1. What Is Marketing? Simple Definition:
Marketing is managing profitable customer relationships.
How? By accomplishing the following:
Attracting NEW customers by promising superior value.
KEEPING and GROWING current customers by delivering satisfaction.

2. 7 Functions of Marketing
The set of controllable, tactical marketing tools that the firm blends to produce the response it wants in the target market

3. 7 Key Marketing Functions- study these for quiz tomorrow
Product/service management
Distribution
Selling
Marketing-information management
Financing
Pricing
Promotion

4. 7 Functions of Marketing Defined
Pricing- Assigning a value to products and services on the basis of supply and demand
Tickets to the Super Bowl are very expensive because demand is high.
Distribution- Determining how best to get products and services to consumers
EA Sports sells their video games in GAMESTOP stores, because they know their target consumers shop at those stores for video games and entertainment
Promotion- Communicating information about products and services to consumers. The effort to inform, persuade, or remind potential customers of your good(s) or service(s).
“When the 76ers Score 90, You Win at Papa John's!" Yes! Even if they lose, you win! "All season long the day after the 76ers score 90 or more points you get 50% OFF your regular menu price online order."

5. 7 Functions of Marketing Defined
Financing- Creating a budget for a company’s marketing plan & providing customers with flexibility in purchasing company products or services
Like many professional sports franchises, the NHL’s Carolina Hurricanes offer payment plans for their customers purchasing ticket packages
Selling- Communicating with consumers to assess and fill their needs, as well as anticipating future needs
Many professional sports teams utilize a call center to generate ticket sales

6. 7 Functions of Marketing Defined
Marketing information-management- Gathering and using information about customers to improve business decision making.
After a stay at a luxury hotel, you fill out a form rating the service and accommodations.
Product and service management- Designing, developing, maintaining, improving, and acquiring products or services so they meet customer needs
One of Nike’s product management efforts includes the “Nike Kids Field Tester Program” in which selected applicants will wear Nike shoes for typically 4-8 weeks.

7. Needs, Wants, and Demands
A state of felt deprivation including physical, social, and individual needs.
Name some specific examples of each need type.

8. Needs, Wants, and Demands
Types of Needs:
Physical:
Food, clothing, shelter, safety
Social:
Belonging, affection
Individual:
Self-expression, learning, knowledge

9. Needs, Wants, and Demands
Form that a human need takes, as shaped by culture and individual personality.
Preferences for brands are wants.

10. Needs and wants are fulfilled through a marketing offer.
Marketing Offers
Some combination of products, services, information, or experiences offered to a market to satisfy a need or want.
Needs and wants are fulfilled through a marketing offer.
AIRPLANE ACTIVITY

11. Markets What is a Market?
A market is the prospective customers a business wants to serve and the location of those customers.

12. Markets There are 2 types of Markets The Consumer Market
Consumer markets are the markets for products and services bought by individuals for their own or family use.
The Industrial (Business) Market
Industrial markets involve the sale of goods between businesses. These are goods that are not aimed directly at consumers

13. What is Exchanged Products – physical merchandise offered for sale
Services - work done by one person or group that benefits another

14. The Marketing Mix
The set of controllable, tactical marketing tools that the firm blends to produce the response it wants in the target market.

15. The Marketing Mix (aka: the 4 P’s)
This transforms the marketing strategy into action.
The 4 P’s:
Product
Price
Promotion
Place
(distribution)
Product
Price
Buyer Needs
Place
Promotion

16. Figure 2-5 The Four “Ps” of the Marketing Mix

17. Marketing Management Demand Management Demarketing
Finding & increasing demand
Also changing or reducing demand, such as in demarketing.
Demarketing
In case of excess demand, this is done to temporarily or permanently reducing the number of customers or shifting their demand.
EX: When the government tries to reduce smoking of tobacco products, it adds more tax to the products.

18. Demarketing Marketing in Action
Demarketing is often used to reduce the number of customers by discouraging undesirable behaviors.
Is this ad effective?
Visit the Office of National Drug Control Policy ad gallery.

19. Customer Equity
Customer equity is the total combined customer lifetime values of all the company’s customers.

20. The Mission Statement A statement of the organization’s purpose.
What it wants to accomplish in the larger environment.
Should be market oriented and defined in terms of customer needs.

21. Market-Oriented Mission Statements
Should address the following questions:
What is our business?
Who is our customer?
What do consumers value?
What should our business be?
Mission statement must also be:
Realistic.
Specific.
One that fits the market environment.
Based on distinctive competencies.
Motivating.

22. GOOD Mission Statements
NIKE: To bring inspiration and innovation to every athlete in the world.
Microsoft: Our mission is enable people and businesses throughout the world to realize their full potential by creating technology that transforms the way people work, play, and communicate.

23. BAD MISSION STATEMENT What is wrong Apple's mission statement?
Apple designs Macs, the best personal computers in the world, along with OS X, iLife, iWork and professional software. Apple leads the digital music revolution with its iPods and iTunes online store. Apple has reinvented the mobile phone with its revolutionary iPhone and App Store, and is defining the future of mobile media and computing devices with iPad.
It is pretty lame. It's not a mission statement so much as a list of product lines.

24. Apple changed it to….
Apple is committed to bringing the best personal computing experience to students, educators, creative professionals and consumers around the world through its innovative hardware, software and Internet offerings.

25. Marketing Management: Analysis
Once you have a market for your product, you need to conduct a SWOT analysis.
Strengths
Weaknesses
Opportunities
Threats

26. SWOT Analysis
A technique that evaluates a company’s internal strengths and weaknesses and external opportunities and threats

27. Strengths In SWOT, strengths and weaknesses are internal factors.
For example: A strength could be:
Your specialty/expertise.
A new, innovative product or service.
Location of your business.
Quality processes and procedures.
Any other aspect of your business that adds value to your product or service.

28. Weaknesses A weakness could be: Lack of expertise.
Undifferentiated products or services (i.e. in relation to your competitors).
Location of your business.
Poor quality goods or services.
Damaged reputation.

29. Opportunities In SWOT, opportunities and threats are external factors.
For example: An opportunity could be:
A developing market such as the Internet.
Mergers, joint ventures or strategic alliances.
Moving into new market segments that offer improved profits.
A new international market.
A market vacated by an ineffective competitor.

30. Threats A threat could be: A new competitor in your home market.
Price wars with competitors.
A competitor has a new, innovative product or service.
Competitors have superior access to channels of distribution.
Taxation is introduced on your product or service.
Economic Downturns

31. SWOT Analysis- Diagram

32. The FAN

33. What is a Product? Products are Tangible: Something you can touch
EX: jerseys, hats, skateboards
All Products generated by the main sporting event are called product extensions
Services, sports training, sports event, golf lessons ARE NOT Tangible (can’t touch/feel them)

34. The Fan’s Role in Sports
Fan = “Fanatic”
Someone who is interested, involved and engaged in the event.
Football, Basketball, Baseball, Golf
Chess, Darts, Shuffleboard, Curling
Fan is the reason for Sports Marketing
IS the power behind success of sports
IS the economic force
SHAPES the game with attention

35. Sports Consumers
Consumers exchange money for a “wanted” good or service.
Sports Consumers exchange in different ways:
Spectators as Consumers
Benefit by watching game
Exchange for tickets and entertainment
Participants as Consumers
Benefit by playing or event participating
Exchange for equipment and participation

36. Sports Attraction Why Do We Participate?
Personal Improvement - Better Health
Sense of Accomplishment
Develop Positive Values, etc.
Sport Appreciation
Enjoy the game and competition
Fan Identification with the Team
Social Facilitation
Spend time with others, feel part of a group 24

37. SPORTSCAPE Why is attending a game better than watching on TV?
THE EXPERIENCE!
The use of the venue to make attendance to a game “more than just a game”
All of these factors and many more shape the Fan’s perception of the event and his or her role in that event 59 60

38. Elements of Sportscape
Aesthetics
Music
Colors
Smells
Lighting
Motion
Parking
Seat Comfort
Seat Access
Sponsor Marketing
In-Game Entertainment
Signage
Replay Screens
Cheerleaders
Drinks/Food
Ability to bond w/ friends/family 56 58

39. What do Fans value when attending a game?
Ticket Prices
Today the “average fan” is being priced out.
Adequate Parking/Access
Reasonably Priced Foods
Wide Variety Of Snack Foods
Home Team With A Winning Record
Close Score
Home Team Star Regarded As Top 10 Player
Reasonably Priced Souvenirs
Game That Ends In Less Than Three Hours

40. Tickets
Frequency Escalator: A marketing tool that examines the attendance levels of fans (goal = increase commitment)
What are the different types of ticket packages available to fans?
Flex Tickets: Jump between parks (Disney)
Group Tickets: Group tickets are a reserved block of tickets for a specific game or event
Season Tickets: Provides consumers with tickets to every home game for a particular sport or full access to an entire event for a set price
Season Ticket Equivalents: Refers to the sum of all of the various ticket packages sold converted to one measurable number (how many group & single = a season package)
If the Yankees sell 400 new quarter season packages, 800 new half season packages and 2,000 new full season packages in the off season, they would have sold 2,500 season ticket equivalents.
Ticket Package: A sales approach that involves grouping together a select number of games, often times at a discounted price

41. GOAL: To understand how market segmentation works
Market Segmentation: The process of dividing a larger market into smaller parts.
Grouping consumers together based on common needs, interests, behaviors, etc.
What are the benefits if doing this?
Separating consumers makes measurement and promotions easier to manage- WHY?
Fans are typically segmented in to smaller markets by teams- WHY?

42. Specific Market Segments:
Demographic
Geographic
Psychographic
Behavioral
GOAL: To understand how market segmentation works

43. Demographics
Segmentation based on measurable statistics about people. Examples?
Age
Married/Single
Gender
Religion
Race
Nationality
Income
What would the Demographic Segmentation be for the PS4?
GENDER
AGE
Marital status 29
GOAL: To understand how market segmentation works

44. Geographics
Segmentation based on a physical location, Area, Region, or Climate EXAMPLES?
Country (USA Football, England Soccer)
State (NY Colleges vs Florida Colleges)
County (Putnam vs Westchester)
City (NYC vs Carmel)
Region (east vs west)
Climate – weather
Cold weather Sports
Warm weather Sports
California (suntan lotion)
Vermont (winter coats) 30
GOAL: To understand how market segmentation works

45. Psychographics
Segmentation based on Interests, Attitudes, Personality & Activities. Examples?
Athlete
Computer User
Mini-Van Driver
Personality (outgoing, etc.)
Lifestyle
Retired Person
Marathon Runner
Coach
What would the Psychographic be for the PS4?
Lifestyle
Personality
MLB the show players 27
GOAL: To understand how market segmentation works

46. Behavioral Segmentation
Segmentation based on “Rate Of Use”- BEHAVIORS
Groups individuals according to the occasions when & why they purchase, use or think of buying a product. Examples?
Individual is either a User or Non-User
Seek certain Benefits
Season Ticket Holders
Diet Soda
Video Games
Cleats
Movie tickets
Car Insurance
What would the Behavioral Segmentation be for the PS4?
Video Game users (either play games or not) 28
GOAL: To understand how market segmentation works

47. Behavioral, Psychographic Geographic Demographic, Psychographic
SEGMENTATION REVIEW QUESTIONS ON WEBSITE Pair up & classify each of the following statements as DEMOGRAPHIC, GEOGRAPHIC, PSYCHOGRAPHIC, or BEHAVIOR SEGMENTATION. One person ask the other the odd #s and the other asks even #s. Discuss answers to see if you agree.
1. 42 year-old woman
2. Marathon runner
3. Prefers beverages without sugar
4. Grandparents with 10 grandchildren
5. NY Mountains
6. Prefers adventurous vacations
7. NBA cheerleader
8. Newly married couple
9. Earns $100,000+ a year
10. Received a Masters Degree
11. Cayman Islands
12. Cold climate
13. Attends worship service every week
14. Enjoys day trips
15. Prefers watching television
16. Purchases Progressive Car Insurance
Demographic
Psychographic
Behavioral, Psychographic
Geographic
Demographic, Psychographic
Psychographic, Geographic
Behavioral (all 4 too)

48. REVIEW- EXIT PASS Target Market Market segmentation Demographics
A specific group of people you are trying to reach.
The process of dividing a larger market into smaller parts.
Statistics that describe a population.
Segmenting a market based on where customers live.
Dividing a market based on mental and emotional characteristics of customers.
Dividing a market based on the way customers use a product or act toward a product.
Target Market
Market segmentation
Demographics
Geographic
Psychographic
Behavioral
GOAL: To understand how market segmentation works

49. Niche Market
A relatively small part of a market that has a very special need not currently being filled is a Niche Market.
Not being readily served by the mainstream product or service marketers.
Examples
Sports Memorabilia Collectors & Traders
Sport utility vehicles (SUV) Drivers desiring a vehicle with room, power and (SUV) strength
Cable television channels often seek niche audiences to appeal to specific target groups with a common set of interests, such as ESPN designing programming to appeal to sports fans. (ESPN Deportes) 31

50. Grassroots Marketing (Publicity)
Grassroots marketing uses people to spread the word rather than a medium such as television or radio.
getting consumers in your key markets to care so much about your product that they become your cheerleaders.
It is a word of mouth campaign
Examples:
helping and assisting the community with charitable and fundraising events (NFL - United Way)
Using Facebook or Twitter to promote products

51. Mass Marketing (Advertising)
A market coverage strategy in which a firm decides to ignore market segment differences and go after the whole market with one offer.
It attempts to sell through persuasion of a product to a wide audience.
Traditionally mass marketing has focused on radio, television and newspapers as the medium used to reach this broad audience.
Reaching the largest audience possible = maximum exposure to the product.

52. The four types of marketing media to get to “fans” are:
Print
Newspapers, magazines, direct mail, outdoor advertising, station posters, stadium signage
Broadcast
Radio and television
Direct marketing
Many media used to communicate directly with consumers
Online advertising
Banner advertising, company Web sites, online promotions 54