战略品牌管理系列6课件.ppt
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- 战略 品牌 管理 系列 课件
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1、Strategic Brand ManagementWELCOME!Class#9 Fall 03Soni SimpsonBrand Marketing ProcessANNUAL STRATEGIESHow will the objectives be achieved?Annual Plan&ExecutionThree Year and ANNUAL ObjectivesWhat do I want to AccomplishObjectives Should be S.M.A.R.TEstablish Positioning ConceptMarketing Plan Executio
2、nFunctional Objectives&StrategiesAnd Tactical PlanPhysical ProductPackagePricingAdvertisingMediaPublicRelationsConsumer&Retailer PromoMarket ResearchAnalysis&Long Term StrategyMeasure Brand EquityBusinessAnalysisMarket&CompetitiveTrendsConsumer InsightsSWOTsMarketingMixFinancial HealthStrategic Impl
3、ications&Strategy DevelopmentCore Competencies,External OpportunitiesBrand VisionBrand StrategyStrategic RoleInsight to ConceptlConcepts are used for internal definition Process&Focus Consumer learningClear,concise brand or product ideaPre creative strategyDocument for R&D,Packaging,Marketing to lit
4、mus work againstlConcepts are for external consumer validationQualitative refinement feedback(elements or entire concept)Quantitative Diagnostic TestingIntroducing All New St.Ives Hand&Body LotionsDiscover the Swiss secret for soft,smooth skinOver the centuries,the Swiss have developed and perfected
5、 their secrets for naturally beautiful skin.Now your skin can get the benefit of these Swiss Formulas with the all new St.Ives Lotions Collection.Only St.Ives starts with natures pure form of moisture-Swiss glacial water-expertly blended with nourishing Swiss botanicals in formulas that immediately
6、increase skins moisture by 200%.With 200%more moisture you get the softest,smoothest skin imaginable.St.Ives Hand&Body Lotions Discover the Swiss secret for soft,smooth skinChoose the formula that meets your individual needs:Intensive Healing if you have red,chapped hurting skin(18oz for$3.99)Firmin
7、g if you need toning for your arms and legs(14oz for$3.99)Cucumber Melon if you want dry skin relief with a great fragrance(18oz for$3.99)Introducing(Brand Name)Succinct insight driven benefits(benefit statement)lConsumer Insight statement(AHA not fact).lIntroducing New Brand.What it does(relevant c
8、ore benefit to consumer).Reason to believe(how/why it does what it does).lReprise of positioning in closing tag.Insight to PositioningState the thought you wish to implant in your targets mind:lTO(core target audience),(Brand Name),lIS THE(frame of reference)lTHAT(owned benefit)lBECAUSE(support or r
9、eason to believe)Power Positioning LINKS toConsumer InsightlExpanding Portfolio Understanding the businessLeveraging Brand Essence and Consumer Insights SAMPLE:Mambas Line Positioning HierarchyEuropean Fruit TreatMaster Consumer Insight:“I want a treat but I want to eat healthy too”Intense Euro Frui
10、t Chews w/vitamins ACESOURNIBBLESSOUR ChewySQUARESJuice Burst SquaresPowdersEURO LIQUIDDie Cuts/Checker board on pack/Off color(green and purple catsup)Insight to Product ArchitectureMapping Mayo Portfolio:Sample Architecture Chart TitleAt HomeclassesPreventativeON LInePatient EducationSpecializatio
11、n?New Ser viceVISIONReal HEALTHOut PatientIn Patient?TreatmentResearchOncologyTop in Field SpecializationMindBodySpiritWHOLE BODY HEALTHMEDICAL SCHOOLMayo CLINICBuildingStrategicGrowthNOT Growing SERVICESInsight to Product ArchitectureConsort Mens StylingRegular Hold 8.3oz$2.2MM -9.6%ACV 43.7%Avg Pr
12、ice$3.02Extra Hold 8.3oz$3.9MM -3.7%ACV 69.4%Avg Price$3.09Unscented Extra Hold 8.3oz$4.7MM 3.5%ACV 69.6%Avg Price$3.10Aerosol Hair Spray$10.8MM -2.0%ACV 84.8%Avg Price$3.08Extra Hold 8oz$0.8MM -22.9%ACV 24.0%Avg Price$3.20Unscented Extra Hold 8oz$1.5MM 7.2%ACV 44.1%Avg Price$2.92Non-Aerosol Hair Sp
13、ray$2.3MM -5.5%ACV 55.6%Avg Price$3.01Old Thickening$17M -97.3%ACV 2.4%Avg Price$2.79New Thickening 5oz$0.7MM 249.8%ACV 27.8%Avg Price$2.79Styling Gel$0.7MM -16.4%ACV 28.2%Avg Price$2.90Consort Mens Styling$13.9MM -3.7%ACV 89.7%Avg Price$3.06Source:IRI Total FDMX 52 weeks ending May 5,2002Product GA
14、P MaplExpanding Portfolio Understanding the businessLeveraging Brand Essence and Consumer InsightsPRICESample Competitive MapTraditionalInnovative“Adult Sophistication”“Youthful Fun”PRICEGodivaTootsieM&MSkittlesRoloStarburstReesesWhat Turf do We OWN?Do we Link Clear Relevant Consumer Insights?What d
15、o weWANT TO OWN?Competitive MapBrand ElasticitylResolving Up to Greater Relevance How far will a brand stretch?Core ValueCategoriesSub BrandsProductsMarketing Leadership CouncilBrand ElasticitylSONY elevates from electronics to entertainmententertainmentGamesMusicTV/MoviesDigitalImagingInfoTechPlays
16、tationGame consolesGame controllersPlaystation Magazine NFL 2002 Speed PunksWalkman,Epic,Records,Xplod,Columbia RecordsCD Players,Car Stereos,MP3 Players,Yo-Yo Ma,Bob DylanWega,Columbia Pictures,DVD Dream System,Tri-Star Flat screen TVs,DVD players,Digital VCRs,Jerry Maguire,Dawsons CreekCamcodersDi
17、gital still cameras,Online photo storageHandy-CamMemory StickImage StationVaio,Aibo,CliePCs,Notebook Computers,PDAs,Software,Entertainment robots Category ManagementlBrand HierarchyMeans of summarizing the branding strategyCaptures brand relationshipBrand product matrixs help highlight the range of
18、products and brands sold by a firmlConsumer connectionslFunction and formlCategoryCan force branding at different levelsl(Corporate:GM,Family:Buick,Individual:Park Avenue,Modifier:Ultra)Strategic Brand ManagementlEvaluating Brand Extension OpportunitiesDefine actual and desired consumer brand knowle
19、dgeID possible extension candidatesEvaluate potentialDesign support planEvaluate Evaluating Brand Extension OpportunitieslAdvantagesFacilitates New Product AcceptancelImprove Brand Image,lReduce Customer Perceived Risk,lIncrease probability of trial/distribution,lIncrease efficiency of promotional e
20、xpenditures,lReduce intro and marketing costs,lAvoid new brand costs,lPackaging/labeling efficiencies,lSatisfy customer variety seekingEvaluating Brand Extension OpportunitieslAdvantagesProvide Feedback Benefits to the Parent Brand and CompanylClarify brand meaninglEnhance parent imagelNew customers
21、 into the franchiselIncrease market coveragelRevitalize brandlPermit subsequent extensionsEvaluating Brand Extension OpportunitieslDisadvantagesCan Confuse or Frustrate the CustomerCan encounter Retailer ExistenceCan Fail and Hurt the Parent BrandCan Succeed but Cannibalize sales of parent brandCan
22、Succeed but Diminish Identification with any one categoryCan Succeed but hurt the image of parent brandCan Dilute Brand MeaningCan Cause the Company to forgo the chance to develop a new brandNew Brand MeaningWeight Loss ANDMaintenanceGood HealthColorful CraftsFor KidsBreakfast FoodsExtension Product
23、Low Calorie FoodsVitamins,JuicesMarkers,Paints,Pen,Clay,etcSyrups,FrozenWafflesOriginal ProductFitness CentersOrangesCrayonsPancake MixesEvaluating Brand Extension OpportunitieslExpanding Brand Meaning Through ExtensionsBRANDWeight WatchersSunkistCrayolaAunt JemimaAre these Higher level Brand Umbrel
24、la Positionings?InsightDriven?Evaluating Brand Extension OpportunitieslExpanding Brand Meaning Through ExtensionslLets Talk about Welches.How did they extend?Evaluating Brand Extension OpportunitieslExpanding Brand Meaning Through ExtensionslLets Talk about Virgin.How did they extend?lWhat Did/Do Vi
25、rgin Stand For?Brand ElasticitylResolving Up to Greater Relevance How far will a brand stretch?CategoriesSub BrandsProductsMarketing Leadership CouncilIrreverent,Hip LifestyleEvaluating Brand Extension Opportunitiesl$5B+200 companies and 3 continents(financial services,music stores,online auto sales
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