Professional Documents
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Trade Marketing
Trade Marketing
Laura Premoli Business Planner @ Mediaset Premium laura.premoli@gmail.com Trade Marketing @ Tiv Srl
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
Trade Marketing
Mistery
ng
Trade Marketing
Organizational M odels
TM Plan
Mistery
ng
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
Trade Marketing
Organizational Models
TM Plan
Mistery
ng
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BRAND LOYALTY
STORE LOYALTY
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SHORT CHANNEL TO
Perishable goods Limited areas Concentrated areas Custom made Coverage is selective or exclusive Customers rather small Wide and homogeneous WIDE MARGIN BASE PLAN
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Channel Mix
DEFINITION OF THE POSITIONING
DECLINE (channels = low cost discount) MATURITY (channels of low-cost mass = Department Stores)
INTRODUCTION (channel = very specialized boutique, franchising) DEVELOPMENT (channels wider = Rinascente)
B
Added value of the channel
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Channel Mix
DEFINE THE PRESSION OF THE DISTRIBUTION CHANNEL
Intensive Obj
Wide Coverage
Selective
Media Coverage
Exclusive
Strong Image, Control, Px stable A few, known, High reputation Few, Brand loyalty
Distributors
Limited in Number, Among the best Limited, well-known brand Promotional mix, service
End Customers
Levers
Sales, service
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Structural Changes in distribution channels Changes in the Role of distribution in the channels Changes in the conduct of trade
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Impact on sales performance channel Impact on the market share of the supplier on the customer
Loss-control lever px consumption Loss-control over distribution policies Loss-control sales promotion Loss-control communication instore
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The basic principle of economic rationality of the resources available, without having to restrict the innovative capacity or the possibility of interaction with the customer in receiving feedback and transform them for use by the customer.
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needs
improvement
Satisfaction
continuity
enhancement
In a system of scores and weights, the satisfaction index is called the Dealer Satisfaction Index (DSI)
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Produttore
Grossisti
Dettaglianti
Consumatore
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Produttore
Grossisti
Dettaglianti
Consumatore
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Video Aires
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Logistic
Co-Marketing
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Levers of
Trade Marketing
Trade Promotions
Races of sale Gifts to trade Awards Sale
Co-Marketing
Product
Access to the product New Products Customized Products
Assistance
assistance exclusive Sales force
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Organizational Models
Trade Segmentation
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Organizational Models
KEY PERFORMANCE INDEX
- Current performance and trend channels and customer - Soundness of customers - Current performance and trends in the company's channels and customers - Sales - Costs and profitability profitability (income statement) - Market share in the channel / customer
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Merchandising
It consists of a set of communication techniques used to encourage the consumer to a specific purchasing behavior. In order to encourage consumers to buy, merchandising relies first of all promotion activities in the store. Then use other tools, such as:
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Merchandising
THE PULVERIZATION
The pulverization of retail trade is in its fragmentation into too many shops, mostly family-owned and modest in size.
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Merchandising
LAYOUT EQUIPMENT
Is to solve the problems relating to the allocation of the surface to the various merchandise departments, the provision of equipment and the definition of the location of the customer
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Merchandising
LAYOUT OF THE PRODUCT
Addresses the problems of dislocation of the goods in the store must be such that the highest volume of sales.
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Merchandising
THE DISPLAY
This term indicates the criteria that guide how to export the different lines of products of a given category.
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Merchandising
THE MATTER OF EXPERIENCE DISTANCE (high)
COMPLEXITY SENSORY(low)
PANORAMIC CONTACT
DISTANCE (low)
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Sephora
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Sephora
Starbucks
Starbucks
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VIDEO
VIDEO
VIDEO
VIDEO
VIDEO
Mistery shopping
Look in the mirror is the first step to self improvement and the report of mystery shopping is nothing but a mirror that makes us understand how our customers see us."
VIDEO
Mistery Shopping
Fix the starting point with clear data Set goals challenging but achievable Mystery Shopping in action on the panel determined
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Mistery Shopping
Mystery shopping is a tool empowering, providing valuable information. If handled badly, can be very depotenziante for the people involved. The results should be handled with extreme care.
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Direct Sales
Indirect Sales
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example
Nr. Shops Mine Product Following NUMERICAL DISRIBUTION Nr, Shops Outplacement Category
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Market Revenue
Reveue Treating
Revenue Treating
Market Revenue
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