format piano di marketing

8/14/2019 Format Piano Di Marketing

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Your Company Name Marketing Plan

Company Name Marketing Plan

Company AddressCity, State, Zip

Phone: 123-456-7890 Fax: 123-456-7890 Email: [email protected] Site: www.company.com

Contact: Jack Smith

PROPRIETARY and CONFIDENTIAL INFORMATION: Do Not Distribute 1


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Table of ContentsEXECUTIVE SUMMARY...........................................................................................................................................4

MARKETING OBJECTIVES .................................................................................................................................................4GOODS OR SERVICES .......................................................................................................................................................4R ESOURCES NEEDED .......................................................................................................................................................4PROJECTED OUTCOMES ....................................................................................................................................................4

COMPANY DESCRIPTION.......................................................................................................................................5

STRATEGIC FOCUS AND PLAN..............................................................................................................................5

M ISSION /V ISION .............................................................................................................................................................5GOALS ..........................................................................................................................................................................5CORE COMPETENCY ........................................................................................................................................................6

SITUATION ANALYSIS..............................................................................................................................................6

I NTERNAL FOCUS ............................................................................................................................................................6EXTERNAL FOCUS ...........................................................................................................................................................6I NDUSTRY A NALYSIS /TRENDS ...........................................................................................................................................8COMPETITOR A NALYSIS ...................................................................................................................................................8COMPANY A NALYSIS ......................................................................................................................................................9CUSTOMER A NALYSIS ...................................................................................................................................................10SWOT A NALYSIS SUMMARY .........................................................................................................................................13

MARKET PRODUCT FOCUS...............................................................................................................................14

MARKETING AND PRODUCT OBJECTIVES ...........................................................................................................................14TARGET MARKETS ........................................................................................................................................................14POINTS OF DIFFERENCE ..................................................................................................................................................14POSITIONING ................................................................................................................................................................15

MARKETING PROGRAM ......................................................................................................................................15

PRODUCT AND PRODUCT STRATEGY .................................................................................................................................15PRICE .........................................................................................................................................................................18PROMOTION .................................................................................................................................................................19PLACE .........................................................................................................................................................................22

DATA AND PROJECTIONS ....................................................................................................................................24

SALES FORECASTING METHODS USED .............................................................................................................................24SALES DATA ................................................................................................................................................................25COSTS .........................................................................................................................................................................25FINANCIAL PROJECTIONS ................................................................................................................................................25FINANCIAL I NFORMATION SYSTEMS NEEDS .......................................................................................................................26

ORGANIZATION.......................................................................................................................................................26

IMPLEMENTATION PLAN.....................................................................................................................................26

PEOPLE R EQUIRED ........................................................................................................................................................27MANUFACTURING , F INANCIAL AND OTHER R ESOURCES NEEDED .........................................................................................27TIMING ........................................................................................................................................................................27

PROPRIETARY and CONFIDENTIAL INFORMATION: Do Not Distribute ii


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EVALUATION AND CONTROL..............................................................................................................................28

MARKETING I NFORMATION SYSTEMS NEEDED ...................................................................................................................28CRITERION MEASURES WITH OBJECTIVES .........................................................................................................................28

APPENDIX A: BIOGRAPHICAL SKETCHES OF KEY PERSONNEL.............................................................29

APPENDIX B: SUPPORT MATERIAL...................................................................................................................29

PROPRIETARY and CONFIDENTIAL INFORMATION: Do Not Distribute iii


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Executive Summary[Click here to enter your own text]

The executive summary is a concise overview of the marketing plan. It is often the last section of the marketing plan written. Its purpose is to provide the reader with enough information toquickly judge whether or not the plan is feasible. This section of the plan should address, with

brief summary statements, items such as your marketing objectives, goods or services includedin the plan, resources required and projected outcomes. Remember that the purpose of amarketing plan is to serve as an internal sales document. Take your time when developing theExecutive Summary: many experts consider it to be the single most important element of themarketing plan.

Marketing Objectives[Click here to enter your own text]

In this section, briefly describe your marketing objectives. Ask yourself why is it important tomarket your goods or services? What do you hope to accomplish? What image does your good or service have in the eyes of the consumer? What marketing channels will you use to offer your

product? How will your current customers react to a new product offering? State your marketingobjectives in a format that is measurable. Are you seeking to increase gross sales? What are your market share objectives?

Goods or Services[Click here to enter your own text]In this section, briefly describe your products, product lines, and services. What are you selling?Is it a good, a service, or more commonly, a combination of the two? What are the products

benefits? What makes you think that this good or service is in needed in the marketplace?Resources Needed[Click here to enter your own text]In this section, briefly describe the technological, financial and human resources needed toexecute your plan. What are the costs associated with these resources? Who is responsible for covering these costs? Do you have the resources in place or will you have to obtain them? Whenconsidering human resources, can you out-source by hiring consultants, are you re-assigningcurrent employees, or will you need to hire new employees?

Projected Outcomes

[Click here to enter your own text]In this section, briefly describe what the projected outcomes of your marketing efforts will be. Isthere a payback period? When will your proposed marketing plan produce a profit? Describe thetype of outcomes you expect to achieve in both the short term and the long term? Essentially, youare presenting compelling evidence that your plan will work.



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Company Description[Click here to enter your own text]In this section of the marketing plan, provide a brief overview of the company, its product linesand its overall marketing strategy. Remember that many readers of the marketing plan will becompany employees as well, so keep your descriptions brief and concise. In addition, highlightthe companys recent history and successes use these to build the readers confidence that your company and its current marketing plans are on the right course.

Strategic Focus and Plan[Click here to enter your own text]The Strategic Focus and Plan sets the strategic direction for the entire organization, a directionwith which proposed actions of the marketing plan must be consistent. This section may or maynot be included in the marketing plan, depending on the plans intended audience. Thecomponents of this section of the marketing plan consist of the mission/vision, goals, and corecompetency/sustainable competitive advantage.

Mission/Vision[Click here to enter your own text]Concisely define the mission/vision of the company. This qualitative description focuses on thefundamental activities the company will undertake in order to best serve its stakeholder groups.Describe in general terms product, price and place strategies and how these will maximizeshareholder value and build relationships with stakeholder groups.

Goals[Click here to enter your own text]The Goals section sets both the financial and non-financial targets where possible inquantitative terms against which the companys performance will be measures. It is acceptableto use lists or other information presentation techniques to improve the readability of this sectionof the marketing plan.



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Core Competency[Click here to enter your own text]Discuss the companys core competency and any sustainable competitive advantages accrued.

Your core competency is your unique ability to do something that your competition cannot or does not do to meet consumer needs. Core competencies yield competitive advantages. Thesecompetitive advantages allow you to more effectively and efficiently compete in themarketplace. Competitive advantages include items such as lower cost factors of production,unique products, unique technologies, unique marketing expertise, protected access to markets,etc. Ultimately you should envision competitive advantage as layers of an onion: you needmultiple and fluid layers of competitive advantage to sustain long-term economic health. A singlecompetitive advantage is not defendable in the long-term unless it provides you with a monopolyon one of the factors of production.

Situation Analysis[Click here to enter your own text]Most marketers use a form of situation analysis called a SWOT analysis (Strengths, Weaknesses,Opportunities and Threats) to assist them in conducting a company analysis. The Strengths andWeaknesses usually have an internal focus (within the company) and Opportunities and Threatshave an external focus (outside of the company). Many companies seek to match strengths withopportunities while managing weaknesses and containing threats. A balancing act to be certainand one that requires brutal honesty in order to be effective. The Situation analysis is a snapshotto answer the question Where are we now?

Internal Focus

[Click here to enter your own text]In this section of the SWOT analysis, describe the current state of the Strengths and Weaknessesof the company. Internal factors to consider when developing a SWOT analysis include itemssuch as Management, Offerings, Marketing, Personnel, Finance, Manufacturing, Research &Development, Information Systems, etc. The goal is to provide an overview of the managementteam, the product offerings, and the functional areas of the organization and their ability to reactto opportunities in the external environment.

External Focus[Click here to enter your own text]In this section of the SWOT analysis, describe the current and/or anticipated state of

Opportunities and Threats outside the control of the organization. External factors to consider include the Consumer/Social environment, the Competitive environment, the Technologicalenvironment, the Economic environment and the Legal/Regulatory environment.



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Consumer/Social[Click here to enter your own text]Describe and opportunities and threats perceived in the consumer and/or social environment suchas changing consumer tastes, changing social perceptions of the product class or product, etc.Illustrate that you understand the fluidity in the consumer and social environments and thatyouve determined the direction of future changes in preference. Think about who your currentcustomers are and what your current product offerings are and how these present bothopportunities and threats. Provide an analysis of the cultural and social environments in whichyoull be operating and discuss the potential impact that these environments may have on thesuccess of your marketing plan. How culturally or socially sensitive is your product? Discusscultural or social constraints placed on marketers in this product category. What are cultural or social trends in this market and how will this impact your marketing plan?

Competitive[Click here to enter your own text]In this section, describe any competitive opportunities and threats that you foresee in the future.Is your product or process patentable? Do you have a strong brand name, brand equity or other unique competitive advantage that will be hard for competitors to negate?

Technological[Click here to enter your own text]In this section of the marketing plan, discuss the technological environment as it concerns the

product or products contained within the scope of this marketing plan. How critical of a role doestechnology play in the successful marketing of your product? Are any of your core competenciestechnologically dependent? What technological developments do you foresee on the horizon andhow might they impact your marketing plan? Likewise, describe any technological threatslooming on the horizon and how they may impact your companys situation.

Economic[Click here to enter your own text]Describe the current economic environment in which youll be competing. What is its scope(local, regional, national or international)? What trends are observable (economic contraction,expansion, etc.)? What are the economic projections for the near future and the long-term? Docurrent or future economic conditions present opportunities and threats? For instance, is there

seasonality in your industry? Is there a predictable business cycle? Describe the current state of the economy in which youll operate and your expectations for the future.



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Regulatory[Click here to enter your own text]Describe any legal or regulatory factors that present opportunities or threats for your company. Isthere a changing legal or regulatory statute that presents new opportunities for how you conduct

business or what products you sell? Is there increasing regulation in your industry? Provide anoverview of the political and legal environments in which youll be operating. Discuss anyregulatory issues that impact how and where you will market your product. Are there regulationsregarding product, price, place or promotion that impact how you intend to market your product?Analyze the stability of the political and legal environments in which you plan to operate.

Industry Analysis/Trends[Click here to enter your own text]The Industry Analysis section provides the backdrop for the subsequent, more detailed analysisof competition, the company, and the companys consumers. Without an in-depth understandingof the industry, the remaining analyses may be misdirected. Use this section to demonstrate tothe plans readers that you understand the industry in which you compete and that you arecognizant of trends impacting the industry.

Competitor Analysis[Click here to enter your own text]As with the Industry Analysis, the Competitors Analysis demonstrates that the company has arealistic understanding of who its major competitors are and what their marketing strategies are.The beauty of our free market system is that consumers have choice. And that open competitionultimately leads to higher quality, lower cost goods for the market. In this section of themarketing plan, describe who your current competitors are, predict who any likely futurecompetitors will be, and discuss the differences in competitive advantages or core competenciesthat exist among the competitors in the marketplace.

Nature of Current/Likely Competitors[Click here to enter your own text]Knowing as much as you can about your competition allows you to make informed decisionswhen it comes to implementing your marketing plan. Define who your current competitors are,what their position is in the market, and how much of a threat they are to your success. Again,this section of the marketing plan is highly dependent on the current stage of the product lifecycle. If your product is in the introduction or growth phase, there are probably fewer current

competitors and many likely competitors. If you are in the maturity phase of the PLC, thecompetition is fairly well defined. Gather as much information about the competition as possible.Much of it can be used in the following two sub-sections.



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Current Status of Prospective Competitors[Click here to enter your own text]Are you competing with companies comparable in size? Or are they much larger? Are youcompeting against much smaller companies or boutiques? Are your competitors profitable? Whatdo you do better than your competitors can do? What do your competitors do better than you cando? Can you anticipate the emergence of new competitors? Use the table below or one that youmodify to summarize these core competencies.

YouCompetito

r 1Competito

r 2Competito

r 3Competito

r nCoreStrengthSecondaryStrengthNextStrengthBiggestWeaknessSecondWeaknessNextWeakness

Core Competency Comparison

Competitive Barriers[Click here to enter your own text]Discuss any competitive barriers that you need to overcome, any barriers to entry that exist in themarket and any sources of competitive advantage that you enjoy. Competitive barriers includeitems such as economies of scale and scope that must be reached in order to be profitable in themarket, access to distribution channels, access to customers, etc. Barriers to entry may includeitems such as high levels of capital investment, long payback periods, proprietary technology,legal or regulatory restrictions, etc.

Company Analysis[Click here to enter your own text]The Company Analysis provides details of the companys strengths and marketing strategies thatwill enable it achieve the mission, vision and goals identified earlier.

Company Strengths and Overall Marketing Strategies[Click here to enter your own text]



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Define the overall company objectives in terms of return on investment, long-term financialhealth, growth expectations, and the focus on building shareholder equity. Historically, how wellhas the company met its objectives? Are there noticeable trends? What is the current economicstatus of the company and what is the target economic status?

Discuss the companys overall marketing objectives for the products it sells. Potential objectivesinclude, but are not limited to, capturing and defending market share, reaching target levels of gross sales, reaching target levels of net sales, building brand name recognition and/or brandequity, inventory turnover targets, etc.

Company Resources[Click here to enter your own text]All marketing decisions are constrained by resource availability. In this section of the marketing

plan, discuss company financial, technological and human resources that impact your marketing plan. Creatively determine how you can overcome resource limitations to leverage the best

possible performance given these limitations.

Customer Analysis[Click here to enter your own text]Marketing decisions should always be made with the consumer in mind. The marketing conceptdictates that marketers focus on meeting consumer needs in order to build successful long-termexchange relationships. Satisfying customers and providing genuine value to them is whyorganizations exist in a market economy. In this section of the marketing plan, demonstrate thatyouve performed a detailed analysis of your potential market for the products included in themarketing plan, how the consumers in the defined markets typically purchase your product andfor what reason, and what type of relationship you plan to establish with these consumers.

Whereas the previous sections provide the foundation on which to build a marketing plan, thissection provides you with an opportunity to demonstrate the reason why the plan exists: to servethe needs of potential customers.

Customer Characteristics[Click here to enter your own text]In this section of the marketing plan, discuss who makes up the market for your product.Remember that there are three conditions for being considered as a viable market: consumersmust have the ability, willingness and authority to purchase what you are selling to be considereda market for your product. Provide evidence that youve sufficiently researched who meets thethree criteria to be considered a market for your product, how youve determined this, anddescribe the demographic and/or psychographic characteristics of a typical consumer. Keep inmind that while there is typically overall or general market for your product (the three criteriafrom above), there may be multiple customer profiles that can be generated from this market

based upon demographic and psychographic reasons for purchase.



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Furthermore, knowing that there are three general strategies for applying the marketing mix todefined markets (undifferentiated, concentrated and differentiated), discuss which of the threegeneral strategies that you intend to utilize and justify your decision. This general strategydecision will strongly influence the following two sub-segments of the marketing plan.



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Possible Segmenting Dimensions[Click here to enter your own text]Based upon your selection of a general marketing strategy in the section above, and on the

premise that you cant be everything to everyone, describe possible market segmentationvariables that you plan to use individually or in combination to break down the overall marketinto potential segments. Typical segmentation dimensions include items such as demographics,

psychographics, geo-demographics, and behavioral factors. However, the beauty of segmentationis that you as the marketer have the opportunity to define segments as you see fit. Not allcompetitors in your product category or class will have defined identical market segments.Marketing in general, and segmenting specifically, is an art. The only guidelines for selectingsegmentation dimensions are that the dimensions are observable, consistent and logical. Ideallymarket segments meet the following four criteria: they are homogeneous within, heterogeneous

between, substantial and operational.

Key Influences on the Buying Process[Click here to enter your own text]In this section of the marketing plan, discuss the key influences on the buying process. Why dothe consumers in your target market(s) purchase the product? How does the level of involvementassociated with the product (high involvement versus low involvement) impact the informationsearch and buying process? Are there elements of the marketing mix that influence how or wherethe product is purchased? Knowing the key influences on the buying process allows marketers todevelop a marketing mix that is better able to satisfy consumer needs.

Type of Buying Situation[Click here to enter your own text]What is the typical buying situation for your product? What needs must the customer haveidentified to begin the purchase process? Describe the typical buying situation or situations thatconsumers can expect to experience when they purchase your product. Who, what, where, whenand why, the five Ws of journalism, may provide you with a basic framework with which todescribe the types of buying situations that you foresee.

Nature of Relationship with Customers[Click here to enter your own text]Discuss the nature of the relationship with your customers that you wish to establish. Remember

that customers and their needs drive our business. And that it is easier to sell more to existingcustomers than it is to acquire new customers. What type of customer loyalty programs do youenvision establishing for the product(s) being marketed? Do loyalty programs make sense for your product? Are there peripheral ways of generating customer loyalty such as building a strong

brand identity that meets the needs of the customers? Take the time to demonstrate that youveconsidered how the nature of your product dictates the nature of your potential relationships withyour customers.



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SWOT Analysis Summary[Click here to enter your own text]

A SWOT Analysis is a specific type of situation analysis designed to gauge the competitivenessof a company given its limitations. The strengths and weaknesses are usually thought of asinternal to the company and the opportunities and threats are usually thought of as external to thecompany. In order for a SWOT analysis to be useful, the information it contains must be brutallyhonest. This is not the time to gloss over weaknesses or to minimized threats. Complete eachsection separately (Strengths, Weaknesses, Opportunities and Threats) and to summarize your findings in the table provided below.

Strengths Weaknesses

Strength 1 Strength 2 Strength 3 Strength 4 Strength n

Weakness 1 Weakness 2 Weakness 3 Weakness 4 Weakness n

Opportunities Threats

- Opportunity 1- Opportunity 2- Opportunity 3

- Opportunity 4- Opportunity n

Threat 1 Threat 2 Threat 3 Threat 4 Threat n

SWOT Analysis Matrix



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Market Product Focus[Click here to enter your own text]This section of the marketing plan highlights your understanding of the market in which youcompete, its possible segments and/or sub-segments and how your product serves unmetconsumer needs in the market. This is the meat and potatoes of the marketing plan

Marketing and Product Objectives[Click here to enter your own text]Concisely define the market in which you will be competing. Remember that to be considered amarket for your product(s), potential customers must have the ability, willingness and authorityto purchase your product(s). Concisely define the product offering. Determine which stage of the

product life cycle the market is in and discuss how this impacts your marketing strategy. For instance, if you are introducing a new product class to consumers your initial task will be to build

primary demand for the product class. If you are introducing a new product into an existing,mature, market your goal may be to acquire market share at the expense of your competition.Properly defining the market in which youll compete is the foundation of the marketing plan.

Target Markets[Click here to enter your own text]After regrouping the heterogeneous overall market into smaller homogeneous market segments,and depending on the general strategy for applying the marketing mix that youve selected,discuss which segments that youll pursue with your marketing efforts and why. Typically thetarget markets selected have the following characteristics: they are large enough economically towarrant attention and they are stable. If you focus all of your marketing efforts on one markettarget market, you are using a concentrated strategy or a single target market approach. If youselect multiple segments and develop different marketing mixes for each segment, you are usinga differentiated or multiple target market approach. If you treat the entire market as your targetmarket, you are using an undifferentiated strategy. A compromise to the former may be tocombine two or more segments and to target the combined segments with one marketing mix.Each strategy has its associated plusses and minuses. It is up to you to justify which approachthat you intend to use and why.

Points of Difference[Click here to enter your own text]An organization cannot grow by offering only me-too products. The greatest single factor in anew products failure is the lack of significant Points of Difference that set it apart fromcompetitors substitutes. How does your product compare to competitive offerings vis--visfeatures and benefits? Use the table below or one that you modify to show this competitivecomparison.



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Good/ServiceComparison

YourProduct

Competitor 1

Competitor 2

Competitor 3

Competitor n

PricePerceived QualityMarketing/salesAdvantagesFeature 1Feature 2Feature 3Benefit 1Benefit 2Benefit 3

Competitive Comparison Matrix

Positioning[Click here to enter your own text]A positioning strategy helps communicate the companys unique points of difference of its

products to prospective customers in a simple, clear way. Describe how you currently or proposeto position your product(s) vis--vis the competition in the minds of consumers. Proper

positioning leads to competitive advantages and the development of brand equity.

Marketing Program[Click here to enter your own text]Everything contained in the previous sections of the marketing plan serve to set the stage for thissection in which you present the marketing mix actions the 4 Ps covered in the marketing

program. Describe in detail how your manipulation of the marketing mix variables will serveconsumer needs while simultaneously maximizing shareholder equity.

Product and Product Strategy[Click here to enter your own text]Use this section to describe in detail the key elements of the companys product strategy. Providean overview of the product class, the products stage in the Product Life Cycle, any warranties or guaranties associated with the product, etc.

Product Class[Click here to enter your own text]

Describe the general product class in which you will be competing. What type of consumer or business product are you proposing? What, if any, consumer preferences must be addressed inorder to succeed in this product class?

Current Product Life Cycle Stage[Click here to enter your own text]



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In what stage of the product life cycle is the overall product class: Introduction, Growth,Maturity or Decline? Has the industry gone through turbulence (a hypothetical stage of the

product life cycle just after growth and before maturity during which there is an industry shake-up and non-profitable competitors drop out)? Is there an opportunity for arbitrage (introducing

the product into a new market in a different stage of the product life cycle)?

Specification of Core and Augmented Product[Click here to enter your own text]In this section, describe the product(s) that you will be marketing. The core product is the basic

physical good or service being marketed. The augmented product is the combination of goodsand related services combined to provide a competitive advantage in the marketplace. Very fewitems are pure goods or pure services. Discuss the combination of goods and services youare offering. Most offerings are a combination of the two: some mix of good and service.Bundling goods with service can be a source of competitive advantage. Sears appliances are agood example: there are better appliances on the market, but few can match Sears level of after-sale service.

Supporting Customer Services Needed[Click here to enter your own text]Whether you use the concept of an augmented product or not, all products need a certain level of service support. In this section of the marketing plan, describe all levels of customer serviceneeded to launch and support your product. Where will you locate customer service centers?How many do you need? What services will they provide and who will pay for them?

Warranty[Click here to enter your own text]Describe the warranty, if any, provided with this product. What is covered under the warranty?How long will the warranty last? Is it renewable or are service contracts offered? Who willsupport the warranty (will it be handled internally or contracted out)?

Branding[Click here to enter your own text]Brand image is something that is built over time. Todays communications-oriented society,however, doesnt provide marketers with the luxury of time. In this section, you want to answer the following questions: What type of branding will you use? (Manufacturer versus dealer, family brand versus

individual brand, etc.) How do you plan to create a brand image?

How will you make yourself distinct from the other businesses/products?



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These questions take on more importance in an environment where time is a luxury.

In this section, give some thought to how you will build your image in the mind of the customer.The goal is to develop a product/service that delivers what it promises consistently over time. Bydoing so, you hope to build brand equity, or a value above and beyond the economic value of the

brand. Traditionally, brand equity is built incrementally over time. Building brand image andequity is analogous to filling an in-ground swimming pool with a shot glass. Only through aconsistent effort over time can one hope to accomplish this task. And once completed, it is easier to maintain than it is to start over again.

Describe how you will build brand image. How do you plan to create a brand image that isconsistent with what you are delivering? Is there something unique about your product offeringthat you can use to your advantage in terms of branding? If you are offering something that is notunique, how do you differentiate your product or service from your competitors in the eyes of theconsumer?

Discuss how you will maintain your brand. Are you delivering what the customer expects or areyou making promises that you cant keep? For example, if you are offering fast delivery, are youkeeping your promise? How do you plan to keep your brand fresh in the eyes of the consumer?How do you propose to consistently maintain your brand image?

Packaging[Click here to enter your own text]Describe the general packaging format of the overall product class. Are there customer expectations with regard to packaging that must be met? Are there promotional and/or labelingneeds that are a result of consumer preference or government regulation? What are the protection

needs/concerns associated with this product class and your product in particular? Can you use packaging as a source of competitive advantage?

Cultural Sensitivity of Product[Click here to enter your own text]What, if any, issues of cultural sensitivity must you be aware of when marketing this product? If launching globally, are there differences in the core or augmented product and/or packagingnecessary because of cultural sensitivity?

Fit with Product Line

[Click here to enter your own text]How does the proposed product fit within your existing product line? Is it a complementary or supplementary product? Is this a new product line? Illustrate that youve thought about how this

product fits with your current business, or if it is for a new product and a new business, how youcan build your future business around this product.



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Price[Click here to enter your own text]Price is the element of the marketing mix that generates funds for the company. Price alsoinfluences how the brand is perceived. Typically, a high price connotes high quality. Consumerssearch for some combination of price and quality that allows them to maximize their utility.Pricing strategies can be static or dynamic. Static pricing strategies include Cost Plus Pricing(cost of production per unit plus a profit margin), Return on Investment Pricing, Price Skimming(charging what the market will bear), Price Penetration (using a low price to penetrate themarket), and Break-Even Pricing (price to just break even with regards to fixed costs andvariable costs). Dynamic pricing strategies are non-traditional or innovative ways to generatesales. With a dynamic pricing strategy, the only criteria is that you exceed your break-even point

per unit in either sales or based upon the net present value of a revenue stream generated by the products use. Dynamic pricing strategies include auctions, reverse auctions, free products thathelp build market share and/or generate targeted e-mail lists.

This section should focus on what type of pricing strategies you will use based upon the demandfor your product(s), the available supply and the typical markup chain in your industry.

Nature of Demand[Click here to enter your own text]What is the nature of the demand for your product(s)? Is the demand cyclical or seasonal? Or is itconstant? What is the level of demand versus the supply that is, is there enough supply tosatisfy demand? Describe how demand impacts price and quality in your market. Is demand for your product elastic or inelastic? Is demand for your product dependent upon or tied to thedemand for another product?

Demand and Cost Analysis[Click here to enter your own text]What is the break-even point in units? Is there sufficient demand to allow you to reach your

break-even point? How do economies of scale and scope impact your break-even point? What isyour fixed cost per unit, your variable cost per unit and your total cost per unit for different levelsof projected demand (conservative, average, optimistic)? Discuss the relationship betweendemand and cost and how you will manage this relationship.

Markup Chain in Channel[Click here to enter your own text]Given your desired return on investment, channel type, customer demand and manufacturerssuggested retail price, what are the markup percentages and margins that each member of themarketing channel can expect to make? Is the markup chain reflective of the risks assumed byeach channel member (i.e., the channel member who assumes the most risk receives the highestmargin)? The perception of an inequitable distribution of channel profits creates channel conflict.Describe who can expect to make what.



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Price Flexibility[Click here to enter your own text]In this section, describe whether you are using static pricing, dynamic pricing or a combination

pricing strategy. How structured are your prices? How much latitude do you have in setting price?

Price Levels[Click here to enter your own text]Are you planning to use a price lining strategy where you have a range of prices for varyingdegrees of product quality (low, medium and high price points)? Will you be using a skimmingstrategy or a penetration pricing strategy? Is it possible to use a market basket pricing approach,where you take a loss for one or a few products in order to make a profit for the entire basket of

profits offered?

Adjustments to List Price[Click here to enter your own text]Under what instances will you offer adjustments to the list price? Will you have trade discounts,quantity discounts, seasonal discounts or any price reduction promotions? Many of theseadjustments may have been covered in the sales promotion and/or push and pull marketingsections of the marketing plan.

Promotion[Click here to enter your own text]To be successful you must have a focused and coordinated promotion and advertising plan.Without focus or goals, promotion and advertising useless. In addition, how will you reach

potential customers?

Rather than aiming for pie-in-the-sky projections, try to remain reality based. Success wonthappen overnight and it wont happen with one advertising or promotion campaign. Advertisingand promotion require a consistent effort over time in order to work effectively for you.

Promotion Objectives[Click here to enter your own text]Use this section to define how you will promote your business. How will you promote your

product or service? How will you induce trial? How will you convert trial users to customers?How will you keep your promotional message fresh and pertinent to your customers? How willyou reach former customers or stay in contact with current customers? What are your

promotional goals? Some potential goals are to stimulate sales, increase awareness, generateinterest, remind consumers to purchase and/or to persuade consumers to purchase.

Major Messages/Themes for IMC[Click here to enter your own text]



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Integrated Marketing Communication (IMC) is the intentional coordination and effective blending of all of the firms promotion efforts to convey a consistent and complete message tothe companys intended market. Possibly the most successful application of IMC in recenthistory has been Nikes Just Do It campaign. All messages from Nike have used this central

theme to promote the link between the companys athletic footwear, clothing and accessories andgood health through exercise. This three word play on words based on our propensity to put off exercise has been, and remains, highly successful. What type of theme or message makes sensefor your product? To be effective, it has to communicate something about your product and howit fits the needs of the consumer.

Promotion Blend[Click here to enter your own text]Successful promotion requires a blend of the promotional mix (advertising, personal selling,sales promotion, publicity and interactive media). Your specific promotional blend is product andindustry dependent. For instance, high involvement products require higher levels of personalselling than do low involvement products. And an increasing percentage of the promotional

budget is being spent on sales promotion over advertising in consumer goods markets. As withmost other marketing decisions, promotion and the allocation of resources across the

promotional blend is constrained by the financial resources of the company.

Advertising[Click here to enter your own text]In this section discuss the type, amount and cost of advertising that you need to accomplish your marketing objectives. How much money do you have to spend on advertising and how will it beused to maximize exposure given the budget constraint? How often will your advertisements runand where? What are your advertising goals? Remember that there is no linear relationship

between advertising dollars spent and sales: therefore the best we can do is to use the objective-task budgeting method to determine how much it will cost to achieve a desired, measurable,objective.

Personal Selling[Click here to enter your own text]What level of personal selling is needed to stimulate the sale of your product(s)? This is stronglycorrelated to the degree of involvement associated with the product: high involvement versuslow involvement. Higher involvement products, those with higher risks associated with making a

poor purchase decision, require higher levels of personal selling than do low involvement products. Technological complexity also influences the degree of personal selling needed for a product, with highly complex products requiring more personal selling. In this section of themarketing plan, define the desired level of personal selling needed to ensure the success of your marketing plan and determine the budget necessary to accomplish your objectives.

Sales Promotion[Click here to enter your own text]



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The goal of sales promotion is to increase sales in the short-term. Cooperative advertising, Point-of-Purchase displays, coupons, rebates, etc. are the means by which companies engage in two

broad types of sales promotion: push and pull marketing. Push marketing consists of sales promotion activities designed to push the product through the marketing channels to the final

consumer. Pull marketing consists of sales promotion activities designed to pull the productthrough the distribution channel from producer to consumer by stimulating consumer demand.Although sales promotion is currently the largest percentage of the consumer goods promotional

budget, one must remember that the costs of sales promotion are bourn by the company.Consumer goods companies tend to prefer sales promotion to advertising for one reason: the link

between sales promotion and sales is direct and measurable.

Publicity[Click here to enter your own text]Publicity is any non-paid mass communication message initiated by the company. The goal of

publicity is to attract the firm and its offerings without having to pay media costs. How does publicity fit into your marketing plan? How do you plan to manage publicity? Is there a publicityschedule that fits well with your promotion plan? What are the costs associated with publicityand what percentage of your overall promotion budget should be spent on publicity?

Interactive Media[Click here to enter your own text]What level of interactive media, such as Internet marketing, instant couponing, interactivekiosks, CD-ROM promotional disks, do you plan to use to support your product(s)? Is it possibleto use the Internet as a distribution tool? Is an Internet presence required for your product even if you dont plan to sell direct to the customer via the Internet? How can you use interactive mediato increase your level of perceived customer support? In this section, discuss the importance of interactive media in the success of the marketing plan. What are the costs associated with using

interactive media as part of the promotional mix?

Mix of Push and Pull Required[Click here to enter your own text]Push and Pull marketing (sales promotion) are not mutually exclusive decisions. Most marketersuse a mix of push and pull marketing to stimulate sales. What mixture of push and pullmarketing do you plan to use to stimulate sales? Who will the target audiences be (consumers,wholesalers, channel members, sales people)? What is the cycle or schedule of push and pullmarketing required to meet your marketing objectives?



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Who Will Do the Work [Click here to enter your own text]In this section of the marketing plan, describe who will do the promotion work discussed above.Do you have in-house expertise or will you need to job-out elements of the promotion mix?What type of compensation do you envision paying your promotion partners? The most commonelements of the promotion mix to job-out are advertising, sales promotion, publicity, andinteractive media. How does the in-house versus job-out decision impact the promotion budget?

Place[Click here to enter your own text]Place, or distribution, pertains to how and where the product is delivered to the consumer. In thissection, discuss your distribution strategy. What intermediaries will be used? What method of delivery do you plan to use? Who will you partner with to facilitate the flow of goods? How willthe flow of information and funds work? Identify the trade intermediaries that youll work withto facilitate the exchange. If you are selling a product, how will you ship the product to thecustomer, who may be the end-user or one of the trade intermediaries? Discuss your distributionobjectives, types of distribution channels to be utilized, the degree of value chain coordinationneeded, transportation, product handling and storage facilities required as well as any reversechannels that are being proposed.

Objectives (degree of market exposure)[Click here to enter your own text]Define your distribution objectives in terms of the degree of market exposure desired: Intensive,selective, or exclusive. The goal of intensive distribution is to be in as many locations as possible

to provide consumers with easy access to your product(s). Selective distribution limits thenumber of locations in which a consumer has access to your product to a defined number per geographic location. Whereas the focus of intensive distribution is to be everywhere, the goal of selective distribution is to be in locations that make sense for the product and its desired brandimage. Exclusive distribution seeks to limit distribution to very few locations in a defined regionand works best with prestige items. For instance, Rolls Royce has a formula for locating itsdealership franchises based upon the population and other demographic factors in a given area.



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Type of Channel(s)[Click here to enter your own text]What type of distribution channel(s) do you intend to use given the degree of market exposuredesired? Direct distribution refers to products delivered to the end user directly from themanufacturer or service provider. Indirect distribution refers to products delivered to the end user through the use of trade intermediaries such as distributors, wholesalers, retailers, etc. Remember that this is not a mutually exclusive decision: one may use multiple types of distribution channelscontaining multiple levels depending on the product being offered and the location of thecustomers. If you plan to use multiple distribution channels, care must be taken to avoid directcompetition between the channels.

Value Chain Coordination Needed[Click here to enter your own text]

In this section of the marketing plan, describe the type of value chain coordination needed totransform raw materials into finished goods delivered to customers in an effective and efficientmanner. Concepts such as just-in-time delivery, materials and process flow, inventorymanagement, Economic Order Quantity (EOQ), Electronic Data Interchange (EDI) and EfficientConsumer Response (ECR) all allude to the type of value chain activities that need to becoordinated. By managing these activities as a system, rather than as discrete occurrences, allowsa company to remain price competitive and/or more profitable in the long-term.

Transportation Requirements[Click here to enter your own text]Transportation and delivery requirements are highly correlated with the type of product beingsold and the desired degree of market exposure. What combination of rail, truck, ship, airplane or

pipeline is needed to deliver your finished products to the intended market? Some items, such ascomputer software, do not need transportation services to deliver them to the final consumer:they can be delivered directly to the consumer via the Internet. As with other elements of themarketing plan, the selection of the best transportation option is dependent on the budgetconstraints of the company.

Inventory/Product Handling Requirements[Click here to enter your own text]What are the inventory and/or product handling requirements that are unique to your product? Is

it perishable? Does it require special licenses for handling? The level of inventory by anymember of the distribution channel is related to the economic or opportunity costs associatedwith not having sufficient inventory on-hand to handle demand. Therefore, projecting inventoryrequirements requires one to have a good understanding of the nature of the products demand.



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Think about what drives your revenues. Are you operating under a standard business modelwhereby you need to predict the number of units you will sell and at what price? Or are youoperating under a different model where some other criteria or variables generate revenue? Nomatter what method or approaches you use to forecast you sales, consider this word of caution:

be conservative in your estimates. Success is built slowly.

Sales Data[Click here to enter your own text]Estimate the level of sales expected as a result of this marketing plan. Having settled on a salesforecasting method as defined above, generate the same multiple scenarios as you did for cost:low sales, medium sales and high sales projections. The value of developing three sets of estimates is that you provide the reader of the marketing plan with a range of potential results.One key indicator of what future sales will be is to look at what past sales have been. Providereaders with a summary chart of the past few years sales results and projected future results.

Costs[Click here to enter your own text]Estimate to the best of your ability the costs associated with each of the activities proposed in themarketing plan. Each section of the plan has costs associated with the activities proposed.Develop a summary of costs and include a total estimated cost figure. You may want to developmultiple scenarios: low cost, medium cost and high cost estimates with the understanding thatthe costs will most likely be somewhere between the low and high estimates.

Financial Projections[Click here to enter your own text]

Using the information from the cost section and the sales section, develop a pro-forma operatingstatement (profit and loss statement). The operating statement allows for a manager to quickly

judge the attractiveness of a marketing plan by showing the gap between expected sales andcosts. Astute managers request a minimum of three pro-forma operating statements based uponthe different levels of expected cost and sales defined above. Other pro-forma statementsrequested by marketing managers include an income statement and balance sheet. Again,common-sized industry sales averages exist in publications such as the Robert Morris data. Youcan use this information to judge the viability of your projections.



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People Required[Click here to enter your own text]In this section, describe the personnel required to successfully implement the marketing plan. Do

these people already exist in the organization or do they need to be acquired. If the need toacquire extra personnel exists, do these people need to be full-time employees or are thereconsultants that can be hired for the short-term who have the expertise needed to carry out the

plan. Estimate all costs associated with hiring or contracting additional personnel.

Manufacturing, Financial and Other Resources Needed[Click here to enter your own text]Describe any additional manufacturing, financial or other resources needed to make themarketing plan a success. If manufacturing or other resources are requested, the same guidelinesas outlined above pertain: purchase or rent? Estimate all costs associated with additionalmanufacturing and other resources needed.

If additional financial resources are needed, define how much and in what form. If your goal is toraise capital, determine whether it is best to seek a loan, float a bond or release additional sharesof stock for sale. What is the payback period? Is this reflected in the financial projections? Whatis the risk associated with each option for raising capital? What are the market conditions andrates? Leverage is a useful financial tool. Over indebtedness is not.

Timing[Click here to enter your own text]In this, the final section of the marketing plan, discuss the plans overall time frame and thetiming of each of the activities that need to be performed in order to ensure the success of the

plan. Define the sequence of the activities and events and any foreseeable changes in marketing

activities as they relate to changes in the stages of the product life cycle encompassed in the plan.

Specific Sequence of Activities and Events[Click here to enter your own text]Provide a detailed list of the beginning and ending dates for each of the specific activities andevents proposed in the marketing plan. This should be a linear presentation, progressing from the

plans start date to finish date. A visual summary of the information provided in the form of aGantt chart or some other similar presentation style may make monitoring the specific sequenceof activities and events more manageable. Make certain to build in sufficient lead times for things such as advertising production and placement as well as for publicity or public relations

efforts.



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Evaluation and Control[Click here to enter your own text]There is a large difference between well-conceived plans and well-executed plans. In a perfectworld, yours is both. In reality, the difference between success and failure lies in the execution of the plan. The key to successful implementation is to have a method of keeping your finger on the

pulse of the project and the diagnostic tools that you need to accurately measure results. Once the plan is implemented and you start seeing the results of your initiatives, it is important to reviewwhat has been accomplished. It is best to think of marketing plans as living documents. Theyarent carved in stone: they can be adjusted, or tailored, after implementation. The essence of Evaluation and Control is comparing actual sales with the targeted values set in the plan andtaking appropriate actions.

Finally, no plan is perfect. This is a direct result of developing the plan with less than perfectinformation. Even with the best research and the best projections, plans fail. However, onaverage it is better to operate with a well-conceived plan than it is to fly by the seat of your

pants. Structured plans allow you to keep track of your decisions, monitor the results, andestablish an institutional knowledge base of what works and what doesnt. To embrace a

philosophy of continuous improvement, you have to know what has happened in the past. Inother words, you need to know where youve been in order to get to where youre going.

Marketing Information Systems Needed[Click here to enter your own text]What additional marketing information systems needs do you have for controlling the marketing

plan? How will data be collected and transformed into information? What types of databases doyou need? This is in part determined by what type of business you are engaged in, what your transformation or value-added processes are and your plans for implementing relationship and/or database marketing efforts in the future. Any system that you develop or propose to developshould be expandable to accommodate future marketing information systems needs and businessgrowth. Can these needs be incorporated with the financial information systems needs previouslydiscussed?

Criterion Measures with Objectives[Click here to enter your own text]In this section of the marketing plan, revisit your corporate and marketing objectives associatedwith this plan and discuss the specific criterion measures to be used. How do the measures reflectthe success or failure of meeting the objectives? How are the measures calculated? What are the

baseline measures for success the minimum level of acceptable performance for each criterionmeasure?



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Appendix A: Biographical Sketches of KeyPersonnelThis section of the marketing plan is where youll attach all of the support material that youvereferenced in the marketing plan such as your sales projections, etc. Use this page to separate theappendices from the text. Make certain that you update the table of contents to include the title of each exhibit in the appendix and its page number.

Appendix B: Support MaterialThis section of the marketing plan is where youll attach all of the support material that youvereferenced in the marketing plan such as your sales projections, etc. Use this page to separate theappendices from the text. Make certain that you update the table of contents to include the title of each exhibit in the appendix and its page number.

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