1. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 1 Lamb, Hair, McDaniel CHAPTER 10 Product Concepts 2011-2012 © iStockphoto.com/Nikolay Titov

2. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 2 LO 1 Define the term product LO 2 Classify consumer products LO 3 Define the terms product item, product line, and product mix LO 4 Describe marketing uses of branding Learning Outcomes

3. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 3 LO 5 Describe marketing uses of packaging and labeling LO 6 Discuss global issues in branding and packaging LO 7 Describe how and why product warranties are important marketing tools Learning Outcomes

4. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 4 Define the term product What Is a Product? LO 1

5. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 5 What Is a Product? Everything, both favorable and unfavorable, that a person receives in an exchange.  Tangible Good  Service  Idea Product LO 1

6. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 6 What Is a Product? Product is the starting point of Marketing Mix Promotion Place (Distribution) PriceProduct LO 1

7. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 7 Classify consumer products Types of Consumer Products LO 2

8. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 8 Types of Products Business Product Business Product Consumer Product Consumer Product A product used to manufacture other goods or services, to facilitate an organization’s operations, or to resell to other customers A product bought to satisfy an individual’s personal wants A product bought to satisfy an individual’s personal wants LO 2

9. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 9 Types of Consumer Products Unsought Products Unsought Products Specialty Products Specialty Products Shopping Products Shopping Products Convenience Products Convenience Products Consumer Products Consumer Products Business Products Business Products LO 2

10. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 10 Types of Consumer Products Market Development Diversification Increase market share among existing customers Attract new customers to existing products Introduce new products into new markets Create new products for present markets Convenience Product Shopping Product Specialty Product Unsought Product A relatively inexpensive item that merits little shopping effort A product that requires comparison shopping, because it is usually more expensive and found in fewer stores A particular item for which consumers search extensively and are reluctant to accept substitutes A product unknown to the potential buyer or a known product that the buyer does not actively seek LO 2

11. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 11 Define the terms product item, product line, and product mix Product Items, Lines, and Mixes LO 3

12. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 12 Product Items, Lines, and Mixes Product Item Product Line Product Mix A specific version of a product that can be designated as a distinct offering among an organization’s products. A group of closely-related product items. All products that an organization sells. LO 3

13. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 13 LO 3 Exhibit 10.1 Campbell’s Product Lines and Product Mix

14. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 14 Benefits of Product Lines Equivalent Quality Efficient Sales and Distribution Standardized Components Standardized Components Package Uniformity Advertising Economies LO 3

15. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 15 Adjustments Product Modification Product Repositioning Product Line Extension or Contraction Product Line Extension or Contraction Adjustments to Product Items, Lines, and Mixes LO 3

16. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 16 Types of Product Modifications Quality Modification Functional Modification Style Modification Planned Obsolescence: The practice of modifying products so those that have already been sold become obsolete before they actually need replacement. LO 3

17. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 17 Repositioning Changing Demographics Declining Sales Changes in Social Environment Why reposition established brands? LO 3

18. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 18 Product Line Extension Adding additional products to an existing product line in order to compete more broadly in the industry. Some products have low sales or cannibalize sales of other items Resources are disproportionately allocated to slow-moving products Items have become obsolete because of new product entries LO 3 Symptoms of Overextension

19. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 19 Describe marketing uses of branding Branding LO 4

20. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 20 Branding Brand Name Brand Mark Brand Equity That part of a brand that can be spoken, including letters, words, and numbers The elements of a brand that cannot be spoken The value of company and brand names Global Brand A brand where at least a third of the earnings come from outside its home country LO 4

21. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 21 Benefits of Branding Product Identification Repeat Sales New Product Sales LO 4

22. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 22 Top Ten Global Brands LO 4 1.Coca-ColaU.S. 2.IBMU.S. 3.MicrosoftU.S. 4.GEU.S. 5.NokiaFinland 6.McDonald’sU.S. 7.GoogleU.S. 8.ToyotaJapan 9.IntelU.S. 10.DisneyU.S. Source: Burt Helm, "Best Global Brands," BusinessWeek September 28, 2009 Beyond the Book

23. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 23 Branding Strategies BrandNo Brand Manufacturer’s Brand Private Brand Individual Brand Family Brand Combi- nation Individual Brand Family Brand Combi- nation LO 4

24. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 24 Branding Strategies Manufacturers’ Brand Private Brand The brand name of a manufacturer. A brand name owned by a wholesaler or a retailer. Also known as a private label or store brand. Captive A brand manufactured by a third party for exclusive retailer, without evidence of a that retailer’s affiliation. LO 4

25. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 25 Advantages of Manufacturers’ Brands  Heavy consumer ads by manufacturers  Attract new customers  Enhance dealer’s prestige  Rapid delivery, carry less inventory  If dealer carries poor quality brand, customer may simply switch brands and remain loyal to dealer LO 4

26. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 26 Trader Joe’s—The Brand About 80 percent of the items offered at Trader Joe’s are private label. Trader Joe’s offers several subbrands withing the Trader Joe’s brand family, such as Trader Ming’s for Chinese food and Trader Darwin’s for vitamins. Trader Joe’s purchases directly from the manufacturer and ships directly to its distribution centers, where many of the products are portioned and packaged. Source: Beth Kowitt, “Inside Trader Joe’s,” Fortune, September 6, 2010. 86-96 Beyond the Book LO 4

27. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 27 Advantages of Private Brands  Earn higher profits on own brand  Less pressure to mark down price  Manufacturer can become a direct competitor or drop a brand/reseller  Ties customer to wholesaler or retailer  Wholesalers and retailers have no control over the intensity of distribution of manufacturers’ brands LO 4 Courtesy Chapel House Photography

28. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 28 Advantages of Captive Brands No evidence of store’s affiliation Manufactured by third party Sold exclusively at the chain Can ask price similar to manufacturer’s brands LO 4

29. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 29 Individual Brands Versus Family Brands Individual Brand Family Brand Using different brand names for different products. Marketing several different products under the same brand name. LO 4

30. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 30 Cobranding Ingredient Branding Cooperative Branding Complementary Branding Types of Cobranding LO 4

31. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 31 Trademarks A Trademark is the exclusive right to use a brand.  Many parts of a brand and associated symbols qualify for trademark protection.  Trademark right comes from use rather than registration.  To renew the trademark, the company must prove use of the mark.  Rights continue for as long as the mark is used.  Trademark law applies to the online world. LO 4

32. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 32 Describe marketing uses of packaging and labeling Packaging LO 5

33. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 33 Functions of Packaging Contain and Protect Promote Facilitate Storage, Use, and Convenience Facilitate Recycling LO 5

34. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 34 Labeling Persuasive  Focuses on promotional theme  Consumer information is secondary Informational  Helps make proper selections  Lowers cognitive dissonance LO 5 Greenwashing When a product or company attempts to give the impression of environmental friendliness whether or not it is environmentally friendly.

35. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 35 Universal Product Codes Universal Product Codes (UPCs) A series of thick and thin vertical lines (bar codes), readable by computerized optical scanners, that represent numbers used to track products. LO 5

36. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 36 Discuss global issues in branding and packaging Global Issues in Branding and Packaging LO 6

37. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 37 Global Issues in Branding Adaptations & Modifications Global Options for Branding One Brand Name Everywhere Different Brand Names in Different Markets LO 6

38. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 38 Global Issues in Packaging Aesthetics Global Considerations for Packaging Climate Considerations Labeling LO 6

39. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 39 Describe how and why product warranties are important marketing tools Product Warranties LO 7

40. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 40 Product Warranties Warranty Express Warranty Implied Warranty A confirmation of the quality or performance of a good or service. A written guarantee. An unwritten guarantee that the good or service is fit for the purpose for which it was sold. LO 7

41. Chapter 10 Copyright ©2012 by Cengage Learning Inc. All rights reserved 41 Beyond the Book Chapter 10 Videos Kodak – Product Concepts List the attributes of the Kodak brand. What benefits of branding has the company experienced over time? Have there been pitfalls to having a brand with such strong associations? http://www.cengage.com/marketing/boo k_content/1439039429_lamb/company_c lips/ch10.html