marketing control
DESCRIPTION
Marketing Control. Management is all about. Planning Executing Control. Marketing Organisation. Functional Geographic Product/Brand management Market Management Matrix. Any strategy is as good as its implementation. Marketing Implementation. - PowerPoint PPT PresentationTRANSCRIPT
Marketing ControlMarketing Control
Management is all aboutManagement is all about
• Planning
• Executing
• Control
Marketing OrganisationMarketing Organisation
• Functional
• Geographic
• Product/Brand management
• Market Management
• Matrix
Any strategy is as good as its Any strategy is as good as its implementationimplementation
Marketing ImplementationMarketing Implementation
is the process that converts plans into assignments, which after successful
achievement accomplishes the plan’s stated objectives
Marketing ControlMarketing Control
• Budget
• Profitability
• Efficiency (Productivity)
• Strategic
Budget ControlBudget Control
• Measurement of results against monthly/quarterly budgets (goals)
• Reasons for deviations (variances)
• Remedial steps to be taken to close the gaps
• between performance and goals
• Review performance in the next month/quarter and assess results
Benchmarks for EfficiencyBenchmarks for Efficiency
• against last year• against budget• against targets
• % growths• % variances• % market share
Marketing ExpenseMarketing Expense
• Sales Force• Advertising• Sales Promotion• Market Research
• Sales Administration• Public Relations• Direct Marketing
Financial AnalysisFinancial Analysis
• RONW – Net profits/Net worth• Profit margin*asset turnover*financial
leverage• Increase margins by increase in sales or
reduction in costs or both• Increase asset turnover by increasing sales
or reducing the assets (inventories, debtors) against a given level of sales
Profitability ControlProfitability Control
• 80 : 20 rule
• Product rationalisation
• Customer rationalisation
• Costing Analysis
Market based score card analysisMarket based score card analysis
• Customer analysis
• Stakeholder analysis
Efficiency ControlEfficiency Control
• Sales force efficiency
• Advertising efficiency
• Sales promotion efficiency
• Distribution efficiency
Sales force EfficiencySales force Efficiency
• No. of calls per salesperson per day
• Average revenue per sales call
• Average cost per call
• Average call time per call
• No. of new customers per period
• Sales force cost per unit sales
Advertising EfficiencyAdvertising Efficiency
• CPT
• Before and after measure of attitude towards the product
• No. of enquiries per ad
• Cost per enquiry
Sales Promotion EfficiencySales Promotion Efficiency
• % sales sold on ‘promotion’
• Display cost per sales rupee
• % coupons redeemed
• No. of enquiries resulting from a demonstration
Distribution EfficiencyDistribution Efficiency
• Time taken to execute orders
• % order executed
• Service levels
Other Control MeasuresOther Control Measures
• Marketing Effectiveness Review - customer philosophy, integrated marketing organization,
adequate marketing information, strategic orientation and operational efficiency
• Marketing Audit - comprehensive , systematic, independent and periodic
review of a company’s business environment, objectives, strategies and activities with an idea to identify areas of weaknesses and recommend a plan of action to improve on such areas.