1. Key Elements of the Marketing Plan Summary The business you’re in The markets – niches You want to attack The Geography The key targets or accounts Path to market Alliances Opportunities Competition SWOTS Objectives Positioning Marcomm plan

2. The Marketing Slide Latent or Unmet Need Competitors’ SWOT’s Your SWOT’s Strategic Alliances Target product position price promotion Market

3. Marketing Communications Promotions Programs Websites Advertising Literature/ catalogs Trade shows

4. Websites How much does it cost to field a sales rep/ year? 24Hr 7 day a week sales person Online purchase? How do you promote it? Adwords Content

5. Promotions Right now there are at least a dozen promotions running with your manufacturers. Check mfg websites Check VWR site Niche or plan approach – wastewater Many mfgs will design a promo with you

6. Promotions promote it Use inside CS or sales too. Your phone system – on-hold message Your e-mail greeting or signature Flier, signs Mailing Your website

7. Promotions Not just price I like to give away another product or a discount on a second product. If it’s product related you don’t get into issues or problems If you have a sales force – verbal and written – then have them give it back to you.

8. Promotions Not creative – think about it. Ask your mfgs – ask your associates If you’ve defined a market or niche, and defined a product that you want to promote and a theme. for the year – you’re there.