitors)- Relative profit margins (compared to competitors) - Distribution strength and production capacity - Record of technological or other innovation- Quality - Access to financial and other investment resources- Management strength  Jude Asongwe Created by

A six-step approach to implementation of portfolio analysis (using the GE / McKinsey Matrix) could look like this: 1. Specify drivers of each dimension. The corporation must carefully determine those factors that are important to its overall strategy 2. Weight drivers. The corporation must assign relative importance weights to the drivers 3. Score SBU's each driver 4. Multiply weights times scores for each SBU 5. View resulting graph and interpret it 6. Perform a review/sensitivity analysis using adjusted other weights (there may be no consensus) and scores. Jude Asongwe Created by

Some important limitations of the GE matrix / McKinsey Matrix are: - Valuation of the realization of the various factors - Aggregation of the indicators is difficult - Core competencies are not represented - Interactions between Strategic Business Units are not considered Jude Asongwe Created by

CHANGES IN PRODUCT/STRATEGIC BUSINESS POSITION Jude Asongwe Created by

CONCLUSION Jude Asongwe Created by

GENERAL ELECTRIC BUSINESS SCREEN (GE) Jude Asongwe Created by

Jude Asongwe Created by

Key terms and definitions Jude Asongwe Created by

Questions for revision Jude Asongwe Created by