3. Outline
What is Brand/Branding and Positioning
Choosing & communicating effective
positioning in market
Differentiating brands
Marketing strategies for stages of product life
cycle
Marketing evolution
4. Brand and Branding
Brand: A name, term, sign, symbol, or a
combination, intended to identify the goods or
services of one seller or group of sellers and
to differentiate them from competitors
Branding: Providing goods and services with
the power of the brand
5. Advantages of Strong Brands
• Improved • Larger margins
perceptions of • More inelastic
product consumer response
performance • Greater trade
• Greater loyalty cooperation
• Less vulnerability • Increased marketing
to competitive communications
marketing actions effectiveness
• Less vulnerability • Possible licensing
to crises opportunities
6. Defining Associations
Points-of- Points-of-parity
difference (PODs) (POPs)
• Attributes or benefits • Associations that are
consumers strongly not necessarily unique
associate with a to the brand but may
brand, positively be shared with other
evaluate, and believe brands
they could not find to
the same extent with
a competitive brand
7. Brand Positioning
Act of designing the company’s offering and
image to occupy a distinctive place in the
mind of the target market
8. Choosing and Communicating an
Effective Positioning in the Market
How to choose good elements:
•Memorable
•Meaningful
•Likeable
•Transferable
•Adaptable
33. Summary
What is a Brand, Branding & Positioning?
How to choose and communicate effective
positioning
Brand Differentiation
The different marketing strategies
Evolution of marketing
37. Objectives
At the end of this presentation, the participants should be able to
1. Understand how firms can choose and
communicate an effective positioning in the market
2. See how brands are differentiated
3. Appreciate how different marketing strategies are
appropriate at each stage of the product life cycle
4. Understand the implications of market evolution for
marketing strategies
38. Outline
Developing and Communicating a
Positioning Strategy
Competitive Frame of Reference
Points-of-Difference and Points-of-Parity
Differentiation Strategies
Product Life-Cycle Strategies
39. Developing and Communicating
a Positioning Strategy
All marketing strategy is built on STP
Segmentation – discover different
needs and groups in the marketplace
Targeting – identify groups it can
satisfy in a superior way
Positioning – positions its offering
so that the target market recognizes
the firm’s distinctive offering & image
40. What is Positioning?
Act of designing an offer and image to occupy
a distinctive place in the minds of the target market
41. Positioning results in
The creation of a
A persuasive REASON WHY the target
market should buy the product
42. Positioning
Examples of Customer-Focused Value Propositions
Langhap Sarap
Food offered by Jollibee caters to Filipino taste
Pera padala
Makakarating ang padala mo
We have it all for you
Convenient shopping experience in SM’s one-stop
shop because it provides all you need under one roof
World’s safest pain reliever
Biogesic is safe even for pregnant women
44. Positioning
The Starting Point: Competitive Frame of Reference
Category Membership
Define Customer Target Market
Define Nature of Competition
Products and services competing
for same target segment
Substitute products and services
45. Positioning
The Starting Point: Points-of Difference
POD – attributes or benefits that consumers…
Strongly associate with a brand
Positively evaluate
Believe are unique to the brand or
could not be found to the same
extent in other brands
Energizer – longest lasting battery
Louis Vuitton – most stylish handbag
46. Fun place for family to be together Prompt friendly service
and for children to play
McDo
Clean pleasant modern facilities Food kids love and are affordable
Ned Roberto (Marketing Guru) Manny Paquiao (Pambansang Kamao)
47. Positioning
The Starting Point: Points-of-Parity
POP – attribute or benefit
associations not unique to
the brand but may in fact be
shared with other brands
Category POPs
=
Competitive POPs
48. Positioning
The Starting Point: Points-of-Parity
Category POPs
Associations essential to a legitimate
and credible offering within a category
Necessary, but not sufficient,
condition for brand choice
Soap must be able to clean
A doctor must have medical training
and license to practice
49. Positioning
The Starting Point: Points-of-Parity
Competitive POPs
Associations designed to
negate a competitor’s POD
Brand “breaks even” on areas
where competitors are trying
to create an advantage
Consumers must believe
brand is “good enough” on
an attribute or benefit
x
50. Positioning
Establishing Category Membership
Marketers must inform consumers
of a brand’s category membership
Announcing category benefits
Cherifer – tangkad sagad
Enervon C - protektodo
Comparing to exemplars
The Rolls Royce of the banking industry
Elvis Presley of the Philippines
Relying on the product descriptor
Ford Freestyle “Space Wagon”
Ateneo Graduate School of Business
51. Positioning
Choosing POPs and PODs
For PODs
Desirability
Relevant and Important
Distinctive and superior
Believable, credible, compelling
Deliverability of promise
Feasibility
Design and offer support desired associations
Communicability
Compelling reason to believe
Understandable rationale why brand can deliver desired benefits
Verifiable evidence or proof points
Sustainability
Preemptive
Defensible
Difficult to attack
52. Positioning
Choosing POPs and PODs
For POPs
Need for category membership
Create competitive POPs
to negate competitors’ PODs
53. Positioning
Levels of Brand’s POD
Functional Psycho-
Benefits Social Instrumental
Attributes Emotional and
(What a
- Promil Benefits Terminal
brand does)
contains (Self-Image Values
- Promotes
taurine Social Image) - My children
Brain
development - I’m a will love me
good Mom
54. Positioning
Positioning Statement
To Children who are undernourished due
(Target group and need) to poor appetite
Our Appebon
(Brand)
Is Is a complete vitamin-mineral
(Concept) formulation with an appetite stimulant
That Provides needed nourishment and
(what POD is or does) stimulates children’s appetite because
it contains 5 mg of buclizine HCl
55. Differentiation
To avoid the commodity trap
Competitive advantage
A company’s ability to perform in one or more ways that
competitors cannot or will not match
Leverageable advantage
Advantage a company can use as springboard to new
advantages
Customer advantage
Competitive advantage that is seen by customer as an
advantage to themselves
56. Differentiation
Deriving Fresh Insights to Differentiate
The Consumption Chain
Examining customers’ entire experience
with a product or service to uncover
opportunities to position offerings
in ways no one thought possible
McMillan & McGath Questionnaire
To derive consumer-based
points of differentiation
57. Differentiation
Dimensions
Product design
Swatch – colorful, fashionable watches
Subway – healthy alternative to fast foods
Personnel Differentiation
Better-trained employees
Channel Differentiation
More effective and efficient design of
distribution channels’ coverage, expertise
and performance
Image Differentiation
Craft powerful, compelling images
Marlboro Man
58. Product Life Cycle Marketing Strategies
Introduction
Slow sales growth
Heavy expenditure
Non-existent profits
Growth
Rapid market acceptance
Substantial profit improvement
Maturity
Slowdown in sales growth
Acceptance y most potential buyers
Stabilized or decreased profits
Increased competition
Decline
Sales decline
Profits erode
59. Product Life Cycle Marketing Strategies
Marketing Strategy is about STP
SWOT
SWOT
A company’s POSITIONING and DIFFERENTIATION strategy
must change as products, markets and competitors change
over the PRODUCT LIFE CYCLE
60. Product Life Cycle Marketing Strategies
SWOT
Key Issues:
• Pioneer 1st to market with new product vs. late entrant with better product
• Heavy investments in product, technology, market, channel development
• Market entry strategy with high risks and uncertainty
61. Product Life Cycle
Growth Stage Marketing Strategies
• New entrants come in with new product features and expanded distribution
• Customer base expands from innovators to early adopters
• Sales increase, prices remain or fall, promo expense and profits increase
• Company improves product quality, adds new features and improves styling
• Adds new models and flankers, enters new segments,
• Increases distribution coverage and enters new channels
• Shifts from product awareness advertising to product preference advertising
• Lowers prices to attract next layer of price-sensitive buyers
62. Product Life Cycle
Maturity Stage Marketing Strategies
SWOT
•Sales growth rate slows, flattens then declines
• No new distribution channels, market is saturated, future growth organic
• Customer starts switching to other products
• New competitive forces – emerge of new categories or blue oceans
• Sales decline cause overcapacity and leads to fierce competition for market shares
• Price wars, increased promo spending, increased R&D spend
• Exit of weaker competitors and dominance of a few large competitors: quality leader,
cost leader, service leader and a few nichers
63. Product Life Cycle
Maturity Stage Marketing Strategies
SWOT
Ways to change the course of a brand during maturity stage
• Market modification - expand market:
Volume = Expand # of brand users x increase usage rate per user
• Product modification: Improve quality, features, style
• Market program modification: pricing, distribution, advertising, trade and consumer
promotions, personal selling, services
64. Product Life Cycle
Decline Stage Marketing Strategies
• Sales decline due to technological advances, changes consumer preferences, increased
domestic and foreign competition
• Industry overcapacity, price cuts, profit erosion
• Companies exit the market, reduce products offered, withdraw smaller segments and
weaker trade channels
• Cut promotional budget and lower prices further
• Sustain product? Modify marketing strategy? Drop product?
• Harvest – maintain sales, cut costs.
• Divest – Sell or liquidate?
66. Market Evolution
Marketing Strategy is about STP
SWOT
SWOT
Firms must visualize a market’s evolutionary path as it is affected
by new needs, technology, competitors, channels and other
developments. A company’s POSITIONING and DIFFERENTIATION
strategy must change to keep pace with market developments
67. Summary
1. How firms choose and communicate an
effective positioning in the market
2. How brands are differentiated
3. How different marketing strategies are
appropriate at each stage of the product life
cycle
4. Implications of market evolution for
marketing strategies
70. Positioning is the act of designing
the company’s offering and image
to occupy a distinctive place in the
mind of the target market.
71. Defining Associations:
Points-of-difference (PODs)
Attributes or benefits consumers
strongly associate with a brand,
positively evaluate, and believe
they could not find to the
same extent with a
competitive brand
Points-of-parity
(POPs)
Associations that are not
necessarily unique to the brand
but may be shared with other
brands
80. Product Life Cycle Claims:
Products have a limited
life
Product sales pass
through distinct
stages each with
different challenges
and opportunities
81. Product Life Cycle Claims:
Products have a limited
life
Product sales pass
through distinct
stages each with
different challenges
and opportunities
Profits rise and fall at
different stages
82. Product Life Cycle Claims:
Products have a limited
life
Product sales pass
through distinct
stages each with
different challenges
and opportunities
Profits rise and fall at
different stages
Products require different
strategies in each life cycle
stage
84. Product Life Cycle Marketing
Strategies
•Introduction stage
- slow growth in minimal
profits.
-if successful, the
product enters a gross
stage marked by rapid
sales growth and
increasing profits
85. Product Life Cycle Marketing
Strategies
•Growth Stage
-Improve product quality
- Add new product
features, models
-Enter new markets
–Increase distribution
coverage
- Shift from product-
awareness advertising
to product-preference
86. Product Life Cycle Marketing
Strategies
• Maturity Stage
-Improve product quality
- Add new product
features, models
-Enter new markets
–Increase distribution
coverage
- Shift from product-
awareness advertising
to product-preference
87. Product Life Cycle Marketing
Strategies
• Decline stage
- Identify the truly weak
products and develop a
strategy for each or
phase out
89. The Maturity Stage
Stable
Decaying
Growth
Maturity
STAGES
PRODUCT MODIFICATIONS
2012 Toyota Prius-C Hybrid
1. Quality Sedan
2. 3.
Features Sedan
90. The Maturity Stage
PROCESS
Stable
MODIFICATIONS
Decaying
Growth
Maturity
STAGES
PRODUCT MODIFICATIONS
2012 Toyota Prius-C Hybrid Sedan
1. Quality 2. 3.
Features Sedan
98. Marketing Program
Modifications and Evolution
Ways to Increase
Sales Volume
Use product in new
ways
Use product in many
occasion
Use many product in
many occasions
100. Relevance
Feasible Communicability
Product
Association
Cycle
Distinctiveness Believability
Brand Craft Emerging Sustainability
Maturing
Them Them
New He New He
You
You
Old She
Old She
It
It
Notas do Editor
Product Differentiation will always include:Style, design, Delivery, Installation, Maintenance.Also will include Features comformance reliability and product form
Basic Model of a Product Life CycleDeveloping a product to last longer in a cycle – sustainabilityMoving forward with a cycle-recycle patternAdvanced pattern of a product cycle.
The picture evolves what marketing should do to a product lifecycle after maturity
Because market mature and sometimes consolidate their own brand, some markets become yours and vice versa. – what happened between smart and sun cellular