Download - Quiet Bell Work
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BMI3C
Unit 2
Slide
1
Quiet Bell WorkQuiet Bell Work1. Read “The Pet Hotel”, page
36• Answer questions• List the 4 Ps, 2 Cs
2. Skim chapter 2, note unfamilar terms
3. Prepare to submit homework assignment (article)
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THE CONSUMERTHE CONSUMER
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BMI3C
Unit 2
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The ConsumerThe ConsumerA consumer is the person who uses the product.A customer is the person who buys the product.
•Wouldn’t this be the same person? Some examples when they are not?
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BMI3C
Unit 2
Slide
4
The ConsumerThe ConsumerIn the case of a parent or guardian of a child, the parent is considered a gatekeeper—a person who oversees the care of another.
•Marketers attempt to appeal to the gatekeeper as well as the consumer. Why?
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BMI3C
Unit 2
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5
Needs and WantsNeeds and Wants
self-actualization/fulfillment
esteem
belonging
safety
physiological
Maslow’s Heirarchy of Needs
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BMI3C
Unit 2
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Needs and WantsNeeds and WantsIn our society, most people do not have difficulty satisfying needs.Wants are items not necessary for survival, but add pleasure and comfort to our lives.
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BMI3C
Unit 2
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7
Needs and WantsNeeds and WantsMarketers need to make a clear distinction between needs and wants.
why?
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BMI3C
Unit 2
Slide
8
Needs and WantsNeeds and Wants
In places with poverty, war, or oppression basic needs may not be met. Marketing focuses on meeting needs.
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BMI3C
Unit 2
Slide
9
Needs and WantsNeeds and Wants
In developed countries, demand is more driven by wants. Marketing presents alternatives, and helps customers set up value equations for each.
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BMI3C
Unit 2
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Consumer DemandConsumer DemandConsumer demand changes based on economic shifts and availability of new products.
economy is stable unemployment down
demand for goods and services UPpeople will buy things they want
economy is in a slump unemployment up
demand for goods & services DOWNpeople will only buy things they need
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BMI3C
Unit 2
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Consumer DemandConsumer DemandDemand also changes based on wants, needs, or changes in perceived value. Marketers need to make decisions based on:
•educated guess, research, historic trends
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BMI3C
Unit 2
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12
Consumer DemandConsumer DemandDemand changes as retailers enter/exit the marketplace.
•Too many sellers of a product = demand
•As some close, less product available = demand
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BMI3C
Unit 2
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13
Consumer DemandConsumer DemandUnderstanding fluctuations in consumer demand is essential to marketing. Because of this, marketers also use product life-cycle models to predict the life of new products.
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BMI3C
Unit 2
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HOMEWORKHOMEWORK1. Page 40
Questions: 1. (b), (c)2. (b), (c)3. (a), (b)
2. Read section 2.2
Work on this quietly until the bell!
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BMI3C
Unit 2
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BELL WORKBELL WORK1. Read 2.22. Show Mr. M yesterday’s
homework
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Product Life CyclesProduct Life Cycles
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesA PLC shows changes in consumer demand over time.
•no product can be in demand forever
•trends, technology and lifestyles change, affect consumer demand
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BMI3C
Unit 2
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Product Life CyclesProduct Life Cycles
The traditional PLC consists of five stages.
Sa
les
Time
introduction
growth
maturity
decline
decisionpoint
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BMI3C
Unit 2
Slide
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Product Life CyclesProduct Life Cycles
HomeworkIn your notebook summarize the five steps of the traditional Product Life Cycle.
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesIntroduction Stage
•product is first introduced, “product launch”
•initial price is high to help recover costs•costs include:
–machinery, set-up, training, storage, promotion, packaging, research, etc.
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesIntroduction Stage
•Who buys? Curious people, those who want new things first: early adopters, or trendsetters
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesIntroduction Stage
•marketing:• informs the consumer about
product•quickly establishes value
equation
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesIntroduction Stage
•some businesses arrange consignment deals: allow retailer to return unsold product after a period of time
•some manufacturers pay a shelf allowance for prime shelf space
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesGrowth Stage
•others start to buy product•reputation spreads•manufacturers advertise
heavily
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BMI3C
Unit 2
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Sa
les
Pro
fits
Time
Product Life CyclesProduct Life CyclesGrowth Stagestarts where costs have been recovered, start making profit
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BMI3C
Unit 2
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26
Product Life CyclesProduct Life CyclesGrowth Stage
•the faster a product reaches the growth stage, the sooner it makes profit
•product may be scrapped if unsuccessful• if it is and it has lost money,
it is called a bust
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesGrowth Stage
•first company to enter a market pays the most for R&D and advertising, but has no competition
•as competitors enter, they fight for market share: percentage of the total market
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesMarket Share Example
Coca-Cola owns
47% of the
market share
(47/100)
Company Revenue
Coca Cola $ 47.0 M
Pepsi Cola $ 46.5 M
PC Cola $ 4.5 M
MC Cola $ 2.0 M
Total $ 100.0 M
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesGrowth Stage
•factors preventing companies from realizing profit are called barriers to entry•may include: small market
size, cost of R&D, advertising, equipment...
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesGrowth Stage
•eventually only the most competitive products remain on the market
How do you compete?
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesGrowth Stage
•a company may produce low-end products to establish minimum prices and validate expensive products
•not sold under a well-known brand name (ie. Panasonic makes Techniks and Quasar)
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BMI3C
Unit 2
Slide
32
Product Life CyclesProduct Life CyclesMaturity StageThe period when sales start to
level off Sal
es
Time
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesMaturity Stage
•marketers keep the brand name in front of consumers
•success and longevity of the product is highlighted
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesMaturity Stage
•since major costs have been recuperated and costs are low, products usually make large profits during this stage
•company takes this profit to develop new products
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesMaturity Stage
EXAMPLES: • Sony took the money from
producing Walkmans and put it into developing Discmans.
• Disney took profits from its amusement parks to launch a cruise ship line. This also expands their brand name into a new market.
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BMI3C
Unit 2
Slide
36
Product Life CyclesProduct Life CyclesDecline Stage
•company cannot find new consumers for their product
•profits decrease; marketers try to find the reason for decline
• if it is a temporary decline, it may be reversed by a small price change, or new ad
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BMI3C
Unit 2
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Product Life CyclesProduct Life CyclesDecline Stage
•other methods to reverse a decline: redesigning, reformulating, repackaging
•may decide to remove the product from the market altogether
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BMI3C
Unit 2
Slide
38
Product Life CyclesProduct Life CyclesDecision Point Stage
•the final stage of the PLC•marketers must make
important decisions regarding a product’s future
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BMI3C
Unit 2
Slide
39
Product Life CyclesProduct Life CyclesDecision Point Stage
•product may be reformulated, repackaged, and reintroduced
•most often maintenance of a product involves new promotion and new pricing
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BMI3C
Unit 2
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40
Product Life CyclesProduct Life CyclesDecision Point Stage
•if there is little hope for more profit–due to market saturation, decreased demand, or otherwise–product may be abandoned
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BMI3C
Unit 2
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41
Today’s AgendaToday’s Agenda
•MITRW•Activity sheet•Note•A little friendly competition
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Nontraditional Nontraditional Product Life CyclesProduct Life Cycles
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BMI3C
Unit 2
Slide
43
Nontraditional Product Life CyclesNontraditional Product Life Cycles
In the textbook, read pages 46 to 49 and make a summary note on Fads, Trends, Niche Markets, and Seasonal Markets. Include in your notes the diagrams on page 46.Think of additional examples for each type of life cycle.
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BMI3C
Unit 2
Slide
44
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Fads
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BMI3C
Unit 2
Slide
45
Nontraditional Product Life CyclesNontraditional Product Life Cycles
FadsA product which is extremely popular for a very brief period of time, and loses popularity just as quickly.
Rubik’s cube, Cabbage Patch Kids, tamagotchi, Pet rock, “whatever”, “yadda yadda”
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BMI3C
Unit 2
Slide
46
Nontraditional Product Life CyclesNontraditional Product Life Cycles
FadsFads are unpredictable, and high-risk. Companies try to get out of the market just as the fad peaks. If they wait too long, they get stuck with excess inventory.
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BMI3C
Unit 2
Slide
47
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Trends
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BMI3C
Unit 2
Slide
48
Nontraditional Product Life CyclesNontraditional Product Life Cycles
TrendsA trend has a more lasting effect on the market than a fad. A trend is usually a movement towards a style of product.
Organic foods, Beanie babies, the Simpsons, cell phones
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BMI3C
Unit 2
Slide
49
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Niche Markets
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BMI3C
Unit 2
Slide
50
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Niche MarketsA small section of the market dominated by a small group of products.Short growth, level maturity.
The Pet Hotel, The Cambridge Times, ethnic products
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BMI3C
Unit 2
Slide
51
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Seasonal Markets
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BMI3C
Unit 2
Slide
52
Nontraditional Product Life CyclesNontraditional Product Life Cycles
Seasonal MarketsConsumer demand changes and is effected by the weather. Marketers anticipate periods of high and low demand, and work to create off-season opportunities.Ice cream parlours, resorts, lawn mowers, snow shovels, ice skates
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BMI3C
Unit 2
Slide
53
ACTIVITYACTIVITYMy FivesAt your tables, try to identify five specific products which follow each of the non-traditional PLCs. (The ones presented in class do not count!)
PRIZES FOR BEST TABLE!
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The Consumer MarketThe Consumer Market
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BMI3C
Unit 2
Slide
56
The Consumer MarketThe Consumer MarketConsumer Profiles
- the kind of people most likely to be attracted to a specific product
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BMI3C
Unit 2
Slide
57
The Consumer MarketThe Consumer MarketConsumer Profilescohort: a group that shares common characteristics and buying habits, also called a consumer segment
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BMI3C
Unit 2
Slide
58
The Consumer MarketThe Consumer MarketConsumer Profilesprimary market: the most likely consumerssecondary market: other, occasional consumers
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BMI3C
Unit 2
Slide
59
The Consumer MarketThe Consumer MarketConsumer Profiles
Knowledge of consumer profiles affects distribution, advertising, product design, media, international markets
PRODUCTCONSUMER
PROFILEADVERTISING
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BMI3C
Unit 2
Slide
60
The Consumer MarketThe Consumer MarketDemographics- the study of obvious
characteristicts that categorize people- age, gender, family life cycle, income level, ethnicity, culture
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BMI3C
Unit 2
Slide
61
The Consumer MarketThe Consumer MarketDemographicsAge
•generally broken down into six groups: 0-14, 15-24, 25-44, 45-64, 65-74, 75 and over
•Different researchers use different breakdowns
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BMI3C
Unit 2
Slide
62
Five Major GenerationsFive Major Generations
Mature 60+
Baby Boomers 41-59
Generation X 27-40
Generation Y 11-26
Millennium Kids
0-10
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BMI3C
Unit 2
Slide
63
The Consumer MarketThe Consumer MarketDemographicsAge
Baby boomers are the most important group to most businesses.... why?
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BMI3C
Unit 2
Slide
64
The Consumer MarketThe Consumer MarketDemographics
Save ½ a page of space in your notes for a chart summarizing pages 52-53
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BMI3C
Unit 2
Slide
65
The Consumer MarketThe Consumer MarketDemographicsGender
•Today very few products are marketed exclusively to one gender; gender roles have changed, many products are successfully marketed to both.
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BMI3C
Unit 2
Slide
66
The Consumer MarketThe Consumer MarketDemographicsFamily Life Cycle
•A business may sell its products to various groups, but it will adjust marketing strategies for each.
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BMI3C
Unit 2
Slide
67
The Consumer MarketThe Consumer MarketDemographics
Save ½ a page of space in your notes to copy table from page 57
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BMI3C
Unit 2
Slide
68
The Consumer MarketThe Consumer MarketDemographicsIncome Level
•Businesses use this to determine whom to market to. Upper-income group can/will buy more expensive items.
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BMI3C
Unit 2
Slide
69
The Consumer MarketThe Consumer MarketDemographicsIncome Level
•Most businesses target customers of average income and compete for customers’ discretionary income.
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BMI3C
Unit 2
Slide
70
The Consumer MarketThe Consumer MarketDemographicsEthnicity and Culture
•especially important to a company wanting to get involved in international trade; must know what is acceptable by others.
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BMI3C
Unit 2
Slide
71
HOMEWORKHOMEWORK1. Copy charts from pages
52-53 and page 57 into your notes in the appropriate spots.
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BELL WORKBELL WORK
Read “Info Tech”, page 55, answer questions
BMI3C
Unit 2Slide72
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BMI3C
Unit 2
Slide
73
The Consumer MarketThe Consumer MarketPsychographics
•a system for measuring consumer’s beliefs, opinions, and interests
•group consumers by religion, taste, lifestyles, attitudes, personality – psychological factors
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The Consumer MarketThe Consumer MarketGeographics
Marketers are also interested in where consumers live.
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BMI3C
Unit 2
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The Consumer MarketThe Consumer MarketGeographicsUrban consumer
• live within the boundaries of a city
• live in apartments, condos, houses with small yards
• spend on cultural events, restaurants, public transport
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The Consumer MarketThe Consumer MarketGeographicsSuburban consumer
• lives on the outskirts of the city
• needs at least one car• spends money on gardens,
barbecues, home furnishings• almost always commutes
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The Consumer MarketThe Consumer MarketGeographicsRural consumer
• usually need a truck to carry items
• often has large parcels of land and needs riding mower, tractor, other farm equipment
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BMI3C
Unit 2
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The Consumer MarketThe Consumer MarketGeographicsBrand Development Index (BDI)
•used to see how well a product is selling in one region in comparison to the total market
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The Consumer MarketThe Consumer MarketGeographicsBrand Development Index (BDI)
If BDI < 1, brand is underdeveloped in this area. If BDI > 1, brand is developed better than average.
per capita sales in region
per capita sales across entire market
= BDI
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Brand Development Index (BDI)Brand Development Index (BDI)ExampleHostess Potato Chips
Pop. of Canada: 30MSales nationwide: $120MPop. of Cambridge: 100KSales in Cambridge: 350K
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350 ÷ 100
120 ÷ 30= = .875
Brand Development Index (BDI)Brand Development Index (BDI)Example
A value under 1 means the brand is not fully developed in this area.
3.5
4
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Unit 2
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Brand Development Index (BDI)Brand Development Index (BDI)ExampleHostess Potato Chips
Pop. of Canada: 30MSales nationwide: $120MPop. of Toronto: 4MSales in Toronto: 18M
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BMI3C
Unit 2
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83
18 ÷ 4
120 ÷ 30= = 1.125
Brand Development Index (BDI)Brand Development Index (BDI)Example
A value greater than 1 means the brand is fully developed in this area.
4.5
4
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Unit 2
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WARM-UP TASKWARM-UP TASK1. Grab a magazine2. Find an ad3. Identify—in as much
detail as possible—the target market for the advertised item
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Product Use StatisticsProduct Use Statistics
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Product Use StatisticsProduct Use StatisticsGroups consumers based on frequency of use:
–heavy user–medium user–light user–non-user
often grouped together
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BMI3C
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Product Use StatisticsProduct Use Statistics
Non-usersGroup #1: those entering the market category for the first time.
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Product Use StatisticsProduct Use StatisticsMarketers try to attract this point-of-entry target by identifying who will enter the market and when, and then promote their brand.
•diapers to expectant parents
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Product Use StatisticsProduct Use StatisticsGroup #2: individuals who do not plan to use products in this category.
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BMI3C
Unit 2
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90
Product Use StatisticsProduct Use StatisticsMarketers must create a value equation to change consumers’ habits and opinions, and convince consumers to purchase product.
•cell phone industry
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Product Use StatisticsProduct Use Statistics
TOTAL BENEFITSmust be greater than
TOTAL COSTSto create
VALUE
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Purchase Decision Purchase Decision Making ProcessMaking Process
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Purchase Decision Making ProcessPurchase Decision Making Process
Discover the need or want.
I’m hungry
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Unit 2
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Purchase Decision Making ProcessPurchase Decision Making Process
Set criteria for what will satisfy your need or want.
•quick, no prep work, something to munch on, can eat on couch
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BMI3C
Unit 2
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Purchase Decision Making ProcessPurchase Decision Making Process
Search for products which match your criteria.
popcorn chipsbread carrotsapple peanuts
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Purchase Decision Making ProcessPurchase Decision Making Process
Make your decision based on your criteria.
popcorn chipsbread carrotsapple peanuts
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Unit 2
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Purchase Decision Making ProcessPurchase Decision Making Process
Purchase the product.
Go to the kitchen, grab some chips.
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BMI3C
Unit 2
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Purchase Decision Making ProcessPurchase Decision Making Process
Evaluate your purchase decision.
Was I satisfied with my decision?
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Purchase Decision Making ProcessPurchase Decision Making Process
The process takes longer the more expensive the product because
a)more money → bigger risk
b)less experience with more expensive items
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BMI3C
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Purchase Decision Making ProcessPurchase Decision Making Process
Motivation•biological need•emotional need•rational forces•social forces
→ peer pressure→ celebrity
endorsements
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BMI3C
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Purchase Decision Making ProcessPurchase Decision Making Process
In groups of 2-3, go through the purchase decision making process for an item costing between $200 and $500. Start with a need/want and your solution is to buy one product.Have someone write it out; be prepared to share with class.
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Unit 2
Slide
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ASSIGNMENTASSIGNMENTRead article on page 66-67, answer questions on page 67 in full and complete sentences, hand in before end of class.
Test review:Section 2.1, 2.2., 2.3, 2.4 (not Thorndike or Alderfer), 2.5, handouts, assignments