Professional Documents
Culture Documents
Marketing Plan
Authors:
Prof. Keegan, Prof. Malcolm
Presenters: M. Azadi
M. Tabatabaei
Objectives
Marketing planning
Tactical and Strategic Marketing Plans
Marketing planning process
Marketing audits
Corporate Planning
Assumptions
Marketing Objectives
Marketing Strategy
Marketing Program
Mission statements
Marketing Planning
An outline of a design to
accomplish a specific objective:
Marketing Planning
Strengths of
organization
Weakness of
organization
Design for
creating value
Market Needs
Wants
Existing
competitors
Expected
competitors
Marketing Planning
Process
Definition:
The application of marketing
resources to achieve marketing
objectives.
Marketing Planning
Process
Performing a situation analysis
2.
Formulating basic assumptions
3.
Setting objectives for what is being
sold and to whom
4. Deciding how the objectives are to be
achieved
5.
Scheduling and costing out the
actions necessary for implementation
1.
Develop
a Market Plan
Size
Complexity
Character and diversity of company
operations
Essential of Marketing
Planning
Our Challenge
Revenue
We should manage:
Profit
Optimization
Cost
Return on
investment
Application of
Marketing Plan
1.
The Elements of
Strategy
Stepping back form the
day to day
2.
Ideas and thought
3.
Activity/Action
4.
Setting Objectives and
goals
5.
Important decisions
and choices
6.
Significant
commitment of
resources
7.
Not easily reversible
8.
Involves
choice/tradeoffs
1.
Differentiation
10. Insight
11. Vision
12. Defines the business
we are in
13. Defines the business
we are becoming
14. Value
15. Tradeoffs
16. Objectives and goals
17. Strategy Vs. Tactics
9.
Strategic Plan
Definition:
A clear and simple summary of
Key market trends,
Key target segments,
The value required by each segment,
How the company intends to create value,
With a clear prioritization of marketing
objectives and strategies, together with
financial consequences.
Strategy
Strategy describes:
The direction a business will pursue and
guides the allocation of resources and effort
The business we are in and becoming.
And provides:
The logic that integrates the Perspectives of
functional departments and operating units
and points them all in the same direction.
Strategy Statement
1.
2.
Marketing Strategy
Definition:
It is a statement of how a brand or
product line will achieve its objectives
It Provides decisions and direction
regarding variables such as:
Segmentation of the market,
Identification of the target market,
Positioning,
Marketing Mix elements and expenditures.
Tactically Oriented
Company
Board
Senior
Management
Middle
Management
Operations
Strategic Oriented
Company
Board
Senior
Management
Middle
Management
Operations
Rules of
Marketing Planning
Develop the strategic marketing
plan.
1.
2.
Marketing Planning
Process
3.
7.
Mission. 1
Corporate objectives. 2
Marketing audit. 3
SWOT analysis.4
Assumptions. 5
Phase
ThreeStrategy
Formulation
Phase FourBudget. 9
Resources allocation
and
First year detailed implementation program. 10
monitoring
Measuremen
t and review
Critical Factors
Delegation
Commitment
Marketing Audit I
Marketing audit is a comprehensive,
systematic, independent, and periodic
examination of a companysor
business
unitsmarketing
environment, objectives, strategies,
and activities with a view to
determining
problem
areas
and
opportunities and recommending a
plan of action to improve the
companys marketing performance
Philip Kotler
Marketing Audit II
Goal:
To see how well the firm is applying
the marketing concepts
1. Examine external and internal
information and procedures
2. Identify problems in the
environment
Marketing Audit IV
External Audit
-By independent experts
-Starts with an examination of information
on the general economy and then moves on
to the outlook for the health and growth of
the markets served by the company.
Internal Audit
-By members of the marketing organization
-To assess the resources of the organization
as they relate to the environment and the
resources of Competitors
Marketing Audit V
Marketing Audit VI
External Consultants
Kind of variables
for Controlling
Auditing Process
Identification, measurement,
collection, and analysis of all
facts and opinions that affect a
companys problem
The application of judgment to
uncertain areas that remain
after the initial analysis
1.
2.
Marketing Audit
Procedure
Marketing environment audit
SWOT Analysis
External
Opportunities
Internal
Threats
Strengths
SO
ST
Weakness
WO
WT
Corporate Planning
Step 1:
Step 2:
Corporate Managem
Financial ent Audit
Objective
Targeted
Growth in
Sales and
earnings
Step 3:
Objective
and
Strategy
Setting
Step 4:
Plans
Marketing
Marketing
Marketing
Distributio
Distributio
Distributio
n
Manufactu
ring
Financial
Personnel
n
Manufactu
ring
Financial
Personnel
Step 5:
Corporate
Plans
n
Manufactu
ring
Financial
Personnel
Issue:
corporate
objectives
and
strategies
Marketing
Elements of
Corporate Plan
The desire level of profitability
2.
Business boundaries
What Kinds of products will be sold to what kinds of
market (Marketing)
What Kinds of facilities will be developed (Production
and distribution)
The size and character of the labor force (Personnel)
Funding (Finance)
Stock-market
Employer image
1.
Assumptions
This is one of the most critical
steps in the preparation of a
marketing plan because it is the
easiest step to do carelessly.
Key,
Critical
and few in Number
Consistent with relevant known
facts
With defensible assumptions
Examples:
Industrial overcapacity will increase
from 105 percent to 115 percent as
new plants come into operation.
Price competition will force price levels
down by 10 percent across the board.
A new product that competes with ours
will be introduced by our major
competitor before the end of the
second quarter.
Existing
Products
New
Products
Existing
Markets
1. Market
Penetration
3. Product
Development
New
Markets
2. Market
Development
4. Diversification
Product
Customer
Solution
Convenience
Price
Promotion
Customer Cost
Communication
To determine:
Where the company is now,
Where it wants to go,
How to get there
Includes:
Advertising Plan
Sales Promotion Plan
Pricing Plan
Distribution Plan
Product Plan
Target Market Plan
Mission Statements
Key points:
1. Role or Contribution
Profit
Service
Opportunity seeker
2. Business definition
3. Core Competencies
4. Company/Division Positioning
5. Indications for the future
Types of Mission
Statements
Motherhood
It found in annual reports designed to
stroke shareholders/Non Practical Use
Purpose Statement
Lower-Level mission
statement/Appropriate on the strategic
business unit, departmental or product
group level of the organization.
Examples of
Corporate Mission
SINGAPORE AIRLINES is engaged in
air transportation and related
businesses. It operates world-wide
as the flag carrier of the Republic of
Singapore, aiming to provide
services of the highest quality at
reasonable prices for customers and
a profit for the company
Examples of
Corporate Mission
MARRIOTTS Mission Statement:
We are committed to being the
best lodging and food service
company in the world, by treating
employees in ways that create
extraordinary customer service
and shareholder value
Last Word
A Goal is a dream
with a deadline
Zig Zaglar