Integrated Marketing and the Modern Agency Definitions

Integrated Marketing and the Modern Agency

Definitions of “Market” Different uses of the term “market”: • Region E. g. , Chicago, Midwest, Urban areas • Type of consumer E. g. , Women, Hispanic, Upscale • Type of product E. g, Tires, Laundry detergents, Athletic shoes • Locus of exchange….

Locus of Exchange Consumer Business-to-business Institutional • E. g. , Government, Schools Reseller • E. g. , Retailers

The Marketing Concept Old model: • Make product => Figure out how to sell it New model: • Developed since World War II • Study consumers to identify needs => Make or modify product to satisfy those needs Goal: understanding consumers Strategic communication: relative advantage • Based on need satisfaction Real vs imagined needs Rational vs irrational needs

The Marketing Process Discover Develop consumer needs product to satisfy needs Emphasizing existing needs is easier than trying to create them Ads as information and persuasion

The Marketing Mix (The Four Ps) Integrated strategies for: • The Product • The Price • The Place (distribution) • The Promotion

The Product Design, development, branding and packaging Product life cycle • Introduction • Growth • Maturity • Decline Reformulation

Place (distribution) Moving products to consumers Channels: • Wholesalers • Retailers • Transportation modes

Place (distribution) Push vs pull marketing • Push: targeting resellers • Pull: targeting consumers Market coverage strategy • Exclusive distribution • Selective distribution • Intensive distribution

Pricing Sale vs manufacturer price Psychological pricing Advertising and price • Promotional costs add to price • Ads create product legitimacy Thereby permitting higher pricing

Promotion Strategic communication to selected target audiences Forms of promotion: • • • Personal selling Advertising Sales promotion Public relations Direct marketing e. g. , direct mail, telemarketing • Point-of-sale

The Marketing Mix Product drives the marketing mix • Technical products: emphasize personal selling • Low-involvement products: emphasize advertising, emotional appeals, and brand image • High-involvement products Advertising can include more information

Stages of Marketing Plan Research • Background on product and competition Strategic • Formulating campaign strategy Implementation • Putting plan into effect Evaluation • Evaluating the plan

Marketing Communication Process Media Receiver(s) Decision People Message Manufacturer Distributor Wholesaler Ad agency Salesperson Spokesperson Promo. Man. Creative Dir. Writer • Copywriter • Screenwriter Graphic Artist Film Producer (and 5 others) Media Rep. Media Owner Media Buyer Promotion/Ad Manager Target Markets • Consumers • Trade customers Suppliers Action Source (s) Decide Promo. • Policy • Strategy Draft Plans Manage Promotion Create Message Fit message to suitable format Fit format to medium Select media Coordinate ad placement Schedule ads Supervise Quality check Documentation Perceive • Medium • Symbols • Message Decode symbols Attitudes toward product Images of product Purchase

IMC - Integrated Marketing Comm. Attempt to unify the various marketing communications approaches into a seamless whole • Harmonize Utilize unique strengths of the different marketing communication channels in a coordinated fashion • Synchronize

The New Normal The “new normal” in the way marketing communication is conducted Merge advertising, public relations, direct marketing, sales promotion, event planning, trade communication, retail marketing, package design and other marketing communication elements

Why do it? Whole is greater than sum of its parts By emitting an united message, you are more likely to build awareness, raise recollection, and foster trial Less likely to confuse consumers with multiple, potentially contradictory, ideas

Sound easy? It’s not! IMC is difficult to install in agencies because of “functional silos” Specialists trying to protect their turf, their autonomy, their data, their budgets

How do you do it? Need specialists to share information and ideas with one another • Open lines of communication Must adopt open decision making • Great ideas can come from anyone Requires a commitment to coordination • Must share work and responsibility

Techniques in IMC Mass marketing vs. “market-driven” approaches • “Micro-marketing” and “Point-casting” Speak to specialized market segments • “Data mining” Building information profiles of consumers • “One-to-one targeting” create over-time ties with consumers • “Consumer-initiated” customers begin communication process

Bridging the Divide These are the techniques; must be pulled together into a plan or system Integrate various communication strategies at individual execution and campaign-wide levels • theme, timing, goals

The IMC Landscape Limited effects of advertising and PR compelled many marketers to look to consumer sales promotion and direct response for “fast” results However, these “limited time offers” don’t help build a brand image -- too much and brand equity is sacrificed

The Solution Integrate the behavior-oriented efforts of sales promotion and direct response with the image-oriented efforts of public relations and advertising • Tactically-oriented -- “Integrated” communication executions • Strategically-oriented -- “Coordinated” communications campaigns

Model of IMC

A Cyclical Process

Issues of Structure Agencies have tried many methods to get disciplines to work together • Bring in external specialists shops 70 s and 80 s - Merger Mania • Centralize power under an account executive to coordinate different departments/specialties Early 90 s - Large Agencies • Change structure of the agency itself • Merge job descriptions -- “generalize” tasks Late 90 s - Smaller Agencies

Organization of Agencies Organized around departments Organized around clients Organized around tasks Organized by ownership

Organizing Agencies

Tradeoffs in Agency Organization

Agency Assignment Get in your agencies and decide what structure you want to adopt • Greater integration usually results in more coherent campaigns • More need to negotiate decisions - share responsibilities for sections • Be realistic about level of integration

Agency Name And Finalize Your Name: Agency Name Generators: Use at your own risk! • http: //adage. com/agency-name-generator/index. php Strangest Agency Names • http: //www. adweek. com/adfreak/40 -strangest-agency-names-and- where-they-came-136533? page=4/

The Full-Service Agency Major staff functions: • Research and account planning • Account management/client service • Creative services • Media planning and buying • Pubic relations • Promotions and event planning • Direct response • Interactive

Services Provided Analysis of marketing and cultural data Formulation of core strategy and tactics Recommendation of creative direction Production of brand messages - Ad/PR Create promotions and databases Placement in print, broadcast & Internet Verification of message placement

Creative Boutiques Small agencies focus on creative Specialize in producing ads Little staff for research, strategy, media planning, or public relations Sub-contract for creative work from fullservice agencies Often have short life spans

Digital Shops 52% of CMO’s believe traditional ad agencies are ill-suited to conduct online marketing Specialize in web design, e-mail drops, blogs, peer reviewing, social media, and viral video Less siloed and more nimble about new media • Few mid-level managers who are over-specified More open to experimentation and innovation

Medical/Political Shops Entirely service specialized clients Specialized knowledge of category Provide full-service functions

Minority Agencies Often full-service agencies Specializing in campaigns that target minorities/specialized populations • Blacks, Hispanics, Asians, Gay/Lesbian

In-house Agencies Owned and supervised by company Reasons for in-house agencies: • Savings • Specialization • Priority service • But, minimum staffing of experts and possibility of “group-think”

Media Buying Services Original format of ad agencies Sole function is media buying Growing complexity of media buying Buying media in bulk • Though data science is allowing this to move “in house” or directly with tech firms in digital space

How Agencies are Paid The Commission System The Fee System Incentive-based Systems

The Commission System Standard rate: 15% of media buys Trend toward negotiated commission Fierce competition among agencies

The Fee System Negotiated hourly fee Media buys billed directly to client Hourly rate rule of thumb: • 3 x hourly salary of each employee Employee hourly salary = • Salary / Hours worked per year

Incentive-based Systems Higher fees for good performance Incentives Pay negotiated in advance performance system