7Ps Of Marketing PDF

What is It Whatever you sell or offer you must outline your marketing mix. Marketing mix has been around as early as trade existed and that is quite long already. The only difference is that today everything is well outlined and keeps evolving even further. To get to the point, marketing mix is...

What is It Whatever you sell or offer you must outline your marketing mix. Marketing mix has been around as early as trade existed and that is quite long already. The only difference is that today everything is well outlined and keeps evolving even further. To get to the point, marketing mix is a business mechanism used for effective marketing of the products. There is no hesitation that anyone would benefit from a powerful 7Ps. Marketing Mix is a set of controllable and connected variables that a company gathers to satisfy a customer better than its competitor. It is also known as the “Ps” in marketing. Originally, there were only 4Ps but the model has been continually modified until it became 7P’s. The original 4 P’s stands for product, place, price and promotion. Eventually, three elements have been added, namely: people, packaging and positioning to comprise the 7 P’s. The 7 P’s of Marketing Mix There are several important frameworks which you can utilize for the purpose of marketing your product and services. A very crucial structure among these is the “7 P’s of Marketing. The framework of “7 Ps of marketing” includes product, place, price, promotion people, packaging and positioning. Realizing these P’s in the most ideal manner can turn out to be very profitable, however, you should totally see each description of the 7 P’s first. 1. PRODUCT The first P in the Marketing Mix is the Product. Marketing strategy typically starts with the product. Marketers can’t plan a distribution system or set a price if they don’t know exactly what the product will be offered to the market. Product refers to any goods or services that is produced to meet the consumers’ wants, tastes and preferences. Examples of goods include tires, MP3 players, clothing and etc. Goods can be categorized into business goods or consumer goods. A buyer of consumer goods may not have thorough knowledge of the goods he buys and uses. Examples of services include hair salons and accounting firms. Services can be divided into consumer services, such as hair styling or professional services, such as engineering and accounting. 4 CO_Q1_Entrepreneurship SHS Module 5  GOODS A. CONSUMER GOODS B.BUSINESS GOODS PRODUCT SERVICES A. CONSUMER SERVICES LAWN CARE HAIR STYLING B. PROFESSIONAL SERVICES ENGINEERING ACCOUNTING CONSULTANCY The two (2) types of products There are 2 types of goods. Consumer Goods and Business Goods. The table below shows the comparison between the 2 types of goods. Consumer Goods Business Goods The demand for consumer goods is a The demand for business goods is a 'direct demand'. 'derived demand'. It is derived from the demand for consumer goods, which are made using the business goods. The number of buyers is great. Business goods have only limited number of buyers. The buyers are found scattered in The buyers are found to be concentrating different parts of the country / world. in certain regions only. Each purchase will generally be of Each purchase involves a very high small value. amount (in money terms). Buying is much influenced by Buying cannot be influenced by emotions. emotions. 5 CO_Q1_Entrepreneurship SHS Module 5  After-sale service is important in the After-sale service is of paramount case of consumer durables. importance in the case of all business goods. There are a number of middlemen in The manufacturers of industrial goods the market. supply directly to their customers. A buyer of consumer goods may not A buyer of industrial goods must have have thorough knowledge of the complete knowledge of the goods he buys goods he buys and uses. and uses. The reputation of the seller or The reputation of the manufacturer is manufacturer may not always be always important in buying industrial given importance in buying consumer goods. goods. Inducements to the buyers in the Such inducements may not be common in form of cash discounts, free gifts, etc. the marketing of industrial goods. are made always by those marketing consumer goods. The market for consumer goods is The market for industrial goods is affected affected by fashion and style by technological changes. changes. 2. PLACE Place is the second P in the Marketing Mix. Place represents the location where the buyer and seller exchange goods or services. It is also called as the distribution channel. It can include any physical store as well as virtual stores or online shops on the Internet. It is one thing having a great product, sold at an attractive price. But what if: Customers are not near a retailer that is selling the product? A competing product is stocked by a much wider range of outlets? A competitor is winning because it has a team of trained distributors or sales agents who are out there meeting customers and closing the sale? Place matters for a business of any size. It is a crucial part of the marketing mix. The main function of a distribution channel is to provide a link between production and consumption. STAGES OF DISTRIBUTION CHANNEL 6 CO_Q1_Entrepreneurship SHS Module 5 Channel 1 contains two stages between producer and consumer - a wholesaler and a retailer. A wholesaler typically buys and stores large quantities of several producers' goods and then breaks into bulk deliveries to supply retailers with smaller quantities. For small retailers with limited order quantities, the use of wholesalers makes economic sense. Channel 2 contains one intermediary. In consumer markets, this is typically a retailer. A retailer is a company that buys products from a manufacturer or wholesaler and sells them to end users or customers. In a sense, a retailer is an intermediary or middleman that customers use to get products from the manufacturers. Channel 3 is called a "direct-marketing" channel, since it has no intermediary levels. In this case the manufacturer sells directly to customers. 3. PRICE The third P in the Marketing Mix is price. The price is a serious component of the marketing mix. What do you think is the meaning of Price? In the narrowest sense, price is the value of money in exchange for a product or service. Generally speaking, the price is the amount or value that a customer gives up to enjoy the benefits of having or using a product or service. Thus, customers exchange a certain value for having or using the product – a value we call price. In commerce, price is determined by what (1) a buyer is willing to pay, (2) a seller is willing to accept, and (3) the competition is allowing to be charged. With product, promotion, and place of marketing mix, it is one of the business variables over which organizations can exercise some degree of control. One example of a pricing strategy is the penetration pricing. It is when the price charged for products and services is set artificially low in order to gain market share. Once this is attained, the price can be higher than before. For example, if you are going to open a Beauty Salon, you need to set your prices lower than those of your competitors so that you can penetrate the market. If you already have a good number of market share then you can slowly increase your price. There are several factors that affect a small business’ revenue potential. One of the most important is the pricing strategy utilized by you as the owner of the business. A right pricing strategy helps you define the particular price at which you can maximize profits on sales of your product or service. You need to consider a wide range of factors when setting prices of your offerings. The different pricing strategies with its definition can be found in the table below. 7 CO_Q1_Entrepreneurship SHS Module 5  The Different Pricing Strategies and Its Definition Pricing Definition Strategies Penetration The price charged for products and services is set artificially low in order Pricing to gain market share. Once this is achieved, the price is increased. Skimming A company charges a higher price then slowly lowers the price to make Pricing the product available to a wider market because it has a considerable competitive advantage. However, the advantage tends not to be sustainable. The high price attracts new competitors into the market, and the price inevitably falls due to increased supply. Competition A pricing method in which a seller uses prices of competing products as a Pricing benchmark instead of considering own costs or the customer demand. In reality a firm has three options and these are to price lower, price the same or price higher than competitors Product Line The practice of reviewing and setting prices for multiple products that a Pricing company offers in coordination with one another. Rather than looking at each product separately and setting its price, product-line pricing strategies aim to maximize the sales of different products by creating more complementary, rather than competitive, products. If you offer more than one product or service, consider the impact that one product's or service's price will have on the others. Bundle The act of placing several products or services together in a single Pricing package and selling for a lower price than would be charged if the items were sold separately. Premium Setting the price of a product higher than similar products. The goal is to Pricing create the perception that the products must have a higher value than competing products because the prices are higher. Psychological Psychological pricing is the practice of setting prices slightly lower than Pricing rounded numbers, in the belief that customers do not round up these prices, and so will treat them as lower prices than they really are. This practice is based on the belief that customers tend to process a price from the left-most digit to the right, and so will tend to ignore the last few digits of a price. Optional The company earns more through cross-selling products along with a Pricing basic core product. The main product does not have many features (and is priced low) which can be enhanced through optional or accessory products which are sold at premium by the same company. Cost Plus Cost plus pricing involves adding a markup to the cost of goods and Pricing services to arrive at a selling price. Under this approach, you add together the direct material cost, direct labor cost, and overhead costs for a product, and add to it a markup percentage in order to derive the price of the product. Cost Based A pricing method in which a fixed sum or a percentage of the total cost is Pricing added (as income or profit) to the cost of the product to arrive at its selling price. Value Based A price-setting strategy where prices are set primarily on consumers' Pricing perceived value of the product or service. 8 CO_Q1_Entrepreneurship SHS Module 5  4. PROMOTION Promotion is the fourth P in the Marketing Mix. Promotion refers to the complete set of activities, which communicate the product, brand or service to the user. The idea is to create an awareness, attract and induce the consumers to buy the product, in preference over others. The following are the most common medium in promoting a product and this is called promotional mix. PROMOTIONAL MIX 1. ADVERTISING Radio Advertising by means of radio gives the advantage of selecting the territory and audience to which the message is to be directed. It is also cheaper than TV advertising. Television This is the latest and the fast-developing medium of advertising and is getting increased popularity these days. It is more effective as compared to radio as it has the advantages of sound and sight. On account of pictorial presentation, it is more effective and impressive and leaves a lasting impression on the mind of the viewer. Print The print media carry their messages entirely through the visual mode. These media consist of newspapers, magazines and direct mail. Electronic You can also advertise electronically through your company website and provide important and pertinent information to clients and customers. You can protect some parts of your website through passwords and give access to member customers. You can also send advertisements via direct e-mail as part of your promotional strategy. Word of Mouth Word-of-mouth advertising is important for every business, as each happy customer can steer dozens of new ones your way. And it's one of the most credible forms of advertising because a person puts their reputation on the line every time they make a recommendation and that person has nothing to gain but the appreciation of those who are listening. Generic The promotion of a particular commodity is without reference to a specific producer, brand name or manufacturer. Producers join together to expand total demand for the commodity, thereby helping their own sales. These activities are often self-funded through assessments on marketing called check-off programs. 9 CO_Q1_Entrepreneurship SHS Module 5 2. PUBLIC RELATIONS OR PR In public relations, the article that features your company is not paid for. The reporter, whether broadcast or print, writes about or films your company as a result of information he or she received and researched. Many people use the term PR and advertising interchangeably, PR involves sharing information with the public using platforms that do not require a payment, such as social media or through press releases shared with magazines and newspapers. PR professionals package information and disseminate it in the hopes that it will be organically shared. The goal of public relations is to shape public perception of a business, presenting a positive image through various strategies to its various constituents. 3. PERSONAL SELLING Personal selling occurs when an individual salesperson sells a product, service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today, personal selling involves the development of longstanding client relationships. Personal selling involves a selling process that is summarized in the following Five Stage Personal Selling Process. The five stages are: Prospecting Making first contact The sales call Objection handling Closing the sale 4. SALES PROMOTIONS Sales promotion is any initiative undertaken by an organization to promote an increase in sales, usage or trial of a product or service (i.e., initiatives that are not covered by the other elements of the marketing communications or promotions mix). Sales Promotion Technique Free Gifts There are many ways to utilize this particular sales promotion technique. A newly opened store, for example, may offer the first 10 customers free items worth 100 pesos. Free Samples Providing free samples is a technique used to introduce new products to the marketplace. Samples give the consumer a chance to see how well they like a product or try something they otherwise would not normally buy. Free Trial A free trial is a way for a consumer to try a new product while eliminating risk. It may be used when a product is unique to the marketplace. 10 CO_Q1_Entrepreneurship SHS Module 5  Customer Contests Contests offer the customer a chance to win prizes like cash or store merchandise. Special Pricing Special pricing is used to offer consumers a lower price for a period of time or to purchase in multiple quantities. For example, a retailer may offer a product that normally costs 35 pesos at a price of 3-for-100-pesos during the promotional period. 5. DIRECT MARKETING Direct marketing is a promotional method that involves presenting information about your company, product, or service to your target customer without the use of an advertising middleman. It is a targeted form of marketing that presents information of potential interest to a consumer that has been determined to be a likely buyer. Forms of Direct Marketing Brochure Catalogs Fliers Newsletters Post cards Coupons Email Phone calls Text messages 5. PEOPLE The fifth P in the Marketing mix is People. Your team, the staff that makes it happen for you, your audience, and your advertisers are the people in marketing. This consist of each person who is involved in the product or service whether directly or indirectly. People are the ultimate marketing strategy. They sell and push the product. People are one of the most important elements of the marketing mix today. This is because of the remarkable rise of the services industry. Products are being sold through retail channels today. If the retail channels are not handled with the right people, the product will not be sold. Services must be first class nowadays. The people rendering the service must be competent and skilled enough so that that the clients will patronize your service. The marketing efforts of people are to create customer awareness, to arouse customer interest, to educate customers, to close the sale and to deliver the product. Therefore, the right people are essential in marketing mix in the current marketing scenario. 6. PACKAGING Packaging is the sixth P in the Marketing Mix. Packaging is a silent hero in the marketing world. Packaging refers to the outside appearance of a product and how it is presented to the customers. The best packaging should be attractive enough and 11 CO_Q1_Entrepreneurship SHS Module 5 cost efficient for the customers. Packaging is highly functional. It is for protection, containment, information, utility of use and promotion. Five Basic Functions of Packaging 1) Protection: One of the major functions of packaging is to provide for the effects of time and environment for the natural and manufactured products. The protection function can be divided into some classes. A. Natural deterioration: It is caused by the interaction of products with water, gases and fumes, microbiologic organisms like bacteria, yeasts and molds, heat, cold, dryness, contaminants and insects and rodents. B. Physical protection: The packaging is also used for physical protection, which include improving shock protection, internal product protection and reducing shock damage caused from vibration, snagging, friction and impact. C. Safety: A special kind of protective packaging is required for products that are deemed harmful to those who transport them or use them. These products include extremely inflammable gas and liquid, radioactive elements, toxic materials etc. The packaging should also be done so that children could not easily use or dispose them. D. Waste reduction: Packaging also serves to reduce the amount of waste especially in case of food distribution. 2) Containment: This involves merging of unit loads for shipping. It starts with spots of adhesives on the individual shippers that stick them together, straps of steel and plastic, entire coverings of shrinkable or stretchable plastic films and paper or corrugated wraps that surround an entire pallet of product. There are some special bulk boxes or pallet bins made from unusually strong corrugated board or fabricated form plastics or metal, the method of which depends on the type and weight of product and its protective needs. The cargo containers made of aluminum used to hold many pallet loads of goods can be transferred to or from ships, trains and flatbed trucks by giant cranes. 12 CO_Q1_Entrepreneurship SHS Module 5 3) Information: The packaging conveys necessary information to the consumers. The common information that packaging provides include general features of the product, ingredients, net weight of the contents, name and address of the manufacturers, maximum retail price (MRP). Packaging of medicine and some food products is required to provide information on methods of preparations, recipes and serving ideas, nutritional benefits, and date of manufacturing, date of expiry, warning messages and cautionary information. Sometimes, the color of the packaging itself provides some information. 4) Utility of use: The convenience packaging has been devised for foods, household chemicals, drugs, adhesives, paints, cosmetics, paper goods and a host of other products. This type of packaging includes dispensing devices, prepackaged hot metals, and disposable medical packaging. 5) Promotion: Companies use attractive colors, logos, symbols and captions to promote the product that can influence customer purchase decision. Packaging Decisions: i. Packaging concept: This defines what the package should be or do for the particular product in terms of size, shape, materials, color, text, and brand mark and tamperproof ability ii. Engineering tests: This will ensure that the package stands up under normal conditions iii. Visual tests: This is to ensure that the script is legible and colors are harmonious iv. Dealer tests: This is to ensure that the dealers find the packages attractive and easy to handle v. Consumer tests: This is to ensure favorable consumer response 13 CO_Q1_Entrepreneurship SHS Module 5  7. POSITIONING Finally, the seventh P in the Marketing Mix is Positioning. When a company presents a product or service in a way that is different from the competitors, they are said to be “positioning” it. Positioning refers to a process used by marketers to create an image in the minds of a target market. Solid positioning will allow a single product to attract different customers for not the same reasons. For example, two people are interested in buying a phone; one wants a phone that is cheaper in price and fashionable while the other buyer is looking for a phone that is durable and has longer battery life and yet they buy the same exact phone. There are three basic concepts for positioning. These are Functional Positions, Symbolic Positions and Experiential Positions. Functional Positions deal with solving a problem, providing benefits and getting a favorable perception from investors, stockholders and consumers. Symbolic Positions deal with self-image enhancement, ego identification, belongingness, social meaningfulness and affective fulfilment and Experiential Positions deal with providing sensory or cognitive stimulation. Steps of the Positioning Process Communicat e and deliver Define your on the positioning positioning Choose strategy strategy competitive Identify your advantages competitive that define Confirm your advantages your market understanding “niche” of market dynamics Step 1: Confirm Your Understanding of Market Dynamics At the start of the positioning process, you need a firm understanding of your target market and answers to the following questions: In which product, service, or market category (also called the “frame of reference”) do you plan to use this positioning? Which target segment is your focus for the positioning you are developing? What factors do these buyers evaluate when they make a purchasing decision? How do these buyers view your competitors in the category? If you don’t have answers to these questions, you should consider conducting formal or informal marketing research to reach a better understanding of your target market and the market dynamics around it. 14 CO_Q1_Entrepreneurship SHS Module 5 Step 2: Identify Your Competitive Advantages A competitive advantage is some trait, quality, or capability that allows you to outperform the competition. It gives your product, service, or brand an advantage over others in purchasing decisions. Competitive advantage may come from and or all of the following: Price: Something in your production process or supply chain may make it possible for you to provide comparable value at a lower cost than competitors. Features: You may provide tangible or intangible features that your competitors do not: for example, more colors, better taste, a more elegant design, quicker delivery, personalized service, etc. Benefits: You may provide unique benefits to customers that your competitors cannot match. Benefits are intangible strengths or outcomes your customer gets when they use your offering. For example, time savings, convenience, increased control, enjoyment, relaxation, more choices, feeling better about oneself, being more attractive, etc. Create a list of the things that make you different from competitors in positive ways. Then identify which of these factors are also competitive advantages: the influential factors that help you perform better in the marketplace and cause customers to choose your product, service, or brand over other options. Step 3: Choose Competitive Advantages That Define Your Niche Your list of competitive advantages represents a set of possible positioning strategies you could pursue for your product, service, or brand. The next step is to examine how these factors fit into customer perceptions of your broader competitive set. Your goal is to pick a positioning approach that gives you a unique and valued position in the market that competitors are not addressing. How to Create an Effective Market Positioning Strategy? Create a positioning statement that will serve to identify your business and how you want the brand to be perceived by consumers. 1. Determine company uniqueness by comparing to competitors Compare and contrast differences between your company and competitors to identify opportunities. Focus on your strengths and how it can exploit these opportunities. 15 CO_Q1_Entrepreneurship SHS Module 5 2. Identify current market position Identify your existing market position and how the new positioning will be beneficial in setting you apart from competitors. 3. Competitor positioning analysis Identify the conditions of the marketplace and the amount of influence each competitor can place on each other. 4. Develop a positioning strategy Through the preceding steps, you should achieve an understanding of what your company is, how your company is different from competitors, the conditions of the marketplace, opportunities in the marketplace, and how your company can position itself. Lesson Developing a Brand Name 2 We are now in the second lesson of this module. After studying and understanding the framework of the Marketing Mix which is the 7 P’s of Marketing, you are now ready to develop your Brand Name. What comes to your mind when you hear the word “coffee”? How about “milk”? When you are asked to name a “toothpaste” or a “soft drinks, what will you think and say first? Now as a future entrepreneur, how do you describe the sales of your product being displayed on the shelves of various malls and groceries beside the product with a brand name? Do you think the consumers will notice or remember it? Branding will ultimately reside(s) in the mind of every consumers, thus, it plays a significant role in every business. Brand Name is a name, symbol, or other feature that distinguishes a seller's goods or services in the marketplace. Your brand is one of your greatest assets because your brand is your customers' over-all experience of your business. Brand strategy is a long-term design for the development of a popular brand in order to achieve the goals and objectives. A well-defined brand strategy shakes all parts of a 16 CO_Q1_Entrepreneurship SHS Module 5 business and is directly linked to customer needs, wants, emotions, and competitive surroundings. Experts believe that a good brand can result in better loyalty for its customers, a better corporate image and a more relevant identity. As more customers continue to differentiate between emotional and experienced companies, a brand may be the first step forward in your competition instead of price points and product features. The question is, can you build a brand which truly talks to your audience? Branding is a powerful and sustainable high-level marketing strategy used to create or influence a brand. Branding as a strategy to distinguish products and companies and to build economic value to both customers and to brand owners, is described by Pickton and Broderick in 2001. Commonly Used Branding Strategies 1) Purpose "Every brand makes a promise. But in a market in which customer confidence is little and budgetary observance is great, it’s not just making a promise that separates one brand from another, but having a significant purpose," (Allen Adamson). How can you define your business purpose? According to Business Strategy Insider, purpose can be viewed in two ways: a. Functional. This way focuses on the assessments of success in terms of fast and profitable reasons. For example, the purpose of the business is to make money. b. Intentional. This way focuses on fulfillment as it relates to the capability to generate money and do well in the world. 2) Consistency The significance of consistency is to avoid things that don’t relate to or improve your brand. Consistency aids to brand recognition, which fuels customer loyalty. 17 CO_Q1_Entrepreneurship SHS Module 5 3) Emotion There should be an emotional voice, whispering "Buy me". This means you allow the customers to have the chance to feel that they are part of your brand. You should find ways to connect more deeply and emotionally with your customers. Make them feel part of the family and use emotion to build relationships and promote brand loyalty. 4) Flexibility Marketers should remain flexible too in this rapidly changing world. Consistency targets at setting the standard for your brand, flexibility allows you to adjust and differentiate your approach from your competition. According to Kevin Budelmann, "Effective identity programs require sufficient consistency to be identifiable, but sufficient variation to keep things fresh and human," so if your old tactics don't work anymore, don't be afraid to change. It doesn’t mean it worked in the past it may still work now. 5) Employee Involvement It is equally important for your employees to be well versed in how they communicate with customers and represent the brand of your product. 6) Loyalty Loyalty is an important part of brand strategy. At the end of the day, the emphasis on a positive relationship between you and your existing customers sets the tone for what potential customers can expect from doing business with you. 7) Competitive Awareness Do not be frightened of competition. Take it as a challenge to improve your branding strategy and craft a better value in your brand. 18 CO_Q1_Entrepreneurship SHS Module 5