Chapter 10 Product andBrand Decisions                  10-1
Introduction: What to Sell ? The international marketer needs to determine what the market offering should be in a foreign...
The Product Offering                                                          Potential Product                           ...
Basic Product Concepts A product is a good, service, or idea – Tangible Attributes – Intangible Attributes Product classif...
Product Warranty and Service  Product Warranty :   – Should a company keep the same warranty for     all markets or adapt ...
Goods versus Services/Rights Instead of marketing a product abroad, the company may also sell rights or services in a fore...
Sales of Rights - ExamplesFranchising business :- Coca-Cola :   use of its name to licensed                bottlers around...
Sales of Rights - Examples Management Contracts : - Sheraton Hotels :    • Management contract for hotels abroad    • Sale...
Sales of Rights - Examples Turn-Key operations :– The firm is selling technical and engineering skills.– The firm is train...
International Product Strategies       Straight                         Product                          Product       Ext...
Extend, Adapt, Create: StrategicAlternatives in Global Marketing Extension – offering product virtually unchanged in marke...
Standardization versusCustomization  Although the products sold abroad  generally are not identical to their domestic  cou...
Reasons for Product StandardizationEconomies of scale : Production, R&D, MarketingCommon Consumerneeds :              Drin...
Convergence in Drinking Patterns                           10-19
Convergence of Car Sizes                           10-20
Reasons for Product Adaptation Climate: US Air-conditioning equipment Skill level of users : Computers in Africa National ...
Example:European Toothpaste Market Market Size in France:                            Competitors in France :              ...
Drivers of Product AdaptationExample COLGATE Toothpaste (1) Differences in National Regulations – Triclosan forbidden in G...
Drivers of Product AdaptationExample COLGATE Toothpaste Packaging: – Ecological Stand-up tubes in Germany – Failure in Fra...
managingmarketing                                             International Marketing Mix Decisions                       ...
managingmarketing                                              International Marketing Mix Decisions                      ...
Product Types Buyer orientation –   Amount of effort expended on purchase –   Convenience –   Preference –   Shopping –   ...
Brands Bundle of images and experiences in the customer’s mind A promise made by a particular company about a particular p...
Brands         10-29
Brands The added value that accrues to a product as a result of investments in the marketing of the brand An asset that re...
Brands “We have to shift to high value- added products, and to do that we   need to improve our brand.” - Noboru Fujimoto,...
Local Products and Brands Brands that have achieved success in a single national market Represent the lifeblood of domesti...
International Products and Brands Offered in several markets in a particular region  – ‘Euro-brands’                      ...
Naming your productAlu-Fanny: French Foil wrap          Atum Bom: Portuguese tuna                                     Kack...
Naming your product Phonetic Problems with Brand Names  - Bardok (Sounds like Brothel in Russian)  - Misair (Sounds like ...
Global Products and Brands Global products meet the wants and needs of a global market and is offered in all world regions...
Global Products and BrandsA multinational has operations in different countries.     A global company views the world as a...
Family Brands                Family Brand                Volkswagen USA              Europe        Mexico"Rabbit"         ...
Private Label Branding Large retailers are moving increasingly into their own brand, i. e. Marks &Spencer. They try to obt...
European Consumer PreferencesRegarding Private Labels   Product Category                    Fr.            All.           ...
European Households JudgingCredibility of Private Labels Criteria                    Europe          Germ.            Spai...
Country of Origin effectCountry-of-Origin (COO) Influences on Consumers – For many products, the “made in” label matters a...
Branding Strategies Combination or tiered branding: allows marketers to leverage a company’s reputation while developing a...
Branding Strategies Brand acts as an umbrella for new products – Example: The Virgin Group    • Virgin Entertainment: Virg...
Global Brand Development Questions to ask when management seeks to build a global brand: – Will anticipated scale economie...
Global Brand Development Global Brand Leadership – Using organizational structures, processes, and   cultures to allocate ...
Global Brand Development Create a compelling value proposition Think about all elements of brand identity and select names...
Global Brand Development Develop a consistent planning process Assign specific responsibility for managing branding issues...
Local versus Global Products andBrands: A Needs-Based Approach          Self-actualization          External/Internal     ...
Country of Origin as Brand Element Perceptions about and attitudes toward particular countries often extend to products an...
Packaging Consumer Packaged Goods when the packaging is designed to protect or contain the product during shipping Eco-Pac...
Product Packaging and Labeling                                Protection                              Climate             ...
POM brandPomegranatejuice used adistinctivelyshaped bottle togain attention onthe grocery shelf                    10-54
Labeling Provides consumers with various types of information Regulations differ by country regarding various products – H...
10-56
Labeling     As Americans become     increasingly concerned     about cholesterol, the     FDA (Food and Drug     Administ...
10-58
Aesthetics Global marketers must understand the importance of visual aesthetics Aesthetic Styles (degree of complexity fou...
Product Warranties Express Warranty is a written guarantee that assures the buyer is getting what they paid for or provide...
New Products in Global Marketing Pursue opportunities in competitive arenas of global marketplace Focus on one or only a f...
Identifying New Product Ideas What is a new Product? – New to those who use it or buy it – New to the organization – New t...
The International New ProductDepartment How big is the market for this product at various prices? What are the likely comp...
Testing New Products When do you test a new product? – Whenever a product interacts with human,   mechanical, or chemical ...
Looking Ahead Chapter 11 Pricing decisions                                10-65
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  • A product’s tangible attributes can be assessed in physical terms such as weight, dimensions, or materials used. Consider, for example, a flat-panel TV with an LCD screen that measures 42 inches across. The unit weighs 100 pounds, is 4 inches thick, and has a tuner capable of receiving high-definition TV signals over the air. These tangible, physical features translate into benefits that enhance the enjoyment of watching prime time TV and movies on DVR’s.
  • Companies differ in terms of both their willingness and capability to identify and produce profitable product adaptations. Unfortunately, in companies where an ethnocentric mind-set predominates, executives and managers are oblivious to the issues presented here. One new-product expert described three stages that a company must go through, they are listed above.
  • This slide sums up the section regarding choosing a product-communication strategy. It is important to note that only after analysis of the product-market fit and of company capabilities and costs can executives choose the most profitable strategy.
  • A frequently used framework for classifying products distinguishes between consumer and industrial goods. Consumer and industrial goods, in turn, can be further classified on the basis of criteria such as buyer orientation. Buyer orientation is a composite measure of the amount of effort a customer expends, the level of risk associated with a purchase, and buyer involvement in the purchase. The buyer orientation framework includes such categories as convenience, preference, shopping, and specialty goods.
  • Customers integrate all their experiences of observing, using, or consuming a product with everything they hear and read about it. The essence of a brand exists in the mind; as such, brands are intangible. However, companies develop logos, distinctive packaging, and other communication devices to provide visual representations of their brands. A logo can take a variety of forms, starting with the brand name itself.
  • This Slide illustrates that information about products and brands comes from a variety of sources and cues, including advertising, publicity, sales personnel, and packaging. Perceptions of service after the sale, price, and distribution are also taken into account. Information about products and brands comes from a variety of sources and cues, including advertising, publicity, sales personnel, and packaging. Perceptions of service after the sale, price, and distribution are also taken into account.
  • Products and brands can be broken down into three different categories. These are local, international and global. The next few slides illustrate the difference between the categories.
  • Companies should place a priority on creating strong brands in all markets through global brand leadership.
  • Both this slide and the next offer 8 suggestions for managers that are seeking to develop global brand leadership.
  • The essence of marketing is finding needs and filling them. Maslow’s hierarchy of needs, a staple of sociology and psychology courses, provides a useful framework for understanding how and why local products and brands can be extended beyond home country borders. Maslow hypothesized that people’s desires can be arranged into a hierarchy of five needs.14 As an individual fulfills needs at each level, he or she progresses to higher levels. At the most basic level of human existence, physiological and safety needs must be met. People need food, clothing, and shelter, and a product that meets these basic needs has potential for globalization. Mid-level needs in the hierarchy include self-respect, self-esteem, and the esteem of others. These social needs, which can create a powerful internal motivation driving demand for status-oriented products, cut across the various stages of country development.
  • One of the facts of life in global marketing is that perceptions about and attitudes toward particular countries often extend to products and brands known to originate in those countries. Such perceptions contribute to the country-of-origin effect; they become part of a brand’s image and contribute to brand equity. This is particularly true for automobiles, electronics, fashion, beer, recorded music, and certain other product categories. Perceptions and attitudes about a product’s origins can be positive or negative. On the positive side, as one marketing expert has pointed out, “‘German’ is synonymous with quality engineering, ‘Italian’ is synonymous with style, and ‘French’ is synonymous with chic.”
  • In many instances, packaging is an integral element of product-related decisions. Packaging is an important consideration for products that are shipped long distances to markets in all parts of the world.
  • One hallmark of the modern global marketplace is the abundance of multi-language labeling that appears on many products. In today’s self-service retail environments, product labels may be designed to attract attention, to support a product’s positioning, and to help persuade consumers to buy.
  • Aesthetic elements that are deemed appropriate, attractive, and appealing in one’s home country may be perceived differently elsewhere. In some cases, a standardized color can be used in all countries; examples include the distinctive yellow color on Caterpillar’s earth-moving equipment and its licensed outdoor gear and the red Marlboro chevron. In other instances, color choices should be changed in response to local perceptions.
  • The starting point for an effective worldwide new-product program is an information system that seeks new-product ideas from all potentially useful sources and channels these ideas to relevant screening and decision centers within the organization. Ideas can come from many sources, including customers, suppliers, competitors, company salespeople, distributors and agents, subsidiary executives, headquarters executives, documentary sources (e.g., information service reports and publications), and, finally, actual firsthand observation of the market environment. The diagram on this slide illustrates the continuum that new products will fall into and the amount of learning that consumers will have to go through in order to use the product.
  • A high volume of information flow is required to scan adequately for new-product opportunities, and considerable effort is subsequently required to screen these opportunities to identify candidates for product development. The best organizational design for addressing these requirements is a new product department. Managers in such a department engage in several activities. First, they ensure that all relevant information sources are continuously tapped for new-product ideas. Second, they screen these ideas to identify candidates for investigation. Third, they investigate and analyze selected new-product ideas. Finally, they ensure that the organization commits resources to the most likely new-product candidates and is continuously involved in an orderly program of new-product introduction and development on a worldwide basis.
  • Product and brand discussion

    1. 1. Chapter 10 Product andBrand Decisions 10-1
    2. 2. Introduction: What to Sell ? The international marketer needs to determine what the market offering should be in a foreign market : – Defining the product offering – Products versus Services/Rights 10-2
    3. 3. The Product Offering Potential Product Augmented Product Expected Product Generic Product Core Benefit Source : Adapted from: P. Kotler, Marketing Management, 1994 10-3
    4. 4. Basic Product Concepts A product is a good, service, or idea – Tangible Attributes – Intangible Attributes Product classification – Consumer goods – Industrial goods 10-4
    5. 5. Product Warranty and Service Product Warranty : – Should a company keep the same warranty for all markets or adapt it country by country ? – Should the firm use warranty as a competitive weapon ? Product Service : – Service capability to accredit the firm with foreign suppliers – high investment in facilities, staffing, training, and distribution network 10-5
    6. 6. Goods versus Services/Rights Instead of marketing a product abroad, the company may also sell rights or services in a foreign market: - rights : brand / trademark / patent - services : management skills (hotel chain) 10-6
    7. 7. Sales of Rights - ExamplesFranchising business :- Coca-Cola : use of its name to licensed bottlers around the world.- Pilkington: licensing of the process of float glass.- Other : Manpower, McDonalds, etc. 10-7
    8. 8. Sales of Rights - Examples Management Contracts : - Sheraton Hotels : • Management contract for hotels abroad • Sale of consulting and management contracts • Little equity invested : Sheraton manages almost 400 hotels worldwide but has equity in only 40 of them. • Advantages : minimum risk & strong competitive position. 10-8
    9. 9. Sales of Rights - Examples Turn-Key operations :– The firm is selling technical and engineering skills.– The firm is training foreign nationals to run a plant.– The firm is supplying material and equipment. 10-9
    10. 10. International Product Strategies Straight Product Product Extension Adaptation InnovationThe firm adopts the The company caters The firm designs asame policy used in to the needs and wants product from scratchits home market. of its foreign customers. for foreign customers. Source: W.J. Keegan, Multinational Product Planning: Strategic Alternatives, Journal of Marketing, 33, 1969, pp.58-62 10-10
    11. 11. Extend, Adapt, Create: StrategicAlternatives in Global Marketing Extension – offering product virtually unchanged in markets outside of home country Adaptation – changing elements of design, function, and packaging according to needs of different country markets Creation – developing new products for the world market 10-11
    12. 12. Standardization versusCustomization Although the products sold abroad generally are not identical to their domestic counterparts, there is always a core of expertise that the firm can carry abroad. Principle " All Business is local." 10-17
    13. 13. Reasons for Product StandardizationEconomies of scale : Production, R&D, MarketingCommon Consumerneeds : Drinking patterns, car sizesConsumer Mobility : Customer retention & Loyalty American Express, Kodak, ...Home Country Image : US jeans, French Perfumes,...Impact of technology : B to B Markets 10-18
    14. 14. Convergence in Drinking Patterns 10-19
    15. 15. Convergence of Car Sizes 10-20
    16. 16. Reasons for Product Adaptation Climate: US Air-conditioning equipment Skill level of users : Computers in Africa National consumer habits : - front-loading/top-loading washing machines - car models : four-door (F) - two-door (Germ.) Government regulations on products, packaging, and labels. Company history and operations (subsidiaries) 10-21
    17. 17. Example:European Toothpaste Market Market Size in France: Competitors in France : – Unilever 33% FF 1,8 Bill. (1996) – Colgate 22,5% Trends: – Henkel 19% – Multiple number of – Smithkline B. 12% toothpastes/family – P&G 0% – Therapeutic / sophisticated products – Cosmetic products – Volume – Price 10-22
    18. 18. Drivers of Product AdaptationExample COLGATE Toothpaste (1) Differences in National Regulations – Triclosan forbidden in Germany – High fluorine content in local water (UK) – Obligation to sell high fluorine content toothpaste in pharmacy (France) – Stringent clinical tests in France 10-23
    19. 19. Drivers of Product AdaptationExample COLGATE Toothpaste Packaging: – Ecological Stand-up tubes in Germany – Failure in France (Carrefour) Distribution: – Role of pharmacy in Italy and Spain – Role of drugstore in UK Communication: – Medical in Italy and Spain (recommended by dentist) – Non-medical in UK 10-24
    20. 20. managingmarketing International Marketing Mix Decisions Strategic Alternatives in international and global marketing mix decisions. Managerial issues What aspects of Product can be modified?from global headquarters  Attributes  Brand (Global vs. Local)  Packaging  Quality  Services (after-sale services, support)  Positioning©2005 Dr.Gerard Ryan, Universitat Rovira i Virgili. 10-25
    21. 21. managingmarketing International Marketing Mix Decisions Strategic Alternatives in international and global marketing mix decisions. Managerial issues Advantages and Disadvantages of International Brands  Strong customer recognition/reassurancefrom global headquarters  Economies of scale and scope  Leverages power with retailers  Consolidates efforts across countries  Potential for extension  Not locally responsive  Demotivating for country managers  Difficult to manage  Need to maintain consistency across countries and product-lines©2005 Dr.Gerard Ryan, Universitat Rovira i Virgili. 10-26
    22. 22. Product Types Buyer orientation – Amount of effort expended on purchase – Convenience – Preference – Shopping – Specialty 10-27
    23. 23. Brands Bundle of images and experiences in the customer’s mind A promise made by a particular company about a particular product A quality certification Differentiation between competing products The sum of impressions about a brand is the Brand Image 10-28
    24. 24. Brands 10-29
    25. 25. Brands The added value that accrues to a product as a result of investments in the marketing of the brand An asset that represents the value created by the relationship between the brand and customer over time 10-30
    26. 26. Brands “We have to shift to high value- added products, and to do that we need to improve our brand.” - Noboru Fujimoto, President Sharp Electronics Corporation 10-31
    27. 27. Local Products and Brands Brands that have achieved success in a single national market Represent the lifeblood of domestic companies Entrenched local products/brands can be a significant competitive hurdle to global companies 10-32
    28. 28. International Products and Brands Offered in several markets in a particular region – ‘Euro-brands’ 10-33
    29. 29. Naming your productAlu-Fanny: French Foil wrap Atum Bom: Portuguese tuna Kack: Danish sweetsCrapsy Fruit: French cereal Mukk: Italian yogurtKum Onit: German pencil sharpeners Pocari Sweat: Japanese sport drinkPlopp: Scandinavian chocolate Poo: Argentine curry powderPschitt: French lemonade 10-34
    30. 30. Naming your product Phonetic Problems with Brand Names - Bardok (Sounds like Brothel in Russian) - Misair (Sounds like Misery in French) Translations Intent Translation - Stepping Stone - Stumbling Block - Car Wash - Car Enema - Highly Rated - Over Rated Symbols - Owl - Bad Luck in India Other Countries make mistakes too - Zit (Chocolate from Germany) - Koff (Beer) 10-35
    31. 31. Global Products and Brands Global products meet the wants and needs of a global market and is offered in all world regions Global brands have the same name and similar image and positioning throughout the world 10-36
    32. 32. Global Products and BrandsA multinational has operations in different countries. A global company views the world as a single country. We know Argentina and France are different, but we treat them the same. We sell them the same products, we use the same production methods, we have the same corporate policies. We even use the same advertising—in a different language, of course. - Alfred Zeien Former Gillette CEO 10-37
    33. 33. Family Brands Family Brand Volkswagen USA Europe Mexico"Rabbit" "Golf" "Caribe" -> lightness -> prestige -> avoid negative connotation 10-38
    34. 34. Private Label Branding Large retailers are moving increasingly into their own brand, i. e. Marks &Spencer. They try to obtain greater control and higher margins. Private branding can be an effective way to break into foreign markets. (Asian TV manufacturers) 10-39
    35. 35. European Consumer PreferencesRegarding Private Labels Product Category Fr. All. It. Es. GB Edible Oils 19 20 10 11 27 Pasta 16 24 12 12 24 Yoghurt 14 14 6 6 12 Frozen Vegetables 5 11 5 6 34 Fresh Pasta 3 7 4 3 5 Breakfast Cereals 4 8 2 2 18 Instant Soups 3 9 0 2 14 Icecream 6 10 4 2 21 Whiskey 3 1 2 1 4 Smoked Salmon 3 4 1 1 2 Champagne 3 4 2 3 6Private labels per product category (% of sales in qunqtities in hypermarkets and supermarkets)Source: Secodip International, 1998 10-40
    36. 36. European Households JudgingCredibility of Private Labels Criteria Europe Germ. Spain France Italy UKMore expensive 3 3 2 3 3 1Same 19 12 16 26 29 13Less expensive 78 85 83 72 68 86Higher quality 5 2 6 3 7 4Same 78 90 73 78 71 77Lower quality 17 8 21 19 22 18More confidence 6 3 7 4 10 5Same 74 84 71 73 66 74Less confidence 21 12 22 23 24 21 Private labels per product category (% of sales in qunqtities in hypermarkets and supermarkets) Source: Secodip International, 1998 10-41
    37. 37. Country of Origin effectCountry-of-Origin (COO) Influences on Consumers – For many products, the “made in” label matters a great deal to consumers.Key research findings ofCOO effects:•COO effects are not stable•Consumers prefer domesticproducts over imports•Both the country of designand the country ofmanufacturing/assembly playa role in consumer attraction. 10-42
    38. 38. Branding Strategies Combination or tiered branding: allows marketers to leverage a company’s reputation while developing a distinctive identity for a line of products – Sony Walkman Co-branding features two or more company or product brands – NutraSweet and Coca-Cola – Intel Inside 10-43
    39. 39. Branding Strategies Brand acts as an umbrella for new products – Example: The Virgin Group • Virgin Entertainment: Virgin Mega-stores and MGM Cinemas • Virgin Trading: Virgin Cola and Virgin Vodka • Virgin Radio • Virgin Media Group: Virgin Publishing, Virgin Television, Virgin Net • Virgin Hotels • Virgin Travel Group: Virgin Atlantic Airways, Virgin Holidays 10-44
    40. 40. Global Brand Development Questions to ask when management seeks to build a global brand: – Will anticipated scale economies materialize? – How difficult will it be to develop a global brand team? – Can a single brand be imposed on all markets successfully? 10-45
    41. 41. Global Brand Development Global Brand Leadership – Using organizational structures, processes, and cultures to allocate brand-building resources globally, to create global synergies, and to develop a global brand strategy that coordinates and leverages country brand strategies 10-46
    42. 42. Global Brand Development Create a compelling value proposition Think about all elements of brand identity and select names, marks, and symbols that have the potential for globalization Research the alternatives of extending a national brand versus adopting a new brand identity globally Develop a company-wide communication system 10-47
    43. 43. Global Brand Development Develop a consistent planning process Assign specific responsibility for managing branding issues Execute brand-building strategies Harmonize, unravel confusion, and eliminate complexity 10-48
    44. 44. Local versus Global Products andBrands: A Needs-Based Approach Self-actualization External/Internal Esteem Social Safety Physiological 10-49
    45. 45. Country of Origin as Brand Element Perceptions about and attitudes toward particular countries often extend to products and brands known to originate in those countries – Japan – Germany – France – Italy 10-50
    46. 46. Packaging Consumer Packaged Goods when the packaging is designed to protect or contain the product during shipping Eco-Packaging because package designers must address environmental issues Offers communication cues that provide consumers with a basis for making a purchase decision 10-51
    47. 47. Product Packaging and Labeling Protection Climate Transport & Handling Buyers slow usage rate Lack of storage facilites Promotion Legal Constraints Merchandising ( income level, shopping habits) Recycling of Packaging Minimum breakage / theft (Duales System, Eco-Emballage) Ease of handling Regulations on consumer info. Multilingual Labels to Convey an International (Origin, weight, ingredients) Image (Zara, Hollywood Chewing Gum) 10-52
    48. 48. POM brandPomegranatejuice used adistinctivelyshaped bottle togain attention onthe grocery shelf 10-54
    49. 49. Labeling Provides consumers with various types of information Regulations differ by country regarding various products – Health warnings on tobacco products – American Automobile Labeling Act clarifies the country of origin, and final assembly point – European Union requires labels on all food products that include ingredients from genetically modified crops 10-55
    50. 50. 10-56
    51. 51. Labeling As Americans become increasingly concerned about cholesterol, the FDA (Food and Drug Administration) has responded by requiring food manufacturers to list trans fat (i.e., trans fatty acids) on the Nutrition Facts portion of product labels, effective 1/1/06. 10-57
    52. 52. 10-58
    53. 53. Aesthetics Global marketers must understand the importance of visual aesthetics Aesthetic Styles (degree of complexity found on a label) differ around the world 10-59
    54. 54. Product Warranties Express Warranty is a written guarantee that assures the buyer is getting what they paid for or provides a remedy in case of a product failure Warranties can be used as a competitive tool 10-60
    55. 55. New Products in Global Marketing Pursue opportunities in competitive arenas of global marketplace Focus on one or only a few businesses Active involvement from senior management Ability to recruit and retain best employees Understand the importance of speed in bringing product to market 10-61
    56. 56. Identifying New Product Ideas What is a new Product? – New to those who use it or buy it – New to the organization – New to a market 10-62
    57. 57. The International New ProductDepartment How big is the market for this product at various prices? What are the likely competitive moves in response to our activity? Can we market the product through existing structure? Can we source the product at a cost that will yield an adequate profit? Does product fit our strategic development plan 10-63
    58. 58. Testing New Products When do you test a new product? – Whenever a product interacts with human, mechanical, or chemical elements because there is the potential for a surprising and unexpected incompatibility Test could simply be observing the product being used within the market 10-64
    59. 59. Looking Ahead Chapter 11 Pricing decisions 10-65

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