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want to reach with your advertising message it’s not always plain sailing。 
Marketing 103 
The Fishing Times; for example; will be effective at reaching fishermen but 
less so at reaching their partners who might be persuaded to buy them 
fishing tackle for Christmas or birthdays。 Also; the Fishing Times will be jam 
packed with petitors。 It might just conceivably be worth considering 
a web ad on a page giving tide tables to avoid going head to head with 
petitors; or ge。。ing into a gi。。 catalogue to grab that market’s a。。ention。 
If a consumer already knows what they want to buy and are just looking 
for a supplier then; according to statistics; around 60 per cent will turn to 
print Yellow Pages (or similar); 12 per cent will use a search engine; 11 per 
cent will use telephone directory enquiries; and 7 per cent online Yellow 
Pages。 Only 3 per cent will turn to a friend。 But if you are trying to persuade 
consumers to think about buying a product or service at a particular time 
then a leaflet or flyer may be a be。。er option。 Once again it’s back to your 
objectives in advertising。 The more explicit they are the easier it will be to 
choose media。 
Above or below the line 
Advertising media are usually clustered under two headings; above the line 
and below the line。 It has to be said that the line is being increasingly 
indistinct but it is still a term that is part of the lexicon in se。。ing the 
advertising budget。 
Above the line 
Above the line (ATL) involves using conventional impersonal mass media 
to promote products and services; talking at the consumer。 Major abovethe…
line techniques include: 
。 TV; cinema and radio advertising: The vast array of local newspapers; 
TV channels and digital radio stations can make this a more targeted 
advertising strategy than has been the case。 
。 Print advertising in newspapers; magazines; directories and classified 
ads: Print of all forms has the merit of having a long life; so it can be 
used for handling more plex messages than; say; radio or TV。 
。 Internet banner ads act as a point of entry for a more detailed advert。 
。 Search engines: Search engine advertising es in two main forms。 
PPC (pay per click) is where you buy options on certain key words so 
that someone searching for a product will see your ‘advertisement’ to 
the side of the natural search results。 Google; for example; offers a deal 
where you pay only when someone clicks on your ad and you can set 
a daily budget stating how much you are prepared to spend; with 5 a 
day as the starting price。 
。 Podcasts; where internet users can download sound and video free; are 
now an important part of the E…advertising armoury。 
。 Posters and billboards。
104 The Thirty…Day MBA 
Below the line 
Below the line (BTL) talks to the consumer in a more personal way using 
such media as: 
。 Direct mail – leaflets; flyers; brochures: Response rates are notoriously 
low; o。。en less than 1 per cent resulting in sale; but direct mail has the 
merit of being a proven method of reaching specific targeted market 
segments。 
。 Direct e…mail and viral marketing: The la。。er is the process of creating 
something so hot that the recipients will pass it on to friends and colleagues; 
creating extra demand as it rolls out。 Jokes; games; pictures; 
quizzes and surveys are examples。 
。 Sales promotions; including point of sales material: Activities carried 
out in this area include free samples; try before you buy; discounts; 
coupons; incentives and rebates; contests; and special events such as 
fairs and exhibitions。 
。 PR (public relations): This is about presenting yourself and your 
business in a favourable light to your various ‘publics’ – at li。。le or no 
cost。 It is also a more influential method of munication than general 
advertising – people believe editorials。 There may also be times when 
you have to deal with the press – anything from when you are trying to 
get a。。ention for a new product to handling an adverse situation; say if 
your product has to be recalled for quality reasons; or worse。 
。 Le。。erheads; stationery and business cards are o。。en overlooked in the 
ba。。le for customer a。。ention; but are in fact o。。en the first and perhaps 
only way in which a business’s image is projected。 
。 Blogs; where the opinions and experiences of particular groups of 
people are shared using online munities such as MySpace; for 
example; are an extension of this idea。 Neilson NetRatings reported in 
2008 that over 2 billion munity sites are viewed every month in the 
UK alone。 
Push or pull 
Like above or below the line; push and pull are different advertising strategies 
used for achieving different results。 Pull advertising is geared to 
drawing visitors into your net if they are actively looking for your type of 
product or service。 Search engines; listings in on… and off…line directories; 
Yellow Pages and shopping portals are examples here。 
Push advertising tries to get the word out to groups of potential customers 
in the hope that some of them will be considering making a purchase 
at about that time。 Magazines; newspapers; TV; banner ads and direct mail 
both on… and off…line are examples here。 
As with above and below the line; the distinctions are fast being 
blurred; but the message used in your advertising will be different。 With 
Marketing 105 
pull there is the assumption that people want to buy; and they just need 
convincing that they should buy from you。 Push calls for a different 
message convincing them of their need and desire in the first place。 
Measuring results 
A glance at the advertising analysis in Table 3。3 will show how to tackle the 
problem。 It shows the advertising results for a small business course run 
in London。 At first glance the Sunday paper produced the most enquiries。 
Although it cost the most; £3;400; the cost per enquiry was only slightly 
more than for the other media used。 But the objective of this advertising was 
not simply to create interest; it was intended to sell places on the course。 In 
fact; only 10 of the 75 enquiries were converted into orders – an advertising 
cost of £340 per head。 On this basis the Sunday paper was between 2。5 and 
3。5 times more expensive than any other medium。 
Table 3。3 Measuring advertising effectiveness 
Media used Cost per 
advert 
£ 
Number of 
enquiries 
Cost per 
enquiry 
£ 
Number of 
customers 
Advertising 
cost per 
customer £ 
Sunday paper 3;400 75 45 10 340 
Daily paper 2;340 55 43 17 138 
Posters 1;250 30 42 10 125 
Local weekly 
paper 
400 10 40 4 100 
Judy Lever; co…founder of Blooming Marvellous; the upmarket maternitywear 
pany; believes strongly not only in evaluating the results of 
advertising; but in monitoring a particular media capacity to reach her 
customers: 
We start off with one…sixteenth of a page ads in the specialist press; then once 
the medium has proved itself we progress gradually to half a page; which 
experience shows to be our optimum size。 On average there are 700;000 
pregnancies a year; but the circulation of specialist magazines is only around 
the 300;000 mark。 We have yet to discover a way of reaching all our potential 
customers at the right time – in other words; early on in their pregnancies。 
Place (distribution and logistics) 
Place is the fourth ‘P’ in the marketing mix。 This aspect of marketing strategy 
is about how products and services are actually delivered into the 
customer’s hands。
106 The Thirty…Day MBA 
If you are a retailer; restaurant or hotel chain; for example; then your 
customers will e to you。 Here; your physical location will most probably 
be the key to success。 For businesses in the manufacturing field it is 
more likely that you will go out to ‘find’ customers。 In this case it will be 
your channels of distribution that are the vital link。 For many businesses 
delivering a service the internet will be both the ordering and fulfilment 
vehicle。 
The following are the factors to take into account in this area。 
Channels of distribution 
If your customers don’t e to you; then you have the following options 
in ge。。ing your product or service to them: 
。 Retail stores: This general name covers the great range of outlets from 
the corner shop to Harrods。 Some offer speciality goods such as hi…fi 
equipment; where the customer expects professional help from the staff。 
Others; such as Marks & Spencer and Tesco; are mostly self…service; 
with customers making up their own mind on choice of product。 
。 Wholesalers and distributors: The pa。。ern of wholesale distribution 
has changed out of all recognition over the past two decades。 It is still 
an extremely important channel where physical distribution; stock 
holding; finance and breaking bulk are still profitable functions。 
。 Cash and carry: This slightly confusing route has replaced the traditional 
wholesaler as a source of supply for smaller retailers。 In return for 
your paying cash and picking up the goods yourself; the ‘wholesaler’ 
shares part of his or her profit margin with you。 The a。。raction for the 
wholesaler is improved cash flow and for the retailer a bigger margin 
and a wide product range。 Hypermarkets and discount stores also fit 
somewhere between the manufacturer and the marketplace。 
。 Mail order: This specialized technique provides a direct channel 
to the customer; and is an increasingly popular route for new small 
businesses。 
。 Internet: Revenue generation via the internet is big business and ge。。ing 
bigger。 For some sectors; such as advertising; books; music and video; 
it has bee the dominant route to market。 There is no longer any 
serious argument about whether ‘bricks’ or ‘clicks’ is the way forward; 
or if service businesses work be。。er on the web than physical products。 
Almost every sector has a major part to play and it is increasingly 
unlikely that any serious ‘bricks’ business will not either have or being 
building an internet trading platform too。 Dixon’s; a major electrical 
retailer; has shi。。ed emphasis from the high street to the web and Tesco 
has built a £ billion…plus home delivery business on the back o

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