Aditya Nur Pratama Zaenal Mustopa Kurnia Dewi Swapradinta Gini Anindita Bayu Adi Permana

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Aditya Nur Pratama Zaenal Mustopa Kurnia Dewi Swapradinta Gini Anindita Bayu Adi Permana. COMPANY AND MARKERTING STRATEGY. Chapter 2. 1. Company-wide strategic planning: defining marketings role. - PowerPoint PPT Presentation

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COMPANY AND MARKERTING STRATEGY

Aditya Nur PratamaZaenal MustopaKurnia Dewi SwapradintaGini AninditaBayu Adi PermanaCOMPANY AND MARKERTING STRATEGYChapter 2Company-wide strategic planning: defining marketings role1This is the focus of strategic planningthe process of developing and maintaining a strategic fit between the organizations goal and capabilities and its changing marketing opportunities.Steps in Strategic PlanningCorporate LevelBusiness Unit, Product, and Market LevelDefining a Market-Oriented MissionA mission statement is a statement of the organizations purposewhat it wants to accomplish in the large environment.Setting Company Objectives and GoalsThis Board mission leads hierarchy of objective and marketing objectives.Marketing strategies and programs must be developed to support these marketing objectives. Design the Business Portfolio2Design the Business PortfolioGuided by companys mission statement and objectives, management now must plan its business portfoliothe collection of business and products the make up the company.The best business portfolio is the one that best fits the companys strengths and weakness to opportunities in the environment. Business portfolio planning involves two steps, current business portfolio and future portfolio.Analyzing the Current Business PortfolioThe major activity in strategic planning is business portfolio analysis.Portfolio AnalysisThe process by which management evaluates the products and business that make up the company.The Boston Consulting Group Approach. Using the now-classic Boston Consulting Group (BCG) approach, a company classifies all its SBUs according to growth-share.Growth ShareA portfolio-planning method that evaluates a companys SBUs in term of its market growth rate and relative market share.Relative Market Share

Developing Strategies for Growth and DownsizingOne useful device for identifying growth opportunities is the product / market expansion grid.Product / Market Expansion GridA portfolio-planning tool for identifying company growth opportunities throught market penetration, market development, produk development, or diversification.The Product / Market Expansion GridExisting ProductNew ProductExistingMarketsNew MarketsPlanning marketing: partnering to build customer relationship3Partnering with Other Company Department Each Company deparment can be thought of as a link in the company s internal value chain.Value ChainThe series of internal departments that carry out value-creating activities to design, produce market, deliver, and support a firms products.Partnering with Others in Marketing SystemMore companies today are partnering with other members of supply chainsuppliers, distributors, and ultimately, costumersto improve the performance of the costumers value delivery network.Value Delivery NetworkThe network made up of the company, its supplier, its distributors, and ultimately its customers who partner with each other to improve the performance of the entire system. Marketing strategy and the marketing mix4Marketing Strategy and the Marketing Mix

Costumer-Driven Marketing StrategyEach company must:Devide up the total marketChoose the best segmentDesign strategies for profitably serving chosen segments

This process involves:Market segmentationMarket targetingMarket differentiation and positioningCostumer-Driven Marketing StrategyEach company must (masing-masing perusahaan harus):Devide up the total market (membagi keseluruhan pasar)Choose the best segment (memilih segmen terbaik)Design strategies for profitably serving chosen segments (merancang strategi untuk melayani segmen terpilih dengan baik)This process involves (proses ini melibatkan):Market segmentation (segmentasi pasar)Membagi pasar menjadi kelompok pembeli berbeda yang mempunyai kebutuhan, karakteristik, atau perilaku yang berbeda dan yang mungkin memerlukan produk atau program pemasaran terpisah.Segmen pasar: sekelompok konsumen yang merespons dengan cara yang sama terhadap sejumlah usaha pemasaran tertentu.Market targeting (penetapan target pasar)Proses mengevaluasi daya tarik masing-masing segmen pasar dan memilih satu atau lebih jumlah segmen yang dimasuki.Market differentiation and positioningPerusahaan harus memutuskan bagaimana mendiferensiasikan penawaran pasarnya untuk setiap segmen sasaran. Diferensiasi: benar-benar mendiferensiasikan penawaran pasar untuk menciptakan nilai pelanggan yang tinggi.Positioning: pengaturan prosuk untuk memasuki tempat yang jelas, berbeda, dan diinginkan relatif terhadap produk pesaing dalam pikiran konsumen sasaran.

Developing an Integrated Marketing MixMarketing mix is the set of tactical marketing tools product, price, place, and promotion that the firm blends to produce the response it wants in the target market.Developing an Integrated Marketing MixMarketing mix is the set of tactical marketing tools product, price, place, and promotion that the firm blends to produce the response it wants in the target market. (Bauran pemasaran adalah kumpulan alat pemasaran taktis terkendali produk, harga, tempat, dan promosi yang dipadukan perusahaan untuk menghasilkan respon yang diinginkannya di pasar sasaran).Empat kelompok variabel alat pemasaran taktis terkendali:Product (produk): kombinasi barang dan jasa yang ditawarkan perusahaan kepada pasar sasaran.Berupa: variety (ragam), quality (kualitas), design (desain), features (fitur), brand name (nama merek), packaging (kemasan), dan services (layanan).Price (harga): jumlah uang harus dibayarkan pelanggan untuk memperoleh produk.Berupa: list price (daftar harga), discounts (diskon), allowances (potongan harga), payment period ( periode pembayaran), dan credit items (persyaratan kredit).Place (tempat) meliputi kegiatan perusahaan yang membuat produk tersedia bagi pelanggan sasaran.Berupa: channels (saluran), coverage (cakupan), location (lokasi), inventory (persediaan), transportation (transportasi), dan logistics (logistik).Promotion (promosi): aktivitas yang menyampaikan manfaat produk dan membujuk pelanggan membelinya.Berupa: advertising (iklan), personal selling (penjualan pribadi), sales promotion (promosi penjualan), dan public relations (hubungan masyarakat).The four Ps concept takes the seller's view of the market, not the buyer's view. From the buyer's viewpoint, the four Ps might be better described as the four Cs. (Konsep 4P merupakan sudut pandang penjual tentang pasar, bukan sudut pandang pembeli. Dari sudut pandang pembeli, 4P mungkin lebih baik digambarkan sebagai 4C).Product Custumer solution, Price Customer cost, Place Convenience, dan Promotion Communication.

Managing the marketing effort5Managing the Marketing EffortManaging the marketing process requires the four marketing management functions.AnalysisPlanningDevelop strategic plans

Develop marketing plansImplementationCarry out the plansControlMeasure results

Evaluate results

Take corrective actionMarketing AnalysisSWOT analysis is an overall evaluation of the companys strengths, weaknesses, opportunities, and threats.Marketing PlanningContents of a marketing plan:Executive summaryCurrent marketing situationThreats and opportunities analysisObjectivies and issuesMarketing strategyAction programsBudgetsControlsMarketing ImplementationMarketing implementation is the process that turns marketing plans into marketing actions to accomplish strategic marketing objectives.Many managers think that doing things right (implementation) is as important as, or even more important than doing the right things. In order to be successful, the company's marketing strategy must fit with the corporate culture, values and belief systems are perceived by people in the organization.Marketing Department OrganizationMost of the implementation responsibilities borne by companys marketing departments. (Sebagian besar tanggung jawab implementasi dipikul oleh departemen pemasaran perusahaan).The marketing department can be arranged in single or combined form (Departemen pemasaran dapat diatur dalam bentuk tunggal atau gabungan):Functional organization (organisasi fungsional), di mana aktivitas pemasaran yang berbeda dipimpin oleh spesialis fungsional.Geographic organization (organisasi geografis), digunakan oleh perusahaan yang menjual melampaui batas negara atau secara internasional.Product management organization (organisasi manajemen produk), digunakan oleh perusahaan dengan banyak produk atau merek.Market or custom organization (organisasi manajemen pasar), di mana para manajer pasar bertanggung jawab mengembangkan strategi dan rencana pemasaran untuk pasar atau pelanggan khusus mereka.Dalam era hubungan pelanggan ini, semakin banyak perusahaan yang mengubah fokus organisasi mereka dari manajemen produk atau manajemen wilayah menjadi manajemen hubungan pelanggan.

Marketing ControlMarketing control is measuring and evaluating the results of marketing strategies and plans and taking corrective action to ensure that the objectives are achieved. Kendali pemasaran adalah proses mengukur dan menevaluasi hasil strategi dan rencana pemasaran serta mengambil tindakan korektif untuk memastikan bahwa tujuan telah tercapai.Audit pemasaran adalalah pemeriksaan secara menyeluruh, sistematis, independen, dan berkala tentang lingkungan, tujuan, strategi, dan tindakan perusahaan untuk menentukan wilayah masalah dan peluang serta merekomendasikan rencana tindakan agar meningkatkan kinerja pemasaran perusahaan.Strategic control involves looking at whether the companys basic strategies are well matched to its opportunities.MEASURING AND MANAGING RETURN ON MARKETING INVESTMENT6Return on Marketing InvestmentReturn on marketing investment or marketing ROI is the net return from a marketing investment divided by the cost of the marketing investment.Return on Marketing InvestmentMarketing InvestmentsMarketing returnsImproved costumer value and satisfactionIncreased cutomer lifetime values and customer equityIncreased customer attractionIncreased customer retentionReturn on marketing investmentCost of markerting investmentANY QUESTIONS?THANK YOU........

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