1. OFFLINE MARKETING CHANNELS
MK411 is a black and white, long battery life,
low-priced E reader, offering a light, thin, yet
portable alternative for book lovers.
Amornrat Pananya Sirada Veeravit Nicha Pabhawin Napatsorn Jutarat
2. STP Price and Place
Segmentation : Targeting : Positioning
Thai people who read apart from their
study or work time
Knowledge Entertainment Info update
• Business • Children • Newspaper
• Education • Novel • Journals
• Philosophy • Comics News
• History • Lifestyle Free mag
Fashion, Auto, IT Gossips
• Geography Food, Decoration Horoscope
• Reference • Lifestyle Etc.
Magazine
• Series Magazine
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
3. STP Price and Place
Segmentation : Targeting : Positioning
Thai people who read apart from their
study or work time
Knowledge
Demographic Entertainment
Characteristics update
Info
• • Business – 55
Age: 15 • Children • Read books apart from
• Newspaper
• • Education 15,000 – 50,000
Income: • Novel their study/work time
• Journals
• Geographic: Nationwide
• Philosophy • Comics • Not too tech News savvy
• History on urban) • Lifestyle • Love convenience mag
(focus Free
• Occupation:
• Geography • Save-the-earth value
Fashion, Auto, Gossips
• • Students – First jobbers IT
Reference Horoscope
Food, Decoration Etc.
• Office workers - Adults
• Lifestyle
Magazine
• Series Magazine
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
4. STP Price and Place
Segmentation : Targeting : Positioning
The most suitable economical user-friendly electronic reading device
E-book reader & substitutions Full-size Tablets
THB15,000 above
Acer Iconia
iPad
Color LCD media tablets
THB6,000-10,000 Google Samsung
Nexus Galaxy
Kindle Asus
B&N
Kindle
MK411
E-reader Fire
B/W E-reader
THB2,000-5,000 Lenovo
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
5. STP Price and Place
Price and Place
Price Device: THB2,000
Content Provider: Mark-up 5%
- Book purchases from online store
- Daily purchases for
newspaper/journals
Place - Physical book stores
- Exclusively available at B2S
- Partnership/Alliance
advantages
- Promotional tools
- Market Presence
- Market Coverage
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
6. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Jan Feb Mar April May Jun July Aug Sept Oct Nov Dec
15 3.5 8
days months months
Create Introduce new Increase the trial,
brand product to the market conviction, and boost sales
awareness Increase brand through market
and awareness and development
curiosity in desires/or interests Build customer relationship
the mind of Educate product to create more brand
consumers features to consumers loyalty
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
7. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Create brand awareness and curiosity in the mind of consumers
WHAT? HOW?
TRANSIT
“Display on BTS MRT Vans
MK411 E-readers are
”
coming real soon
PRINT (at B S bookstore)
Standing poster
Newsletter
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
8. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Create brand awareness and curiosity in the mind of consumers
WHAT? WHY?
Matching concept
TRANSIT
✽ Communication channels
✽ Targeted consumers passed
PRINT
✽ Public Transportation
✽ Repeated exposure
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
9. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Jan Feb Mar April May Jun July Aug Sept Oct Nov Dec
15 3.5 8
days months months
Create Introduce new Increase the trial,
brand product to the market conviction, and boost sales
awareness Increase brand through market
and awareness and development
curiosity in desires/or interests Build customer relationship
the mind of Educate product to create more brand
consumers features to consumers loyalty
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
10. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Introduce new product Increase brand awareness Educate product features to
to the market and desires/or interests consumers
WHAT?
“GRAND OPENING”
TRADESHOWS/EVENT
S
COMMISSION
PRINT
TRANSIT
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
11. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Introduce new product Increase brand awareness Educate product features to
to the market and desires/or interests consumers
WHAT? HOW?
“GRAND OPENING”
Who Where Activities
• Politicians
• Trial and experience
• Famous Central World
• Celebrities
celebrities - Partnership
endorsement
• Authors - Mass target
• Lucky draw at
• Presses market
registered point for
• Partner (B2S) - Attention
gift voucher
• Public
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
12. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Introduce new product Increase brand awareness Educate product features to
to the market and desires/or interests consumers
WHAT? HOW?
“GRAND OPENING”
TRADESHOWS/EVENT
6 universities & 21 dept. stores
S
COMMISSION Commission from sales personnel
Partnership advantages at B2S Magazine,
PRINT PR(measurement) M2F, Thairath, Dailynews,
flyers
TRANSIT Display at BTS, MRT, digital billboard, 51 office
building elevator’s screen
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
13. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Introduce new product Increase brand awareness Educate product features to
to the market and desires/or interests consumers
WHAT? WHY?
“GRAND OPENING”
TRADESHOWS/EVENT Gain Awareness & interest from passing-by
S potential customers
COMMISSION Educate them & Increase trial rate
Product introduction to mass market consumer
PRINT in urban area
This also match with our target market: office
TRANSIT workers
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
14. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Jan Feb Mar April May Jun July Aug Sept Oct Nov Dec
15 3.5 8
days months months
Create Introduce new Increase the trial,
brand product to the market conviction, and boost sales
awareness Increase brand through market
and awareness and development
curiosity in desires/or interests Build customer relationship
the mind of Educate product to create more brand
consumers features to consumers loyalty
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
15. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Increase the trial, conviction, and boost Build customer relationship to create more
sales through market development brand loyalty
WHAT? HOW?
Create campaign for sales promotion
SALES PROMOTION
i.e. Back to school campaign, Christmas campaign
Advertise the sales promotion campaign via radio
BROADCAST
broadcasting
Trial encouragement in libraries.
SPONSORSHIP
Advertise the sales promotion campaign for the
PRINT
discounts or give voucher via flyers and newspapers
TRANSIT
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
16. OFFLINE MARKETING CHANNEL
Pre-launching Introduction Growth
Increase the trial, conviction, and boost Build customer relationship to create more
sales through market development brand loyalty
WHY?
“ Positioning
shift leads to
”
brand loyalty
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
17. Jan Feb Mar April May Jun July Aug Sept Oct Nov Dec
I. Pre-launching stage
Transit
Print ads (Poster)
in Bookstores
II. Introduction
Partner with B2S
Tradeshows/Events
Print
Transit
Commission
III. Growth
Broadcast
Selling Promotions
Sponsorship
Print
Transit
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
18. CONVERSION FUNNEL
#Age 15-55 Bangkok
(nso.go.th)
AWARENESS
4.5M
FAMILIARITY 100%
TRIAL Exposed to media as
PURCHASE part of daily life
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
20. CONVERSION FUNNEL
Fact#1: Bangkok person earns 58k per month on aver.
Fact#2: Education + Entertainment expenditure = 4%
58,000 x 4% = 2,320 baht
AWARENESS >product price
FAMILIARITY
TRIAL Rule of Thumb Probability
PURCHASE “try: not to try -> 50:50”
50%
=1,400,000 ppl
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
21. CONVERSION FUNNEL
*Electronic salesperson opinion
5% who tried the product
actually buys !*
AWARENESS
FAMILIARITY
1,400,000 x 5% = 70,000 units
TRIAL
PURCHASE
Conclusion: offline mkt conversion rate is 1.76%
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
22. DEFINE IMC EFFECTIVENESS
Percentage
Total types Effectiveness index Projected Allocation
allocation
Print 1.26 6.03%
1.19 M
Transit 6.76 32.32%
6.38 M
Sales
2.00 9.56%
Promotion 1.89 M
Tradeshow/ev
6.93 33.12%
ents 6.54 M
Broadcasts 3.97 18.97%
3.42 M
Total 20.92 19.73 M
1.00
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
23. DEFINE IMC EFFECTIVENESS
• 61% of BTS+ MRT: Gen x income > 50,000 baht
• 17% of BTS + MRT: Gen Y income < 30,000 baht
• baby boomer x not in our target segment
Market Research
-
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
27. Advantages over Online marketing
Trust
Physical evidence
Reliability
More convincing in the earlier stage to build awareness and interest
While customer are exposed to bombarding ads from online
marketing, traditional ways of marketing acts as an opportunity for
new products to make its presence in the market; despite the cost,
implementation difficulty, and also uncertain/inaccurate
performance measures.
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
28. Advantages over Online marketing
Proactive help
a staff member can usually point me in the right
identify frustrated shoppers
help them through their buying mission
Bundling
a salesperson ask customers whether they would like to pick up
a case, extra battery, extra storage, tripod, extended service
plan, photo printer, laptop, Photoshop, etc.
make more money
service to the customer to make sure they have got
everything
More natural than Amazon offer for bundling
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
30. Key effective offline tools
News Paper Classified Ad Posting
There are some people who wade through the classifieds each day looking
for a good deal.
- Your headline should be in bolded letters and your text should instruct the
reader on how to get more info
Distributing Flyers
- Local college or university and post them everywhere you can including
dorm entry ways and bulletin boards. There are an unlimited amount of
places you can distribute flyers, you are only restricted by your creativity and
imagination
- Can outsource cheap laboring distributor
Business Cards
Informing every person is always a good idea.
Networking can traffic with word of mouth
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
31. Online-offline marketing integration
1. Advertising: online with Google Adwords, offline in industry magazines
2. Affiliates: have other people sell your books
3. Blogs: have valuable content on your blog and as a guest blogger
4. Joint ventures: have others promote to their list
5. Mailings: online with email to your list and other lists; offline with direct mail
6. Media: radio shows online and off
7. Social marketing: online with Facebook, LinkedIn and other social sites,
offline by building relationships and strategic alliances
8. Speaking: online tele-classes and webinars (yours and others), offline
giving talks and seminars
9. Writing: articles, blogs, columns, press releases,
ezines, newsletters
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
32. What show us Market Demand?
1 2 3
Less tech-savvy Thai children read
Students carry piles
characteristics of 8 sentences on a
of books to school!
Thai adults, aging daily basis
people (baby
boomers)
Portability and Growing need easy Concerns for
convenience interface-tech literacy rate
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
35. Key Performance Indicators (KPI)
• Ad recall (mkt res.) • ROI, ROCE
• Monthly sales growth vs industry’s • Projected sales vs. Actual sales
• Number of downloads per • Profitability: GPM, NPM
customer (customer retention) • NPV
• PBP
Operating profit
10,000,000.00
8,000,000.00
6,000,000.00
4,000,000.00
2,000,000.00
-
ISSUES & OBJECTIVES IMPLEMENTATIONS FINANCIAL JUSTIFICATION
Hinweis der Redaktion
For competitive analysis, there are several products provided in the market can satisfy reading needs as wellThe first group would full size premium tablets. they are not only having reading function but also applications, internet surfing, cameras….The second group would be less advanced. Which can both read e-book and display some types of e medias.The last group is the least advanced one with balck and white screen. It can only provide reading function which comes with the lowest price. Economical value of money
The company will offer offer digital content as well: operate content provider similar to itunes. brining in the content from publishers. profit from mark up.:two sources of revenue: 1) device 2) content- daily content (newspapers, books)
Pre launching stage: create awarenessIntroduction: create interest + informative contentGrowth: trial (in events) and conviction (when it’s bundled with 1 FREE BOOK) -> boost sales Maturity: Customer retention through magazine ads about service center
Proactive help: Few things are more frustrating than being in a store that you know carries a specific item that you can't seem to find. Personally, I run into this most often at the grocery store when picking up recipe items. In the offline world, a staff member can usually point me in the right direction in a matter of seconds. Beyond that, great staff members will identify frustrated shoppers and proactively help them through their buying mission. This is an experience that, so far, hasn't translated well to the web where it may be needed even more than offline.Bundling: If you go into Best Buy and pick out a digital camera, a salesperson will surely ask you whether you'd like to pick up a case, extra battery, extra storage, tripod, extended service plan, photo printer, laptop, Photoshop, etc. Why? For one, because they make more money if you spend more. But it's also a service to the customer to make sure they leave with everything they're going to need to truly enjoy their new camera. Some retail sites offer bundles, such as Amazon, but few have been able to translate the "Why?" of buying bundles to the web that come naturally in an offline transaction.
Proactive help: Few things are more frustrating than being in a store that you know carries a specific item that you can't seem to find. Personally, I run into this most often at the grocery store when picking up recipe items. In the offline world, a staff member can usually point me in the right direction in a matter of seconds. Beyond that, great staff members will identify frustrated shoppers and proactively help them through their buying mission. This is an experience that, so far, hasn't translated well to the web where it may be needed even more than offline.Bundling: If you go into Best Buy and pick out a digital camera, a salesperson will surely ask you whether you'd like to pick up a case, extra battery, extra storage, tripod, extended service plan, photo printer, laptop, Photoshop, etc. Why? For one, because they make more money if you spend more. But it's also a service to the customer to make sure they leave with everything they're going to need to truly enjoy their new camera. Some retail sites offer bundles, such as Amazon, but few have been able to translate the "Why?" of buying bundles to the web that come naturally in an offline transaction.
News Paper Classified Ad PostingBelieve it or not, you can actually make money with classified advertising. There are some people who wade through the classifieds each day looking for a good deal. You can capitalize on these searches with your marketing message. Be sure to have a good headline and relevant text because you don’t have much room to play around with.Your headline should be in bolded letters and your text should instruct the reader on how to get more information. There is just not enough space to explain everything via the classifieds, so don’t even try to do it. Instead, focus on generating traffic which in turns generates leads.Distributing Flyers Distributing Flyers around your city in targeted areas can be very effective if done correctly. It is so many creative ways that you can get flyers in the hands of your target market and have them jump online to visit your landing or capture page. One example is every day when you go and buy your morning paper, slip some flyers in the rest of the papers in the machine or pile. With out business it will be effective if you also do this with the employment magazines machines around your city. Another way is to take a trip down to the local college or university and post them everywhere you can including dorm entry ways and bulletin boards. There are an unlimited amount of places you can distribute flyers, you are only restricted by your creativity and imagination. If you are too busy to distribute flyers on your own you can outsource the work for relatively cheap.Business CardsBusiness cards are should be self explanatory. Informing every person you come in contact about your business targeted or not is always a good idea. Networking is a very big part off our business and can generate tons of traffic just off of word of mouth. A perfect example of this is sliding your business card in any outgoing mail that you send out including anything that has a postage paid envelope. Basic business cards are not very expensive, you can create them yourself or use a service like vista print.These are just a few methods that you can try but always remember do not restrict yourself from coming up with more of your own. We will continue to update this section with more techniques regularly so bookmark this page and check back regularly.
concerns the government where an E reader is a cheaper alternative in the long campaign
-Evaluation to each TVC is available by target, i.e., gender/ageMeasuring TVC‟s performance which allow marketers to more effectively make airingplan and creativity plan.-By measuring a number of TVC on the same level, relative comparison of one TVC toother is easily realized. You can compare your TVC performance with competitors‟ one.