chapter Chapter 21:Public Relations and Sales Promotions Public Relations Public Relations The element in the promotional mix that: evaluates public attitudes identifies issues of public concern executes programs to gain public acceptance Council of Public Relations BBH Public Relations Functions Ads: Visa Philip Morris Tools Press relations New product publicity Product publicity Product placement Corporate communication Consumer education Public affairs Event sponsorship Lobbying Issue sponsorship Employee and investor relations Internet Web sites Crisis management Eye-catching Publicity Tylenol hired runners to run on treadmills above Times Square to promote their sponsorship of the NY City Marathon The Weinermobile. Enough said. Product Placement Talladega Nights Wonder Bread officials gave Sony Pictures the rights to use its logo “For them to have gone out, if they could buy this level of media, I mean what would that be?" said Tom Meyer, President of DavieBrown Entertainment. "I’m going to guess tens of millions of dollars if not $100 million of media value. Then when you add on top of that, the relevance that you get from being connected to such a popular guy like Will Ferrell, the value is almost limitless." Logo clear and in focus for 11m 32s onscreen Wonder Bread put Ferrell on the front of its Web site, and awarded one lucky winner the fire suit and hat worn in the movie Another received a trip to the NASCAR race at Talladega this fall. NASCAR.com pedaled collectibles as if Ricky Bobby were an actual driver: title sponsorship that in the real world costs $15 million. http://www.msnbc.msn.com/id/14151755/ Publicity A news story type of communication transmitted through a mass medium at no charge – News release • A short piece of copy publicizing an event or a product – Feature article • A manuscript of up to 3,000 words prepared for a specific publication – Captioned photograph • A photo with a brief description of its contents – Press conference • A meeting used to announce major news events Sample Press Release Publicity Insider Managing Unfavorable Publicity Crisis Management A coordinated effort to handle the effects of unfavorable publicity or of an unfavorable event. Ogilvy Crisis Management Crisis Management Tiger Woods Crisis Management Sales Promotion Marketing communication activities, other than advertising, personal selling, and public relations, in which a short-term incentive motivates a purchase. Sales Promotion vs. Advertising Advertising Reason to buy Sales Promotion Incentive to buy Sales Promotion Consumer Sales Promotion Consumer market Pull Strategy Goal = Drive immediate purchase = Influence Behavior Trade Sales Promotion Marketing channel Push Strategy Factors Affecting the Promotional Mix Pull Strategy Push Strategy Manufacturer Manufacturer Retailer demands product from the manufacturer (pulls) Retailer Consumer demands product from the retailer (pulls) Consumer Manufacturer markets to the consumer through advertising, sales promotions, etc. Retailer Manufacturer offers promotions to the retailer (discounts, increased personal selling, etc.) Retailer passes along (pushes) these incentives in some way to the consumer Consumer Push and Pull strategies can be used separately or together Uses of Sales Promotion Immediate purchases Increase trial Boost consumer inventory Encourage repurchase Increase ad effectiveness Encourage brand loyalty Objectives of Sales Promotion Type of Buyer Desired Results Sales Promotion Examples Loyal Customers •Reinforce behavior •Increase consumption •Loyalty marketing •Change timing Competitor’s Customers •Break loyalty •Persuade to switch •Sampling •Sweepstakes, contests, premiums Brand Switchers •Persuade to buy your brand more often •Price-lowering promotion •Trade deals Price Buyers •Appeal with low prices •Supply added value •Coupons, price-off packages, refunds •Trade deals Consumer Sales Promotions Price-based consumer sales promotion – Coupons – Price deals, refunds, and rebates – Frequency (loyalty/continuity) programs – Special/bonus packs – Sampling – Premiums – Contests/Sweepstakes – Point-of-purchase promotions – Packaging SmartSource Consumer Sales Promotions Sampling A promotional program that allows the consumer the opportunity to try a product or service for free. Levitra Challenge 1 Levitra Challenge 2 FreeSamples.com Packaging for POP Attention Packaging for POP Attention Online http://www.levesquedesign.com www.design4packaging.com Packaging for POP Attention Trade Sales Promotions Allowances, discounts, and deals – Merchandising allowances – Case allowances Co-op advertising Push money Increasing industry visibility – – – – Trade shows Promotional products Point-of-purchase (POP) Incentive programs Online www.nahb.org Push Money “Spiff” Money offered to channel intermediaries to encourage them to “push” products--that is, to encourage other members of the channel to sell the products. Trade Shows Trade shows are a great place to introduce new products, meet potential customers, and take orders Home Builders Show •60,000 attendance •1,600 exhibitors •250 Info sessions •850,000 sq. ft. of exhibitions (Football field = 57,600 sq. ft.)