Advertising, Sales Promotion, and Public Relations :Advertising, Sales Promotion, and Public Relations Course Instructor: Kanwal Gurleen Lecturer, LSB


Learning Goals :Learning Goals Understand the roles of advertising, sales promotion, and public relations in the promotion mix. Know the major decisions involved in developing an advertising program. Learn how sales promotion campaigns are developed and implemented. Learn how companies use public relations to communicate with their publics.


Case Study Crispin Porter & Bogusky :Located in Coconut Grove, FL Winner of several creative awards Known for guerrilla tactics, unconventional media and holistic marketing strategies Often suggests changes in the client’s procedures, products and processes to enhance brand image Clients include Virgin Airline, MINI cars, Ikea furniture, Molson beer, Truth and Burger King Case Study Crispin Porter & Bogusky


Definition :Definition Advertising Any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor.


Advertising :Advertising Signage in ancient times offers evidence of early advertising. Modern ad spending tops $245 billion in U.S. annually, $498 billion worldwide. Business firms, not-for-profit, social agencies, and professionals all advertise.


Advertising :Advertising Setting objectives Setting the budget Developing the advertising strategy Evaluating advertising campaigns Advertising objectives can be classified by primary purpose: Inform Introducing new products Persuade Becomes more important as competition increases Comparative advertising Remind Most important for mature products Key Decisions


Advertising :Advertising Setting objectives Setting the budget Developing the advertising strategy Evaluating advertising campaigns Several factors should be considered when setting the ad budget: Stage in the PLC Market share Level of competition Ad clutter Degree of brand differentiation Key Decisions


Advertising :Advertising Setting objectives Setting the budget Developing the advertising strategy Evaluating advertising campaigns Creative challenges Advertising clutter TiVo and PVR’s Creating ad messages Message strategy Creative concept or Big Idea Advertising appeal Message execution Many execution styles Tone, format, illustration, headline, copy Key Decisions


Advertising :Creative Execution Styles Advertising Slice of Life Lifestyle Fantasy Mood or Image Musical Personality Symbol Technical Expertise Scientific Evidence Testimonial Evidence or Endorsement


Advertising :Advertising Setting objectives Setting the budget Developing the advertising strategy Evaluating advertising campaigns Select advertising media Decide on level of reach, frequency and impact Choose among the major media types by considering: Consumer media habits, nature of the product, types of messages, and costs Select specific media vehicles Decide on media timing Key Decisions


Advertising :Major Media Types Advertising Newspapers Television Direct Mail Radio Magazines Outdoor Internet


Advertising :Advertising Setting objectives Setting the budget Developing the advertising strategy Evaluating advertising campaigns Measuring communications effects Copy testing Measuring sales effect Compare past sales with past advertising expenditures Experiments Key Decisions


Advertising :Advertising Organizing the Advertising Function Small vs. large companies Nature of advertising agencies Advantages of advertising agencies Consolidation and growth of agencies Creative boutiques


Advertising :Advertising Advertising to International Markets Standardizing worldwide advertising Advantages include lower advertising costs, greater global advertising coordination, and consistent global image Drawbacks include ignoring differences in culture, demographics, and economic conditions Most marketers think globally but act locally


Definition :Definition Sales Promotion Sales promotions are short-term incentives to encourage the purchase or sale of a product or service.


Sales Promotion :Sales Promotion Sales Promotions Can be targeted at final buyers, retailers and wholesalers, business customers, and members of the sales force. The use of sales promotions has been growing rapidly. 78% are to the trade with 22% to end consumers.


Sales Promotion :Sales Promotion Objectives – Consumer Promotions: Increase short-term sales or long-term market share Generate product trial Objectives – Trade Promotions: Obtaining distribution and shelf space Encouraging retailers to advertise the brand Objectives – Sales Force Promotions: Signing up new accounts


Sales Promotion :Consumer Promotion Tools Sales Promotion Samples Coupons Cash Refunds (Rebates) Price packs (cents-off deals) Advertising Specialties Premiums Patronage Rewards Point-of-Purchase Communications Contests, Games, and Sweepstakes


Sales Promotion :Sales Promotion Trade Promotion Tools Discounts (also called price-off, off-list, and off-invoice) Allowances Advertising allowances Display allowances Free goods Push money Specialty advertising items


Sales Promotion :Sales Promotion Business Promotion Tools Includes many of the same tools used in consumer and trade promotions Two additional tools: Conventions and trade shows Sales contests


Sales Promotion :Sales Promotion Key Decisions When Developing the Sales Promotion Program: Size of the incentive Conditions for participation Promotion and distribution of the actual sales promotion program Length of the promotional program Evaluation


Definition :Definition Public Relations: Building good relations with the company’s various publics by obtaining favorable publicity, building up a good corporate image, and handling or heading off unfavorable rumors, stories, and events.


Public Relations :Public Relations Functions Public Relations Press Relations Product Publicity Public Affairs Lobbying Investor Relations Development


Public Relations :Public Relations Role and Impact of Public Relations Strong impact on public awareness at lower cost than advertising Greater credibility than advertising Publicity is often underused Good public relations can be a powerful brand-building tool


Public Relations :Public Relations Tools Public Relations News Speeches Buzz Marketing Corporate Identity Materials Mobile Marketing Special Events Written Materials Audiovisual Materials Public Service Activities Internet