Transcript Global Marketing Principles, Insights & Challenges
Global Marketing: Principles, Insights
&
Challenges
Insights
In Hong Kong, a German businessperson is driving a Lexus; he ’ s wearing Bruno Magli shoes, Irish cashmere socks, Calvin Klein underwear, an Armani suit, with a Gucci belt. He has a Mont Blanc pen, in his Italian shirt. He ’ s going to meet an American investor at a KFC restaurant, for a Coke. After lunch, they stop for a Baskins-Robbins (actually a foreign firm) ice cream sundae. --- OK, that ’ s a stretch. When he gets home, sitting on an ottoman, he has an Absolut vodka nightcap, while listening to American country western music.
Challenges
Huge Foreign indebtedness
Unstable governments
Foreign-exchange problems
Foreign entry and government bureaucracy
Tariffs and other trade barriers
Corruption E-commerce---doesn ’ t offer complete solutions
Technological pirating
High cost of product and communication adaptations
Global Marketing
Marketing has become more complex.
Increases in new products, product extensions, high cost of distribution and shelf space.
Expansion of retailer control and power, changing media habits, overload of information, and array of communication choices.
Ultimate goal of programs
Timing goals
Global Integration Forces
Driving Forces
Technology
Culture
Market Needs
Costs
Free Markets
Economic Integration
Peace
Strategic Intent
Management Vision, Strategy and Action
Global Integration Forces
Restraining Forces
Culture
Market Differences
Costs
National Controls
Nationalism
Peace vs. War/ Stability
Management Myopia
Organization History
Domestic Focus
Challenges
Markets can present higher profit opportunities than present markets.
Markets can offer size but not profits.
Company needs a larger customer base for economies of scale.
Present customers are needing service and products as they go international.
Major Decisions
Deciding to go abroad
Deciding which markets
Deciding how to enter markets
Deciding on marketing programs
Deciding on marketing organization
Global Marketing
Denotes the use of advertising and marketing on a global basis.
Marketing is at the threshold of a new and exciting era: e-business, e-commerce and e-marketing
Business has two basic functions: marketing and innovation (Drucker)
New era of competition, demanding customers
More stakeholders (customers, employees, media).
Global Marketing
Companies need new set of guidelines, values and insight
Marketing is a Strategic Business Concept
Marketing is too important to be left to the Marketing Department. (David Packard)
Formulated, integrated, long-term
Hold to the responsibilities of customers, employees, investors
Global Marketing
Advantages, especially if the companies emphasize selection, availability, quality, reliability and lower prices.
Economies of scale.
Lower marketing and advertising costs in planning and control. Lower advertising production costs.
Exploiting your best ideas on a worldwide basis.
Global Marketing
Deciding How to Enter a Market
Indirect Export-Thru export and thru others.
Direct Export-Handle own exports.
Licensing-License a foreign company to use trademark, manufacturing process, trade secret, or other item for a fee or royalty.
Joint Ventures- Join with local investors
Direct Investment- Direct ownership.
Global Marketing
Joint Ventures-- Join with local investors to create venture. Coca Cola and Nestle joined forces in “ ready to drink ” coffee and tea.
P&G with rival, Fater, in Italy and Great Britain.
Whirlpool formed venture with Dutch electronic group Philip ’ s on white goods business to leapfrog into European market.
Global Marketing
Direct Investment--Ultimate form is direct ownership of foreign-based assembly or manufacturing facilities.
Can buy part or full interest in a local company.
Global Marketing
Principle of Research
Understand the consumer-behavior perspectives.
Be sure you are asking right questions.
Use appropriate research techniques and controls.
Present clear, comprehensive and “ actionable ” results.
We study people using geographics, demographics, psychographics, lifestyles, and behaviors.
Global Marketing
Bodily adornment, cooking, courtship, food taboos, gift giving, language, marriage, status, sex, and superstitions, in all societies, although each society attaches different values and traditions.
The world, countries, regions, and subcultures.
Different groups of people share subcultures---values, customs, and traditions.
Geomarketing uses these differences in foods, terminology, subculture identities.
Global Marketing
Example: Global youth are notorious for challenging norms and defying labels. A study of 27K teenagers in 44 countries. Insights and motivations.
Six different segments.
But remember that even in a specific country the teenagers are not homogeneous.
Six segments in a Teen World values research study.
Global Marketing
Thrills and Chills. Driving principles---fun, excitement, irreverence and friends. Expect everything in life. Make it a goal to get as much and as many good times. Popular kids in schools. Brand loyal. Mostly in Germany, England, Greece, South Africa, Netherlands, US, Belgium and Canada. 18%
Resigned: Fun, Friends and Low expectations. Little discretionary income. Cynical. Denmark, Sweden, Korea, Norway, Germany, Belgium, Argentina, Canada and Turkey 14%
Global Marketing
World Savers. Defining principles: Fun, Humanism, and friends. Models of what gives hope to next generation. Good kids, who care. Technologically advanced. Motivated by new and exciting. Attracted by honest and sincere messages. Sophisticated, sense of humor. Hungary, Philippines, Venezuela, Brazil, Spain, Argentina, Russia, France, Poland. 12%
Quiet Achievers. Success, quiet, anti-indi vidualism, social optimism. Have deter mination and restraint. Study hard. Do well in school. Limit outside activities. Thailand, China, Hong Kong, Korea, Russia, Peru. 15%
Global Marketing
Bootstrappers. Defining principles: Achievement, Individualism, optimism, determination, power. Try hard to please parents. Determined to succeed. Positive values. One in four in US; 14% overall. Nigeria, Mexico, US, India, Chile, Puerto Rico, Peru and Venezuela.
Upholders. Family, tradition, respect for individuals. Dreamy. Quiet. Good teens. Follow their parents. Don ’ t like risks. Use proven products. Vietnam, Indonesia, Taiwan, China, Italy, Peru, India, 16%
Global Marketing
Principle of Integrated Marketing:
Marketing is everyone ’ s business.
“ Marketing Community ” Examples:
Coca-Cola, Merrill Lynch, Xerox, American Express, British Airways, Gillette.
Global Marketing
When all of the departments work together to serve the customer ’ s interests.
Works on two different levels: All of the various marketing functions work together: sales force, sales promotion, advertising, PR, Product development, Marketing research
Plus all of the departments work together. They must “ Think Customer.
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Global Marketing
Global Standardization or Adaptation
Toyota built the Corolla on a world platform. Ford with its Focus. McDonald ’ s uses chili sauce (salsa) on its hamburgers in Mexico. Coca-Cola is can be sweeter, or less carbonated.
Adaptation elements: Product features, brand name, labeling, packaging, colors, materials, prices, sales promotion, advertising themes, media, execution.
Marketing programs do work best when they are tailored to each target group.
Global Marketing
An endless process or principle:
Customer attraction
Customer satisfaction
Customer retention.
CEO is also the Chief Marketing Officer.
Global Marketing
Principle of Competition: Value War
Create long-tern customer value.
Continuously and consistently crated customer value.
Look at total customer benefits vs. customer expenses
Ultimate goal of project
Relationship to other projects
High-level timing goals
Global Marketing
Principle of Customer Satisfaction and Retention
Look at overall satisfaction and customer loyalty
Easier to retain a customer than to gain or win a new one.
Consistently improve customer value to win the marketing war.
Global Marketing
Principle of Integration:
Learn about the needs and wants.
There are no “ average ” customers.
Concentrate on the individual differences while looking at segmentation, targeting and positioning.
Global Marketing
More on Integration:
Plan for and review differences in culture, markets, economic development, consumer differing needs, usage patterns, media availability and legal restrictions.
Global Marketing
Principle of Anticipation and Being Proactive. Not Reactive.
Are you ready for change? Being adaptive to the marketplace.
Macroenvironment Changes. The high income growth country has shifted from Japan to US. Low to medium has been concentrated in Southeast Asia and southern Asia with China as a unique, high-growth, large country in the region and the world. Also look at Singapore, Taiwan and South Korea.
Global Marketing
Principle of the Growth of Internet and Information Technology.
Principles of:
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Marketing Planning
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Marketing Mix 7P ’ s
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Controls.
Global Marketing
The old trade model is just old.
It stated that as a product matures, production would shift to low-wage countries.
Today, must look at transportation costs, availability of skilled labor, market responsiveness, market access and innovation in product design and manufacturing. Especially of products with less than 15% of labor in total cost.
Global Marketing
Principle of Branding:
The umbrella. Determines price and value. Be more than a commodity.
A brand is a name, term, sign, symbol, or design or a combination of them to identify the goods and services of a seller and to differentiate them from the competitors.
Identifies seller or maker. We see a huge increase in the global brands for autos, food, clothing, electronics and more.
Increasing number of cross-border marketing alliances.
Global Marketing
Principle of Service:
Service before, during and after sale.
Create long-term value and connect with customer.
Both products and services. It ’ s creating more value.
Global Marketing
Principle of Process:
Commands the company to be the captain of its supply-chain. It should manage from raw materials to finish goods. Enhance value-creating activities.
Look at Strategic Alliances/Partners . Can be suppliers, customers and even parts of competitors. Benchmarking, reengineering, outsourcing, mergers, and acquisitions are examples.
Brand, service and process are three value-creating principles and drivers to win customers and deliver market share.
Global Marketing
Principles of STP:
Segmentation, Targeting and Positioning
Process of segmenting. Look at demographics, geographics, psychographics and behavior variables.
Look for market opportunities.
Global Marketing
Principle of Differentiation:
Don ’ t be different just to be different.
Design and plan for meaningful differences versus the competitors.
Design truly different and unique products for customers.
Global Marketing
Principle of Marketing Mix:
Integrate 4P ’ s and 7P ’ s.
Offer, Logistics and Competition.
The whole marketing concept.
Global Marketing
Principle of Selling:
Integrate Company, Customers and Relationships/Partnerships.
Create long-term relationships with customers.
More than personal selling.
Features and benefits of the product.
AIDA: Awareness-Interest-Desire-Action.
Manage communication.
Global Marketing
Principle of Balance:
After focusing on the elements of marketing---segmentation, targeting, positioning (STP), differentiation, marketing mix, selling, branding, service and process, you need to balance the strategies, tactics and implementation.
Share of Heart and Mind. Share of Voice.
Dynamic environment. Timing.
High-level timing goals
Global Marketing
Principle of Positioning:
The act of designing the product or service (company ’ s offering and image) to occupy a distinctive place in the target market ’ s mind.
Ultimate goal of product. Differentiation
Relationship to other products.
Global Marketing
Principle of Future:
Manage today ’ s products by managing a profit and by servicing customers of today and tomorrow.
Develop tomorrow ’ s products.
Look at Marketing Myopia.
Global Marketing
Principle of Global Experience
Counts for companies
Counts in the job market for employees.
Marketing Audits.
Marketing is not a destination, or a goal. It ’ s a process. A moving target.
Wrap-up on Global Marketing Principles
Companies cannot stay domestic and expect to maintain their markets.
Companies need to define their global policies and objectives.
Companies need to decide on how much to adapt marketing mix.
Wrap-up on Global Marketing Principles
Market entry and market control costs can be high.
Product and communication adaptation costs can be high.
Dominant foreign firms can establish high barriers of entry.
Which types of markets and countries?
Global Marketing
Ultimate goal of project
Relationship to other projects
High-level timing goals
Attractiveness influenced by the product, geography, income, population, political climate and more factors.
Review Forces: ---Driving and Restraining