盛世长城培训2

2.Strategy

BasicsSaatchi&SaatchiTrainingDefinitions:StrategyStratagem:AnartificeortrickdesignedtooutwitandsurprisetheenemyAdeviceorschemeforgainingadvantageStrategy:Theartofacommander-in-chief;projectinganddirectingthelargermilitarymovementsandoperationsofacampaignGeneralshiportheartofconductingacampaign;artificeorfinessegenerallyTactics:Thescienceorartofmaneuveringinpresenceoftheenemy;purposefulprocedureDefinitions:TacticsStrategydiffersmateriallyfromtactics;thelatterbelongingonlytothemechanicalmovementofbodiessetinmotionbytheformerWhat’sthedifference?ShangchangruzhanchangMarketingasWarfareThe36StrategiesNotanewideainChinaBingFa:SunTzuTeiWangGungWuTzuSunBin(Andacoupleofhundredothers)NotanewideainChinaKnowwhentofight,andwhennottoObtainthewholeheartedsupportofyourtroopsBepreparedtoseizefavourableopportunitiesFreeyourselffrominterferencebysuperiorsWhenthetimeisright,actdecisivelyandswiftlySunTzu:FiveEssentialComponentsofVictorySomeChineseIdeasonStrategyThehighestformofvictoryistoconquerbystrategyTheopportunityforvictoryisprovidedbytheenemyBasicelementscombineintouniquestrategiesKeepplansasdarkasnight,movelikeathunderboltAttackwhen(&where)theenemyisleastpreparedSunTzu:SomeChineseIdeasonStrategyKnowyourself,Knowyourenemy.100battles,100victoriesSunTzu:SomeChineseIdeasonStrategyStrategystartswithaMapBrandBBrandCBrandDBrandEWherewearenowWherewewanttobeThestrategicprocessconsistsof:DefiningwhereweareIdentifyingwherewecouldgoSelectingwherewewanttogoIdentifyinghowtogetthereMapshelpshowthissimply,andpointthewayGettingthemaprightisagreatstartYoucanmapanythingStrategystartswithaMapGreatbrandsareslantedinthemindsofconsumersGivingthemuniqueterritorytoown&defend:eitherrationaloremotionalLeadershipisperceptual;advertisinghelpscreateenduringadvantagesforbrandsBrandBBrandCBrandDBrandEWherewearenowWherewewanttobePositioningisStrategyTheBusinessModelAnUmbrellaorTentbroadenoughtocovereverythingthecompanywantstodoToooftenawishlistBasedonme-too?thinkingTacticsTacticsStrategyTopDownTacticsStrategyTheMilitaryModelMuchmorehard-nosedBasedonwhatislikelytosucceedCoreelements:surprise/focussedforceTacticStrategyStrategyBottomUpAfterMichaelPorter

STRATEGICADVANTAGECost/ProductivityLeadershipFocus/NicheLeadershipProduct/ServiceLeadershipLowCostPositionParticularSegment(s)Only

Market-wideUniquenessPerceivedbyCustomerThreeGenericBusinessStrategiesPRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionCover/blockcompetitivemovesStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionHeadtoHeadFlankingStrategiesEncirclementCover/blockcompetitivemovesStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionHeadtoHeadFlankingStrategiesEncirclementCover/blockcompetitivemovesFollowtheleaderStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionHeadtoHeadFlankingStrategiesEncirclementMarketNicheBy-PassCompetitionCover/blockcompetitivemovesFollowtheleaderStrategiesforCompetitiveAdvantagePRO-ACTIVESTRATEGIESFocus/NicheLeadershipProduct/ServiceLeadershipMarketLeaderREACTIVESTRATEGIESChallengerorFollowerCompetitionAvoiderMarketExpansionShareProtectionPre-emptiveActionHeadtoHeadFlankingStrategiesEncirclementMarketNicheBy-PassCompetitionCover/blockcompetitivemovesFollowtheleaderMaintainStatusQuoStrategiesforCompetitiveAdvantageLeaderStrategiesversustheLeaderCompetitorLeaderStrategiesversustheLeaderCompetitorHeadtoHeadBy-PassLeaderStrategiesversustheLeaderCompetitorHeadtoHeadBy-PassLeaderFlankingStrategiesversustheLeaderCompetitorHeadtoHeadBy-PassLeaderEncirclingStrategiesversustheLeaderCompetitorHeadtoHeadFlanking

By-PassLeaderNichingStrategiesversustheLeaderCompetitorHeadtoHeadFlankingEncircling

SourcesofVolumeSalesCurrentUsesCurrentUsersCurrentBrandFranchise

Currentusers,NewUsesNewUsers,NewUsesHowtoGrowaBrandNewUsersNewUsesNewusers,CurrentUsesSourcesofVolumeSalesCurrentUsesCurrentUsersCurrentBrandFranchise

Currentusers,NewUsesNewUsers,NewUsesHowtoGrowaBrandNewUsersNewUsesNewusers,CurrentUsesCategoryUsers:lessthan50%ofpotentialBrandUsers:lessthan50%TARGETSourcesofVolumeSalesCurrentUsesCurrentUsersCurrentBrandFranchise

Currentusers,NewUsesNewUsers,NewUsesHowtoGrowaBrandNewUsersNewUsesNewusers,CurrentUsesTARGETCategoryUsers:AtornearpeakpotentialBrandUsers:morethan50%SourcesofVolumeSalesCurrentUsesCurrentUsersCurrentBrandFranchise

Currentusers,NewUsesNewUsers,NewUsesHowtoGrowaBrandNewUsersNewUsesNewusers,CurrentUsesAnImpossibleTask:Can‘tgodiagonally!Unlessthere‘samajorbreakthroughinthebrandInwhichcase,itshouldbeanewbrandBrandLoyalty&UsageRateLoyaltyIndifferenceLightusageHeavyusageBrandLoyal,LightusersBrandLoyal,HeavyusersBrandIndifferent,LightusersBrandIndifferent,HeavyusersStrategiesBuiltonBrandBehaviourBrandLoyalty&UsageRateLoyaltyIndifferenceLightusageHeavyusageBrandLoyal,LightusersBrandLoyal,HeavyusersBrandIndifferent,LightusersBrandIndifferent,HeavyusersStrategiesBuiltonBrandBehaviourUsageextensions:newwaystouseproductBrandLoyalty&UsageRateLoyaltyIndifferenceLightusageHeavyusageBrandLoyal,LightusersBrandLoyal,HeavyusersBrandIndifferent,LightusersBrandIndifferent,HeavyusersStrategiesBuiltonBrandBehaviourStrongcomparativeapproachtoswitch/defendUsageextensions:newwaystouseproductBrandLoyalty&UsageRateLoyaltyIndifferenceLightusageHeavyusageBrandLoyal,LightusersBrandLoyal,HeavyusersBrandIndifferent,LightusersBrandIndifferent,HeavyusersStrategiesBuiltonBrandBehaviourUsageextensions:newwaystouseproductSeeksalientadvantage,ifsegmentislargeenoughStrongcomparativeapproachtoswitch/defendBrandLoyalty&UsageRateLoyaltyIndifferenceLightusageHeavyusageBrandLoyal,LightusersBrandLoyal,HeavyusersBrandIndifferent,LightusersBrandIndifferent,HeavyusersStrategiesBuiltonBrandBehaviourUsageextensions:newwaystouseproductSeeksalientadvantage,ifsegmentislargeenoughSeeksalientadvantage,innovate/de-commoditiseStrongcomparativeapproachtoswitch/defendSummaryMarketingislikewarfare,usesmilitaryideastowinAnObjectiveiswhereyouwanttobeAStrategyissimplyaplantogetyouthereTacticsarewhatyouusetogetthereInmarketingthetacticcandrivethestrategyStrategystartswithamapKnowyourgoal-berealisticKnowyourposition(andyourstrengths)Knowyourenemy(anticipatetheirmoves)ThinkoutwhatyouneedtodoLOREMIPSUMDOLORLOREMIPSUMDOLOR统一福记（青岛）食品有限公司上海分公司统一福记香铁蛋上海滩攻略市场分析行业分析竞争分析产品力分析SWOT分析消费者分析目标市场通路策略价格策略产品策略定位营销策略促销策略攻略构架营销目标执行方案行业分析上海蛋品市场主要有卤蛋、皮蛋、咸蛋、生鸡蛋等几大类产品，皮蛋、咸蛋、生鸡蛋主要用于做菜，而卤蛋为休闲食品。目前上海市场还没有铁蛋产品，但从铁蛋产品的特点、包装、口味、及功用来看，其主要竞争对手应是卤蛋，与皮蛋、咸蛋、生鸡蛋不会形成太大的竞争关系。行业分析目前卤蛋市场行业集中度不高，卤蛋生产企业普遍不具备核心竞争能力，行业进入壁垒较低，单位产品毛利率低；上海地区市场卤蛋市场容量约为5000万——1亿颗/年（估算）。竞争分析上海市场上的卤蛋产品基本上以乡吧佬做为产品的通用名；各品牌产品定位为居家,旅游,酬宾宴客,赠馈亲友的休闲食品或礼品。竞争分析各品牌产品以以卤鸡蛋为主，鹌鹑蛋极少，且没有去壳；鸡蛋以1粒装、3粒装为主，少数品牌产品有5粒装，6粒装的产品；各品牌产品口味、包装、广告语等多方面模仿现像严重，产品同质化，没有特色，处于较低层次的竞争；竞争分析卤蛋产品均处于较低的产品价位，产品附加价值低，一批市场批发价普遍是每粒4毛不到，二批市场批发价亦仅为5毛左右，各品牌走的是全面成本领先的营销策略，采取溥利多销的方式进行销售。竞争分析市场上的卤蛋产品基本上走的是传统通路，以代理或经销的方式进行运作，通路运作成本低，对通路控制能力弱；在各品牌中，只有乡阔佬、鲜八里进入了量贩店、便利店等现代通路。竞争分析卤蛋各品牌在上海地区无媒体广告，很少有促销活动，且促销手段主要是降价促销。广告宣传主要体现在产品包装上，广告诉求点集中在产品渊源，口味,营养价值高,方便,原料为优质新鲜的鸡蛋,卫生等方面。乡阔佬，千里香等品牌拥有自己的网站，在网站上有企业和产品的详细介绍和宣传。竞争分析乡阔佬在各竞争品牌中，在通路、产品等方面都较其它品牌有较大差异，香铁蛋在市场上主要的竞争对手将是乡阔佬。消费者分析上海菜属江浙菜系，因此，上海地区消费者比较喜欢吃口味比较清淡的食品，此外。上海人有喜吃甜食的偏好。从消费者行为特征和消费习惯分析，年青消费群或高收入消费群对新产品的接受能力能力更高，试用新产品的意愿更强。消费者分析20岁以下的消费群对产品甜度的接受程度高于其它年龄阶层的对产品甜度的接受度.消费者分析各年龄层的消费者对铁蛋口感的评价都较高,但低年龄层的消费群对铁蛋口感的评价明显高于高年年龄层的消费者,这表明产品是老少皆宜,但更适年青人.消费者分析年龄小的消费群对产品硬度的接受度较高,而年龄大消费群由于生理等原因,有着年龄越大,对产品软度要求越高的趋势.消费者分析便利店是各年龄层的消费群购买铁蛋最主要的场所,25岁以下年龄层消费者在杂货店购物比例相对较高,25岁以上年龄层在量贩店购买产品的比例相对较高。产品力分析消费者对铁蛋的口感反映很不错，认为很好的达77.97%,很好加一般高达99.53%。产品力分析消费者对铁蛋甜度接受程度较高,产品甜度是比较适宜的。产品力分析

认为产品咸度适中的被调者高达92.49%,表明产品的咸度也是比较适宜的.产品力分析消费者对产品的香度认同率较高,认为很香和差不多的被调查者高达98.59%。产品力分析铁蛋硬度能迎合87.32%的消费者的口味。产品力分析从统一福记香铁蛋口感，甜度，咸度，香味，软硬度等产品特性进行的消费者测试得到的结果来看，统一福记香铁蛋是一个有强大产品竞争力的优势产品。SWOT分析1、产品比较优势：香味：国内其它品牌产品不仅没有香味，而且腥味很大；硬度：硬度大，差异性明显；口感：口感特殊，区别于卤蛋品牌；包装：色泽明亮,能明显区别于其它品牌；保质期：保质期为12月，是卤蛋产品的两倍；卫生：铁蛋比卤蛋品更卫生，食用更方便；产品品类：产品品目丰富，不仅有鸡蛋类，还有鹌鹑蛋类产品；优势：SWOT分析2、技术优势铁蛋在上海市场是个新的产品，有独特的制造工艺，竞争者不易模仿；3、生产制造优势：统一福记香铁蛋拥有先进的生产设备和制作工艺；4、管理优势：统一福记拥有比国内企业先进的管理思想和经营运作经验；优势：SWOT分析5、资金优势：6、国际品牌优势：福记香铁蛋在台港澳及国外市场拥有较大的市场，进入大陆可充分利用其国际品牌的背景。7、协同优势：统一福记可充分利用统一公司成熟的营销网络资源，信息资源，行销资源，并可利用统一公司丰富的产品线进行捆绑营销组合，达到利用统一公司资源形成协同优势的目的。优势：SWOT分析8、推广优势统一福记产品在上市时将根据不同通路特点运用不同的产品展示陈列器具，并开展形式多样的推广活动。优势：SWOT分析1、产品比较劣势；包装规格：没有一粒装产品，目前市场上1粒装产品为主销产品；品牌劣势：乡吧佬已有很高的知名度，产品在消费者心目中已有一定的美誉度和忠诚度，而福记香铁蛋在上海市场的知名度、美誉度、消费者忠诚度都几乎为零；产品线劣势：很多卤蛋产品产品线已延伸到鸡腿、鸡翅等肉类产品，而统一福记只有蛋类产品。劣势：SWOT分析2、价格劣势：目前产品价格定位大大高于竞争产品，竞争产品的低价策略会使消费者对同类产品形成一个较低心理价格预期，从而影响铁蛋的销售。3、通路劣势：铁蛋产品目前拥有的营销网络资源为0，缺少有经验的业务人员。劣势：SWOT分析1、铁蛋开创了上海蛋品市场一个新的蛋品品类，从一开始，我们就是行业第一，且具有核心技术，竞争对手不易模仿；2、上海仅卤蛋一年市场容量就接近1亿粒，市场容量大，市场吸引力大；3、目前卤蛋市场处于低水平的同质化竞争，存在以差异化占领中高端蛋品市场较大的市场空间；4、蛋品市场无领导品牌，市场集中度低，市场进入壁垒低。机会：SWOT分析1、卤蛋产品的低价冲击；2、消费者对蛋品价格预期较低，高价蛋品被消费者接受需要较长的时间过程；3、现代通路的激烈竞争和高额的进场及促销费用影响产品在现代通路中的铺货进程；4、炎热的天气会影响蛋品的整体销量，而影响到铁蛋上市的计划的实施。威胁：目标市场35岁以下消费者旅游景点、车站、码头学校商业区中高档住宅区定位香，硬产品利益点定位产品属性消费者利益点休闲食品营养方便产品功能定位味道香美口感独特产品情感定位能带来福气的产品产品定位定位品牌定位品牌定位蛋的专家定位品牌个性统一福记蛋的专家福气国际品牌中高档的年青的时尚的诚信的营销目标三年内在上海蛋品市场达成以下目标:市场占有率：15%(以卤蛋市场总量为参照)知名度：目标消费群80%,一般消费群30%.销售量：5000万利润目标：150万营销策略产品规划：营销策略采用撇指定价的价格策略，根据不同通路特点制定通路价格及奖励政策，并严格控制维护各通路的价格体系。价格策略营销策略价格策略营销策略各通路可依据通路的特点在建议零售价基础上进行调整，可调整幅度为+10%；价格策略营销策略采用反向营销术，先启动终端消费市场，待终端市场启动后，再发展经销商。通路策略营销策略销售分公司杂货店特殊通路便利店连锁超市量贩店生鲜超市市场拓展初期通路模式营销策略销售分公司杂货店特殊通路便利店连锁超市量贩店生鲜超市区域经销商通路模式（适用于已开拓市场）营销策略通路功能规划营销策略通路进价出价毛利率连锁超市22.525%便利店2.22.825%量贩店22.315%特通（学校）2.22.725%特通（其它）2.2335%杂货店2.22.830%区域经销商22.210%通路价格营销方案目的:向消费者传达产品信息,建立产品知名度增强经销商的进货意愿支持业务员铺货,增加员工对产品的信心;

广告促销营销策略广告主题一口福记一份福气该主题是统一福记所有产品品类统一的广告主题，传递统一福记以好的产品带给消费者福气的企业使命。广告促销营销策略一口福记一份福气形象广告产品广告香铁蛋广告诉求点口味香甜口感独特香、硬广告促销营销策略广告策略：在产品导入初期主要以产品广告为主，以形象广告为辅;产品取得较高知名度后,以形象广告为主,产品广告为辅,以提升产品形象。广告促销营销策略广告信息传播方式：前期主要以报纸杂志，产品包装，产品陈列架，售场POP,海报,促销人员介绍，INTERNET为主要广告信息传播载体。广告促销营销策略促销形式：

产