This document discusses how to establish brand positioning in the market. It explains that effective positioning requires understanding competitors and the target market. Marketers should identify how to distinctively satisfy customer needs to achieve a competitive advantage. The document also discusses how to identify and analyze competitors by understanding their strengths and weaknesses. Marketers can differentiate brands through developing points of difference and parity and crafting a clear brand mantra and positioning bullseye. Successful differentiation may also involve emotional branding, addressing threats, and using brand narratives.
Cosla ppt ch9 creating brand equity v78 antonita m. de pano AntonitaMacaraegDePa
One of the most valuable intangible assets that give benefits to both customers and firm is its brand. And it is incumbent on marketing to properly manage their value. Building a strong brand is both an art and a science. It requires careful planning, and a deep long-term commitment. The key to branding is the perceived differences from its competitors!
Travel and Hospitality Marketing Experience Agency | Social Capital AgencyEric Sutfin
The customer experience doesn’t start at ‘Check-In’, nor does it end at ‘Check Out. Each and every micro-moment leaves an impression about the expected quality of experience. With the rise of VRBO & AirBnB homes saturating the market, it’s imperative you position your boutique hotel, or hotel collection, as an inviting, luxury experience focused on value and the essence of your industry, hospitality.
Click Here for More Information:- https://socapads.com/hospitality-travel-boutique-marketing-agency/
Digital Marketing & Employment Branding Services | Social Capital AgencyEric Sutfin
One size does not fit all and we are not one to put any company in a box. We build customizable, digital campaigns for our clients and are proud of the results that they’ve driven for them. See for yourself the suite of marketing services that we have to offer and connect with us to see what we can do for you.
Website URL:- https://socapads.com/resource/socap-capabilities/
A brand platform, or corporate image, is the set of associations that customers make with your company. Some of these associations may be quite obvious and strong, like the brand Volvo is associated with safety. In other cases, the associations can be weak; BMW, for instance, may be associated with safety but only in a very weak manner. The possible associations that a brand may want to have actually comes from many sources. For example, it may come from the benefits the customers in a target market may care the most about. But it can also come from various descriptors or the self-image of the target audience. It can also come from a company’s history or core competency.
Cosla ppt ch9 creating brand equity v78 antonita m. de pano AntonitaMacaraegDePa
One of the most valuable intangible assets that give benefits to both customers and firm is its brand. And it is incumbent on marketing to properly manage their value. Building a strong brand is both an art and a science. It requires careful planning, and a deep long-term commitment. The key to branding is the perceived differences from its competitors!
Travel and Hospitality Marketing Experience Agency | Social Capital AgencyEric Sutfin
The customer experience doesn’t start at ‘Check-In’, nor does it end at ‘Check Out. Each and every micro-moment leaves an impression about the expected quality of experience. With the rise of VRBO & AirBnB homes saturating the market, it’s imperative you position your boutique hotel, or hotel collection, as an inviting, luxury experience focused on value and the essence of your industry, hospitality.
Click Here for More Information:- https://socapads.com/hospitality-travel-boutique-marketing-agency/
Digital Marketing & Employment Branding Services | Social Capital AgencyEric Sutfin
One size does not fit all and we are not one to put any company in a box. We build customizable, digital campaigns for our clients and are proud of the results that they’ve driven for them. See for yourself the suite of marketing services that we have to offer and connect with us to see what we can do for you.
Website URL:- https://socapads.com/resource/socap-capabilities/
A brand platform, or corporate image, is the set of associations that customers make with your company. Some of these associations may be quite obvious and strong, like the brand Volvo is associated with safety. In other cases, the associations can be weak; BMW, for instance, may be associated with safety but only in a very weak manner. The possible associations that a brand may want to have actually comes from many sources. For example, it may come from the benefits the customers in a target market may care the most about. But it can also come from various descriptors or the self-image of the target audience. It can also come from a company’s history or core competency.
The impact of culture is so natural and automatic that its influ.docxrtodd33
The impact of culture is so natural and automatic that its influence on behavior is usually taken for granted. An example here would be when consumer researchers ask people why they do certain things, they typically answer, “Because it’s the right thing to do.”
This seemingly superficial response partially reflects the ingrained influence of culture on our consumer behavior. Quite often, it is only when we are exposed to people with different cultural values or customs – such as when visiting a different region or a different country -- that we become more aware or informed of how culture has molded our own consumer behavior.
A true appreciation of the influence that culture has on our life requires some knowledge of other societies with different cultural characteristics. To understand why most Americans brush their teeth twice a day with flavored toothpaste requires some awareness that members of another society either do not brush their teeth at all or do so in a distinctly different manner than we do.
1. Why is the study and understanding of cultural variances so vitally important to marketers?
2. What are some culture behaviors that marketers try to exploit today?
3. I sometimes wonder about the current state of customer service in the airline industry (especially when I travel for work). To be specific, I've noticed, along with several others, a steady decline in customer service with some airlines over the past few years. We have also seen some prominent stories in the media and social networks where some customers were not treated well. My question is, can a loyalty/rewards program overcome recent negative customer service issues with some of these airlines?
4. I wonder if it makes sense for the parent company to place its name on all of its product and service offerings. For example, Walmart unveiled an ebook service. It's similar to Audible and I downloaded the app. However, I wonder if most consumers would even give Walmart a thought when first searching for a ebook or digital audio book? What do you think?
Some brands like to branch out into other area unrelated to their core product -- especially if the competition field is nonexistent or weak. They believe they can be successful in areas that lie outside of their product offering. For example, did you know that not long ago Frito-Lay, a company known for making salty snacks, actually introduced a powdery, sweet refreshment called Frito-Lay Lemonade? There was also Ben-Gay aspirin, Cracker Jack Cereal and Smucker's Premium Ketchup.
Why were these products a failure?
MKT 400 Brands
When selecting brands for your final project, please note that the brands may no longer be in the stages
identified below, but they should be from a prominent company that allows you discuss key brand
attributes, marketing mix elements, marketing strategies, and the role of stakeholders while the brand
was in this stage. If you are choosing your own brand from the respective categories, .
Branding, Positioning & Understanding Current Marketing Issues, presented at CSUSB on 11/20/14. Understanding how to build a positioning statement is the most important part of creating your base to your strategic marketing plan. This presentation goes through how RedFusion builds relationship based, executable marketing cycles for small businesses.
A summary of my digital marketing vision and how it is reflected in my marketing activities. From website management and design to digital optimisation including PPC, SEO, and social media.
International Inbound Marketing, agro food supply chain. IAMZ-CIHEAM (EN)Carmen Urbano
eBusiness & eMarketing along the agro food supply chain. Advanced course at IAMZ-CIHEAM International Cooperation, june 2015.
Carmen Urbano´s presentation about Inbound Marketing vs Outbound.
More information (post): http://carmenurbanomarketinginternacional.blogspot.com.es/2014/12/e-business-and-e-marketing-along-agro.html
Finshore Management Services Ltd , a SEBI registered Category 1 Merchant Banker, is into management consultancy with focus on Strategic Marketing and Financial Solutions.
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
More Related Content
Similar to Cosla ch10. crafting the brand positioning. dr.lily chua ppt v78
The impact of culture is so natural and automatic that its influ.docxrtodd33
The impact of culture is so natural and automatic that its influence on behavior is usually taken for granted. An example here would be when consumer researchers ask people why they do certain things, they typically answer, “Because it’s the right thing to do.”
This seemingly superficial response partially reflects the ingrained influence of culture on our consumer behavior. Quite often, it is only when we are exposed to people with different cultural values or customs – such as when visiting a different region or a different country -- that we become more aware or informed of how culture has molded our own consumer behavior.
A true appreciation of the influence that culture has on our life requires some knowledge of other societies with different cultural characteristics. To understand why most Americans brush their teeth twice a day with flavored toothpaste requires some awareness that members of another society either do not brush their teeth at all or do so in a distinctly different manner than we do.
1. Why is the study and understanding of cultural variances so vitally important to marketers?
2. What are some culture behaviors that marketers try to exploit today?
3. I sometimes wonder about the current state of customer service in the airline industry (especially when I travel for work). To be specific, I've noticed, along with several others, a steady decline in customer service with some airlines over the past few years. We have also seen some prominent stories in the media and social networks where some customers were not treated well. My question is, can a loyalty/rewards program overcome recent negative customer service issues with some of these airlines?
4. I wonder if it makes sense for the parent company to place its name on all of its product and service offerings. For example, Walmart unveiled an ebook service. It's similar to Audible and I downloaded the app. However, I wonder if most consumers would even give Walmart a thought when first searching for a ebook or digital audio book? What do you think?
Some brands like to branch out into other area unrelated to their core product -- especially if the competition field is nonexistent or weak. They believe they can be successful in areas that lie outside of their product offering. For example, did you know that not long ago Frito-Lay, a company known for making salty snacks, actually introduced a powdery, sweet refreshment called Frito-Lay Lemonade? There was also Ben-Gay aspirin, Cracker Jack Cereal and Smucker's Premium Ketchup.
Why were these products a failure?
MKT 400 Brands
When selecting brands for your final project, please note that the brands may no longer be in the stages
identified below, but they should be from a prominent company that allows you discuss key brand
attributes, marketing mix elements, marketing strategies, and the role of stakeholders while the brand
was in this stage. If you are choosing your own brand from the respective categories, .
Branding, Positioning & Understanding Current Marketing Issues, presented at CSUSB on 11/20/14. Understanding how to build a positioning statement is the most important part of creating your base to your strategic marketing plan. This presentation goes through how RedFusion builds relationship based, executable marketing cycles for small businesses.
A summary of my digital marketing vision and how it is reflected in my marketing activities. From website management and design to digital optimisation including PPC, SEO, and social media.
International Inbound Marketing, agro food supply chain. IAMZ-CIHEAM (EN)Carmen Urbano
eBusiness & eMarketing along the agro food supply chain. Advanced course at IAMZ-CIHEAM International Cooperation, june 2015.
Carmen Urbano´s presentation about Inbound Marketing vs Outbound.
More information (post): http://carmenurbanomarketinginternacional.blogspot.com.es/2014/12/e-business-and-e-marketing-along-agro.html
Finshore Management Services Ltd , a SEBI registered Category 1 Merchant Banker, is into management consultancy with focus on Strategic Marketing and Financial Solutions.
Similar to Cosla ch10. crafting the brand positioning. dr.lily chua ppt v78 (20)
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
5 big bets to drive growth in 2024 without one additional marketing dollar AND how to adapt to the biggest shifting eCommerce trend- AI.
1) Romance Your Customers - Retention
2) ‘Alternative’ Lead Gen - Advocacy
3) The Beautiful Basics - Conversion Rate Optimization
4) Land that Bottom Line - Profitability
5) Roll the Dice - New Business Models
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Is AI-Generated Content the Future of Content Creation?Cut-the-SaaS
Discover the transformative power of AI in content creation with our presentation, "Is AI-Generated Content the Future of Content Creation?" by Puran Parsani, CEO & Editor of Cut-The-SaaS. Learn how AI-generated content is revolutionizing marketing, publishing, education, healthcare, and finance by offering unprecedented efficiency, creativity, and scalability.
Understanding
AI-Generated Content:
AI-generated content includes text, images, videos, and audio produced by AI without direct human involvement. This technology leverages large datasets to create contextually relevant and coherent material, streamlining content production.
Key Benefits:
Content Creation: Rapidly generate high-quality content for blogs, articles, and social media.
Brainstorming: AI simulates conversations to inspire creative ideas.
Research Assistance: Efficiently summarize and research information.
Market Insights:
The content marketing industry is projected to grow to $17.6 billion by 2032, with AI-generated content expected to dominate over 55% of the market.
Case Study: CNET’s AI Content Controversy:
CNET’s use of AI for news articles led to public scrutiny due to factual inaccuracies, highlighting the need for transparency and human oversight.
Benefits Across Industries:
Marketing: Personalize content at scale and optimize engagement with predictive analytics.
Publishing: Automate content creation for faster publication cycles.
Education: Efficiently generate educational materials.
Healthcare: Create accurate content for patients and professionals.
Finance: Produce timely financial content for decision-making.
Challenges and Ethical Considerations:
Transparency: Disclose AI use to maintain trust.
Bias: Address potential AI biases with diverse datasets.
SEO: Ensure AI content meets SEO standards.
Quality: Maintain high standards to prevent misinformation.
Conclusion:
AI-generated content offers significant benefits in efficiency, personalization, and scalability. However, ethical considerations and quality assurance are crucial for responsible use. Explore the future of content creation with us and see how AI is transforming various industries.
Connect with Us:
Follow Cut-The-SaaS on LinkedIn, Instagram, YouTube, Twitter, and Medium. Visit cut-the-saas.com for more insights and resources.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Financial curveballs sent many American families reeling in 2023. Household budgets were squeezed by rising interest rates, surging prices on everyday goods, and a stagnating housing market. Consumers were feeling strapped. That sentiment, however, appears to be waning. The question is, to what extent?
To take the pulse of consumers’ feelings about their financial well-being ahead of a highly anticipated election, ThinkNow conducted a nationally representative quantitative survey. The survey highlights consumers’ hopes and anxieties as we move into 2024. Let's unpack the key findings to gain insights about where we stand.
2. www.linkedin.com/in/lilia-serrano-chua/
1. How can a firm develop and
establish positioning in the market?
2. How do marketers identify and
analyze competition?
3. How are brands successfully
differentiated?
Questions and Objectives:
Brand POSITIONING:
3. www.linkedin.com/in/lilia-serrano-chua/
1. Studying the competitors and the target market
by understanding the nature of the competition.
2. To be distinct in its offer to satisfy the same
needs of customers.
3. To achieve competitive advantage through relevant
brand differentiation.
Effective POSITIONING is:
4. www.linkedin.com/in/lilia-serrano-chua/
“the act of designing a company’s offering and
image to occupy a distinctive place in the minds
of the target market.” (Kotler)
- be different
- niche in the customers’ minds
Brand POSITIONING is…
7. www.linkedin.com/in/lilia-serrano-chua/
2. How do marketers identify and analyze competition?
Brand Associations
• Points of Difference (PODs)
– #LikeNoOther
– Criteria:
www.linkedin.com/in/lilia-serrano-chua/
8. www.linkedin.com/in/lilia-serrano-chua/
2. How do marketers identify and analyze competition?
Brand Associations
• Points of Parity (POPs)
– Shared attribute or benefit not unique to a brand
– #JustAsGood
11. www.linkedin.com/in/lilia-serrano-chua/
2. How do marketers identify and analyze competition?
Brand Associations
• Perceptual Map of hospitals in
Tarlac city
High
quality
Low
price
Low
quality
High
price
Kotler’s definition: “Positioning is the act of designing a company’s offering and image to occupy a distinctive place in the minds of the target market.”
It is being different from your competitors, and occupying a niche in the customers’ mind.
Item #1 in the objectives, How to develop and establish brand positioning in the market.
Developing a positioning requires the determination of a competitive frame of reference. A company’s closest competitors are those who make similar offers, seeking to satisfy the same customers for the same needs. Competitor products can be alternatives or substitutes to the same products you offer because of the close association. A good brand positioning is exemplified by Botika Sto. Cristo, a pioneer local drugstore in Tarlac which is able to compete with national brands like Mercury Drug and The Generic Pharmacy. The same brand positioning is achieved by the latest addition Loving Mother General Hospital, along the line-up of institutional hospitals like CLDH , RGH & JMC.
After determining the frame of reference, next is to analyze your competitor using both industry and market-based analyses. A company needs to gather information about each competitor’s real and perceived strengths and weaknesses. Table 10.2 shows the results of a company survey that asked customers to rate its three competitors, A, B, and C, on five attributes. Competitor A turns out to be well known and respected for producing high-quality products sold by a good sales force, but poor at providing product availability and technical assistance. Competitor B is good across the board and excellent in product availability and sales force. Competitor C rates poor to fair on most attributes. This result suggests that in its positioning the company could attack Competitor A on product availability and technical assistance and Competitor C on almost anything, but it should not attack B, which has no glaring weaknesses.
Item #2 of the objectives- How marketers identify and analyze competition.
Brands of the same category have close associations because of the characteristics and the benefits they offer to satisfy the same target market.
Points-of-difference (PODs) are attributes or benefits that consumers strongly associate with a brand. These associations are favorably evaluated by the consumers who believe that they could not find to the same extent with a competitive brand. POD is what makes a product unique like no other.
There are 3 key criteria to determine whether a brand association can truly function as a point-of-difference; and these are desirability, deliverability, and differentiability.
Consumers must see the brand association as personally relevant to them. A product’s unique feature w/c the company finds important.. must be interesting and relevant to the needs of the consumers.
Points-of-parity (POPs), on the other hand, are attribute or benefit associations that are not necessarily unique to the brand but may in fact be shared with other brands.
These types of associations come in two basic forms: category and competitive. Category points-of-parity are attributes or benefits that consumers view as essential to a legitimate and credible offering within a certain product or service category. Competitive points-of-parity are associations designed to overcome perceived weaknesses of the brand. A competitive point-of-parity may be required to either (1) negate competitors’ perceived points-of-difference or (2) negate a perceived vulnerability of the brand as a result of its own points-of-difference.
Often the key to positioning is not so much achieving a POD as achieving a POP! Though iPhone has unique functions like no other, android phone Hua Wei is just as good as iPhone in many ways and will get a good market share because of perceived comparable satisfaction to many customers.
Marketers typically focus on brand benefits in choosing the points-of-parity and points-of-difference that make up their brand positioning. For choosing specific benefits as POPs and PODs to position a brand, perceptual maps may be useful. Perceptual maps are visual representations of consumer perceptions and preferences. They provide quantitative portrayals of market situations and the way consumers view different products, services, and brands along various dimensions. By overlaying consumer preferences with brand perceptions, marketers can reveal “holes” or “openings” that suggest unmet consumer needs and marketing opportunities.
For example, Figure 10.1 (a) shows a hypothetical perceptual map for a beverage category. The four brands—A, B, C, and D—vary in terms of how consumers view their taste profile (light versus strong) and personality and imagery (contemporary versus modern). Also displayed on the map are ideal point “configurations” for three market segments (1, 2, and 3). The ideal points represent each segment’s most preferred (“ideal”) combination of taste and imagery.
Brand mantra is an articulation of the heart and soul of the brand. It is designed with internal purposes in mind… to
1. Communicate and define its boundary; what the brand is and what it is not.
2. Simplify the brand and be memorable.
3. Inspire the employees of being authentic and personally meaningful.
To further focus the intent of the brand positioning and the way firms would like consumers to think about the brand, it is often useful to define a brand mantra. A brand mantra is an articulation of the heart and soul of the brand and is closely related to other branding concepts like “brand essence” and “core brand promise.” Brand mantras are short, three- to five-word phrases that capture the irrefutable essence or spirit of the brand positioning. Their purpose is to ensure that all employees within the organization and all external marketing partners understand what the brand is most fundamentally to represent with consumers so they can adjust their actions accordingly. Internally, Nike marketers adopted the three-word brand mantra, “authentic athletic performance,” to guide their marketing efforts. Thus, in Nike’s eyes, its entire marketing program—its products and how they are sold—must reflect those key brand values.
A brand bull’s eye is intended for everyone in the organization so it guides their words and actions, consistent with their brand mantra.
To build a strong brand and avoid the commodity trap, marketers must start with the belief that you can differentiate anything. Competitive advantage is a company’s ability to perform in one or more ways that competitors cannot or will not match. Few competitive advantages are sustainable. At best, they may be leverageable. A leverageable advantage is one that a company can use as a springboard to new advantages, Progressive gained a competitive advantage in the mid-1990s when it became one of the first auto insurance companies to sell direct to consumers via the Internet. The company’s early adoption of technology enabled it to offer a unique service: In addition to providing free online quotes for its own policies, Progressive also provided quotes from up to three competitors.
The key to competitive advantage is relevant brand differentiation. Consumers must find something unique and meaningful about the market offer.
Good positioning should have both rational and emotional components appealing both to the head and the heart.
The MARKET IS A TRADE WAR. A firm should monitor three variables when analyzing potential threats posed by competitors:
1. Share of market—The competitor’s share of the target market.
2. Share of mind—The percentage of customers who named the competitor in responding to the statement, “Name the first company that comes to mind in this industry.”
3. Share of heart—The percentage of customers who named the competitor in responding to the statement, “Name the company from which you would prefer to buy the product.”
There’s an interesting relationship among these three measures. Table 10.3 shows them as recorded for three hypothetical competitors. Competitor A enjoys the highest market share but is slipping. Its mind share and heart share are also slipping, probably because it’s not providing good product availability and technical assistance. Competitor B is steadily gaining market share, probably due to strategies that are increasing its mind share and heart share. Competitor C seems to be stuck at a low level of market, mind, and heart share, probably because of its poor product and marketing attributes.
Narrative branding as based on deep metaphors that connect to people’s memories, associations, and stories. There are five elements of narrative branding: (1) the brand story in terms of words and metaphors, (2) the consumer journey in terms of how consumers engage with the brand over time and touch points where they come into contact with it, (3) the visual language or expression for the brand, (4) the manner in which the narrative is expressed experientially in terms of how the brand engages the senses, and (5) the role/relationship the brand plays in the lives of consumers. Based on literary convention and brand experience, we can use this framework for a brand story:
• Setting. The time, place, and context
• Cast. The brand as a character, including its role in the life of the audience, its relationships and responsibilities, and its history or creation myth
• Narrative arc. The way the narrative logic unfolds over time, including actions, desired experiences, defining events, and the moment of epiphany
• Language. The authenticating voice, metaphors, symbols, themes, and leitmotifs
McDonald’s has developed its story over the years using characters like Ronald and Hamburglar.