Small Business Management Notes
Marketing Management
B.Com Notes
Marketing – Meaning, Nature and Functions
Marketing is an ancient art & is
everywhere. Formally or informally, people & organizations engage in a vast
numbers of activities that could be called marketing. Good marketing has become
an increasingly vital ingredient for business success. It is embedded in
everything we do- from the clothes we wear, to the web sites we click on, to
the ads we see. Marketing deals with identifying & meeting human &
social needs or it can be defined as “meeting needs profitably”.
The American Marketing Association has defined
marketing as “an organizational function & a set of processes for creating,
communicating & delivering value to the customers & for managing
customer’s relations in ways that benefit the organization & the stake
holders.”
Peter Drucker says it this way that,” the aim
of marketing is to know & understand the customer so well that the product
or service fits him & sells itself. All that should be needed is to make
the product or the service available.”
Nature of marketing
Buyer and seller affect the demand for
products in aggregate areas, market includes both the place and region which
buyers and sellers are in a free inter course with another.
1) Marketing is a customer focus: Market
intense to satisfy and delight the customer, the activities of marketing must
be directed and focused at the customer marketers can remain in customers mind.
As they are provided value for what they spend.
2) Marketing must deliver value: Marketer
has to track customer needs and deliver the product as per their requirement.
The co operate storage must be aimed at delivering greater customer value than
competitors.
3) Marketing is business: When a
customer is the focus of all activities the marketer has not to search customer
to see response to his product. Customer group is decided from whom the product
is prepared and presented.
4) Marketing is surrounded by customer need: Marketing
starts with identification of customer needs and requirements’. These are
termed into probable features that might satisfy the basic needs
5) Marketing is a part of total environment: Total
environment mainly defined as the combination of all resources and institutions
which are directly related to the production, distribution of goods, services,
ideas, places and persons for satisfaction of human needs.
6) Marketing systems effect companies
strategies: Marketing has its own sub-systems which interact with each other
to turn complete marketing system that is responsible to company’s marketing
strategy.
7) Marketing has a discipline: The sub
of marketing has emerged out of business which has derived its existence from
economic. These are different disciplines of marketing such as consumer
behavior, legal aspects marketing research, advertising media, pricing,
promotion method etc.
8) Marketing creates mutual beneficial
relationship: As the customer is the focus of all marketing
activities. The strategies of marketing have been shifting to different ways.
Marketing is there for everything that results in mutual benefit of the
customer.
9) Universal function: Marketing
has a universal function in the sense that it can be applied to both profit
motive and non-profit motive organization.
Functions of Marketing
a) Marketing
research : Gathering and analysing marketing information i.e. what the
customers want to buy, when they are likely to buy in what quantities do they
buy, from where do they buy etc.
b) Marketing
planning: Specific plan for increasing the level of production, promotion of
the products etc and specify the action programmes to achieve these objectives.
c) Product
designing and development; Marketer must take decision like, what-product?
Which model / size? Brand name? Packaged? Quality level? So that customer needs
are satisfied.
d) Buying
& assembling: e.g. car. Raw material like steel, tyres, batteries, seats,
stearing wheels etc are bought & then assembled in the form of a complete
product.
e) Packing /
labeling: designing the package & labeling.
f) Branding:
Creating a distinct identity of the product from that of competitors e.g.
Videocon washing machine.
Marketing Problems faced by Small Scale Industries
Small scale units are exposed to numerous
problems. Major problems faced by these units are concerning raw-material, labour,
financial and marketing. Problem of marketing is more complicated in case of
small scale industries. These units are in no position to face the competition
from large players and at the same time are not in a position to assess the
prevailing market scenario or changes which are taking place with respect to tastes,
liking, disliking, competition, technology etc. moreover these units do not
possess the requisite expertise to adjust their operations according to the
changed situation. Some of the important marketing problems faced by the small
scale units are given below:
1) Problem of standardization: Small scale
units face problems with respect to fixing the standards and sticking. This
results in the poor quality of their products and it adversely effects their
image or goodwill in the market.
2) Competition from large scale units: Small
scale units are ill equipped to face competition from large scale units with
respect to quantity, quality and cost. In the modern competitive world there is
survival of the fittest, even the existence of small scale units is endangered.
3) High cost of
advertisement: A final problem facing small-scale marketing efforts is the cost
of advertising. Running a full-page Sunday newspaper ad or Super Bowl TV
commercial is no financial hardship for certain large businesses. However, such
costs are obviously prohibitive for small-scale businesses. Thus, many will
circumvent this dilemma through forming co-ops to split advertising costs or
using local advertising and word-of-mouth.
4) Poor bargaining power: Small scale units
because of their limited resources and lower scale of operations are in a week
position while negotiating with the suppliers of raw-material, finances (or)
marketing agencies. They are always at the receiving end and as such are not in
a position to safeguard their interests.
5) Poor sale promotion: Small scale units have
limited financial resources and hence cannot afford to spend more on sale
promotion. These units are not having any standard brand name under which they
can sell their products. Various channel members too exploit them because of
the lack of goodwill of their products in the market.
6) Transportation
cost:
Another marketing problem facing the small-scale business is transportation. A
large-scale business can buy an item in bulk, which saves money. A small-scale
business may not have the money or demand to order such quantity, which raises
item cost. This creates a marketing issue: How can a small company sell the
same item as its competition at a higher price and remain competitive? That is
why many small-scale industries focus upon selling a higher-quality item than its
mass-marketed competition.
Traditional and Modern Concept of Marketing
Traditional concept of marketing
According to this concept, marketing consists
of those activities which are concerned with the transfer of ownership of goods
from producers to consumers. Thus, marketing means selling of goods and
services. In other words, it is the process by which goods are made available
to ultimate consumers from their place of origin. The traditional concept of
marketing corresponds to the general notion of marketing, which means selling
goods and services after they have been produced. The emphasis of marketing is on
sale of goods and services. Consumer satisfaction is not given adequate
emphasis. Viewed in this way, marketing is regarded as production/sales
oriented.
Modern concept of marketing
According to the modern concept, marketing is
concerned with creation of customers. Creation of customers means
identification of consumer needs and organising business to satisfy these
needs. Marketing in the modern sense involves decisions regarding the following
matters
1. Products to be produced
2. Prices to be charged from customers
3. Promotional techniques to be adopted to
contact and influence existing and potential customers.
4. Selection of middlemen to be used to
distribute goods & services.
Modern concept of marketing requires all the
above decisions to be taken after due consideration of consumer needs and their
satisfaction. The business objective of earning profit is sought to be achieved
through provision of consumer satisfaction. This concept of marketing is
regarded as consumer oriented as the emphasis of business is laid on consumer
needs and their satisfaction.
Five
Fundamental concept of Marketing are:
1) Exchange
concept
2) Production
concept
3) Product
concept
4) Sales
concept
5) Marketing
concept
1) Exchange Concept: The
Exchange concept holds that the exchange of a product between seller &
buyer is the central idea of marketing Exchange is an important part of
marketing, but marketing is a much wider concept.
2) Production Concept: The
production concept is one of the oldest concepts in business. It holds that
consumers will prefer products that are widely available & expensive.
Manager of production oriented business concentrate on achieving high
production efficiency low cost & mass distribution.
3) Product Concept: This
concept holds that consumers will prefer those products that are high in
quality, performance or innovative features. Managers in these organization
focus on making superior products & improving them. Sometimes, this concept
leads to marketing myopia, Marketing myopia is a short sightedness about
business. Excessive attention to production or the product or selling aspects
at the cost of customer & his actual needs creates this myopia.
4) Selling Concepts : This
concept focuses on aggressively promoting & pushing its products, it cannot
expect its products to get picked up automatically by the customer. The purpose
is basically to sell more stuff to more people, in order to make more profits.
5) Marketing Concept: The
marketing concept emerged in the mid 1950’s. The business generally shifted
from a product – centered, make & sell philosophy, to a customer centered,
sense & respond philosophy. The job is not to find the right customers for
your product, but to find right products for your customers. The marketing
concept holds that the key to achieving organizational goals consist of the
company being more effective than competitors in creating, delivering &
communicating superior customers value. This concept puts the customers at both
the beginning & the end of the business cycle. Every department & every
worker should think customer & act customer.
Marketing Segmentation
A
market consists of large number of individual customers who differ in terms of
their needs, preferences and buying capacity. Therefore, it becomes necessary
to divide the total market into different segments or homogeneous customer
groups. Such division is called market segmentation. They may have uniformity
in employment patterns, educational qualifications, economic status,
preferences, etc. Market segmentation enables the entrepreneur to match his
marketing efforts to the requirements of the target market. Instead of wasting
his efforts in trying to sell to all types of customers, a small scale unit can
focus its efforts on the segment most appropriate to its market. It is defined
as “The strategy of dividing the market in order to consume them”.
According
to Philip Kotler, “It is the subdividing of market into homogenous subsets of
consumers where any subset may be selected as a market target to be reached
with distinct Marketing Mix”
According
to Philip Kotler,
market segmentation means "the act of dividing a market into distinct groups of buyers who
might require separate products and/or marketing mixes."
According
to William J. Stanton,
"Market
segmentation in the process of dividing the total heterogeneous market for a
good or service into several segments. Each of which tends to be homogeneous in
all significant aspects."
Basis
of Segmentation:
Market
segmentation dividing the Hetrogenous market into homogenous sub-units.
Heterogeneous means mass marketing, which refers people as a people. Homogeneous
means dividing the market into different sub units according to the tastes and
preferences of consumers. The following factors are considered before
dividing the market:
1.
Geographical Factors: On the
basis of geographical factors, market may be classified as state-wise,
region-wise & nation-wise. Many companies operate only in a particular area
because people behave differently in different areas due to various reasons
such as climate, culture, etc.
2.
Demographic Factors: This is
the most widely used basis for market segmentation. Market is classified on the
basis of population, using ages, income, sex, etc as indicators.
a.
Age: It is
known fact that people of different ages like different products, need
different things, & behave differently. Almost all companies use this
factor to reach the target market. On the basis of age, market in our country
is divided into children’s market, teenager’s market, adult’s market, & the
market for old people. Companies use the census data to prepare marketing
strategies on the basis of age.
b.
Sex: There is
a variation of consumption behavior between males & females. This factor is
used as a basis for segmentation for products like watches, clothes, cosmetics,
leather goods, magazines, motor vehicle, etc.
c.
Family
Life Cycle: This is another important factor, which influences the consumer’s
behavior. E.g.: Before making purchases, a bachelor may consult his friends, a
boy may ask his parents & a married man asks his wife. The study of family
life cycle helps a company to prepare an effective promotional strategy.
3.
Psychological factors: In psychographic
segmentation, elements like personality traits, attitude lifestyle & value
system form the base. The strict norms that consumers follow with respect to
good habits or dress codes are representative examples. E.g.: Mr. Donald’s
changed their menu in India to adopt to consumer preference. The market for
Wrist Watches provides example of segmentation. Titan watches have a wide range
of sub brands such as Raga, fast track, edge etc. or instant noodle markers,
fast to cook food brands such as Maggi, Top Ramen or Femina, women’s magazine
is targeted for modern women.
4.
Economic Factors: On the basis of economic factors,
markets have been classified in the westerns countries as follows:
a. Upper Class b. Upper-upper class c. Lower-upper class
d. Middle class e. Upper-middle class f. Lower-middle class
g. Lower class h. Upper-lower class i. Lower-lower class
In our country, it is classified as
upper class (rich), middle class, & the lower class. Another classification
based on income in our country is as follows:
a. Very Rich b. The Rich class c. The Aspiration
Class &
d. The Destitute.
5.
Behavior Factors: This is
one of the most important bases used for market segmentation. Market is
classified on the basis of attitude of consumers and special occasions.
a.
Occasions:
Sellers
can easily find out certain occasions when people buy a particular product.
E.g.: Demand for clothes, greeting cards, etc increases during the festival
season. Demand for transportation, hotels etc increases during the holiday
seasons.
b.
Benefits: Each
consumer expects to fulfill certain desire or to derive some benefits from the
product he purchases. E.g.: A person may purchase clothes to save money &
another to impress others. Based upon this, markets may be classified as
markets for cheap price products & market for quality products etc.
c.
Attitude: On the
basis of attitude of consumers, markets may be classified as enthusiastic
market, indifferent market, positive market, & negative market.
Advantages / Importance / Significance of Market Segmentation:
The
purpose of segmentation is to determine the differences among the purchases
which may affect the choice of the market area & marketing strategies.
Following are some of the benefits of marketing segmentation.
1) Facilitates
consumer-oriented marketing: Market segmentation facilitates
formation of marketing-mix which is more specific and useful for achieving
marketing objectives. Segment-wise approach is better and effective as compared
to integrated approach for the whole market.
2) Facilitates
introduction of suitable marketing mix: Market segmentation enables a
producer to understand the needs of consumers, their behavior and expectations
as information is collected segment-wise in an accurate manner. Such
information is purposefully usable. Decisions regarding Four Ps based on such
information are always effective and beneficial to consumers and the producers.
3) Facilitates
introduction of effective product strategy: Due to
market segmentation, product development is compatible with consumer needs as
there is effective crystallization of the specific needs of the buyers in the
target market. Market segmentation facilitates the matching of products with
consumer needs. This gives satisfaction to consumers and higher sales and
profit to the marketing firm.
4) Facilitates
the selection of promising markets: Market segmentation facilitates the
identification of those sub-markets which can be served best with limited
resources by the firm. A firm can concentrate efforts on most productive/
profitable segments of the total market due to segmentation technique. Thus
market segmentation facilitates the selection of the most suitable market.
5) Facilitates
exploitation of better marketing opportunities: Market
segmentation helps to identify promising market opportunities. It helps the
marketing man to distinguish one customer group from another within a given
market. This enables him to decide his target market. It also enables the marketer
to utilize the available marketing resources effectively as the exact target
group is identified at the initial stage only.
6) Facilitates
selection of proper marketing programme: Market segmentation helps the
marketing man to develop his marketing mix programme on a reliable base as
adequate information about the needs of consumers in the target market is
available. The buyers are introduced to marketing programme which is as per
their needs and expectations.
7) Provides
proper direction to marketing efforts: Market segmentation is rightly
described as the strategy of "dividing the markets in order to conquer
them". Due to segmentation, a firm can avoid the markets which are
unprofitable and irrelevant for its marketing purpose and concentrate on certain
promising segments only. Thus due to market segmentation, marketing efforts are
given one clear direction for achieving marketing objectives.
8) Facilitates
effective advertising: Advertising media can be more effectively
used because only the media that reach the segments can be employed. It makes
advertising result oriented.
9) Provides
special benefits to small firms: Market segmentation offers special
benefits to small firms. The resources available with them are limited as they
are comparatively new in the market. Such firms can select only suitable market
segment and concentrate all efforts within that segment only for better
marketing performance. Such firms can compete even with large firms by offering
personal services to customers within the segment selected.
10) Facilitates
optimum use of resources: Market segmentation facilitates efficient use
of available resources. It enables a marketing firm to use its marketing
resources in the most efficient manner in the selected target market. The
marketing firm selects the most promising market segment and concentrates all
attention on that segment only. This offers best results to the firm in terms
of sale, profit and consumer support as compared to the results available from
spending such resources on the total market.
In conclusion, it can be said that market
segmentation offers benefits not only to marketing firms but also to customers.
The marketing job will be conducted efficiently and the available resources
will be utilised in a better mariner. These advantages also suggest the
importance of market segmentation and make a case in its favour.
MARKET ASSESSMENT
Market Assessment is the evolution of market for a product or
service including the analysis of the market trends, assessing the competitions
and conducting market studies. It is a type of market research which is
conducted before investing a great amount of time and money into a business. It
is also a way to determine a clear understanding of the market environment in
which the firm hopes to operate.
Market Assessment covers a scan of the competitive landscape,
the value chain and the structure of the industry, the trends of a particular
sector or sub-sector, the size of the addressable market and the underlying
behaviours and needs of potential or existing customers.
Uses of Market Assessment
There are many uses for which market assessments are made.
However, the primary reasons for undertaking such research are as follows:
1. To
determine if a market or the product is worth the time and effort to pursue.
The assessment can provide insights that may change the entrepreneur’s business
direction and product plan perhaps abandoning either together.
2. To
help in collecting information that will be used for business planning and in
the preparation of materials for presentation to potential inventors.
3. To
support management’s decision making as to whether to invest money for market
expansion or additional product development.
Advantages of Market
Assessment
Market Assessment is considered beneficial to a firm due to
the following advantages:
1)
Helps
to validate opportunity: Market Assessment helps to validate the
opportunity for a teaching or service by determining the market which the firm
is operating in, its size and potential customers.
2)
Provides
Project Direction: Market Assessment gives an effective direction to the
entrepreneur about the project he is planning to take up. For example, the
entrepreneur is planning to develop X, but the market/customer wants X + 1 or X
– 1. Through conducting Market Research and engaging with the market, important
information can be gained regarding market needs.
3)
Helps
to attracts funding: Market Assessment significantly helps a firm to
attract funds from various sources. By demonstrating the potential impact or
value of the firm’s technology in a given market, the firm is more likely to
attract funding from various public and private sources, including grants from
government.
4) Helps towards Business Planning: The
output received on the basis of market assessment significantly helps a firm in
effective development of its business plans. Such plan covers all aspects of
the enterprise management to cope with the market needs.
5)
Market
Planning: Through market assessment the firm becomes aware of various
unknown facts about its targeted market. The firm examines and analyses its own
potentiality and develops its plan of action to face the ground realities of
the market.
Thus, Market Assessment very significantly helps management
of a firm in numerous ways. Being an intelligence service, Market Assessment is
of immense value to a firm from various angles.
Marketing Mix
Marketing mix prefers to one of the major
concept in modern marketing according Philip kotler “marketing mix is a set of
controllable marketing variables that the firm blends to produce the response
it wants in the target market”. It is the combination of four controllable
variables which constitutes the company’s marketing system .the four
controllable variables are:
1) The
product
2) The price
structure
3) The promotional
activities
4) The
distribution system
These elements are inter related and
inter dependent since decisions in one area usually actions in other area.
Features of marketing mix:
1) Combination of four controllable variables: Marketing mix is the combination of
four variables inputs namely product, price,
promotion and place that constitute the core of organizations marketing system
2) Inter relation of variables: The four P’s of marketing mix are
interrelated and independent as the decision
of one area automatically depends upon the other.
3) Managerial activity: Marketing mix is a managerial activity i.e. it is the
responsibility of the marketing
manager to combine. The four ingredients in the right proportion as to achieve optimum results.
4) Dynamic concept: Marketing mix is a dynamic
concept as the need of constant as per the
changes taking place in the marketing environment.
5) Consumer orientation: All marketing
activities are directed towards consumer satisfaction therefore marketing mix variables need to be flexible to adopt the
needs expectation, purchasing power
and buying behavior of the consumer.
6) Target oriented: It is one of the important components of marketing mix centers
around the consumer and his welfare.
7) Universal approach: Marketing is a universal concept. It is applicable to not only
business organizational but also to
non-business and non-profit organizations.
8) Creative activity: Determination of right
marketing mix is a creative process. The imagination,
intelligence and creativity to prepare a perfect blend of four variables to provide maximum satisfaction to the
consumers and returns to the organization.
Principle Ingredients of Marketing Mix (Four P’s) and their importance
Successful businessmen know the importance of marketing mix because they cannot design and
promote their products without marketing mix. It is a mixture of 4 P’s of
marketing mix such as product, place, price and promotion. 4 P’s Of Marketing Mix:
1. Product:
Product
is one of important part of marketing mix because it reflects the good or bad
reputation of any organization. The products represent your business
efficiently. Successful organizations always search out the buying habits
of their customers and designed their products based on those buying habits in
order to meet the customer’s requirements. They
also design their products based on important factors such as purchasing power
and geographical locations etc. They try to design products which are
affordable for customers. Companies always design their products
according to customer’s budget and affordability.
They do not compromise on their product
quality. Some companies maintain their quality and do not compromise on
price but there are some companies which produce products according to the
affordability of customers. Marketers communicate with their customers directly
and convince them to buy their products.
2.
Price: It is the worth of product on which customers
are agreed to buy the products. Price of the product should be according
to the range of regular customers. Prices are fluctuating according to
seasonal requirements. Marketers always try
to satisfy their clients at any cost. If employees of the company are
satisfied with their job and performance rewards, they can become an effective
asset of any organization.
3.
Place: Products always design based on geographical
place because customers buy products according to their traditions and seasons.
Companies which are going to spread their business networks throughout
the world must visit the place where they want to open their branches. They need to study the traditions and seasonal
changes of the country where they want to initialize their products.
4.
Promotion: Promotion activities involve marketing
and advertising. Promotional activities are used to create awareness
about the products. Customers know about products and their specification
through social marketing media. Companies
adopt social marketing media in order to create awareness about their products
and services. Promotional activities and techniques are important if
companies initialize new products or make some changes in product’s
specifications. Promotional activities
include advertising, selling, public relations and sales promotions.
Advertising is a paid form of promotion that grabs the attention of
customers through channels or TV. It also
involves relationships between customers and companies. Marketers should
design products that meet customers’ needs and demands.
Criticisms of the 4 P's Of Marketing Mix
So how can the
marketing mix and the traditional four P's of marketing are
criticised?
Ø It is completely internally focused on what
the business wants. If marketing is about meeting customer needs, then surely
the customer and their issues should come into the most popular framework for
marketing. Can't think of P's? What about Purchaser, Problem and Pain?
Ø There are winning marketing strategies and
losing marketing strategies. The four P's of the traditional marketing mix
don't make it clear what the objective of the marketing is. There is no mention
of Purpose or Profit. Without confirming the purpose, how can you know that you
have the appropriate mix of marketing?
Ø Some argue that the marketing mix is focused
on consumer marketing and that the Product, Price, Place, Promotion doesn't fit
so well for industrial products and services. I'm not sure I agree with that
one as each P can be adapted to industrial products and services.
Ø Others argue that the marketing mix creates
subdivisions along artificial lines. Product becomes the responsibility of the
product development people, pricing the responsibility of the pricing
department etc.
Ø The marketing mix is very much based on the
assumption that the business is pushing products out to customers. There is no
interaction or feedback. It might have been fine when the producers had the
marketing power but in a world of the Internet, social media and the free
access to information, buyers are much better informed.
Ø As a marketer, the thing I want to do most is
to build a relationship with the customer so that they buy and buy again
repeatedly. There is nothing in the marketing mix which encourages the repeat
purchases on the back end which is often where the real money is made.
Ø It is possible to break these criticisms of
the marketing mix into finer points and you only have to look at the collection
of P's that could be included in a revised marketing mix to see how much is
missed out.
Product – Meaning, Features and Classes
It means good or services or anything of value
which is offered to the market for exchange. A
product is a set of tangible and intangible attributes including packaging,
colour, price, quality and brand plus the services and reputation of the
seller. A product may be a tangible goods, service, place, person or idea.
Essential features
can be identified as given below:
(a) Tangibility: To be a product, it should have a
tangibility character such as it can be touched or seen.
(b) Intangible Attributes: The product may also be intangible
in the form of services.
(c) Associated Attributes: A product may have number of
features which differentiate it from competitor’s products. Associated
attributes usually cover the colour, package, brand name, installation
instruction etc
(d) Exchange Value: It must be capable of being exchanged
between seller and buyer at mutual agreed price.
(e) Consumer satisfaction: A product should have the capacity
to satisfy consumer’s real or psychological needs.
Classification
of Products
A. Products based on uses:
(i) Consumer Products: These are the products
or services that are meant for final consumers for their personal, family or
house hold use. These products are used by buyer for their consumption or
selling but not for further processing. For example pen, watch, books,
newspaper etc. Consumer products are further classified as Convenience goods,
Emergency goods, Impulse goods, Shopping Goods, Specialty Goods, and Unsought
Products.
(II) Industrial Products: Goods which are used
for commercial production or in carrying of some business activities are known
as industrial goods. It is for commercial use not for personal use.
B. Products based on durability:
(I) Perishable products: These are the
products which have very short life such as newspaper.
(II) Non-durable products: When the consumers
start consuming or using the products, the products last for few uses and get
depleted on consumption are non durable goods. For example, tooth paste, powder
etc.
(III) Durable products: These are products
which have a long life and consumers may use it for several years. For example
- T.V., watch, furniture, mobile hand-set etc.
C. Products based on Tangibility:
(I) Tangible products: It must be capable of
being touched, seen, verified its quality etc.
(II) Intangible products: A product may be
intangible also but capable of providing satisfaction through its service.
Branding and Labeling
Branding: Branding
can be designed as the process of using a name term, symbol or design to
identify a product. It is simply giving a name / a sign / a symbol etc to a
product. For example: Pepsi, Nike etc.
The
following features of goods brand name are given below:
a) The brand
name should be short, easy to pronounce, spell, recognize and remember.
b) The brand
name should be distinctive.
c) It should
be capable of being are registered and protected legally.
d) The brand
name should be sufficiently versatile to accommodate new products, which are
added to the product line.
Advantages of Branding:
a) Brand name
helps in advertising in an easier way.
b) Brand name
establishes permanent identity of the product.
c) Branded
products can be easily identified by consumers.
d) Brand name
promotes repurchasing.
Labeling: A label
identity is the product or brand. Labels are attached one to the product
package to help the identification and provide some identity to the customer.
Function of Labeling:
a) Describe
the product and specify its contents.
b) Grading of
Product
c) Identification
of the Product or Brand.
d) Help in
promotion of Product.
e) Providing
information required by law.
Packaging and Its Significance
Packaging
refers to the group of those activities which are related with the designing
and production of the containers in which the product are packet.
Functions
of Packaging
1.
Product Identification: Packaging help in identification of the product.
2.
Product Protection: The main function of the packing is to provide protection
to the product from dirt, insect and breakage.
3.
Convenience: It provides convenience in carriage, stocking and in consuming.
4.
Product Promotion: Packaging simplifies the work of sales promotion.
Importance
(Merits) of Packing:
a) Rising
standard of health and Sanitation: - As the people are becoming health
conscious they take to buy packed goods. The reason is that the chances of
adulteration in such goods are minimized.
b) Self
Service outlets: - Now a day’s self service retail shops are becoming very
popular particularly in big cities. Because of this the role of sales
assistants has gone to packaging.
c) Innovational
opportunity: - With the increasing use of packaging mote innovational
opportunity becomes available in this area for the researches.
d) Product
Differentiation: - Packaging is helpful in creating product differentiation.
The colour, material and size of package makes diff. in the perception of the
buyers about the quality of the product.
Price and Pricing
Price is defined as the
amount we pay for goods or a service or an idea. Price is the only element in
the marketing mix of a firm that generates revenue. All other elements
generates only cost. Price is a matter of importance to both seller & buyer
in the market place. Only when a buyer & a seller agree on price, we can
have exchange of goods and services leading to transfer of ownership.
The term ― Price need not be
confused with the term ― Pricing. Price is the value that is put to a product
or service and is the result of a complex set of calculations, research and
understanding and risk taking ability. A pricing strategy takes into account
segments, ability to pay, market conditions, competitor actions, trade margins
and input costs, amongst others. It is targeted at the defined customers and
against competitors.
Objectives of Pricing
A business firm will have a number of objectives in the area of
pricing. These objectives can be short term or long term or primary
objectives:-
(i) Profit maximization in the short term.
(ii) Profit optimization in the long term.
(iii) A minimum return on investment
(iv) A minimum return on sales turnover.
(v) Achieving a particular sales volume.
(vi) Achieving a particular market share.
(vii) Deeper penetration of the market.
(viii) Entering new markets.
(ix) Target project on the entire product line.
(x) Keeping competition out, or keeping it under check.
(xi) Keeping parity with competition.
(xii) Fast turnaround & early cash recovery.
(xiii) Stabilizing price & margins in the market.
(xiv) Providing the commodities at prices affordable by weaker
section.
(xv) Providing the commodities at prices that will stimulate
economic development.
Importance of Pricing:
Importance of pricing is spelled out by the following points.
1. Price
is the pivot for an economy: Price is the prime mover of the wheels of the
economy namely, production, consumption, distribution & exchange price
influences consumer purchase decision. It reflects purchasing power of
currency. It can determine the general living standards of people. In essence,
by and large every facet of our economy life is directly or indirectly governed
by pricing.
2. Price
Regulates Demand: Price increase or decrease the demand for the product de-
marketing strategy can be easily implemented to meet the rising demand for
goods & service.
3. Price
is the competitive weapon: The marketers have to
perform in a highly competitive environment. Price is a very important
instrument to fight competition. It is the competition that contributes maximum
to the importance of pricing. Pricing is a highly dynamic function. Because of
the immense competition and in meeting competition, pricing decisions acquire
their real importance.
4. Price
is the Determinants of profitability: Price determines the profitability of firm by
influencing the sales revenue. Low price is not always necessary to increase
profit. A right price can increase the sales volume and there by profit. The impact
of price rise of fall is reflected instantly in the rise or fall of the product
profitability.
5. Price
is a Decision Input: Pricing is highly risky decision area & mistakes in pricing
might reasonably affect the firm, its profits, growth and future.
6. Marketing Communication: Price plays an important role in marketing communication. High price
may indicate higher quality. Price communicates value to the consumer.
Customers are basically value-maximizes. They want to have the maximum value
from a given purchase. They form an expectation of value and act on it. A
buyer’s satisfaction is a function of the product’s perceived performance and
the buyer’s expectations. So, if the product meets the expectations of
consumers and their value definitions at the given price point, price is seen
as acceptable. Otherwise consumers tend to be dissatisfied. They may say that
the product is overpriced and they may reject the offer.
The above discussion
indicates that pricing is a critical element in any company’s marketing plan,
because it directly affects revenue and profit goals. Effective pricing
strategies must consider costs as well as customer perceptions and competitor
reactions, especially in highly competitive markets. Today, many firms are
trying to follow the low-price trend. At the same time, many marketers have
been successful in selling more expensive products and services by combining
unique product formulations with engaging marketing campaigns.
Factors Affecting Pricing
Factors affecting pricing may
be categorized into two categories- internal factors and external factors. In
each of these categories some may be economic factors and some may be
psychological factors. Some factors may be quantitative and some others may be
qualitative. Some of the important factors affecting pricing are given below:
A. Internal Factors:
As regards pricing, the firm
has certain objectives -long term as well as immediate. For example, the firm
has certain costs of manufacturing and marketing; and it seeks to recover these
costs through the price and thereby earning a profit. In respect of all the
products, the firm may have a basic philosophy on pricing. The pricing
decisions of the firm have to be consistent with this philosophy. Pricing also
has to be consistent with the overall objectives of the firm. These objectives
could be achieving market share, short term or long term profit. The firm may
be interested in seeking a particular public image through its pricing
policies. All these constitute the internal factors that influence pricing.
From the above, it appears that pricing is influenced by objectives and
marketing strategy of the enterprise, pricing philosophy, pricing objectives
and policy. More specifically, the internal factors are:
1. Corporate and marketing
objectives of the firm: All pricing objectives
emanate from the corporate and marketing objectives of the firm. A business
firm will have a number of objectives in the area of pricing. Some of these
objectives are long-term, while others are short-term. Profit is one of the
major objectives in pricing. Firms may not be interested in profit maximization
as such, they may be more interested in long term survival and growth.
2. The image sought by the
firm through pricing: If a firm offers high
quality goods at high prices, the firm will develop a premium image.
3.The characteristics of the
product: Sophisticated, complex and new to the world
products normally carry high prices. Products having more features carry higher
prices.
4. Price elasticity of demand
of the product: If price increases, demand
decreases and if price decreases demand increases. Marketers may decide on
pricing based on ‘what the traffic can bear’. The marketer takes the maximum
price which the customers are willing to pay for the product under the given
circumstances.
5. The stage of the product
on the product life cycle: When a product is
introduced for the first time it carries a higher price. Gradually with
increasing consumer acceptance and competition price decreases.
6. Use pattern and turn
around rate of the product: Price of newspaper
and magazines may be different for the immediacy factor, permanence and the
pass along readership. Newspapers are having a short life, while magazines
enjoy a pass along readership.
7. Costs of manufacturing and
marketing: Costs determine price to a great extent.
Marketers will have to cover the cost and earn a profit.
8. Extent of distinctiveness
of the product and extent of product differentiation practised by the firm: Products having uniform size, shape and compositions can be
manufactured at a lesser cost compared to products having differentiation.
9. Other elements of the
marketing mix of the firm and their interaction with pricing: Amount spent on product research, advertising, dealer development etc.
are some factors which influence price of a product.
10. Composition of the
product line of the firm: A firm may sell a number of
products in the same product line. In
that case , the products are likely to be sold under different prices depending
on their quality, features etc.
B. External Factors:
In addition to the internal
factors mentioned above, any business firm has to encounter a set of external
factors while formulating its pricing decisions. An enterprise exists in an
environment and is influenced by environmental factors. The external factors
are:
1. Market characteristics: Some markets are having very stiff competition and some are having
less. The number of players in a market could be more or less. Market
leadership factors also may be different. Different characteristics of the
market have a bearing on price.
2. Buyer behaviour in respect
of the given product: Value conscious buyers are
likely to be interested in low prices. Image conscious buyers may be more
attracted by product image rather than low price of the product.
3. Bargaining power of major
customers: In industrial buying situations major buyers
have a bargaining power. They are in a better position to negotiate prices.
4. Bargaining power of major
suppliers: Similar is the case with major suppliers. They
are in a better position to supply bulk quantities. They are also in a better
position to negotiate terms.
5. Competitors’ pricing
policy: Firm’s decision to set a price is heavily
influenced by the price set by the competitors. In case of highly unique
product having a niche market, a firm can have its own price. In most of the
cases, competitive reactions to the price set by the firm have to be seriously
studied for future programmes.
6. Government
controls/regulations on pricing: As stated earlier
the Governmental measures like import duties, excise, subsidy, sales tax etc.
influence pricing decisions.
7. Social considerations: Firms have a responsibility to society and to its customers. Firms are
not expected to exploit consumers by unnecessarily charging high prices.
As discussed above pricing
decisions are complex. For pricing an individual product the firm has to
consider its overall objective, prices set for other products, costs etc. These
are internal factors. In addition, the pricing decisions are influenced heavily
by the external factors as stated above.
Promotion Mix
Promotion means communication with customers to
stimulate them to buy goods. The nature of promotion mix is determined by the
marketing environment. There are various dimensions of promotion mix are:
a. Advertising
and publicity
b. Personal
selling techniques
c. Sales
promotion measures
d. Public
relation techniques etc.
Advertising – Meaning, Significance and Limitations
Advertising is the most commonly used tool of promotion.
It is an impersonal form of communication, which is paid by the marketers
(sponsors) to promote goods or services. Common mediums are newspaper,
magazine, television & radio. Advertisements play a very important role in
offering innumerable benefits to the manufacturers, customers and to the
society in general.
Following
are the benefits of Advertisements:
1.
Advertisements attracts new buyers and
maintains existing customers and to the society in general.
2.
Advertisements inform the consumers about the
quality and uses of the product.
3. Advertising also acts as an information service and educates the consumer.
It enables him to know exactly what he wants and where to get it.
4.
Advertising stimulates
production and reduces the cost per unit. This reduction in the cost is
generally passed on to the consumer.
5.
Advertising also makes it
possible to sell direct to the consumer by Mail Order Business.
6.
Advertising helps in creating goodwill, brand
image and brand loyalty.
7.
Advertisements help the retailers in selling
the advertised products.
8.
It is also helpful in getting better employees
and executives.
Limitations
of Advertising: Several objections have been raised against advertising and
some people criticize advertising as a social waste. The main point of
criticism is as follows:-
a) Creates
Monopoly in the Market: Advertisement leads to promotion and cover mass level
of customers at a time. Large firms can bear the advertisement expenditure but
not the small firms, due to that it can eliminate the small firms from the
market and creates its monopoly authority in the market.
b) Higher the
Prices of Product: Investment of money in advertisement leads to increase in
the price of goods and services for which consumer has to face high prices and
pay for it. Hence, more the advertisement cost- more the product cost.
c) Misleading
the consumers: Now days, advertisement misleads the consumers on false
representation regarding their goods. Consumer attracts to those goods which
are not necessary for them. Thus, advertisement misleads the consumer and sale
goods to them.
d) Wasteful
Consumption by the Consumers: Advertisement attracts the consumers for wasteful
products which are not necessary for consumers. Due to advertisement
businessmen takes undue advantage from them. They sale unhealthy and artificial
goods to them and exploits consumer emotions.
e) Wastage of
National Resources: There will be wastage of national resources, valuable
stationary, time and energy used by the people or is ignored by them. Here,
Valuable resources that can be used to create new industries are wasted in the
production of needless varieties and designs.
Personal Selling
Personal
selling is the act of presenting of product or services so that the consumer
appreciate the need for it and mutually satisfactory sales follows.
Features
of Personal selling:
a) Personal
contact is established under personal selling.
b) Oral
conversation.
c) Quick
solution of queries.
d) Receipt of
Additional Information.
e) Development
of relationship.
Qualities
of a Good salesman:
a) Physical Qualities : Physical qualities include personality health,
stamina and tolerance
b) Mental Qualities: These include mainly skill, mental alertness,
imagination and self confidence.
c) Social Qualities: These include social-abilities tact, sound
character, and sweet nature.
d) Vocational Qualities: It includes mainly knowledge of product,
knowledge of competitive product, training and aptitude.
Importance
of Personal Selling:
Personal
selling plays a very important role in marketing of goods and services. It is
important tool for businessmen, customers and society.
a) Importance
to Businessmen: Personal selling is an important tool to increase the sale. It
is important for businessman due to following reasons:
Ø Effective
Promotion Tool: Personal selling is an effective tool to increase the sale of
product. Salesmen explain the merits and products to customers.
Ø Flexible
Tool: Personal selling efforts can be changed according to the type of customer
salesmen are attending. They may change the offer in varying purchase
situations.
Ø Minimum
Wastage of Efforts: As compared to other methods of promotion in personal
selling the wastage of efforts is minimum.
Ø Relationship:
Personal selling helps to create lasting relationship between customers and
sales-persons which help in increasing sale.
b) Importance
to Customers: Personal selling is very important from customer’s point of view,
as customers can get required information about the product from customers.
Customers are benefits by personal selling in the following ways:
Ø Helps in
Identifying Needs: Salesmen help the customers to discover their needs and
wants and they also help customers to know how these needs and wants can be
satisfied.
Ø Latest
Market Information: In personal selling salesmen provide information regarding
the new products available in market, uses of those products etc.
Ø Expert
Advice: Customers can get expert advice and guidance in purchasing various
goods and services.
Ø Induces
Customers: Personal selling induces customers to buy products for satisfying
their needs.
c) Importance
to Society: Personal selling brings following positive effects for society:
Ø Converts
Latest Demand into Effective Demand: Personal selling create effective demand
which results in increasing sale and more income.
Ø Employment
Opportunities: Unemployed youth can work as salesman and earn their livelihood.
Ø Career
Opportunities: Personal selling offers attractive career with job satisfaction
and security.
Ø Mobility
of Sales Persons: Sales people move from one place to other, this promotes
travel and tourism industry.
Ø Product
Standardization: With the help of personal selling there can be uniformity of
consumption by supplying standardized products.
Sales Promotion Techniques
(a)
Rebate: - Sometimes, the product is made available at special prices less than
the original prices for a limited period of time, e.g., recently Coke and Pepsi
announced special price of their 500 ml bottles.
(b)
Product Combination: - Product combination is the bonus items given free with
the purchase of a product. For e.g. A milk shakers along with Nescafe, or mugs
with Bourn vita or a diary along with a packet of chips. They are effective in
getting consumers to try a new product.
(c
) Lucky Draw:- A firm of purchased of a fixed amount gives a coupon to a
customer which entitles them for a lucky draw, e.g., Bikanerwala restaurant in
particular season gives lucky draw coupon on purchase of Rs. 200 or more to its
customers which entitles them to win exciting prizes like car etc.
(d)
Contests: - In these, consumer’ are required to participate in some competitive
event involving application of skills or luck and winners are given some
rewards. For instance, Golden Harvest, maker of premium bread usually has
children drawing competition.
(e)
Discounts: - These are like price promotion in which certain percentage of
price is reduced as discount from the list price, e.g., most of the retailers
of garment like Snow White and Shopper’s Stop offer their product at generous
discount during a limited period at the end of the season.
Channel of Distribution and factors affecting it
A
channel of distribution is an organised net-work or a system of agencies and
institutions which, in combination, perform all the activities required to link
producers with users and users with producers to accomplish the marketing task.
According to Philip Kotler, “The distribution
is the set of all firms & individuals that assist in the transferring the
little of goods & services as they move from producers to customers.”
Types of
Channels of Distribution:
A) Direct Channel - Manufacturer - Customer
B) Indirect Channel - Manufacturer - Retailer
- customer
Manufacturer - wholesaler - Retailer -
customer
Manufacturer - Agent - wholesaler - Retailer
customer
Factors Affecting the Selection of the
Channel of Distribution
A. Factors Pertaining to the Product: The
following factors concerning the product, affect the selection of the channel
of distribution: (1) Price of the Product. (2) Perishability. (3) Size and Weight. (4) Technical Nature. (5) Goods Made to Order. (6) After-Sales Service.
B. Factors pertaining to the Consumer or Market: The
following are the main elements concerned with the consumer or the market: (1) Number of Customers. (2) Expansion of the Consumers. (3) Size of the Order. (4) Objective of Purchase. (5) Need of the Credit Facilities.
C. Factors Pertaining to the Middlemen: The following are the main factors
concerned with the middlemen: (1) Services Provided by Middlemen. (2) Scope or Possibilities of Quantity of Sales. (3) Attitude
of Agents towards the Producers' Policies. (4) Cost of Channel of Distribution.
D. Factors Pertaining to the Producer Or Company: The
following factors, concerning the producer, affect the selection of the channel
of distribution: (1) Level of Production. (2) Financial Resources of the Company (3) Managerial Competence and Experience.
E.
Other Factors (1) Distribution Channel of Competitors. (2) Social Viewpoint (3) Freedom
of Altering.
Physical Distribution of goods and its role
The
channels of distribution are used by the firms to make the goods available at
right place in right quantity. Whenever customer visits the market he expects
all the goods and services he desires must be available there and these are
made available in the market by producers with the use of various
intermediaries. Physical distribution involves physical handling and movement
of goods from place of production to the place of consumption. Physical
distribution is also known as logistic management. In commercial sense it means
the activities and decisions concerned with efficient movements of products and
services.
Decisions in Physical
Distribution/Components of Physical Distribution: There are
four major activities involved in physical distribution of goods. There are the
four major decisions which management has to take while providing physical
distribution service:
a) Order
Processing: Order processing means the time and steps involved between taking
order from customer and delivery of goods as per order. There is direct
relation between the time taken in order processing and satisfaction of
customer. Fast order processing gives more satisfaction to customer but this
involves cost of maintaining sufficient inventory etc.
b) Transportation:
Transportation means physical movement of goods from place of production to
place where they are required. Transportation adds value to the goods by moving
them to place where these are required for example, Tea plantation is done in
Darjeeling, Gangtok, Assam etc. but these are transported all over the country
and the value of tea is much higher in other parts of country as compared to the
place of production. There are various means of transportation available i.e.
Rail, Road, Air, Pipeline, Water transport etc.
c) Warehousing:
Whatever is produced is not sold off immediately. Therefore every company needs
to store the finished goods until they are sold in the market. Storage of goods
is necessary because some goods like crops are seasonal in production but are
demanded throughout the year so these have to be stored for supplying
throughout the year.
d) Inventory:
Inventory refers to maintenance of stock of goods. The inventory needs to be
maintained so that goods can be supplied whenever demanded. The proper
inventory maintenance ensures product availability. But inventory also involves
costs. These include cost of capital blocked in and risk of price fluctuation.
Significance or Importance of
Physical Distribution Management:
The
physical distribution of goods has assumed great importance particularly in
recent years, because of the ever increasing competition for markets. The importance of physical distribution
lies in the following directions:
1.
It Creates Utilities Of Time And Place: By making available a product at the
place where and when it is needed.
2.
It Accounts For A Major Portion
Of Marketing Costs: According to one estimate, physical
distribution costs constitute as much 60% of the total marketing cost. Physical distribution is a very important area for
cost savings. Over the years, in most businesses, physical distribution costs
have grown into a sizeable portion of the total costs. Surprisingly, physical
distribution despite being an important cost area, has remained one of the
neglected areas for cost reduction.
3.
Bigger Share in the National Wealth:
It
represents large share in the national wealth in the form of facilities—rail,
road, trucks, highways, aircrafts, ship, docking facilities, pipelines, storage
facilities and equipment.
4.
Specialisation It Facilitates Geographic Specialization: Each area produces goods that its
natural resources, climate or pool of manpower resources enable it to produce
more efficiently.
5.
Determines Standard Of Living: This is so
because proper distribution of products makes them available to a large number
of people, at a relatively lower cost. Thus it can be said that physical
distribution directly affects sales, customer service and satisfaction, and
costs.
Difference between selling & marketing concept
Selling
|
Marketing
|
Selling starts with the seller & the needs of the seller.
|
Marketing starts with the buyer & needs of buyer
|
Seeks to quickly convert products into cash.
|
Seeks to convert customer ‘needs’ into products
|
Seller is the centre of business universe.
|
Buyer is the centre of the business universe
|
Views Business as a goods producing process.
|
Views businesses as a customer satisfying process.
|
Seller preference determines the formulation of marketing mix.
|
Buyer determines the shape marketing mix should take.
|
Selling is product oriented.
|
Marketing is customer oriented.
|
Seller’s motives dominate marketing communication.
|
Marketing communication is looked upon as a tool for
communicating the benefits / satisfactions provided by the product.
|
Difference between advertising and personal selling
Basis
|
Advertising
|
Personal Selling
|
Form
|
These are Personal.
|
These are impersonal.
|
Message
|
These are uniformity of message which means that the message is
the same for the entire customer.
|
This message has no uniformity which means it can be changed
keeping in view the behavior of the customer.
|
Flexibility
|
It lacks flexibility.
|
It is completely flexible.
|
Cost
|
It is relatively less costly method.
|
These are a most costly method.
|
Time
|
It takes a little time in conveying any information to the
customer.
|
It takes more time in conveying any
information to the customer.
|
Media
|
TV, radio, newspaper & magazine.
|
Through salesman.
|
Feedback
|
This gives no information about the
reaction of the customer.
|
The reaction of the customer becomes immediately affect.
|