1. Promotion Lesson 4

2. Objectives Compare different promotional strategies and the benefits of a promotional mix Discuss the advantages of publicity and public relations Calculate a promotional budget based on net sales Evaluate promotion results and adjust future promotions Explain promotions impact on revenue, margin, and profit Analyze financial statements to determine the success or failure of a promotion

3. What is Promotion? Promotion: – Positive communication a business has with its customers

4. Types of Promotion: 4 types – Personal Selling: Use of paid sales associates to interact with the store’s customers – Sales Promotion: Use of activities that encourage customers to make purchases – Coupons, product samples, putting up point-of-purchase displays, running contests, sending out emails – Advertising: A form of non-personal promotion and is a one-way message – Public Relations: Use of unpaid references to a business to further a positive impression

5. The Promotional Mix: – A combination of the types of promotion a business uses The Goal of Promotion: – Must be clearly stated Determine if the promotion was successful – State the goals – Outline the details of the planned campaign – Determine costs – Implement the promotion – Evaluate the campaign

6. The Promotional Budget: – Promotional budgets are normally determined using a percentage of the business’s net sales Must invest in promotion during slow sales periods as well Evaluating Promotions: – When the promotional activity is complete you must evaluate how successful the activity was

7. Advertising Laws: – Federal Trade Commission (FTC): Laws are enacted and enforced – False Advertising: Happens when a business knowingly makes claims about a product that are not supported by fact – Cease and Desist: » Legally forces the business to discontinue the advertising that makes untrue claims – Bait-and-Switch Advertising: The illegal practice of advertising a product at a low price and then stocking little to none of that product, with the intention of selling customers a more expensive item.

8. Key Math Concepts Compute Net Sales: – Net Sales = Total Sales – (Returns + Discounts) Compute A Promotional Budget: – Promotional Budget = Percentage of Net Sales X Net Sales