MARKETING STRATEGY Agenda Review of Hierarchy of Objectives Common Elements of Objectives The Process of Marketing Strategy Development BIO-BREAK The Evaluation of Opportunities Target Market Selection The Structure of Marketing Mix Strategies Generic Marketing Strategies Product Strategies Market Position Strategies

Hierarchy of goals and objectives Marketing Strategy Hierarchy of goals and objectives Organizational Goals and Objectives Marketing Goals and Objectives Marketing Mix Goals and Objectives Marketing Mix Element Goals and Objectives

What business are you in? Marketing Strategy What business are you in? Mission statement Statement of marketing strategy Indicates product, market scope Shows growth factor Shows differential advantage Shows management orientation

Elements of Objectives Marketing Strategy Elements of Objectives An effect Benchmark + effect = Desired Outcome Effect has to be measureable Should be realistic Timeframe for evaluation Evaluation and effect should be related

Marketing Strategy Development Recognize and evaluate an opportunity Market size and potential Key competitors Choose target market Develop Objectives for each opportunity Develop Marketing Mix Strategy for each opportunity Choose Marketing mix elements

Opportunity Evaluation Marketing Strategy Opportunity Evaluation Review of the Rule of 3 Review of Requirements for Market Size Review of Relevant Competitive Set

Target Market Selection Marketing Strategy Target Market Selection Introduction to Market Segmentation Review of the Strategic Options Equivalent Behaviors as the Critical Variable

Structure of Marketing Mix Strategies Marketing Strategy Structure of Marketing Mix Strategies Are all Mix elements equally important? Product as the key Example using Product Life Cycle

Generic Marketing Strategies Marketing Strategy Generic Marketing Strategies Cost Leadership Lower costs of production and distribution Product Differentiation Unique product or brand Focus Focus on customer needs in a few segments

Product Strategies Marketing Strategy Product Mix Strategies Market penetration versus market skimming Premium Goods Penetra- tion Super Bargain High Quality Over- Pricing Average Quality Bargain Medium Hit and Run Shoddy Goods Cheap Goods Low High Medium Low Price

Product Strategies Marketing Strategy Product Market Growth Strategies Market Penetration (increase usage) Product Development (new uses) Old Markets Market Development (new users) Diversification (new users, new uses) New Old New Products

Product Strategies Marketing Strategy Boston Consulting Group Strategy: Relative Market Share Market Growth Rate Problems with BCG Approach Difficult to estimate relative market share in rapidly growing markets

Marketing Strategy BCG Matrix: Stars ? Cash Cows Dogs 22% Some cash use Future cash cow ? High cash use ? Is to build or not Market Growth Rate 10% Cash Cows Generate cash for ?, Stars Dogs Low or no cash use When to divest 0% 10x 1.5x .1x (log scale) Relative Market Share

Market Position Strategies Marketing Strategy Market Position Strategies Market Follower Strategies Conscious Parallelism Similar products, prices Avoid unprofitable segments Market Niche Specialize in a very small group of customers Concentrated segmentation strategy……

Market Position Strategies Marketing Strategy Market Position Strategies Market Leader Strategies Increase Size of Total Market Product-Market Growth Strategies Protect Market Share Fortification Assortment of brands, sizes Innovation Best defense is a good offense Counteroffensive Increase Market Share BCG Antitrust constraints

Market Position Strategies Marketing Strategy Market Position Strategies Market Challenger Strategies Frontal Attack Out-innovate leader Tough to do, easier to defend Flanking/Bypass Attack Attack where leader is not looking Find a new market segment Price Discount Strategy Buyers are sensitive to price Works if leader does not cut price Cheaper Goods Strategy Lower quality but much lower price Vulnerable to still cheaper goods Prestige Goods Strategy Increase both quality and price

Marketing Strategy Market Challenger Strategies (cont.) Cheaper Goods Strategy Lower quality but much lower price Vulnerable to still cheaper goods Prestige Goods Strategy Increase both quality and price

Marketing Strategy Attacker Defender Encirclement Flanking Defense Preemptive Defense Attacker (smaller) Contraction Defense Defender (bigger) Frontal Attack Position Defense Counteroffensive Guerilla Attack Mobile Defense Flank Attack Bypass

MARKETING STRATEGY CASE Next time MARKETING STRATEGY CASE For Barco Projection, please prepare, by team, the case discussion for class on 2/12. The deadline for receipt of the PowerPoint presentation is noon 2/12. Market Segmentation Please read chapter 6