IMC for Brand Equity
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Transcript IMC for Brand Equity
IMC for Brand Equity
Chapter 6
Definition of IMC
IMC is the process of developing and
implementing various forms of
persuasive communications programs
with customers and prospects over
time.
IMC is designed to:
Affect behavior
Use all forms of contacts
Start with the customer
Achieve synergy
Build relationships
Information Processing Model
Exposure - see or hear ad
Attention - pause to notice ad
Comprehension - get message
Intention - will purchase
Behavior - purchase
Advertising Strategy Step 1
Define positioning - attributes &
benefits
• Points of parity- necessary/
competitive
• Points of difference - desirable/
deliverable
Advertising Strategy Step 2
Identify creative strategy to
communicate positioning
• Informational - benefit (prob-sol,
demo, comparison, testimonial)
• Transformational - imagery (usage,
user, personality/values)
• Motivational - borrowed (humor,
sex)
Customer Relationship
Mangement
Data base usage
1. tracking customer activity
2. Manage customer interactions
Direct Response
Mail - catalogues
Telephone - 800 number ordering
TV Infomercials - dramatic
Web pages - informational
Interactive ads - skyscrapers
Non-traditional Ads
Place advertising
• billboards, posters
• movies, airports, retailers
Product placement
Point of Purchase
• supermarket radio
• cart video
Sales Promotion:
Consumers
User aggregate - continue to use;
increase usage
Potential aggregate - try product; put
brand into category evoked set
Sales Promotion:
Trade
Increase purchase frequency - deals
Support brand advertising - co-op
Increase inventories of brand products
- shelf space and display options
Event Marketing:
Types
Arts
Festivals, fairs, annual events
Cause marketing
Entertainment, tours, attractions
Event Marketing:
Objectives
Identify with consumer target market or
lifestyle
Increase brand awareness
Create or reinforce perceptions of brand
image associations
Enhance corporate image dimensions
Create experiences and evoke feelings
Entertain clients, reward employees
Permit merchandising opportunities
Sponsorship
To meet specific brand objectives
Audience delivered must meet needs
of brand consumers
Events, naming opportunities
Measurement - supply side - potential
exposure from media coverage demand
side - reported exposure from
consumers
PR and Publicity
Company and brand image protection
PR - annual reports, fund raising,
membership drives, lobbying, event
management, public affairs
Publicity - press releases, media
interviews, press conferences, feature
articles, newsletters, photographs,
films
Buzz Marketing
Word of mouth techniques for highinterest product categories (Krispy
Kreme, Blair Witch Project)
Cultural corruption?
Personal Selling
Sales reps become customer advocates
Corporate sales attitude
Recognition for performance through
customer satisfaction not sales
Data based contact to reinforce
Frequent face-to-face interaction with
consumer
IMC Mix Criteria
Coverage - reach and impressions
Contribution - main effects of
communications on consumers
Commonality - consistent and cohesive
brand image in every communication
Complimentary - linkages of different
communications
Versatility - degree of appeal to all
aggregates
IMC Example: San Diego
Zoological Society
MAIN ATTRACTIONS
Zoo - 800 species of animals in native
habitat cages
Wild Animal Park - 1800 acre preserve
with 2500 animals living together in
recreated African habitat
SDZS Competetition
Sea World
LegoLand
Disneyland
Knott’s Berry Farm
Universal Studios
Magic Mountain
SDZS Target Consumers
40% San Diego County
14% other parts of CA
35% from continental US
05% from outside US
SDZS Communication
Objectives
Raise funding for society’s programs
Provide public education
Maintain image on local, regional,
national & international levels
Draw visitors to main attractions
IMC Strategy:
Advertising
Objective: drive attendance; uphold
image; educate and inform
Audience: Members/ non-members;
households in 5 CA counties; tertiary
market of 7 states; tourist group sales
Media: TV, radio, newspaper,
magazine, direct marketing, outdoor,
film locations
IMC Strategy:
Sales Promotion
Objective: Drive attendance
Audience: Southern CA co-op
Media: Coupons, sweepstakes, tours,
broadcast tradeouts, direct maiol,
fliers, postcards
IMC Strategy:
Public Relations
Objective: Inform, educate, maintain
image, reinforce advertising message
Audience: local to international
Media: event coverage; features in
local, national and global media; talk
show appearances; web site
IMC Strategy:
IMC Strategy: Corporate
Sponsorships & Events
Objectives: Provide event funding,
promote special programs with
corporate sponsors; develop businesszoo partnerships
Audience: Zoo supporters and
corporate partners
Media: Ad, PR, co-ops, ticket trades,
hospitality centers
IMC Strategy:
Direct Mail
Objective: Maintain large supporter
base
Audience: local, regional, national and
global children, seniors, couples and
single memberships
Media: Direct mail and on-grounds
visibility
IMC Strategy:
Group Sales
Objective: Maintain group traffic and
revenue with group tours
Audience: Conventions, incentive
groups, bus tours, associations, scouts,
schools, military, organizations, etc.
Media: Travel and tourism trade shows,
telemarketing, direct mail, trade
publications, advertising, web alliances
Measurement
Ticket sales
Media coverage
Web inquiries
Positive attitude and awareness
research
New memberships and renewals
Business alliances