View
221
Download
0
Embed Size (px)
Citation preview
http://mywebspace.wisc.edu/rkamath
marketing 300
http://mywebspace.wisc.edu/rkamath
marketing 300discussion section
http://mywebspace.wisc.edu/rkamath
Announcements?
http://mywebspace.wisc.edu/rkamath
agenda Evaluations Exam Quiz Promotions Skimming and Penetration Pricing
http://mywebspace.wisc.edu/rkamath
Evaluations
http://mywebspace.wisc.edu/rkamath
About the exam… Some, um, minor changes.
More questions What’s on the exam
Most of exam is not cumulative Questions on targeting, segmenting, positions, life cycles are fair game Attend lecture!
http://mywebspace.wisc.edu/rkamath
Quiz
Trade shows are a sales promotion device usually aimed at promoting products or services to:a) Final consumers.b) Business/industrial customers.c) A firm's own employees.d) All of the above.e) None of the above.
http://mywebspace.wisc.edu/rkamath
Quiz
In total, advertising costs less than sales promotion.
a)Trueb)False
http://mywebspace.wisc.edu/rkamath
What would you do?
If you were presented with the following situations, how would you, as a manager, respond?
http://mywebspace.wisc.edu/rkamath
Razor Blades
Improved razor blade that customers aren’t motivated to buy• Who is your target, and what is your goal?
http://mywebspace.wisc.edu/rkamath
Razor Blades
• Why might people be uninterested?– People don’t know that it’s improved– Improvement isn’t really an improvement that anyone cares about (improvement does not offer a benefit)– Improved product is still inferior to another product
• What might make someone interested?
http://mywebspace.wisc.edu/rkamath
Razor Blades
• Coupons• Sampling• Aisle displays explaining benefits• More market research?
http://mywebspace.wisc.edu/rkamath
Shaving Cream Snack Food
A grocery chain doesn’t think there’s demand for your new edible shaving cream and so won’t stock it
http://mywebspace.wisc.edu/rkamath
Shaving Cream Snack Food
• What is the problem, and what is your goal?• Who do you direct your efforts towards?
http://mywebspace.wisc.edu/rkamath
Shaving Cream Snack Food
Store (push strategy):• Free product for each case sold (effectively a discount that might get passed on to end user)• Pay stocking allowance (slotting fee)• Help set up sampling area in stores
http://mywebspace.wisc.edu/rkamath
Shaving Cream Snack Food
End User (pull strategy):• Advertising in various media• Couponing• Samples in mail (if possible)
YUM.YUM.
http://mywebspace.wisc.edu/rkamath
Shaving Cream
A competitor (not you!) wants to test market a new type of shaving cream, and wants to track sales to fine-tune its marketing mix.• In this situation, what are your firm’s goals, and who is your target?• How might you achieve those goals through promotion?
http://mywebspace.wisc.edu/rkamath
Shaving Cream
• Special deals that cause consumers to stockpile your stuff (ex. buy 1 get 2 free)• Big display to draw attention towards your product (need retailer’s assistance for this!)• Others?
http://mywebspace.wisc.edu/rkamath
Thinking harder…• When competitor tries to enter the market, is your goal• …to maintain your market share by offering clear benefits• …or to disrupt competitor’s entry through “dirty tricks?”• …or “anything it takes?” • What are ethical dimensions of this?• What about the ethics from a consumer’s perspective?`
http://mywebspace.wisc.edu/rkamath
Some Might Say…
http://mywebspace.wisc.edu/rkamath
What happens when you run out of ideas
1901
1971
1998
http://mywebspace.wisc.edu/rkamath
2003
2006
2008
What happens when you run out of ideas
http://mywebspace.wisc.edu/rkamath
the bleeding edge
http://mywebspace.wisc.edu/rkamath
Pricing Strategies
http://mywebspace.wisc.edu/rkamath
http://mywebspace.wisc.edu/rkamath
• January 2007: $599• March 2007: $399
http://mywebspace.wisc.edu/rkamath
Oops“I have received hundreds of emails from iPhone customers who are upset about Apple dropping the price of iPhone by $200 two months after it went on sale… We have decided to offer every iPhone customer a $100 store credit…” – Steve Jobs
EPIC FAIL…OR IS IT?
http://mywebspace.wisc.edu/rkamath
Skimming
• What is “skimming”?– Selling high to first adopters– “Skimming the cream”
• What kind of situation might this be good for?– Small number of people willing to pay a lot– Few substitutes– If you don’t know shape of demand curve
• What is the objective of skimming?– Profit-maximization
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
http://mywebspace.wisc.edu/rkamath
Skimming
•Other examples?
http://mywebspace.wisc.edu/rkamath
Penetration Pricing
• What is “penetration pricing”?– Selling cheap to whole market
•What kind of situation might this be good for?– Large potential market / high potential sales volume– Large potential competitor base– Need economies of scale
• What is the objective?– Expansion of market share– Possibly profit-maximization
http://mywebspace.wisc.edu/rkamath
Penetration Pricing
PalmPilotMarch 1996: $2501,000,000+ sold
Apple NewtonMarch 1993: $1000“discontinued”
http://mywebspace.wisc.edu/rkamath
http://mywebspace.wisc.edu/rkamath
Penetration Pricing
•Other examples?
http://mywebspace.wisc.edu/rkamath
Discussion Question
What technique would you use for each of the following, and why?
http://mywebspace.wisc.edu/rkamath
Skimming or Penetration?
A new-fangled jet-powered unicycle?• Skimming is ideal– A new technology that no one else offers– Small group of people will likely want to be first ones to get it (first adopters)– Price competition likely to follow
http://mywebspace.wisc.edu/rkamath
Skimming or Penetration?
Mysterious soft drink that causes all skin problems to vanish• Skimming– A few people will really want this– Cost-benefit will make it worth it to buy even if expensive
• Penetration– Large potential market– More people will buy if perceived as good value
http://mywebspace.wisc.edu/rkamath
Skimming or Penetration?
DVD of very popular, critically acclaimed movie• Skimming– A few fans will want it more than general public
• Penetration– Skimming approach might be risky– High level of competition already
http://mywebspace.wisc.edu/rkamath
Skimming or Penetration?
A new piece of musical gear• Skimming– If device does something completely new or unusual– If there’s a market of “gearheads” who always rush out and get the latest gizmos
• Penetration– If there are many competitors whose products do similar things– If you can use as a tool to build dependence on other product
http://mywebspace.wisc.edu/rkamath
Skimming or Penetration?
A new children’s toy• Skimming– If toy is very unique– If having “popular brand” is important for kids
• Penetration– If many competitors– If toy is not unique or brand is not important
http://mywebspace.wisc.edu/rkamath
have a good weekend