Professional Documents
Culture Documents
Definition:-
Setting objectives:
➢ Inform
• Introducing new products:- Advertising is one of the most
important things present in or society today, like an old
slogan puts it 'Advertising, your right to choose'.
1
to general public. For example, the public come to know
about useful new medicines for some diseases. We often
learn about new machines for agriculture and industry for
ads
➢ Remind
Most important for mature products:- Buyers who are using
the brand already. The aim is to serve as a reminder of the
brand's benefits and convince them to continue using it.
These include:
Market share
Level of competition
Ad clutter
2
pharmaceutical companies spend around 20% of sales on advertising,
whilst business such as Ford and Toyota spend less than 1%. An average
for fast-moving consumer goods markets (“FMCG”) is around 8-10% of
sales.
In practice, the following approaches are used for setting the advertising
budget:
A major problem with this approach (in addition to the disadvantages set
out for the example above) is that it encourages businesses to ignore the
effectiveness of their advertising spend – it makes them “lazy”. It could
also prevent a business with competitive advantages from increasing
market share by spending more than average.
3
The task approach involves setting marketing objectives based on the
“tasks” that the advertising has to complete.
The residual approach, which is perhaps the worst of all, is to base the
advertising budget on what the business can afford – after all other
expenditure. There is no attempt to associate marketing objectives with
levels of advertising. In a good year large amounts of money could be
wasted; in a bad year, the low advertising budget could guarantee a
further low year for sales.
4
about the value they have got with your product or service and this is the
third aim of an ad.
Once you identify your target customers put yourself in their shoe to
understand what they expect from you. You should develop your product
concept the way the consumers want to perceive it. Your product is actually
a "bundle of values" as described by Courtland L. Bovee and William F.
Arens. Emphasize on the quality the consumers would like to have in your
product.
Advertising Medium:
There are a number of mediums through which you can transmit your
message to the customers. You should identify the medium your target
audience is exposed to. It can be newspaper ads, popular magazine ads,
radio ads, TV ads, Internet ads, banner ads, direct mail and so on. Instead of
going for a particular medium you can go for multiple mediums since no one
concentrate on a single medium these days.
5
Create Unique Advertising Message:
You have crossed all the necessary steps. Now comes the most important
part. It is time to create the advertising message that covers your
marketing objectives as well as your product or service value. You should
focus on the unique features of your products or services. Emphasize the
point that will persuade the customers. Your advertising message is a
combination of content and visual. Use attractive visual and informative
content to win the trust of your customers.
1. Step 1
Evaluate website traffic. Study the statistics on the tracking page offered
by your web host. Using these numbers, evaluate the who, where and
when of your prospect and customer base. Determine which parts of the
website and advertising campaign elicit the most results and tailor
future advertising from the findings.
2. Step 2
3. Step 3
6
extension number for each product to save on the cost of a separate 1-
800 number for each product. Evaluate the callers' locations, spending
patterns, interests and the call volume at specific times.
4. Step 4
5. Step 5
Offer coupons for products or services. Determine the time and target
customer group and distribute only to one consumer demographic or use
an all-inclusive approach. Include a request for consumer information to
acquire detailed information about customers.
6. Step 6
Compile a list of direct response goals. If you use direct mail sales pieces,
keep a list of prospects and follow-ups. Evaluate response rates (rate of
return) and calculate the number of leads from each version and
geographic region. Adjust future mailings according to response patterns.
7
bathroom stalls carry ads and the industry is constantly finding new ways
to advertise.
The United States has the largest advertising market, accounting for half
of the world's advertising expenditures (estimated at 500 billion in 2004
by the New Yorker). Japan holds a secure second place over Germany and
the United Kingdom but still at less than one fifth of the U.S. total. In the
United States, the number one target market for most major companies is
the youth market. American youth spend over $70 billion a year as
consumers and also influence their parents’ purchases (The Educators
Reference Desk). Marketing to youth begins in early childhood where
approximately 90% of the ads shown during children’s programs promote
food and drink products. Companies believe that young people are more
inclined to be loyal to their favorite products,
Most companies employ other persuasive tactics to lure the youth dollar,
like enlisting celebrity endorsers. Actors, musicians, and athletes earn a
lot of money to promote everything from cereal to expensive clothes and
lifestyle choices. Companies hope that youth will define their personal
identity loyalty to what they buy, wear and eat.
Although the majority of youth are attracted to logos, brand names, and
popular chains, many others resist brand culture for political reasons. One
example of resistance is the culture jam movement in North America.
Founder and publisher of Adbusters magazine Kalle Lasn and other media
activists are “concerned about the erosion of our physical and cultural
environments by commercial forces.” Culture jamming aims to “change
the way information flows, the way institutions wield power, the way
television stations are run and how food, fashion, automobile, sports,
music and culture industries set their agendas.”
8
Major Media Types:
So unless you have truckloads of money to spend, you should try one
medium at a time. What works for one product or service may not work for
the next. There are so many different variables that can affect the results of
an advertising campaign—from ad copy to the weather. You will simply have
to test the effectiveness of your message in each medium to find the best
vehicle for promoting your product. Advertising is an art, not a science!
• Direct mail has the highest impact of any medium. Your message
reaches each recipient in a personalized way and at a moment they
have chosen to consider your message. The cost of reaching an
9
individual through direct mail can be even greater than television,
making it the most expensive advertising medium per person reached.
Price advertising:
10
customers that is based on price points such as special sales or everyday
discount rates.
• Newspapers are the best bet if you are trying to inform a mass
audience about a short-term sale or special price offer for a product or
service. Newspaper readers are used to looking through the paper for
specials. In some papers certain days are dedicated to certain
categories. Wednesday is typically “food” day, for instance. Saturday is
“automobile” day, and Sunday is “furniture” day. Advertising a
category item on a category day will optimize the number of readers
you reach even though your competition from other manufacturers or
suppliers in your industry will be increased. Just make sure you have a
great headline and a super-great special to offer.
• Television is too expensive for price advertising. Unless you are mixing
a price advertising message with an image-building ad, don’t consider
this medium.
Image advertising:
Like Yellow Pages advertising, the fact that your ad will be placed
alongside a competitor’s isn’t necessarily a negative. Also, the size of
the ad can be relatively small and still have impact. Interested readers
are already looking for you!
• Television certainly has impact, but this will be far outweighed by its
expense. Unless your company has an image that must be
communicated in order to attract clientele, such as a dating service
might, this isn’t a great option. However, local cable stations may be
an avenue worth exploring if you are trying to zero in on a particular
town where you expect response to your advertising will be high.
• Radio spots are a poor bet for local service business advertising. Use it
as a last resort if other mediums haven’t panned out for you. Try to
find a station that covers the town or region you serve and is cost
effective.
Business-to-business advertising
14
• Direct mail allows you to target an audience comprised of those
businesses most likely to respond favorably to your products or
services. Your product or service may have a practical application in
many industries, but try to limit your mailings to those with the most
probable buying potential. Consider placing geographical and industry
size qualifications on your list, too.
Always track your responses. Keep refining your lists as you gain more
experience in direct mail results.
This medium will work best if your product or service is unique but has
an appeal to a broad business audience.
• Yellow Pages can be a wonderful venue, and even the best choice, for
a few business-to-business companies in the service sector, but is
totally inappropriate for most others especially product-based
businesses.
15
• Television may work fine for huge national business-to-business
advertisers like airlines, but is unlikely to work for smaller businesses.
• Direct mail is a good first choice if you are trying to sell a product
directly to consumers that is not available through retail outlets. It is
expensive, but by limiting your target audience to those most likely to
place an order, it can be much more effective than using another
medium that may create interest but not an overwhelming desire to
buy.
16
supplements to Sunday papers. But don’t be fooled into thinking this
tack can work for you. Very few of these ads would gross enough to
cover the advertising costs if rate card prices were paid. Some direct
response advertisers who chose the newspaper medium purchase ad
space at remnant prices, when the publication has odd ad spaces to fill
in at the last moment. Still others negotiate deals to buy ads at further
reduced rates when the publication can’t even find advertisers to place
at remnant rates. Who knows when you might get an appropriate
space in either of these instances!
• Radio can be used, but isn’t recommended. Very few listeners are
likely to copy down product or ordering information.
17
6 Laws of Small Business Advertising Success
18
website and email address, phone and fax numbers, and company
address. It seems simple but is forgotten by most companies. At
NordicTrack, every box a ski machine went into had full contact
information and the "World's Best Aerobic Exerciser" tagline. Be
everywhere.
Having a poor response is not the medium's fault. Often the problem is
the message. Small business advertising is not a quick fix solution to
marketing your company. It takes planning, testing and constant
exposure to have an impact on your small business. Done correctly,
small business advertising can be a winning strategy.
19
something similar at a much smaller level than what they have done. It is a
good plan and possible.
All you really have to do is look around for a few minutes and you will see
evidence of big advertising. Really if you just think about it, you will have
different businesses and their logos popping into your head quickly. You, like
everyone else gets used to seeing a business name that goes with a logo of
some kind. This isn't something that you even need to think about too much.
It is something that gets stuck in your head.
You know and recognize this because the companies will use the logo
repeatedly like crazy. It goes on the products, the things they sell, the items
made just to be given to people. They use all sorts of little things that get
carried all over. When you see enough of it on a coffee cup, or a grocery bad,
it stays with you.
This is something that you can do as well. It is a gentle yet creative sort of
plan that can get your business a lot of recognition. Any business can start
using their logo on products just like those huge corporations. It isn't the
type of advertising that causes people to stop and stare. It is something that
people see and then see again until they don't even remember why they
know what that logo represents.
Promotional products can really help boost your business and for a very
small investment. So follow the best businesses in the world and invest in
this simple and effective form of advertising. It really can make a difference
in your business growth.
20
clutter and create a favourable space for itself. Ad agencies help clients to do
just this by creating attention grabbing, persuasive and unique ad
campaigns that make the brand stand out in the minds of customers.
21
Advertising Agencies vary in size in India & abroad - from a couple of
people handling all responsibilities to a medium or large sized agency that
hires specialized professionals to function each department. It has been
generally seen that Full Service Ad Agencies are well equipped to plan and
create advertising campaigns for a range of media including TV commercials,
Radio jingles, print advertisements etc. Depending on the budget, client's
select their agency.
International Advertising:-
International advertising entails dissemination of a commercial message to
target audiences in more than one country. Target audiences differ from
country to country in terms of how they perceive or interpret symbols or
stimuli, respond to humor or emotional appeals, as well as in levels of
literacy and languages spoken. How the advertising function is organized
also varies. In some cases, multinational firms centralize advertising
decisions and budgets and use the same or a limited number of agencies
worldwide. In other cases, budgets are decentralized and placed in the hands
of local subsidiaries, resulting in greater use of local advertising agencies.
22
communication styles, and consumption patterns. International advertising is
also a business activity involving advertisers and the advertising agencies
that create ads and buy media in different countries. The sum total of these
activities constitutes a worldwide industry that is growing in importance.
International advertising is also a major force that both reflects social values,
and propagates certain values worldwide.
23
many tropical countries, green is associated with danger and has negative
connotations. Red, on the other hand, is associated with weddings and
happiness in China. Appeals to humor or sex also need to be treated with
considerable care as their expression and effectiveness varies from one
culture to another. The dry British sense of humor does not always translate
effectively even to other English-speaking countries.
24
25