The document discusses various approaches to effective marketing. It covers identifying customer needs, developing strategies to meet those needs, and delivering marketing actions to achieve business objectives. The key approaches discussed include market segmentation to better target different customer groups, and focusing marketing either on a mass market approach or niche markets. It also distinguishes between business-to-consumer (B2C) marketing and business-to-business (B2B) marketing.

1. Effective Marketing

3. What is Marketing? The process of identifying, anticipating and satisfying customer needs profitably Source: Chartered Institute of Marketing

4. … which means Identifying… Use market research and other methods to understand customers Anticipating… Analyse data and use marketing skills to judge market opportunities Satisfying customer needs Do everything possible to provide develop products that meet customer needs and provide great customer service Profitably Add value to a product to ensure it is sold profitably

7. Two marketing “orientations” Business responds to customer needs and wants – designs products accordingly Business develops products based on what it is good at doing Production Orientation Marketing Orientation

9. Smart Objectives SPECIFIC MEASURABLE ACHIEVABLE REALISTIC TIMED S M A R T Details exactly what needs to be done Achievement or progress can be measured Objective is accepted by those responsible for achieving it Objective is possible to attain (important for motivational effect) Time period for achievement is clearly stated

10. Examples of Marketing Objectives Increase company sales by 12% in 2009 Achieve a market share of 27% for Product C within 3 years of launch Increase the percentage of customers who rate service as “excellent” from 80% to 85% within 18 months

11. Link with Business Objectives It is important that marketing objectives and marketing plans support the overall objectives of the business. Below is an example of how business objectives translate into marketing objectives and activities Planning Stage Example Business Aims / Mission Overall mission – to be the market leader Business Objectives To achieve a market share of 25% and annual profits of £2m Marketing Objectives Increase sales of existing products by 15% Launch two new products into the market to add at least 5% to overall market share Marketing Activities Advertising campaign to promote new products Decrease price of existing products by 10% New packaging for existing products

12. Market Segmentation A reminder from Unit 1: Market segmentation is the technique used to enable a business to better target it products at the right customers

13. In any market there will be several segments Segment B Segment C Segment D Segment A Segments are usually measured in terms of sales value or volume E.g. segment B is twice the size of segment C

15. Why segment the market? Better matching of customer needs Customer needs differ. Creating separate products for each segment makes sense Enhanced profits for business Customers have different disposable incomes and vary in how sensitive they are to price. By segmenting markets, businesses can raise average prices and subsequently enhance profits Better opportunities for growth Market segmentation can build sales. For example, customers can be encouraged to "trade-up" after being sold an introductory, lower-priced product Retain more customers By marketing products that appeal to customers at different stages of their life ("life-cycle"), a business can retain customers who might otherwise switch to competing products and brands. Target marketing communications Businesses need to deliver their marketing message to a relevant customer audience. By segmenting markets, the target customer can be reached more often and at lower cost Gain share of the market segment Through careful segmentation and targeting, businesses can often achieve competitive production and marketing costs and become the preferred choice of customers and distributors

16. Main Bases of Segmentation Geographic Demographic Behavioural Psychographic “ Customers within 10 miles of the M25” “ A Level & University Students” “ Customers wanting a value for money impulse buy” “ Customers who prefer to buy fairtrade food” Customer location Region Urban / Rural ACORN classification Age Gender Occupation Socio-economic group Rate of usage Benefits sought Loyalty status Readiness to purchase Personality Lifestyles Attitudes Class

17. Niche v Mass Marketing In most markets there is one dominant segment and several smaller (niche) segments

18. Niche Marketing - Defined Where a business targets a smaller segment of a larger market, where customers have specific needs and wants

21. Mass Marketing - Defined Where a business sells into the largest part of the market, where there are many similar products on offer

23. B2C v B2B Marketing B2C B2B Business to Consumer Business to Business Retailing Family tourism Personal banking House building Wholesaling Business travel Business banking Commercial property

24. B2B Marketing – What is Different? Business to Business Business to Consumer Based on relationships with business buyers Products more important than relationships Often small & focused market Usually larger markets More complex & longer buying process Single step buying process; often short (e.g. impulse purchase) More sophisticated buyers Less sophisticated buyers Aim is to turn prospects into buying customers Emotional considerations affect buying behaviour Educational element to promotion Brands very important

25. Effective Marketing