THARAKA DIAS Director – My Media Network MBA(USA), BBA(USA), Dip in Mgt, ACIM(UK), FAEA(Dip in AEA-UK), FinstSMM(UK), CPM(Asia), MSLIM, PM(Sri-Lanka)
THARAKA DIASDirector – My Media Network
MBA(USA), BBA(USA), Dip in Mgt, ACIM(UK), FAEA(Dip in AEA-UK),
FinstSMM(UK), CPM(Asia), MSLIM, PM(Sri-Lanka)
Identifying and attempting to occupy a market niche for a brand, product or service utilizing traditional marketing placement strategies (i.e. price, promotion, distribution, packaging, and competition).
Positioning is also defined as the way by which the marketers attempt to create a distinct impression in the customer's mind.
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Identifying the business's direct competition (could include players that offer your product/service amongst a larger portfolio of solutions)
Understanding how each competitor is positioning their business today (e.g. claiming to be the fastest, cheapest, largest, the #1 provider, etc.)
Documenting the provider's own positioning as it exists today (may not exist if startup business)
Comparing the company's positioning to its competitors' to identify viable areas for differentiation
Developing a distinctive, differentiating and value-based positioning concept
Creating a positioning statement with key messages and customer value propositions to be used for communications development across the organization 5
ATTRIBUTES BENEFITS VALUES
Fluoride No cavities Health
Generic Low cost Economics
Backing Soda Whitening Beauty
Mint Nice breath Social
No additives Natural
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Built upon core brand valuesMakes a core brand promiseHeart and soul of brand3-5 word phrasesGenerates spirit of the brandHelps position the brand
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Brand function - nature of product or service; performance, entertainment
Descriptive modifier - specific functions; athletic performance, family entertainment
Emotional modifier - how brand delivers benefits; authentic, fun
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The brand positioning statement is the single most important item in all of marketing.
It defines EVERYTHING about what your brand is to the consumer.
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For those suffering from a cold, Comtrex offers four different relief formulas that treat and work against your specific cold ailments.
Brand Positionin
g Statement
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Brand Positioning Statement
For women ages 25-55, Loreal Revitalift Anti-wrinkle and firming cream reduces facial wrinkles and firms your skin.
NO REASON WHY!21
Brand value chainBrand value chain
• Brand value chain is a structured approach to assessing the sources and outcomes of brand equity and the manner by which marketing activities create brand value.
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Segmentation•Consumer based
•Buying situation basedTargeting
•Evaluate market segments
•Select market segments
Identification of brand benefits
Situational analysis•Internal
•Current positioning•external
Changing consumer trends
Competitor analysis
Analysis for differentiation
possibilities of the brand image
•Point of differentiation•Point of paritySelect the
strategy
ProductDifferentiation on the Tangible attributesProduct formProduct ingredientsProduct attributes –Dove moistureProduct functional featuresProduct characteristics and customer benefitsProduct useProduct class
Differentiation on the intangible basisPrice qualitySymbolsCompetitionpersonal
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Employees Product user Demographics (gender/age/family/life cycle etc) Image Customer care and service Corporate identity Positioning by brand endorsement Positioning related to specific category of customers Usage occasion and time CSR
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Lacking in achieving the desired position
To penetrate the marketTo match consumer preferenceCrafting the brand as currentChange in market or market
conditions To overcome competition
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Image repositioning – Dettol – from antiseptic liquid for cuts and bruises to multiple use
Product repositioning – Toyota Prado Intangible repositioning - when same
product is launched for a different target markets . Cadbury Dairy milk
Tangible repositioning – when a new product launched for different target market. Lifebuoy – Lifebuoy plus with different perfumes, liquid soap and etc.
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