1. Branding and Packaging Copyright © Houghton Mifflin Company. All rights reserved. PowerPoint Presentation by Charlie Cook 12 Part Three Product Decisions

2. Copyright © Houghton Mifflin Company. All rights reserved. 12–2 Chapter Learning Objectives To explain the value of branding To understand brand loyalty To analyze the major components of brand equity To recognize the types of brands and their benefits To understand how to select and protect brands To examine three types of branding policies To understand co-branding and brand licensing

3. Copyright © Houghton Mifflin Company. All rights reserved. 12–3 Chapter Learning Objectives (cont’d) To describe the major packaging functions and design considerations and how packaging is used in marketing strategies To examine the functions of labeling and its legal issues

4. Copyright © Houghton Mifflin Company. All rights reserved. 12–4 Chapter Outline Branding Packaging Labeling

5. Copyright © Houghton Mifflin Company. All rights reserved. 12–5 Branding: Key Terms Brand –An identifying name, term, design, or symbol –One item, family of items, or all items of a seller Corvette, Chevrolet, General Motors Brand Name –The part of a brand that can be spoken –Words, letters, numbers Union 76, NBA, 49’ers Brand Mark –The part of a brand not made up of words –Symbols or designs Nike swoosh, Mercedes star, McDonald’s arches

6. Copyright © Houghton Mifflin Company. All rights reserved. 12–6 Branding: Key Terms (cont’d) Trademark –A legal designation of exclusive use of a brand Coca-Cola®, Hewlett-Packard® Trade Name –Full legal name of an organization American Telephone and Telegraph Corporation (AT&T)

7. Copyright © Houghton Mifflin Company. All rights reserved. 12–7 Branding (cont’d) Value of Branding for Consumers –Helps speed consumer purchases by identifying specific preferred products –Provides a form of self-expression and status –Evaluates product quality to reduce the risk of purchase Value of Branding for Marketers –Identifies and differentiates a firm’s products from competing products –Helps in the introduction of new products –Facilitates the promotion of all same-brand products –Fosters the development of brand loyalty –Can create valuable intangible assets

8. Copyright © Houghton Mifflin Company. All rights reserved. 12–8 Branding (cont’d) Brand Loyalty –A customer’s favorable attitude toward a specific brand Brand Recognition –A customer’s awareness that a brand exists and is an alternative purchase Brand Preference –The degree of brand loyalty in which a customer prefers one brand over competitive offerings Brand Insistence –The degree of brand loyalty in which a customer strongly prefers a specific brand and will accept no substitute

9. Copyright © Houghton Mifflin Company. All rights reserved. 12–9 Major Elements of Brand Equity FIGURE 12.1 Source: Adapted with the permission of The Free Press, a division of Simon & Schuster, Inc., from Managing Brand Equity: Capitalizing on the Value of a Brand Name by David A. Aaker. Copyright © 1991 by David A. Aaker.

10. Copyright © Houghton Mifflin Company. All rights reserved. 12–10

11. Copyright © Houghton Mifflin Company. All rights reserved. 12–11

12. Copyright © Houghton Mifflin Company. All rights reserved. 12–12 Types of Brands Manufacturer Brands –Brands initiated by producers Private Distributor Brands –Brands initiated and owned by resellers Dealer brands, private brands, store brands Generic Brands –Brands indicating only the product category

13. Copyright © Houghton Mifflin Company. All rights reserved. 12–13 Consumers’ Perception of Store and Manufacturers’ Brands for Selected Product Groups FIGURE 12.2 Source: “Store Brands at the Turning Point,” Consumer Research Network, 3624 Market Street, Philadelphia, PA.

14. Copyright © Houghton Mifflin Company. All rights reserved. 12–14 Selecting a Brand Name The name should –be easy to say, spell, and recall. –indicate the product’s major benefits. –suggest the product’s major uses and special characteristics. –be distinctive, setting it apart from competing brands. –be compatible with all products in line. –be designed for use and recognition in all types of media.

15. Copyright © Houghton Mifflin Company. All rights reserved. 12–15 Protecting a Brand Degree of Brand Protection Through Registration –Fanciful –Arbitrary –Suggestive –Descriptive –Generic Surnames and descriptive, geographic, or functional names are also difficult to protect. Registration with the U.S. Patent and Trademark Office protects a brand for ten years with indefinite renewals.MostLeast

16. Copyright © Houghton Mifflin Company. All rights reserved. 12–16 Branding Policies Individual Branding –A policy of naming each product differently –Avoids stigmatizing all products due to a failed product Family Branding –Branding all of a firm’s products with the same name –Promotion of one item also promotes all other products Brand-Extension Branding –Using an existing brand name for an improved or new product –Provides support for new products through established brand name and image

17. Copyright © Houghton Mifflin Company. All rights reserved. 12–17 Co-Branding –Using two or more brands on one product to capitalize on the brand equity (customer confidence and trust) of multiple brands –Brands involved must represent a complementary fit in the minds of consumers. –Helps differentiate a firm’s product from those of its competitors –Helps take advantage of distribution capabilities of co- branding partners

18. Copyright © Houghton Mifflin Company. All rights reserved. 12–18 Brand Licensing –An agreement whereby a company permits another organization to use its brand on other products for a licensing fee –Advantages Low-cost and/or free publicity Revenues from royalty fees –Disadvantages Lack of manufacturing control Creating too many unrelated products Licensing arrangements can fail

19. Copyright © Houghton Mifflin Company. All rights reserved. 12–19 Packaging –Involves the development of a container and a graphic design for a product Packaging Functions –Protect the product from damage –Offer convenience to consumers –Prevent waste and make storage easier –Promote the product by communicating its features, uses, benefits, and image

20. Copyright © Houghton Mifflin Company. All rights reserved. 12–20 Major Packaging Considerations Cost of Packaging –Limited consumer willingness to pay for better packaging Tamper-Resistant Packaging –FDA regulations and consumer safety concerns Family Packaging –Similar packaging for all of a firm’s products or packaging that has one common design element A A

21. Copyright © Houghton Mifflin Company. All rights reserved. 12–21 Major Packaging Considerations (cont’d) Promotional Role (Informing the Consumer) –Verbal and nonverbal symbols –Size, shape, texture, color, and graphics Reseller Needs –Transportation, storage, and handling Environmentally Responsible –Biodegradable and recyclable

22. Copyright © Houghton Mifflin Company. All rights reserved. 12–22 Packaging and Marketing Strategy Altering the Package –To update style and to meet increased competition –To highlight new features –To take advantage of new packaging materials –To make the product safer or easier to use –To reduce packaging costs Secondary-Use Packaging –Reusable packaging adds customer value Category-Consistent Packaging –Packaging reflects customer expectations for the expected appearance of products in a category

23. Copyright © Houghton Mifflin Company. All rights reserved. 12–23 Packaging and Marketing Strategy (cont’d) Innovative Packaging –Unique features or ways of packaging that make a product more distinct from its competitors Multiple Packaging –Bundling multiple units of a product together to encourage usage and to increase demand Handling-Improved Packaging –Packaging that has been changed to facilitate product handling in the distribution channel

24. Copyright © Houghton Mifflin Company. All rights reserved. 12–24

25. Copyright © Houghton Mifflin Company. All rights reserved. 12–25 Criticisms of Packaging Lack of functionality –Leak, difficult to open/close/seal, hard-to-use designs Safety –Sharp edges, broken glass, health hazards Deceptive –Shape, size, colors mask true nature of product Cost of packaging –What customers prefer is costly

26. Copyright © Houghton Mifflin Company. All rights reserved. 12–26 Labeling –Providing identifying, promotional, legal, or other information on package labels Universal Product Code (UPC) –A series of electronically readable lines identifying a product and containing inventory and pricing information

27. Copyright © Houghton Mifflin Company. All rights reserved. 12–27 Labeling (cont’d) Purposes of Labels –Help identify the product Display brand name and unique graphics –Support promotional efforts for the product Coupons, discounts, product features –Provide legally required labeling information Fair Packaging and Labeling Act of 1966 Nutrition Labeling Act of 1990 –“Green Labeling” issues Labeling packaging as made of recyclable materials –Provide information on product origin “Made in the USA”

28. Copyright © Houghton Mifflin Company. All rights reserved. 12–28 After reviewing this chapter you should: Be able to explain the value of branding. Understand brand loyalty. Be able to analyze the major components of brand equity. Recognize the types of brands and their benefits Understand how to select and protect brands. Know about three types of branding policies Understand co-branding and brand licensing Be able to describe the major packaging functions and design considerations and how packaging is used in marketing strategies Understand the functions of labeling and its legal issues

29. Chapter 12 Supplemental Slides Copyright © Houghton Mifflin Company. All rights reserved. 12–29

30. Copyright © Houghton Mifflin Company. All rights reserved. 12–30 Key Terms and Concepts The following slides (a listing of terms and concepts) are intended for use at the instructor’s discretion. To rearrange the slide order or alter the content of the presentation –select “Slide Sorter” under View on the main menu. –left click on an individual slide to select it; hold and drag the slide to a new position in the slide show. –To delete an individual slide, click on the slide to select, and press the Delete key. –Select “Normal” under View on the main menu to return to normal view.

31. Copyright © Houghton Mifflin Company. All rights reserved. 12–31 Important Terms Brand –An identifying name, term, design, or symbol Brand Name –The part of a brand that can be spoken Brand Mark –The part of a brand not made up of words Trademark –A legal designation of exclusive use of a brand Trade Name –Full legal name of an organization

32. Copyright © Houghton Mifflin Company. All rights reserved. 12–32 Important Terms Brand Loyalty –A customer’s favorable attitude toward a specific brand Brand Recognition –A customer’s awareness that a brand exists and is an alternative purchase Brand Preference –The degree of brand loyalty in which a customer prefers one brand over competitive offerings Brand Insistence –The degree of brand loyalty in which a customer strongly prefers a specific brand and will accept no substitute

33. Copyright © Houghton Mifflin Company. All rights reserved. 12–33 Important Terms Manufacturer Brands –Brands initiated by producers Private Distributor Brands –Brands initiated and owned by resellers Generic Brands –Brands indicating only the product category Individual Branding –A policy of naming each product differently Family Branding –Branding all of a firm’s products with the same name

34. Copyright © Houghton Mifflin Company. All rights reserved. 12–34 Important Terms Brand-Extension Branding –Using an existing brand name for an improved or new product Co-Branding –Using two or more brands on one product to capitalize on the brand equity (customer confidence and trust) of multiple brands Brand Licensing –An agreement whereby a company permits another organization to use its brand on other products for a licensing fee

35. Copyright © Houghton Mifflin Company. All rights reserved. 12–35 Important Terms Packaging –Involves the development of a container and a graphic design for a product Family Packaging –Similar packaging for all of a firm’s products or packaging that has one common design element Secondary-Use Packaging –Reusable packaging that adds customer value Category-Consistent Packaging –Packaging that reflects customer expectations for the expected appearance of products in a category

36. Copyright © Houghton Mifflin Company. All rights reserved. 12–36 Important Terms Innovative Packaging –Unique features or ways of packaging that make a product more distinct from its competitors Multiple Packaging –Bundling multiple units of a product together to encourage usage and to increase demand Handling-Improved Packaging –Packaging that has been changed to facilitate product handling in the distribution channel

37. Copyright © Houghton Mifflin Company. All rights reserved. 12–37 Important Terms Labeling –Providing identifying, promotional, legal, or other information on package labels Universal Product Code (UPC) –A series of electronically readable lines identifying a product and containing inventory and pricing information

38. Copyright © Houghton Mifflin Company. All rights reserved. 12–38 Transparency Figure 12C Persons Who Try To Stick With Well-Known Brand Names Source: “Like Glue,” American Demographics, The Marketing Tools Directory, 2002, p. D46. Adapted with permission.

39. Copyright © Houghton Mifflin Company. All rights reserved. 12–39 Transparency Figure 12F Requirements of an Effective Brand Name