RE Capital's Visionary Leadership under Newman Leech
Promotional Plan: ZAFINO Laptop Bags
1. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
PROMOTIONAL PLAN:
ZAFINO Laptop Bags
Retail Executions Pty Ltd
JADDAN BRUHN CEO / CFO
BOBBY BRADY ACCOUNT MANAGER
MIKE BRADY CREATIVE DIRECTOR
JAN BRADY CREATIVE SERVICES MANAGER
PETER BRADY MEDIA MANAGER
MARSHA BRADY PUBLIC RELATIONS MANAGER
GREG BRADY RESEARCH
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2. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
Executive Summary
Zafino drives to translate its smaller scale operating capacity into an ability that allows the company to be far
more responsive to the needs and expectations of customers, developing bags that directly meet lifestyle and
career challenges and style aspirations in a manner outside the scope of larger brands, whilst concurrently
exceeding the calibre of product retailed by smaller scale market participants attempting to captivate the
same niche.
Zafino aims to position its brand as the leading premium women’s laptop bag for superior quality and style.
The laptop bag market is currently dominated by a small number of brands catering to the utility requirements
of purchasers, defined by a near exclusively male oriented aesthetic. Brands creating laptop bags for stylish
corporate females are highly diffuse, have very low brand recognition, and largely place emphasis on cheap
fashion with little regard for quality, durability or longevity.
Critical objectives addressed by the proposed promotional activities have been identified as repositioning the
brand, dramatically building brand recognition, forging a lifestyle affinity with the target audience, stimulating
and driving a sustainable growth in sales, communicating and demonstrating the product’s defining attributes.
This plan proposes to achieve these objectives by engaging with the target audience, providing visible and
contextual triggers throughout the promotional period to provide the consumer with several touch points
commensurate with instigating the execution of Zafino’s objectives facilitating consumer engagement and
action, through direct mail, social media, public relations, sales promotion, print and television
advertisements; aligning Zafino with consumer’s career aspirations, lifestyle demands and social
connectedness.
Extensive research has identified the typical Zafino laptop bag owner and the most powerful motivations for
her purchase; cognisant of the elemental impact of her product choices, adept at visual projections of her goal-
driven lifestyle, perceiving the purchase of a Zafino laptop bag as an individualised expression of style and
confidence, a marker of status and a reward for achieving a career milestone that signifies a sense of personal
recognition.
The demand for laptop bags is critically aligned to laptop sales. The current and impending launch of several
new products by hardware vendors, the incremental and sustained growth of the Australian dollar,
competition and innovation directed laptop market expansion and reduction in the purchase cycle all conspire
to beneficially impact the inherent demand for Zafino’s symbiotic product.
The proposed promotional activities are structured to occur during the May – June 2010 period, supporting
the launch of Zafino’s first David Jones retail concession and coinciding with consumer’s propensity for tax-
effective expenditure during this time.
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3. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
Table of Contents
Executive Summary...............................................................................................................................2
Table of Contents..................................................................................................................................3
1.Introduction........................................................................................................................................6
2.Competitor Analysis...........................................................................................................................6
3.SWOT Analysis....................................................................................................................................6
3.1 Strengths......................................................................................................................................6
3.2 Weaknesses.................................................................................................................................6
3.3 Opportunities...............................................................................................................................6
3.4 Threats.........................................................................................................................................7
4.Target Audience.................................................................................................................................7
4.1 Demographics..............................................................................................................................7
4.2 Psychographic..............................................................................................................................7
4.3 Geographic...................................................................................................................................7
4.4 Behavioural / Usage.....................................................................................................................7
5.Market Positioning.............................................................................................................................7
6.Promotional Goals..............................................................................................................................7
7.Promotional Activity...........................................................................................................................8
7.1 Direct Mail – April 2010...............................................................................................................8
7.2 Social Media – April 2010.............................................................................................................8
7.3 Magazine Print Advertisements – May to July 2010....................................................................8
7.4 Sales Promotion – April to July 2010............................................................................................8
7.5 Television Commercial – May to July 2010..................................................................................8
7.6 Public Relations – Host charity screening of Sex and the City 2 – June 2010...............................8
7.7 Public Relations – Fashion event at David Jones – May 2010......................................................8
7.8 Public Relations – CeBit IT Exhibition – May 2010.......................................................................9
8.Promotional Vehicles Within Our Team.............................................................................................9
8.1 Public Relations – Host charity screening of Sex and the City 2...................................................9
8.1.1 What it is...................................................................................................................................9
8.1.2 Rationale...................................................................................................................................9
8.1.3 Who..........................................................................................................................................9
8.1.4 Basic Timing..............................................................................................................................9
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4. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
8.1.5 Bottom Line Budget..................................................................................................................9
8.2 Advertisement - Television Commercial......................................................................................9
8.2.1 What it is.................................................................................................................................10
8.2.2 Rationale.................................................................................................................................10
8.2.3 Who........................................................................................................................................10
8.2.4 Basic Timing............................................................................................................................10
8.2.5 Bottom Line Budget................................................................................................................10
8.3 Public Relations – David Jones Fashion Event 03/05/10............................................................10
8.3.1 What it is.................................................................................................................................10
8.3.2 Rationale.................................................................................................................................10
8.3.3 Who........................................................................................................................................10
8.3.4 Basic Timing............................................................................................................................11
8.3.5 Bottom Line Budget................................................................................................................11
9.Conclusion........................................................................................................................................11
10.Recommendation...........................................................................................................................11
11.References......................................................................................................................................12
12.Appendices.....................................................................................................................................13
12.1 Appendix 1 – Timeline.............................................................................................................13
12.1.1 Public Relations – Host charity screening of Sex and the City 2............................................13
12.1.2 Advertisement - Television Commercial...............................................................................14
12.1.3 Public Relations – David Jones Fashion Event.......................................................................15
12.2 Appendix 2 – Gantt Chart.........................................................................................................16
12.2.1 Public Relations – Host charity screening of Sex and the City 2............................................16
12.2.2 Advertisement - Television Commercial...............................................................................17
12.2.3 Public Relations – David Jones Fashion Event.......................................................................18
12.3 Appendix 3 – Budget................................................................................................................19
12.4 Appendix 4 - Meeting Minutes & Conference Call Records.....................................................22
12.5 Appendix 5 – Media Releases..................................................................................................23
12.5.1 - Public Relations – Host charity screening of Sex and the City 2..........................................23
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6. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
1. Introduction
Established in 2007 as a manufacturer and retailer of high quality, high fashion, laptop bags for
women, Zafino is currently placed at a critical juncture in its progression as a brand and as a
company. Armed with the experience garnered over the last three years of operation,
sustaining financial viability throughout the global financial crises, and perceiving a need to
reengage with consumers as it relaunches its website and opens its first David Jones retail
concessions, it is prescient for Zafino to now take the opportunity to move into the future and
maximise the brand’s potential through a strong and effective coordinated promotional
campaign.
2. Competitor Analysis
Dominated by Targus, Belkin and Crumpler, brands catering to the utility requirements of laptop
purchasers, the laptop bag market is currently defined by a near exclusively male oriented
aesthetic. Brands creating laptop bags for stylish corporate females are highly diffuse, have very
low brand recognition, and largely place emphasis on cheap fashion with little regard for quality,
durability or longevity.
3. SWOT Analysis
3.1 Strengths
• Premium product identified as status purchase.
• Product is classified as a tax-deductible expense.
• Design techniques emphasise style attributes, deferring attention from functional
aspects.
• Bags utilise high quality materials and adhere to superior production standards.
• Strong relationships with suppliers, keyed to respond flexibly to demand
fluctuations.
• In-house manufacturing process ensures strict quality control, allows for smaller
runs of specialist bags for promotional purposes and facilitates the flexibility to
implement design alterations in response to consumer demand.
3.2 Weaknesses
• Low brand awareness.
• Limited retail presence/ small distribution network.
• Brand is not diversified.
• Continued financial viability depends on outcome of proposed promotional activity.
3.3 Opportunities
• Competing in niche market currently overlooked by mainstream laptop bag
manufacturers.
• Niche competitors highly diffuse, of lower quality, smaller range and of lower brand
recognition.
• Anticipated expansion of laptop market from impending laptop product launches
and high value of Australian dollar keeping shelf price of technology imports
relatively low beneficially impact demand for Zafino’s product.
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7. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
• Scope to dominate niche and be identified as brand leader in category, with long
term potential to diversify product offerings into specialist IT, luggage or fashion
categories to leverage expected increased brand awareness.
3.4 Threats
• Continued demand for product dependant on existence and ongoing demand for
laptops.
• Established brands in women’s handbags and luggage categories may introduce
laptop bags in direct competition, capitalising on their brand’s lifestyle and status
attributes.
• Mainstream laptop bag brands may introduce products positioned at the high-end,
female market, capitalising on their greater brand awareness and broader
distribution networks.
4. Target Audience
4.1 Demographics
Zafino’s key demographic is females, 25 – 35 years old, educated, employed, unmarried,
childless, urban dwelling in metropolitan Sydney.
4.2 Psychographic
Young Optimism, AB & C, style and fashion conscious, seeking to project the right
image, on a clear career trajectory, keen to assert their corporate credentials, more
confident in expressing their sense of femininity in the workplace – yet cognisant of the
importance of quality manufacturing techniques and textile integrity, adept at visual
projections of their goal-driven lifestyle.
4.3 Geographic
The target audience reside in inner-urban Sydney. Sydney is also the focus of
promotional activity.
4.4 Behavioural / Usage
As a visible accessory that conveys a sense of the success and status of the wearer, the
target audience perceives the purchase and utilisation of a Zafino laptop bag as an
individualised expression of style and confidence, a marker of status and a reward for
achieving a career milestone that signifies a sense of personal recognition –
demonstrating the ability to coopt a premium product they deserve that manifests a
tangible signifier of their female empowerment; a defining point of difference, depicting
corporate confidence and personal style – an opportunity for personal expression and
identity that transcends the corporate uniform.
5. Market Positioning
Zafino’s key point of difference relative to other brands operating in the niche female laptop bag
market is its product’s superior quality and its attention to the style attributes important to the
target audience. Zafino aims to position itself as the leading high-end brand of laptop bag in its
category, based on style and quality, with its shelf price reflecting its image as a premium
product.
6. Promotional Goals
Key goals to be addressed through the proposed promotional activities have been identified as an
urgent requirement to increase brand recognition, direct traffic to and increase sales at Zafino’s
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8. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
website, expand market share and raise consumer awareness of the product’s defining attributes.
Underpinning the broader promotional deliverables, and, commensurate with the opening of the
David Jones retail concessions, sales are projected to increase concurrently by 200% during the
fourth quarter.
Altering the profile of Zafino, affiliating Zafino with the consumer’s lifestyle; the designated
promotional activities are tasked with positioning Zafino at the premium end of the market, in a
cost-effective, consistent manner, maximising brand exposure, providing the scope and
opportunity for the product’s attributes, style and superior quality to be explored, demonstrated
and glamorised; creating a buzz, engendering recognition and piquing desire; resulting in
consumers making a Zafino laptop bag purchase.
These goals are to be achieved through advertising structured for the maximum reach and
frequency possible within budgetary limitations, flighting simultaneous to promotional activities
timed to generate awareness of the product via multiple touch points, compounding the impact
of paid-for promotional activity and its ability to leverage exposure and activity generated by non
paid-for promotional activity.
7. Promotional Activity
7.1 Direct Mail – April 2010
Purchase subscriber lists of Grazia & Marie Claire magazines, delete duplicates, direct
mail a post card informing the recipient of the launch of the new Zafino website,
upcoming Zafino hosted events & directing them to register their details through the
website for product discounts, prizes & to be informed of future Zafino style events.
7.2 Social Media – April 2010
Create Zafino Facebook page. Reference the link on the Zafino website & alert names in
the database via e-mail. Direct people to join Zafino on Facebook & post a link on their
wall & invite their friends; to keep informed of Zafino style events, offers & prizes.
7.3 Magazine Print Advertisements – May to July 2010
Half page print advertisements featuring Megan Gale as the face of Zafino, in Grazia,
Famous, Madison & Marie Claire magazines during May, June & July 2010. Images used
for the print advertisement will be from stills taken during the filming of the TVC.
7.4 Sales Promotion – April to July 2010
Through magazine subscription website magshop.com.au, offer new subscribers
discount on laptop bag purchase, with the incentive of offering three back copies with
the new laptop bag of the magazine subscribed to. Promotion link on magshop &
Zafino website and Facebook page, and printed on new subscriber cards inserted in all
ACP magazines.
7.5 Television Commercial – May to July 2010
TVC promoting brand awareness & launch of David Jones retail concession, featuring
Megan Gale as the face of Zafino. To air during May, June & July during 7pm Project,
The Good Wife, Ugly Betty, NCIS, Masterchef and Medium, shows most watched by the
target audience.
7.6 Public Relations – Host charity screening of Sex and the City 2 – June 2010
In conjunction with 2Day FM, Time Out Sydney, The Sydney Morning Herald, Skyy
Vodka, Sunraysia Natural Beverage Company (cranberry juice retailer), Event Cinema &
The McGrath Foundation, host a charity screening of Sex and the City 2, with all
proceeds from the evening going to The McGrath Foundation.
7.7 Public Relations – Fashion event at David Jones – May 2010
To launch the opening of Zafino retail concessions at David Jones, Zafino, David
Lawrence & David Jones host a fashion show at the Elizabeth St store showcasing the
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9. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
corporate Spring/Summer 2010 collection of David Lawrence, integrating the Zafino
product range.
7.8 Public Relations – CeBit IT Exhibition – May 2010
Display Zafino’s product range at Dell’s CeBit booth, in conjunction with Dell’s recently
launched OPI nail-polish colour range of laptops. Models in attendance showcase and
demonstrate features of the Zafino range, hand out Zafino material and engage
exhibition attendees with free bag promotion.
8. Promotional Vehicles Within Our Team
8.1 Public Relations – Host charity screening of Sex and the City 2
8.1.1 What it is
Zafino, in conjunction with 2Day FM, Time Out Sydney, Sydney Morning Herald, Skyy
Vodka, Sunraysia Natural Beverage Company (cranberry juice retailer), Event Cinemas
and The McGrath Foundation will host a charity screening of Sex and the City 2 at Event
Cinemas George St. Tickets to the event will cost $70; attendees will be invited to come
dressed as their favourite character from the film.
The upper level reception area of the venue will be transformed into a fantasy
Manhattan apartment for the evening, a bar will serve pre-screening cocktails, with
Skyy Vodka & Sunraysia present to promote their brands and provide their product.
Zafino models will mingle with the attendees, carrying Zafino bags & handing out
product information before the screening. Banners integrated into the theme setting
will display Zafino brand, logo and website details alongside those of the associated
corporate sponsors. The event will be advertised in advance and covered on the night
by event sponsors 2Day FM, Time Out Sydney and Sydney Morning Herald, with all
proceeds from the evening being donated to The McGrath Foundation.
8.1.2 Rationale
Opportunity to engage with the target audience in a relaxed and fun after-work
environment, identifying with their lifestyle aspirations, promoting brand awareness
and demonstrating support for an issue the target audience relates to.
8.1.3 Who
Team Leader
Marsha Brady, PR Manager
Support Roles
Bobby Brady, Account Manager
Peter Brady, Media Manager
Mike Brady, Creative Director
8.1.4 Basic Timing
Preliminary Planning 01/04/10 to 07/05/10
Event Planning 10/05/10 to 21/05/10
Graphic Design 10/05/10 to 21/05/10
Publicity 03/05/10 to 28/05/10
Site Set-up & Event 29/05/10 to 02/06/10
8.1.5 Bottom Line Budget
Ticket sales cover event expenses, with remaining proceeds from ticket sales of
$4,600.00 being donated to The McGrath Foundation. See 12.3 Appendix 3 for
breakdown.
8.2 Advertisement - Television Commercial
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JADDAN BRUHN
Television commercial to be filmed in Martin Place, Sydney, featuring the face of Zafino,
Megan Gale, stylishly making her way through the CBD lunchtime crowds in-between
appointments, effortlessly answering her phone & accessing her laptop whilst stopping
for a coffee in a bustling cafe, secure, confident and elegant as her Zafino bag holds all
that she needs, but never weighs her down.
8.2.1 What it is
Television commercial (30 sec) to visibly and emotively demonstrate the style and
function attributes of a Zafino laptop bag in a context familiar to the target audience by
a person the target audience aspire to and perceive as genuine. To air during May, June
& July during 7pm Project, The Good Wife, Ugly Betty, NCIS, Masterchef and Medium,
shows most watched by the target audience.
8.2.2 Rationale
Unrivalled opportunity to dramatically increase brand awareness and build desire for
the product in a less cluttered in-home environment, simultaneously communicating to
a large percentage of the target audience during their preferred viewing timeslots.
8.2.3 Who
Team Leader
Bobby Brady, Account Manager
Support Roles
Mike Brady, Creative Director
Greg Brady, Research
Peter Brady, Media Manager
Jan Brady, Creative Services Manager
8.2.4 Basic Timing
Planning 01/03/10 to 16/04/10
Pre-Production 02/03/10 to 09/04/10
Production 12/04/10 to 16/04/10
Post Production 19/04/10 to 30/04/10
Master, Dubs & Distribution 03/05/10 to 21/05/10
8.2.5 Bottom Line Budget
Production of 3 thirty second television commercials is $75,800.00 – this does not
include the media buy. See 12.3 Appendix 3 for breakdown.
8.3 Public Relations – David Jones Fashion Event 03/05/10
8.3.1 What it is
Participating in David Jones’ in-store fashion event marking the opening of Zafino’s
retail concessions exclusive to David Jones. The fashion event will be a runway style
show featuring David Lawrence’s corporate wear range for the Spring/Summer 2010
season, incorporating the Zafino product range. The event will be by invitation only,
sent out to David Jones account holders in Sydney.
8.3.2 Rationale
Building awareness of Zafino’s newly opened in-store retail concessions at David Jones,
marrying the brand with a respected women’s corporate attire designer, in the prestige
of an invitation only David Jones fashion event.
8.3.3 Who
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11. PROMOTE PRODUCTS & SERVICES BSBMKG413A
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Team Leader
Marsha Brady, PR Manager
Support Roles
Bobby Brady, Account Manager
Mike Brady, Creative Director
8.3.4 Basic Timing
Preliminary Planning 01/03/10 to 19/03/10
Event Planning 22/03/10 to 02/04/10
Graphic Design 22/03/10 to 16/04/10
Site Planning 01/05/10 to 21/05/10
8.3.5 Bottom Line Budget
Total cost of this event is $40,300.00; split between David Jones, David Lawrence &
Zafino. Zafino’s component of this cost is $8,060.00. See 12.3 Appendix 3 for
breakdown.
9. Conclusion
Coordinated execution of the documented activities will build Zafino’s brand
awareness; increase consumer desire for the product, provide Zafino with a database
that will be beneficial in the short and long term for communication, engagement and
promotion; drive traffic to Zafino’s internet and social media presence driving an
increase in on-line sales; associate the brand with the lifestyle and social affiliations of
the target audience; and launch the brand’s David Jones retail concession, building
awareness of the presence of the concession and driving sales at the concession.
10.Recommendation
With affiliated stakeholders and brand partners on board, and requisite preliminary
planning in place, the promotional activities detailed in this document should be
promptly reviewed and given fair consideration as a matter of urgency. The activities
proposed herein are quite time-sensitive and there is only a limited window of
opportunity to initiate the decisive action necessary at this critical time to facilitate the
implementation of the planned activity and successfully achieve the key objectives of
Zafino.
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13. PROMOTE PRODUCTS & SERVICES BSBMKG413A
JADDAN BRUHN
12.Appendices
12.1 Appendix 1 – Timeline
12.1.1 Public Relations – Host charity screening of Sex and the City 2
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12.1.2 Advertisement - Television Commercial
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12.1.3 Public Relations – David Jones Fashion Event
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12.2 Appendix 2 – Gantt Chart
12.2.1 Public Relations – Host charity screening of Sex and the City 2
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12.2.2 Advertisement - Television Commercial
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12.2.3 Public Relations – David Jones Fashion Event
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12.5 Appendix 5 – Media Releases
12.5.1 - Public Relations – Host charity screening of Sex and the City 2
ZAFINO LAPTOP BAGS
ZAFINO’S GOT YOUR NIGHT OF SEX IN THE BAG
Put On Your Heels & Join Us For A Night Out With The Girls
FOR IMMEDIATE RELEASE
03/05/2010, Sydney – After much anticipation Carrie and the girls are back in Sex and the City 2,
due to hit the screens next month. To mark the event a special preview screening hosted by
Megan Gale on 01/06/10 at 7.30pm is being held at Event Cinemas George St. Tickets are $70,
available from Event, with all proceeds from the evening going to The McGrath Foundation.
“I can’t wait to see what Carrie’s wearing – this movie will be fantastic” says channel 7 Sunrise’s
Natalie Bar.
The upper level of Event will be transformed into a fantasy Manhattan apartment for the night,
with a cocktail bar serving Cosmopolitans. Attendees are being encouraged to come dressed as
their favourite Sex and the City character for an evening of fun, fashion and prizes, all in support
of the important work of The McGrath Foundation.
Zafino laptop bags has partnered with Skyy Vodka and Sunraysia Natural Beverage Company to
organise the screening, in conjunction with Event Cinemas, 2Day FM, Time Out Sydney, Sydney
Morning Herald and The McGrath Foundation.
Details:
Sex and the City 2
Tuesday 1st
of June 7.30pm
Event Cinemas George St
Tickets are $70, available at Event Cinemas
www.eventcinemas.com.au
Zafino is an Australian manufacturer and retailer of women’s laptop bags, now available at David
Jones.
Skyy Vodka is Australia’s largest selling vodka brand.
Sunraysia Natural Beverage Company is Australia’s leading natural juice company, and the only
domestic manufacturer of Cranberry juice.
2DayFM is Sydney’s highest rating radio station and a core part of the Austereo Network.
Time Out Sydney is Sydney’s only monthly event and entertainment guide available from
newsstands across the city, a subsidiary of TimeOut Inc.
Sydney Morning Herald is Sydney’s oldest daily broadsheet, owned by Fairfax.
Event Cinemas owns Sydney’s largest number of screens and is part of the AHL network.
The McGrath Foundation is a leading contributor to breast cancer research.
# # #
FOR FURTHER INFOMATION CONTACT:
JADDAN BRUHN
CEO, RETAIL EXECUTIONS PTY LTD
040xx xxx xxx
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