Professional Documents
Culture Documents
Markets increasingly complex & competitive challenge for Marketing/ Brand Managers; Reasons: 1. Rapid technological changes & 2. Diversity of buyer preferences. Broad view of market needed to develop strategy not narrow focus based on current products/ segments only.
The Telecom Example!!! Telecom has allowed a virtual world to emerge one in which time & distance are no longer barriers to doing business or communicating.
Value Migration is the shifting of value creating forces. Three types of Value Migration: 1. Between industries (e.g. from airline to entertainment). 2. Between companies (e.g. Coral WordPerfect to Microsoft). 3. Between business designs within a company (e.g. IBM: mainframe to solutions & system integration).
Customers migrate or shift from older products to new looking for more value; Value migration affects brand & companies. Value migration ALSO highlights need for constant learning & implementing strategy changes.
Brands are attempts to match benefits with customers needs, better than competition. competing brand grows Influence of
broad category of need compete. 2. Product type: products in same or similar category (minimal differentiation) compete. most 3. Product variants: compete directly. 4. Shared budget: compete indirectly.
Movies on DVD Bottle water Regular colas Beer Fruit flavored colas Diet-Rite Cola Diet Coke Diet Pepsi Lemon limes Wine Diet lemon limes Video Games Ice Cream
Fast Food
There are three consideration: 1. Depth of analysis a company desires: the deeper we go to discover new segments, the bigger the market becomes. 2. Changing composition of market: effect of new technology, new arrivals, new needs created/ satisfied. 3. Extent of complexity of market: different technologies, product functions or usage, & customer segments using the product.
FMCG companies use differentiation or low-cost strategies in order to develop & maintain competitive advantage but find it difficult, if not impossible.
WHY?
Competitors overcome differentiation through innovation & cost reduction through better systems & technology.
TWO BASES:
1. By analyzing the industry (looking at
links together organizations in a valueadded system, extending from suppliers to end users).
1) Identifying companies,
2) Studying structures,
3) Identifying reach whether domestic or
international; 4) Identifying market practices (conformist/ non-conformist); 5) Determine strengths & weaknesses, & 6) Identify strategic alliances.
practiced; 3. Type of relationships between companies - transactional or collaborative; 4. Extent/ quality of outsourcing: 100% in case of Nike & Sara Lee (food, beverage, apparel); 5. Information/ feedback mechanism.
Different competitive forces are present in the value-added chain. Michael Porters FIVE COMPETITIVE FORCES clearly outline these
competition could lead to higher standards (Coke & Pepsi); 2. Threat of new entrants: entry & exit barriers; 3. Threat of substitutes: alternative technologies can wipe out or endanger established companies (Encyclopedia Britannica/ Kodak/ Polaroid);
Supermarket chains).
IBM, Motorola, Procter & Gamble, and General Electric have strong intelligence units.
3. 4. 5.
6.
experience, capabilities & weaknesses; Market position & trends; Market target(s) and customer base; Marketing program positioning strategies; Key competitive advantages (e.g. access to resources, patents.)
targeting the same market target (same products or same segment within a market).
Example: Airlines compete on routes Emirates, Qatar Airways, PIA.
sector) satisfying the same need or want, also compete: Airlines compete against
Train Services & Inter-City luxury
coaches!
Distinctive capabilities
Past performan ce
competitors strength & track record of delivery; assess how well competitors meet customer value requirements;
of competitiveness.
be anticipated?
Based on current strategy? Current actions only a weak indicator
of future threat.
Is there a solution????
watches & also obtained licenses for Nautica, Joe Boxer & Timberland brands.
As sales continued to slide, Swatch
sources: 1. Related product markets; 2. Companies with related technologies; 3. Companies targeting similar customer groups; 4. Companies with similar products, operating in other geographical regions.
& predictable paths; Organizations need to invest time & effort to analyze the forces of change. Question: What influences/ discontinuities in the market can totally transform it? a. Customer trends; b. Environmental changes; c. Economic factors.