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MARKETING MANAGEMENT
-VIMANYU G SAHU
MBA-PM
Pehchan Kaun…?
TESLA MOTORS
An American automotive and energy storage
company.
Tesla’s mission is to accelerate the
world’s transition to sustainable
transport.
GOALS
Selling vehicles in company
owned showrooms &
online
Selling Powertrain
components to other
automakers
Catalyst + Set +ve example
HISTORY:-
July,
2003
• Incorporate
d by M.
Eberhard &
Marc
Tarpenning.
Feb,
2004
• Musk
joined Tesla
as
Chairman.
Dec,
2007
• Zeév
Diori-
CEO
Oct,
2008
• Musk =
CEO, Tesla
Motors
Musk’s Objective:-
To create affordable mass
market electric vehicle.
Corporate Strategy
Initially enter in
expensive, high
end product
targeted at
affluent buyers
Maturity ↑
Larger,
competitive
markets at lower
price points
Pricing in steps:-
High price, low
volume
Roadster US $ 1,09,000
Mid price, mid
volume
Model S US $ 57, 400
Low price, high
volume
Model 3 US $ 35,000
ROADSTER
MODEL S
MODEL 3
MARKETING STRATEGIES
1. Advertising Budget = US $ 0
Tesla Motors has no advertising, no ad agency, no CMO(Chief
Marketing Officer), no dealer network. And that’s no problem.
-Advertising Age
Tesla’s “$0” marketing budget is awesome marketing.
** By contrast, Nissan spent US $ 25mn advertising its Leaf EV
in 2012.
Just create
BUZZZZZZ!!!
2. Tesla cars are marketed & not
aggresively sold.
3. No negotiation with
price.
4. No inventory. Built in
order.
5. Maintain exclusiveness
You can’t test drive a Tesla unless you put down a
$5,000 deposit.
+
In many parts of the country, you can’t see or drive the
car before you buy it even if you place a deposit.
6. Strangest Car showroom
• It is not located along main road, but in shopping malls.
• Size = small shops
↓
Tesla get 1000s of people walking right past their car, every
single day.
↓
Most sales = people who were 0% interested in buying any
car.
7.Online transaction
* Upgrade the software online and
the car is again new…
8. Indirect interaction
- Tesla forums
*Passionate fans discuss how to market Tesla better.
What???----consumers= marketing committee…
Yeah…deep emotional significance
*At the time of writing, Tesla has more orders than they
can build- that in itself is a great marketing.
This sort of advertising is earned, not bought.
9. Forte focussing
EVs = Electric Vehicles.
LESSONS
1. Start with a great product
Tesla cars= as fast as Porsche and gets
equivalent of 100miles/gallon.
It is a sports car that seats seven…
Buzzzz…AUTOMATION!!!
2.Start high & work your way
down
• US $ 100k →Us $ 60k.
• (+)- early adopters fund
technology development.
3. Turn auto industry strengths
into weakness
(dirty, complex, unreliable, difficult
maintenance → dirt free + easy)
** Tesla service centres are designed
with white floors to reinforce that
electric cars don’t have oil that leak on
the floor.
4. Create a new multi-channel
model- websites.
5. Build the community & focus on
the experience – Consumer’s
forum online .
5. Leverage media
# Message widespread-
“They are building the best car ever
made not just the best electric car.”
Competitor’s Analysis:-
How can one compare Ferrari with
Maruti Suzuki?
Source-Tech Insider
Competitior’s statistics:-
Source - www.CSIMarket.com
Products:- Cars Roadster
Model S Autopilot
•Semi-auto drive
•Self Parking
Model X =full size crossover SUV( SUV +
passenger vehicle)
Battery Powerwall
“Gigafactory”
Supercharging
facility
Solar energy
Battery
swapping(90min)
Contact them-
Locate
Tesla:-
http://www.teslamotors.com
http://www.twitter.com/teslamotors
http://www.youtube.com/teslamotors
Home assignment:-
Google…SpaceX
Thank You

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