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  1. 1. A Presentation On Positioning and DifferentiationSubmitted To:- Submitted By:-Mr. Ajay Kumar Veeraj Vashishtha(Assistant Professor) (NU-MBA) (FMG 061)
  2. 2. Definition• Product positioning is what comes to mind when your target market thinks about your product compared to your competitor’s products.• Product positioning is a crucial ingredient in the buying process and should never be left to chance. It’s your opportunity to influence the market’s perception of your products.
  3. 3. Frame of Reference.• Point of Parity (PoP):- The specifications which may not be unique to a single brand but may be shared by other brands.• Points of Difference (PoD):- Refers to the specifications of a product that are different from it’s competitors.• ..DesktopmarketingBrand-Positioning[www.savevid.com].flv• Example:- Dettol and Savlon
  4. 4. PoP:- Dettol is an Antiseptic Liquid PoD:- Dettol produces stingingFrom Reckitt Benckiser India and sensation, turns cloudy in waterSavlon Is also Antiseptic Liquid and has a strong smell where asfrom Johnsons Savlon did not have any of these features.
  5. 5. Selecting Competitive Advantage1. Identifying a set of possible competitive advantages upon which to build a position.2. Selecting the right competitive advantages.3. Effectively communicating and delivering the chosen position to a carefully selected target market.4. Selecting the target market and designing the marketing mix go hand-in-hand.
  6. 6. Eureka Forbes achieved competitive advantage through the way it’s distribution channel is designed. Reaching out to the customers home for installing, demonstrating, collecting money and offering after sales service did it all for Eureka Forbes.
  7. 7. Category Membership• A product should not get trapped into category.• Sometimes consumers are not convinced that a brand holds category membership.• For Example:- Hewlett Packard has been positioned as laptop and desktop manufacturing company, though it also produces cameras but commonly HP cameras are not bought by people as they do not believe that HP can manufacture cameras also.
  8. 8. Some Examples
  9. 9. Perceptual Map for Beer
  10. 10. Differentiation. Is the process of distinguishing a product or offering from others, to make it more attractive to a particular target market. This involves differentiating it from competitor’s products as well as a firms own product offerings. Product differentiation is the process of describing the differences between products or services, or the resulting list of differences
  11. 11. Example:- How cars Differentiate among themselves in Print Ads.
  12. 12. Colgate Max Fresh Differentiates itself from Close Up as Max Fresh contains cooling crystals...DesktopmarketingColgate-Max- ..DesktopmarketingClose-Up-Commercial-Fresh-Commercial[www.savevid.com].flv India-NEW-[www.savevid.com].flv
  13. 13. Differentiation Parameters.• Differentiation is due to buyers perceiving a difference, hence causes of differentiation may be functional aspects of the product or service, how it is distributed and marketed, or who buys it. The major sources of product differentiation are as follows.• Differences in quality which are usually accompanied by differences in price.• Differences in functional features or design.• Ignorance of buyers regarding the essential characteristics and qualities of goods they are purchasing.• Sales promotion activities of sellers and, in advertising.• Differences in availability (e.g. timing and location).
  14. 14. Product Differentiation • Size, Shape, Form or physical structure of a product may be different. Form • Features of different products may be different. As in cars there are different models such as LX, LXi, VXi Features • A product can be differentiated on quality parameters asPerformance well. Levels may be low, high, superior. Quality
  15. 15. • A measure of a product’s expected operating life under natural circumstances and stressful conditions.Durability Example- If a cars body starts rusting within a year no one will tend to that product. • Is a measure of the ease of fixing a product when it malfunctions or fails at little cost andRepairabili time. Companies now offer free repair services ty for initial period (say 6 months or a year). • Style describes the product look and feel to the Style buyer. Ex:- Mont Blanc Pens, Apple computers.
  16. 16. Services Differentiation
  17. 17. SBI Increased Dove as creamy soap and Lowest showing alkalinity number of Priced car in test...Desktopmarketingbranches and Dove--Litmus-differentiated the world. Test[www.savevid.com].flv itself.