What is advertising?

Advertising is the nonpersonal communication of information, usually paid for and usually persuasive in nature, about products (goods and services), or ideas by identified sponsors through the various media. AMA

Advertisings role in marketing

Marketing is a processa series of actions or methods that take place sequentiallyaimed at satisfying customer needs profitably. This process includes developing products, pricing them strategically, making them available to customers through a distribution network, and promoting them through sales and advertising activities. 4Ps (marketing mix): product, pricing, place (distribution) & promotion (communication)

Advertisings role in marketing

Advertising is one of the numerous tools used in the promotion, or communication aspect of marketing. (a promotional or communication tool)

Functions of Advertising
To identify products and differentiate them from others. (branding) To communicate information. To induce consumers to try new products and to suggest reuse. (new and repeated consumers) To stimulate the distribution. To build brand awareness, preference and loyalty. To lower the cost of sales. (For the cost of reaching just
one prospect through personal selling, companies can reach thousands of people through media advertising.)

Classifications of Advertising
Classification by target audience:
Consumer advertising: aimed at people who buy for their
own use

Business advertising: aimed at people who buy for use in

business

Classification by geographic area:

International/global advertising (foreign markets) National advertising Regional advertising (in one area or region) Local advertising (in only one city or local trading area)

Classifications of Advertisement
Classification by medium:
Print advertising (newspaper, magazines, brochures, flyers) Electronic advertising (television, radio: commercials;
Internet)

Outdoor advertising (billboards, kiosks, public transport,

events)

Direct-mail advertising (through the Postal Service and by email)

POP (point of purchase) advertising

Advertising Media & Methods wall paintings

web banners web popups mobile telephone screens shopping carts skywriting human directional town criers blimps painted vehicles logo jets in-flight ads subway platforms shopping bags inflatables train cars event tickets and supermarket receipts e-mails (spam) street furniture p.31

What makes a good advertisement?

Creative and effective ads should seek to:

Attract attention and retain attention. Communicate the key benefits Achieve the objective of the advertising
strategy. Avoid errors, especially legal ones.

Characteristics of advertising English

Brief Affability Creativity Dainty

KISS principle: Keep it simple, stupid. Keep it sweet & simple. Keep it short & simple.

Advertising Process

Steps involved in the process of advertising

Step 1 - Briefing: the advertiser needs to brief about the product or the service which has to be advertised and doing the SWOT analysis of the company and the product. Step 2 - Knowing the Objective: one should first know the objective or the purpose of advertising. i.e. what message is to be delivered to the audience? Step 3 - Research: this step involves finding out the market behavior, knowing the competitors, what type of advertising they are using, what is the response of the consumers, availability of the resources needed in the process, etc. Step 4 - Target Audience: the next step is to identify the target consumers most likely to buy the product. The target should be appropriately identified without any confusion. For e.g. if the product is a health drink for growing kids, then the target customers will be the parents who are going to buy it and not the kids who are going to drink it. Step 5 - Media Selection: now that the target audience is identified, one should select an appropriate media for advertising so that the customers who are to be informed about the product and are willing to buy are successfully reached.

Cont
Step 6 - Setting the Budget: then the advertising budget has to be planned so that there is no short of funds or excess of funds during the process of advertising and also there are no losses to the company. Step 7 - Designing and Creating the Ad: first the design that is the outline of ad on papers is made by the copywriters of the agency, then the actual creation of ad is done with help of the art directors and the creative personnel of the agency. Step 8 - Perfection: then the created ad is re-examined and the ad is redefined to make it perfect to enter the market. Step 9 - Place and Time of Ad: the next step is to decide where and when the ad will be shown. The place will be decided according to the target customers where the ad is most visible clearly to them. The finalization of time on which the ad will be telecasted or shown on the selected media will be done by the traffic department of the agency. Step 10 - Execution: finally the advertise is released with perfect creation, perfect placement and perfect timing in the market. Step 11 - Performance: the last step is to judge the performance of the ad in terms of the response from the customers, whether they are satisfied with the ad and the product, did the ad reached all the targeted people, was the advertise capable enough to compete with the other players, etc. Every point is studied properly and changes are made, if any.

ADVERTISING AGENCY AND ITS FUNCTIONS

Advertising Agency
Firm that (1) creates new promotional ideas, (2) designs print, radio, television, and internet advertisements, (3) books advertisement space and time, (4) plans and conducts advertising campaigns, (5) commissions research and surveys, and (6) provides other such services that help a client in entering and succeeding in a chosen market.

 An advertising agency or ad agency is a service business dedicated to creating, planning and handling advertising (and sometimes other forms of promotion) for its clients. An Advertising Agency or ad agency is a service provider that works for clients to create an effective and goal oriented advertising campaign aimed at representing the Company positively in the eyes of its target customers.

 According to American Association of Advertising An advertising agency is an independent organization of creative people and business people who specialize in developing and preparing market plans, advertisements, and other promotional tools.

Primary services of Advertising agencies

complete a marketing analysis
develop an advertising plan prepare a creative strategy create advertising executions develop and implement a media plan handle billing and payments integrate other marketing communications

Types of Advertising Agencies

Full Service Agencies
A full service ad agency is one that provides a range of marketing services. A full services agency provides services that are directly related to advertising such as copywriting, artwork, production of ads, media planning etc. It also provides such services in respect of pricing, distribution, packaging, product design etc

Modular Agencies
A modular agency is a full service agency that sells its services on a piece meal basis. Thus an advertiser may commission an agencys creative department to develop an ad campaign while obtaining other agency services elsewhere. Or, an advertiser may hire an agencies media department to plan and execute a program for advertising that another agency has developed. Fees are charged for actual work undertaken.

In House Agencies
Those companies, which prefer to have closer control over advertising, have their own in-house agency. This type is owned completely by the advertiser. It performs almost all functions that an outside advertising agency would perform and thats why some people refer to it as full-service advertising department of the advertiser.

 The difference between an in-house agency and an advertising department is that the in-house agency can undertake to serve several other clients, if the owner so desires, but an advertising department solely undertakes that work of its owner and not of outside clients.

Specialist Advertising Agencies

There are some agencies who undertake advertising work only in certain areas. There are agencies that specialize only in financial services or only in publicity or only in point-ofpurchase material etc.

Creative Boutiques
These are shop agencies that provides only creative functions and not full-service. The specialized creative functions include copy writing, artwork and production of ads, they charge a fee or percentage of full service agencies, and as such most of them convert into a full service agency or merge with other agencies to provide a wide range of services.

Benefits of using an Advertising Agency

1. They have the ability to buy media in bulk at rates that a single business cannot obtain. 2. They are educated as to the best times and places to run ads to reach your target market, ultimately minimizing wastage 3. They can help you fine tune your target market so that the message is designed to reach those you want to reach.

4. Easily Administered

Disadvantages of using an Advertising Agency

A main disadvantage of using an advertising agency would be the communication factor. If an agency does not communicate or relay it's clients goals and creative wishes properly problems can occur within a contract and lawyers may have to become involved. Another disadvantage would be the media buying discounts you may not be able to take full advantage of due to commission barriers within an agency,

Role of Advertising Agencies

Advertising agency is a service provider that helps its clients by developing suitable ad campaigns for them. Their aim is to represent its clients' products and services before customers in such a way that a positive image is created in their minds. Advertising agency's role start with the identification of its clients' goals and objectives. This turns out to be of immense value in planning and creating the future course of action concerning ad campaigns.

For whom is the product or service designed? Who would use it? Who is the "target group"? What's special about the product? In what way is it distinct? Unique? Different? What's its "position" in relation to other similar products? What do you want to convey to the public about your product? How should your company contact the public? What medium should it use? Radio? TV? Newspapers? Magazines? Bus/subway ads? Direct mail? etc.

 Once an advertising agency gets acquainted with its clients' business objectives, it starts creating and planning its ad campaigns. For this it keeps in mind certain points such as increasing sales, pushing new products in the market, restating benefits of its clients' brands, and drawing new customers in addition to establishing and maintaining contacts with their existing customers. An advertising agency's professional teams put in their best efforts to develop attractive slogans, jingles, and body copy for ads. All this is done within the defined parameters of its clients and their budgetary allocations.

Functions of Advertising Agencies

Account Planning
Advertising agencies typically have account planners who work as the go-between for the client and the agent. They ensure that client needs are expressed to the research and creative teams. They also work to ensure that necessary information is transferred to the client regarding creative, research, competition or any of other factor that may somehow affect how the client's product gets marketed to consumers. Account planning is where agencies start their initial interaction with clients.

 Marketing Research
Advertising agencies work with companies to establish the characteristics of their target markets through marketing research. Advertising agencies spend a substantial amount of time researching consumers to understand what they buy and what motivates them to buy.

 Market Research
Knowing the competition, account managers at advertising agencies research the environment, identify competitors, and research their marketing tactics. Through market research, advertising agencies also identify political, social, technological and economic factors that may affect a client's campaign.

 Creative
Advertising agencies are known for their creative output, which can include website design, advertising copy, magazine advertisements, and radio and television commercials. The medium of advertising often varies by campaign. Graphic designers, web designers, writers, editors and creative directors make up an advertising agency's creative department.

 Selling Advertising Space

Advertising agencies don't just create advertising pieces for clients; they also give clients insight as to which media will be most effective for their product, service, event or cause. In the process, they work to secure advertising placements for customers either online, in print, on television or on the radio. They negotiate terms and work to get clients the best deals to maximize their money and their reach.

Structure of an Advertising Agency

Copy writer Artists Media Traffic Department Production In Charge

Copywriter
The copywriter is responsible for taking a client's advertising brief and generating original copy ideas that grab the attention of the target audience. Copywriters are responsible for creating taglines, slogans, jingles and audio scripts that accompany advertising visuals. Agency copywriters usually work in close partnership with art directors and have lots of input to the visual elements.

Artists
This is a department of highly skilled people who work in a team to give best results. It comprises of technical experts, system architectures, graphics designers, art directors and artists, film production section, computers programming etc. There work to create and produce ads and public services messages for both Electronic and Print media as per demand of client and as per instruction given to them. They are equipped with latest technique and equipments.

Media
Members of the media team are known as media planners and buyers. These individuals are in charge of producing a media plan for the client. Once the plan has been approved, the media team must purchase advertising space in a medium that serves the campaign's target audience.

Traffic Department
The traffic department regulates the flow of work in the agency. It increase agency efficiency and profitability through appropriate job initiations, complete information sharing and answering the phone calls.

Production In charge
The final review of an advertisement is handled by the production team. The production manager oversees print runs as well as the filming of commercials. The purpose is to ensure that everything looks and sounds perfect

CONTRACT SIGNED

Copywriting and Design

Copywriting: The Language of Advertising

Four types of ads in which words are crucial
1. If the message is complicated 2. If the ad is for a high-involvement product 3. Information that needs definition and explanation 4. If a message tries to convey abstract qualities

Copywriter
The person who shapes and sculpts the words in an ad
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This Norwegian ad is somewhat copy intensive, but uses copy for artistic purposes

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Advertising Writing Style

Copy should be as simple as possible Should have a clear focus and try to convey only one selling point Every word counts; space and time are expensive

Practical Tips Be succinct Be single-minded Be specific Get personal Keep a single focus Be controversial Be original Use variety Use imaginative description
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Copywriting for Print

Display copy
Elements readers see in their initial scanning

Body copy
Elements that are designed to be read and absorbed

The Headline Key element in print advertising Conveys the main message Works with the visual to get attention and communicate creative concept
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How to Write Headlines

A good headline will attract those who are prospects The headline must work in combination with the visual to stop and grab the readers attention The headline must identify the product and brand, and start the sale The headline should lead readers into the body copy
Direct-action headlines Indirect-action headlines

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Types of Headlines
Headlines Can be Grouped Into Two General Categories Direct Action
Assertion Puzzles Command How-to Statements Associations

Indirect Action

News Announcements
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How to Write Other Display Copy

Captions
Have the second-highest readership and serve an information function

Subheads
Sectional headlines used to break up a large block of copy

Taglines
Short, catchy, memorable phrases used at the end of an ad to complete the creative idea

Slogans
Repeated from ad to ad as part of a campaign or long-term brand identity effort

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How to Write Body Copy

Body copy
The text of the ad Primary role is to maintain the interest of the reader

Lead paragraph
The first paragraph of the body copy Where people test the message and see if they want to read it

Closing paragraph
Refers back to the creative concept and wraps up the Big Idea Call to action
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Print Media Requirements

All media in the print category all use the same copy elements The way these elements are used varies with the objective for using the medium Newspapers Copy does not have to work as hard to catch audiences attention Straightforward and informative Writing is brief

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Print Media Requirements

Magazines Better quality ad production Ads can be more informative and carry longer copy Directories Use a headline that focuses on the service or stores personality Little space for explanations

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Print Media Requirements

Posters and Outdoor Primarily visual Words try to catch the consumers attention and lock in ideas An effective poster marries words with visuals Product Literature Also called collateral Used in support of an ad campaign Typically a heavy copy format

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Principles of Effective Print Advertising

Principles of Effective Print Advertising

Establishing an Objective Sell to the Objective Designing the Ad Evaluate the Ad

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Establishing the Objective

Main selling idea should be aimed at the objective; resist the temptation to add more Support the main selling idea with all elements of the ad
Headlines Visuals Copy

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Sell to the Objective

Sell the merits of the Product or Service
Whats in it for me?

Emphasize benefits, not facts

Fact: Birdie Drivers are made of solid unobtanium with a unique plasticized hydroid alloy core Benefit: Birdie Drivers are lighter, faster, harder, and cheaper than our competitor Bogie Drivers, and they consistently hit longer, straighter shots

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Designing the Ad
Design for Easy Reading
KISS Solve a problem Call to action Dont try to cram everything in Dont overfancify your design Avoid:
Dark backgrounds Small headlines Difficult to read fonts Unrelated images Atypical layouts
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Designing the Ad
Illustrate your product in use
Show what the product can do for the reader Avoid static graphics showing whole lines of products

Avoid Humor and Shock value

Youre probably not as funny as you think you are Humor or shock almost never works toward your objective

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Evaluate the Ad
Repeat a Successful Ad; Drop an Unsuccessful One
Repetition is good, to a point Good ads wear out a lot slower than you think Because you are tired of it doesnt mean your audience is

Dont Blame Ad Placement for Poor Performance

Design has far more to do with the success than getting it on cover 4.

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Designing for Print

First responsibility of the art director is to choose visual elements used in ad or commercial to produce a layout.
Plan that imposes an orderly arrangement that is aesthetically pleasing. Map, the art directors blueprint. Communication tool for others so that the idea can be discussed and revised. Many ways to lay out an ad; different ways create different feelings about the product.
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Layout (Handout)
The General Steps in a Layout Are:
Thumbnail Sketches
Preliminary Sketches

Rough Layouts
Ads Done to Size Without Attention to Looks

Semicomps
Layout Drawn to Size, Used for Presentations

Comprehensives
Art is Finished, Designed to Impress Audience

Mechanical
L
Largely Computer Based and Generated to Guide Color Separations 13 - 61

How to Write Radio Copy

Must be simple enough for consumers to grasp, but intriguing enough to prevent them from switching the station Ability of the listener to remember facts is difficult Theater of the mind
The story is visualized in the listeners imagination

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How to Write Radio Copy

Voice Music Sound effects See radio script in handout packet

Radio Guidelines Keep it personal Speak to listeners interests Wake up the inattentive Make it memorable Include call to action Create image transfer
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How to Write Television Copy

Moving action makes television so much more engaging than print The challenge is to fuse the images with the words to present a creative concept and a story Storytelling is one way copywriters can present action in a television commercial more powerfully than in other media
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Tools of Television Copywriting

Video Audio Voice-over Off camera Other TV Tools The copywriter must describe all of these in the TV script

Talent Announcers Spokespersons Character types Celebrities

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Scripts and Storyboards

Script
The written version of the commercials plan Prepared by the copywriter See handouts

Storyboard
The visual plan or layout of the commercial Prepared by the art director See handouts
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Media Planning

Outline
Function of Media Planning Media Planning Objectives/Strategies Media Selection Media Planning Exercise Media Information Sources

Functions of Media Planning

Goal: Delivering ad to target audience Decisions:
Which audience? Where? When? How long?

Increasing complexity of media planning

Aperture in Media Planning

The ideal moment for exposure to ad
Consumer in info-seeking mode Consumer in purchase mode Interest and attention are high

Media Planning Objectives

Reaching the target Sales geography: Where to advertise Timing: when to advertising Duration: how long to advertise

Reaching the Target

Matching info on:
Target audience profile Mass media audiences

Categories of information:
Audience demographics Product user characteristics

Sales Geography: Where

Geographic sales differences
Differential dollar allocations

Timing: When
Season timing Holiday timing Days-of-the-week timing Hours-of-the-day timing

Duration: How Long

Size of the advertising budget Consumer-use cycles Competitors advertising
Share of voice

Timing/Duration Strategies
Pulsing Flighting/hiatus Carry-over effects

The Media Environment

Content context:
compatibility with product

Media clutter Share of voice

Staging the Media Plan

Starting point: Situation Analysis Media objectives
What are the media goals?

Strategy: Media selection

Finding the most appropriate media

Flow Chart
Scheduling Month-by-month budget allocation

Information Sources for Media Planning

Marketing sources Media sources

Marketing Sources
Important factors:
Area sales patterns Month-by-month sales patterns Distribution patterns Competitors advertising patterns

Media Sources
Media selection based on:
Audience research Media costs

Important factors:
Media popularity/usage Media audience profiles Media cost forecasting Media characteristics

Strategic Use of Advertising Media

Purpose
Coverage Targeting Support

Audience/Product Involvement
High vs. Low Involvement

Type of Appeal
Rational (Cognitive) Emotional (Affective)

FIGURE

8.5

Developing Logical Combinations of Media

Media Selection Factors

Organizational Objectives Target market(s) Costs Message Theme Constraints Product/Service considerations

Media Selection Factors

Advertising Objectives Reach Frequency/OTS Gross Rating Points = Reach X OTS Cost per Thousand (CPM) = Cost/Total audience X 1000 Cost per rating point (CPRP) = Cost of media/rating
Gross impressions audiences total exposure to a communication Continuity exposure schedule/pattern used in the campaign
Rating number of household turned to a program total number of households in a market

Ad Campaign Continuity
Continuous campaign Advantages: Serves as a constant reminder to the customer Covers the entire buying cycle Disadvantages: Higher costs Potential for overexposure

Flighting Campaign
Advantages: Cost efficiency of advertising, only used during purchase cycles Allows for more than one medium or vehicle on limited budgets Disadvantages: Lack of awareness, interest, retention or promotional message during non-scheduled times could lead to decay

Pulsating Campaign
Advantages: Same as the two previous methods Disadvantage: Not required for seasonal products, or other cyclical products

Selecting Media
Television Radio Transit Billboard Internet Magazines Newspapers Direct Mail Alternate media

Alternative Media
Leaflets, brochures, and carry-home menus Ads on carry-home bags Ads on clothing and caps Ads on movie trailers (theater and rentals) Yellow pages Ads sent by fax Video replay and signage at sporting events Ads on walls in airports, subways, etc. Guerrilla marketing Product placements

This ad for a portable e-mail device is aimed at busy travelers looking for convenience.

http://www.billboardinfo.com

Concept of Reach Frequency and GRP

Reach
Reach refers to the total number of households that will be exposed to the message through a particular media vehicle over a set period of time or It is the measure of the number of different audience members exposed to at least once to a media vehicle in a given period of time.

Reach is usually expressed as a percentage of total number of households in a prescribed area that have been exposed to the advertising message.
The purpose of reach is the optimal exposure.

Cont..
New brands or products need a very high level of reach since the objective is to make all potential buyers aware of the new entry. High reach is also desired at later stages of the product cycle. The strategy of greater reach is desirable in following circumstances; When introducing the new use for the product in order to expand its market share. To improve the image of the company When a new product is introduced

DETERMINING EFFECTIVE REACH

Effective reach represents the percentage of a vehicles audience reached at each effective frequency increment. This concept is based on the assumption that one exposure to an advertisement may not be sufficient to convey the desired message.

Reach of television channels is often expressed in the form of "x minute weekly reach" - that is, the number (or percentage) of viewers who watched the channel for at least x minutes in a given week.

EFFECTIVE REACH
20

No exposure
Ineffective exposure Threshold of effectiveness Reinforcement of effectiveness

Percent Reach

15

10

5
Effective exposure

Excessive exposure Negative exposure

3 4

9 10 11 12 13 14 15 16 17 18 19 20

Number of Exposures

Effective Reach Graph

FREQUENCY

Frequency refers to the number of times the receiver is exposed to the media vehicle or Refers to the number of exposures to the same message that each household supposedly receives. Since frequency may differ for different set of households the average frequency is
Average frequency = total exposure for all households Reach

o Average frequency means that the average household is exposed to the message . times

 Frequency primarily means the repetition of the same message, and the objective of greater frequency is to promote interest and desire for the product on a continuous basis

Typical forgetting curve

Percent recall time

Typical Forgetting Curve

HIGH FREQUENCY IS REQUIRED,

1. 2.

3.

4.

5.

When the message is not easy to remember When the direct order from people is desired as a result of a given advertisement When competitor is using higher frequency to reach the same segment of the market . When product or brand differentiation is low from that of competitor When a reaction is desired within a limited time period

Factors important in determining frequency levels

Media factors Marketing factors Message and creativity factors 1. Media factors: Attentiveness: the higher the level of attention achieved by the media vehicle, the less frequency is required. Low attention getting media will require more repetitions. Number of media used: the fewer media are used, the lower the level of frequency required. Clutter: the more advertising that appears in the media used, the more frequency is needed to break through the clutter.

Cont..
Repeat exposure: media that allow more repeat exposure require less frequency.eg: monthly magazines Editorial environment: an ad that is consistent with the editorial environment needs lower levels of frequency Scheduling: continuous scheduling requires less frequency than does fighting or pulsing. 2) Marketing factors: Brand loyalty: inverse relation exists between loyalty and frequency. Usage cycle: products used daily will quickly needed to be replaced. Higher level of frequency is desired Brand history: is the brand new or established? New brands generally require higher frequency levels

Cont..
Target group: the ability of the target group to learn and retain messages has a direct effect on frequency. Brand share: inverse relation exists between brand share and frequency. Competitive share of voice: higher frequency levels are required when a lot of competitive noise exists and when goals is to meet or beat competitors. Purchase cycle: shorter purchasing cycles require higher frequency levels to maintain top of mental awareness

3) Message or creative factors Image versus product sell: creating an image requires higher levels of frequency than does a specific product sell.

Cont..
Message complexity: the simpler the message less is the frequency required Message uniqueness: the more unique is the message lesser is the frequency required Advertising units: Larger units of advertising require less frequency than smaller ones to get the message across.

Wear out: Higher frequency may lead to wear out. This effect must be tracked and used to evaluate frequency level.
New versus Continuing campaigns: New campaigns require higher level of frequency to register the message. Message variation: A single message requires less frequency. variety of message require more. A

Gross rating points (grp)

The media buyer typically uses a numerical indicator (GRP) to know how many potential audience members might be exposed to a series of commercials

GRP=(reach)(frequency)
GRP is the total audience that might be reached by a media schedule.

Advertising Appropriation
Is the total amount of money a marketer allocates for advertising during a specific period of time. Is the advertising budget for a specific period

Determining the Advertising Appropriation

Advertising appropriation budget for a specific time period
Geographic size of market Distribution of buyers Type of product Firms sales volume vs. competitors sales volume

Appropriation for business products vs. convenience items

Twenty Leading National Advertisers

Techniques in Determining Advertising Appropriation

Objective-and-task determining campaign objectives and the tasks needed to obtain objectives Percent-of-sales multiplying the firms past and expected sales by a standard percentage Competition-matching matching competitors advertising outlays Arbitrary budget specified by high-level executive in the firm

Evaluating Advertising Effectiveness

Pretest
- Evaluation of ads performed before a campaign begins

Consumer jury
- A panel of a products actual or potential buyers who pretest ads

Posttest
- Evaluation of advertising effectiveness after the campaign

Evaluating Advertising Effectiveness (contd)

Recognition test
- Respondents are shown the actual advertisement and asked whether they recognize it

Unaided recall test

- Respondents identify advertisements they have seen recently but are not shown any clues to help them remember

Aided recall test

- Similar to unaided recall tests but respondents are shown a list of products, brands, company names or trademarks to jog their memories

Event Management

To be covered
Event conceptualisation Venue identification Event planning Human resources Event implementation Revue and improvement
112

Event conceptualisation

Event development The need for the event Key stakeholders Target market Format Sustainability
113

Event concept task

Create an event concept. Identify reasons why you feel this would be successful.

114

Venue identification
Considerations when selecting a suitable site for your event (location, facilities, safety, community.)

115

Work task 2

Extend the previous work task to cover site selection. Identify a suitable site with reasons for its suitability and prepare a site map to show the layout.

116

Event branding
Marketing concepts and how they can be adapted for sporting events. The importance of brand fit for competitors, spectators and sponsors

117

Event branding task

Create the event brand and the thinking behind it. Develop an event logo and identify potential sponsors

118

Event planning
Management structure Scheduling and timetabling Budgeting Permissions Health and safety

119

Event planning task

Create a scheduling document in the form of a spreadsheet to be used as the key management tool when implementing your event.

120

Human resources
Team building (gathering competence) Ethos of volunteerism Volunteer selection and appointment Training Reward

121

Human resources task

Identify the source of your volunteers and create a reward system that would motivate your team.

122

Event implementation

Implementation of the event schedule with reference to quality control and observation of best practices.

123

Event implementation task

Attend a major event and complete a report on the standard of implementation.

124

The review process

The analysis of a completed event with identification of weaknesses in implementation.

125

Review task

Attend a major event, identify planning, branding and implementation weaknesses and provide recommendations for improvement

126

Summative assignment
Create and implement an event, following the processes covered in the facilitation. Produce a portfolio of evidence showing the successful planning and implementation of the event. (Evidence must be professionally presented and can comprise of documents, photographs, video clips.)
127

Demonstrations
Managing chaos The importance of good communication Dealing with diversity The danger of entitlement Creating a supportive work environment

128

Sales Promotion

What is Sales Promotion?

Various techniques to enhance brand value
Integrated activity: Ad/PR/Marketing

Increasing brand value for: Consumers

Consumer sales promotion

Retailers
Trade-market sales promotion

Forms of Consumer Sales Promotion

Coupons Price-off deals Premiums Contests/sweepstakes Samples/trial offers Product placement Refunds Rebates Frequency programs

Forms of Trade-market Sales Promotion

Point-of-purchase displays Incentives Allowances Trade shows Cooperative advertising

Growth of Sales Promotion

Importance rising steadily since 1980
Growth of Consumer and Trade Promotion Fuels trend toward integrated strat comm

Reasons for Growth of Sales Promotion

Demand for greater accountability
Companies demand tangible results

Short-term orientation of corporations

Used to stimulate quarterly gains

Proliferation of products on the market

Differentiating the product

Increased power of retailers

Trade-market efforts target Wal-Marts

Media clutter
Breaking through crowded media environment

Goals of Sales Promotion

Motivating trial use Encouraging an increase in consumption Inducing repeat purchases

Coupons
Advantages:
Some consumer respond to price incentives Coupon users are likely brand switchers Manufacturer controls timing of drop Repeatcoupon chain build brand loyalty Induce users to try upscale model

Disadvantages:
Current users use coupons, reducing profits High cost of administering coupon program Fraudulent use of coupons
False redemption by consumers and retailers

Price-off & Premiums

10-25% price reduction incentive
Comes out of manufacturers pocket Regular users often stock up on product

Products offered free as premium

Products inserted inside other products
Free Printer with laptop purchase

Products exchanged for proof of purchase Might be an additional amount of same product

Contests and Sweepstakes

Contest: consumers compete based on skill Sweepstakes: winner selected by chance
Scratch-off cards, McDs Monopoly game

Problems:
High cost of administration/prizes Regulations and restrictions Consumer focus on the game over the product

Sampling and Trial Offers

Useful for new products Existing products with weak market shares in specific geographic areas Types of Sampling:
In-store sampling Door-to-door newspaper insertion Mail sampling targeted zip codes On-package sampling shampoo to conditioner Mobile sampling Weinermobile Trial offers free for a limited time

Product Placement
Products inserted into movies and TV
Started with Reeses Pieces in ET

Firms specialize in product placements

Reality TV, Sitcoms, Film, Sports

Frequency Programs
Frequent flyer programs Loyal customer rewards
To induce brand loyalty To increase sales volume

Similar to rebates
Money returned after purchase Can induce multiple purchases

Objectives for Consumer Sales Promotion

Stimulating trial purchase
E.g., Free trial product / Coupons

Stimulating repeat purchases

E.g., Frequent flyer / Hotel rewards programs

Stimulating larger purchases

E.g., Two-for-one price reduction

Introducing a new brand

E.g., Trials inserted into newspapers

Combating competitors strategy

Discount response to competitors product launch

Trade-market Sales Promotion

Targeting retailers/distributors
Breaking into to new retail outlets Expanding retail presence

P.O.P. Displays and Incentives

Drawing attention to product on shelf
May also include:
coupons and sweepstakes forms Increases sales for retailers

Awards of travel certificates, gifts, cash bonuses for reaching sales targets
Motivating the sales force at P.O.P.

Allowances
Merchandise allowances
Free product Can reward retailer for featuring display Slotting fees: direct cash to stock item

Trade Shows
Related products from different manufacturers
Impressing retailers and consumers with the latest product developments
Tech - Consumer Electronics Show Automobiles - NAIAS - Detroit

Sales-training Programs
Manufacturer provides training
Helps retail sales force Complex products like computers

Demonstrational videos and brochures

Cooperative Advertising
Manufacturer splits the cost of advertising with the retailer
Manufacturer gets local discount rate Retailer gets support for ad budget

Objectives for Trade-market Sales Promotion

Obtaining initial distribution
Getting on the shelf

Increasing order size

Retailers prefer small orders with low inventory

Integrating with consumer sales promotion Increase store traffic

Helping retailers get people in the door

Risks of Sales Promotion

Creating a price orientation
Conditioning consumers to a lower price

Borrowing from future sales

Bought today at a lower price

Alienating customers
Changes to programs, Unavailable incentives

Time and expense

Taking dollars away from advertising

Emphasizing short-term payoffs, while sacrificing long-term campaign goals