IMC Communication Tools

IMC Communication Tools

Advertising
Sales
Promotion

Direct
Marketin
g
Publicity/Public
Relations

Interactive/
Internet Marketing
Personal
Selling

Advertising
Any
Anypaid
paidform
formof
ofnonpersonal
nonpersonalcommunication
communication
about
aboutan
anorganization,
organization, product,
product,service,
service, idea
idea
or
or cause
causeby
byan
an identified
identified sponsor.
sponsor.
Disadvantages of advertising
Advantages of advertising
Advertiser controls the
High costs of producing
message
and running ads
Cost effective way to
Credibility problems and
communicate with large
consumer skepticism
audiences
Effective way to create
Clutter
brand images and
Difficulty in determining
symbolic appeals
effectiveness
Often can be effective
way to strike responsive
chord with consumers

Classifications of Advertising
Advertising to
to Consumer
Consumer Markets
Markets
Advertising

National advertising
advertising
National
Retail/local advertising
advertising
Retail/local
Advertising to
to increase
increase demand
demand
Advertising
Primary demand
demand for
for the
the product
product category
category
Primary
Selective demand
demand for
for aa specific
specific brand
brand
Selective

Business &
& professional
professional advertising
advertising
Business
Business-to-business advertising
advertising
Business-to-business
Professional advertising
advertising
Professional
Trade advertising
advertising
Trade

Direct Marketing
AAsystem
systemof
of marketing
marketingby
by which
which
organizations
organizationscommunicate
communicatedirectly
directlywith
with
target
target customers
customersto
togenerate
generateaa
response
responseand/or
and/oraatransaction.
transaction.
Advantages of direct marketing
Changes in society have made
consumers more receptive to
direct-marketing
Allows marketers to be very
selective and target specific
segments of customers
Messages can be customized for
specific customers.
Effectiveness easier to measure

Disadvantages of direct marketing

Lack of customer receptivity and
very low response rates
Clutter (too many messages)
Image problems particularly with
telemarketing

Direct Marketing

Direct marketing methods

Direct mail
Catalogs
Telemarketing
Direct response ads
Direct selling
Internet

Interactive/Internet Marketing
AAform
formof
ofmarketing
marketingcommunication
communicationthrough
throughinteractive
interactivemedia
media
which
whichallow
allowfor
foraatwo-way
two-wayflow
flowof
ofinformation
informationwhereby
wherebyusers
users
can
canparticipate
participateininand
andmodify
modifythe
thecontent
contentof
ofthe
theinformation
informationthey
they
receive
receiveininreal
realtime.
time.

Advantages of interactive/ Disadvantages of interactive/

internet marketing
internet marketing
Can be used for a variety of IMC
functions
Messages can be tailored to
specific interests and needs of
customers
Interactive nature of the Internet
leads to higher level of
involvement
Can provide large amounts of
information to customers.

Internet is not yet a mass medium

as many consumers lack access
Attention to Internet ads is very
low
Great deal of clutter on the
Internet
Audience measurement is a
problem on the Internet

Interactive/Internet Marketing

Use of the Internet as an IMC Tool

As an advertising medium to inform, educate
and persuade customers
As a direct sales tool
To obtain customer database information
To communicate and interact with buyers
To provide customer service and support
To build and maintain customer relationships
As a tool for implementing sales promotion
As a tool for implementing publicity/public
relations programs

The Internet is an important IMC tool for

American Airlines

Source: Courtesy American Airlines.

Sales Promotion
Marketing
Marketingactivities
activitiesthat
thatprovide
provideextra
extra
value
valueor
orincentives
incentivesto
to the
thesales
salesforce,
force,
distributors,
distributors,or
or ultimate
ultimate consumers
consumersand
and
can
canstimulate
stimulateimmediate
immediatesales.
sales.
Consumer-oriented
Trade-oriented
Targeted toward marketing
Targeted to the ultimate
intermediaries such as
users of a product or
retailers, wholesalers, or
service
distributors

Coupons
Sampling
Premiums
Rebates
Contests
Sweepstakes
POP materials

Promotion allowances
Merchandise allowances
Price deals
Sales contests
Trade shows

Sales Promotion Uses

Introduce new products
Get existing customers to buy more
Attract new customers
Combat competition
Maintain sales in off season
Increase retail inventories
Tie in advertising & personal selling
Enhance personal selling efforts

Publicity
Nonpersonalcommunication
communicationregarding
regardingan
an
Nonpersonal
organization, product,
product,service,
service,or
oridea
ideanot
not
organization,
directlypaid
paid for
for or
orrun
run under
underidentified
identified
directly
sponsorship.
sponsorship.

Advantages of publicity
Credibility
Low cost (although not totally free)
Often results in word-of-mouth

Disadvantages of publicity
Not always under control of organization
Can be negative

Publicity Vehicles

News Releases:

Single-page news stories sent to

media who might print or broadcast
the content.

Feature Articles:

Larger manuscripts composed and

edited for a particular medium.

Press Conferences:

Meetings and presentations to invited

reporters and editors.

Special Events:

Sponsorship of events, teams, or

programs of public value.

Advertising Versus Publicity

FACTOR
Control
Credibility
Reach
Frequency
Cost
Flexibility
Timing

ADVERTISING PUBLICITY
Great
Little
Lower
Higher
Achievable Undetermined
Schedulable Undetermined
Specific
Unspecified/low
High
Low
Specifiable
Tentative

Public Relations
Themanagement
management function
function which
whichevaluates
evaluatespublic
public
The
attitudes,identifies
identifiesthe
the policies
policiesand
and procedures
proceduresof
of
attitudes,
anindividual
individualor
ororganization
organizationwith
withthe
thepublic
public interest,
interest,
an
andexecutes
executes aaprogram
programof
ofaction
actionto
to earn
earnpublic
public
and
understandingand
and acceptance.
acceptance.
understanding

Tools used by Public Relations

Publicity
Special publications
Community activity
participation
Fund-raising
Special event sponsorship

Personal Selling
Direct
Direct person-to-person
person-to-personcommunication
communication
whereby
wherebyaaseller
sellerattempts
attemptsto
toassist
assist
and/or
and/orpersuade
persuadeperspective
perspectivebuyers
buyersto
to
to
topurchase
purchaseaaproduct
productor
or service.
service.
Advantages of personal selling
Disadvantages of personal selling
Direct contact between buyer
High costs per contact
and seller allows for more
Expensive way to reach large
flexibility
audiences
Can tailor sales message to
specific needs of customers
Difficult to have consistent and
Allows for more direct and
uniform message delivered to
immediate feedback
all customers
Sales efforts can be targeted
to specific markets and
customers who are best
prospects.

Promotional Management
Coordinating
Coordinatingthe
the promotional
promotionalmix
mix
elements
elementsto
todevelop
developaacontrolled,
controlled,
integrated
integratedprogram
programof
of effective
effective
marketing
marketingcommunications.
communications.

Considerations for developing the

promotional program include:
Type of product
Buyers decision process
Stage of product life cycle
Channels of distribution

Integrated Marketing Communications

Planning Model
Review of Marketing Plan

Promotional Program Situation Analysis

Analysis of the Communications Process

Budget Determination
Develop Integrated Marketing Communications Programs
Advertising

Sales
Promotion

PR/
Publicity

Personal
Selling

Direct
Internet/
Marketing Interactive

Sales
PR/
Personal
Direct
Internet/
Advertising
Promotion Publicity
Selling
Marketing Interactive
Objectives Objectives Objectives Objectives Objectives Objectives
Sales
Message
Promotion
Strategy Strategy

PR/
Publicity
Strategy

Personal
Selling
Strategy

Direct
Internet/
Marketing Interactive
Strategy
Strategy

Integration & Implementation of Marketing Communications Strategies

Monitor, Evaluate & Control Promotional Program

The Marketing Plan

A document that describes the overall

marketing strategy and programs
developed for a company, product or
brand. The plan includes:
A detailed situation analysis
Specific marketing objectives
A marketing strategy and program that includes
selection of a target market and plans for
marketing mix elements
4.

A program for implementing the strategy

5.

A process for monitoring and evaluating

performance

Situation Analysis
Internal Factors
Assessment of the firms promotional
organization and capabilities
Review of the firms previous
promotional programs
Assessment of firm or brand image
and implications for promotion
Assessment of relative strengths and
weaknesses of product/service

External Factors
Customer analysis
Competitive analysis
Environmental analysis

IMC Program Situation Analysis

External Factors

Environmental analysis
Technological
Demographic
Economic

Political/Legal
Socio/Cultural

Competitive Analysis
Direct and indirect competitors
Position relative to competitors
Size of competitors advertising/
promotional budgets
IMC strategies being used by competitors

IMC Program Situation Analysis

External Factors

Customer Analysis
Who buys our product or service?
Who initiates and makes the decision
to purchase and who influences the process?
How is the purchase decision made?
What attributes or criteria are important to
customers?
What are customers perceptions of and attitudes
toward our company, product/service or brands?
What factors influence the decision making process?
Contact points where customers can be reached?

Analysis of Communications Process

Analyze best combination of source,

message and channel factors for
communicating with target audience.
Establish communication goals and
objectives.

Potential Communications Objectives

Sales
Customer loyalty
Company image
Brand image
Store patronage
Service contract

An inquiry
A visit by a prospect
Product trial
Recommendation
Adoption of the product

Contact Points Where Customers

Can Be Effectively Reached

Mass media
Broadcast - radio/TV
Newspapers
Magazines

Direct Marketing
Internet/interactive
Brochures, sales
literature
Publicity/PR

Events/sponsorships
Local
Regional
National/international

Sales Promotions
In-store/POP
Product placements in movies
and television shows
Promotional products

Develop Integrated Marketing

Communications Program
Advertising
Determine objectives and budget
Message development
Called Creative Strategy
Determine basic appeal
Determine main message

Media strategy

Communication channels
Type of media . . .
Newspapers/Magazines
Radio/Television
Outdoor/Specialty

Select specific media

Specific papers, magazines, TV
programs, radio stations, billboards, or
other media

Integrate and Implement Marketing

Communications Strategies
Integrate promotional mix strategies.
Create and produce ads.
Purchase media time and space
Design and implement direct marketing
programs
Design and implement sales promotion
program
Design and implement public relations/
publicity programs
Design and implement interactive/
internet marketing programs

Monitor, Evaluate and Control Integrated Marketing

Communications Program

Evaluate promotional program results

and determine effectiveness
Take actions to control and adjust
promotional programs