Slide 13 1 Product and branding strategy Chapter

Slide 13. 1 Product and branding strategy Chapter 13

Slide 13. 2 Product is anything that can be offered in a market for attention, acquisition, use, or consumption that might satisfy a need or want Marketers have broadened the concept of product to include other marketable entities such as organisations, persons, places and ideas Service is a form of product that consists of activities, benefits, or satisfactions offered for sale that are essentially intangible and do not result in ownership Product strategy is derived from the company's marketing objectives – influenced by how products are organised by line and range, and also by the product life cycle.

Slide 13. 3 Levels of a product Figure 13. 1 Three levels of product

Slide 13. 4 Levels of a product • Core product – problem solving service or core benefits that consumers are really buying when they obtain a product. • Actual product – incorporates the quality, features and design, brand name, packaging and other attributes that combine to deliver core product benefits. • Augmented product – incorporates the consumer services and benefits built around the core and actual products.

Slide 13. 5 Product classifications • Products can be classified according to their durability and tangibility. – Non-durable products are goods consumed quickly and used on one or a few occasions, e. g. beer, soap. – Durable products are used over an extended time and may last for years, e. g. fridge. • Marketers also divide products and services into two other classifications: consumer and industrial products.

Slide 13. 6 Consumer products Bought to satisfy personal and family needs. – Classified according to consumer shopping habits: • Convenience products – Purchased frequently, minimum comparison and buying effort. • Shopping products – Process of selection, compared on bases of quality, suitability, price and style. • Unsought products – Consumer does not know about the product or perceives no need for it.

Slide 13. 7 Table 13. 1 Marketing considerations for consumer products

Slide 13. 8 Industrial products Products bought for further processing or the purposes of resale. – Distinction based upon the purpose for which the product is purchased. • Materials and parts – Raw materials. – Manufactured materials and parts. • Capital items – Installations. – Accessory equipment. • Supplies and services – Electricity to power the machines making shirts.

Slide 13. 9 Product decisions • Marketers make product decisions at three levels: – individual product decisions – product line decisions – product mix decisions

Slide 13. 10 Individual product decisions • Product decisions are focused around the development and marketing of – Product attributes – Branding – Packaging – Labelling – Product support services.

Slide 13. 11 Product attributes • Define the benefits offered to the customer • Product quality • Product features • Product style and design

Slide 13. 12 Branding • A name, term, sign, symbol or design, or a combination of these, intended to identify the goods or services of one seller or group of sellers and to differentiate them from the competitors.

Slide 13. 13 Packaging – Innovative and attractive packaging to gain the attention of the consumer. – Packaging is central to the marketing considerations and the packaging concept should illustrate what the package should be or do for the product. • • Protection of contents Design and presentation Colour, trade marks etc. Tamper-proof packaging

Slide 13. 14 Labelling – Identifies the product – Conforms to legal requirements as in the case of medical products – Describes the key features of the product – Promotes the product through attractiveness – Grades the quality of the product

Slide 13. 15 Product support services – Customer service is an essential element of the product strategy, and can play a major or minor part in the product offering. – Product support services augment the actual products.

Slide 13. 16 Product line considerations • The product line is comprised of a group of products that are closely related because: » they function in a similar manner » are sold to the same groups » are marketed through the same types of outlet » fall within given price ranges

Slide 13. 17 Product line stretching – Downward stretch • Company initially located at the top end of the market and then ‘stretches’ downwards to pre-empt a competitor or respond to an attack. Launch of C-Class by Mercedes-Benz. – Upward stretch • Companies stretching upwards to add prestige to their existing range of products. Toyota with the Lexus. • Can be risky due to customer perception and inability of sales people to trade up and negotiate to the new level. – Two-way stretch • Extending product lines upwards and downwards to address different segments of the market.

Slide 13. 18 Figure 13. 3 Product-line stretching decisions

Slide 13. 19 Product line filling – Increasing the product line by adding more items within the present range of the line. – Reasons for product filling: • • Extra profits Satisfying dealers Using excess capacity Being the leading full-line company – Care needs to be taken that the line filling does not lead to cannibalisation and customer confusion.

Slide 13. 20 4 Dimensions of the product mix • Breadth or width – Wide product mix containing many different product lines. • Unilever producing cooking oil, toilet soap, cosmetics etc. • Length – Total number of products in the product lines • Depth – Different versions, such as size of packaging and different formulations. • Consistency – How closely related the various product lines are in end use, production requirements, distribution channels etc.

Slide 13. 21 Product mix strategies • Company can add new product lines, thus widening the product mix. • Company can lengthen the existing product lines to become a more full line company. • It can add more product versions of each product and deepen its product mix. • The company can pursue more product line consistency, or less, depending upon whether it wants to have a strong reputation in a single field or in several fields.

Slide 13. 22 International product decisions • International marketers face unique product and packaging challenges. Standardisation and all the associated cost savings are the ideal but in the highly fragmented global market there are multiple needs and local nuances to consider.

Slide 13. 23 Brand equity • Brand equity is defined as the value of the brand, based on the extent to which it has high brand loyalty, name awareness, perceived quality, strong brand associations and other assets such as patents, trademarks and channel relationships.

Slide 13. 24 Figure 13. 5 Brand development strategies

Corporate branding: Company brand + individual brand Slide 13. 25 • Kellogg’s Cornflakes • Kellogg’s Just Right • Kellogg’s ….

Slide 13. 26 Managing brands • Active management of brands. • Positioning needs to be continuously communicated and the brand experience enhanced. • The brand experience is influenced by all the customer/company interfaces and touchpoints, from employee to channel intermediaries.

Slide 13. 27 The nature of services • A service is defined as any activity or benefit that one party can offer to another which is essentially intangible and does not result in the ownership of anything. • The same general principles of marketing apply to both products and services, but services have characteristics that mean that instead of four P's, there are seven in a services marketing mix.

Slide 13. 28 Service characteristics Intangibility Inseparability Variability Perishability Lack of ownership

Slide 13. 29 Intangibility – Cannot be seen, tasted, felt, heard or smelt before they are bought. – Service providers need to manage the evidence by providing evidence of the benefits.

Slide 13. 30 Inseparability – Services produced and consumed simultaneously. – Cannot be separated from providers, whether people or machines. – Customers are always involved

Slide 13. 31 Variability – Quality may vary greatly depending on who provides the service, when and how. – Staff need to know how to do something well. – Staff must be well motivated to maintain high standards of service.

Slide 13. 32 Perishability – Services cannot be stored for later sale or use. Lack of ownership – No physical product is exchanged and therefore nothing owned.