1. Chapter 2 The Marketing Plan
Marketing Planning
Section 2.1 Marketing Planning
Section 2.2 Market Segmentation

2. Marketing Planning Objectives Conduct a SWOT analysis
Key Terms
SWOT analysis
environmental scan
marketing plan
executive summary
situation analysis
marketing strategy
sales forecasts
performance standard
Objectives
Conduct a SWOT analysis
List the three key areas of an internal company analysis
Identify the factors in an environmental scan
Explain the basic elements of a marketing plan
Marketing Essentials Chapter 2, Section 2.1

3. Marketing Planning
Good marketing relies on good plans. A business can analyze its: Strengths Weaknesses Opportunities Threats in the marketplace using a process called a SWOT analysis X.
This procedure helps because it:
prepares a company for competition or a changing marketplace.
provides guidance and direction for future marketing strategies.
SWOT analysis
An assessment of a company’s strengths and weaknesses and the opportunities and threats that surround it; SWOT: strengths, weaknesses, opportunities, threats.
Marketing Essentials Chapter 2, Section 2.1

4. Internal Strengths and Weaknesses
Strengths and weaknesses are internal factors that affect a business operation. The analysis centers around three Cs:
Company
Customers
Competition
Marketing Essentials Chapter 2, Section 2.1

5. Internal Strengths and Weaknesses
Company
When evaluating itself, a company must analyze these areas:
Company staff
Financial situation
Production capabilities
The company must also consider the four Ps of the Marketing Mix:
Product
Place
Price
Promotion
PRODUCT
PROMOTION
PRICE
PLACE
Marketing Essentials Chapter 2, Section 2.1

6. Customers Customer Analysis
Companies study customer buying patterns using surveys or conducting interviews with people in their target markets. These methods gather information that helps to:
find out what customers are pleased or dissatisfied with.
create interest-specific ads and catalogs.
Marketing Essentials Chapter 2, Section 2.1

7. Competition Competitive Position
A company may find that it has certain strengths and weaknesses when compared to its competitors. Questions that help a business to analyze its competitive position are:
What market share does the company have?
What advantages does the company have over its competitors?
What core competencies does the company possess?
Marketing Essentials Chapter 2, Section 2.1

8. External Opportunities and Threats
Businesses must always look for opportunities to create competitive advantage if they are to succeed in the marketplace.
Marketing Essentials Chapter 2, Section 2.1

9. Competition
Companies need to know what their competitors are doing at all times. Changes in other companies’ financial situations affect the marketplace, and conducting a SWOT analysis helps a business react and adjust to these shifts.
Marketing Essentials Chapter 2, Section 2.1

10. Environmental Scan Political Economic Socio-cultural Technological
An analysis of outside influences that may have an impact on an organization.
Often, a business will conduct an environmental scan to methodically examine four main areas of the marketplace. The acronym PEST refers to each of the four factors evaluated in the scan:
Political
Economic
Socio-cultural
Technological
Marketing Essentials Chapter 2, Section 2.1

11. Political
Political issues center around government involvement in business operations, such as:
Laws
Regulations
Global companies need to know the political structure and regulations of each foreign country in which they conduct business.
Marketing Essentials Chapter 2, Section 2.1

12. Economic Unemployment rate Inflation Retail sales figures Productivity
Businesses are always interested in the economy because if it is healthy, people will be more likely to invest in products and markets. If the economy is in recession, companies need to be more cautious in their decisions. The economy is affected by factors such as:
Unemployment rate
Inflation
Retail sales figures
Productivity
Consumer confidence
Marketing Essentials Chapter 2, Section 2.1

13. Socio-Cultural
A socio-cultural analysis is based on customers and potential customers. It focuses on their:
Attitudes
Lifestyles
Opinions
And also considers:
Age
Income
Occupation
Education level
Marital status
Marketing Essentials Chapter 2, Section 2.1

14. Technological
Changing technology may be a threat for one industry, but an opportunity for others. Companies develop completely new products or capitalize on new developments by making products to support them.
Marketing Essentials Chapter 2, Section 2.1

15. Let’s Practice! All these concepts… but how can we remember them?!
A great way is by using acrostic poems or a mnemonic (memory/learning tool).
Gather information in lightning speed One perfect search engine sufficed the need Our transport machine in this time and space Get events, facts and ads in wise displays Look! Everything is in our fingertips! Expansive knowledge now all within grips
In your table group, create a rap or poem to help you remember the term/concept assigned to you.

16. Writing a Marketing Plan
A formal written document communicating the goals, objectives, and strategies of a company.
Because marketing is a complicated activity, marketers create a marketing plan to communicate aspects such as:
Company goals
Specific responsibilities
Budgets
Deadlines
Overall performance
Marketing Essentials Chapter 2, Section 2.1

17. Elements of a Marketing Plan
The six basic elements of a marketing plan are:
Executive summary
Situation analysis
Marketing goals/objectives
Marketing strategies
Implementation
System for evaluation and control
Marketing Essentials Chapter 2, Section 2.1

18. Writing a Marketing Plan
executive summary A brief overview of an entire marketing plan.
An executive summary briefly summarizes the marketing plan. It addresses each topic and explains the costs involved for the plan’s implementation
The situation analysis studies the internal and external factors that affect marketing strategies based on the SWOT analysis.
Goals and objectives let everyone know what the marketing plan will accomplish, and they must be in line with the company’s mission.
situation analysis The study of the internal and external factors that affect marketing strategies.
Marketing Essentials Chapter 2, Section 2.1

19. Marketing Planning quality distribution ad campaign pricing
A marketing strategy identifies target markets and sets marketing mix choices that focus on those markets. The strategy is determined by the company’s or product’s competitive position and the SWOT analysis.
A good marketing strategy will focus on points of difference between companies in areas such as:
quality
distribution
ad campaign
pricing
marketing strategy Identification of target markets and determination of marketing mix choices that focus on those markets.
Marketing Essentials Chapter 2, Section 2.1

20. Implementation: Make the Plan, Work the Plan
sales forecasts
The projection of probable future sales in units or dollars.
Implementation is putting the marketing plan into action and managing it. A timetable shows where all or parts of the plan come into play, such as:
Schedule of activities
Job assignments
Sales forecasts
Budgets
Personnel
Marketing Essentials Chapter 2, Section 2.1

21. Evaluation and Control
performance standard
An expectation of performance that reflects a company’s goals and marketing plan objectives.
To evaluate how well a marketing plan is being carried out, performance standards measure progress against the plan’s original objectives.
Marketing Essentials Chapter 2, Section 2.1

22. 1 What is a SWOT analysis and why is it helpful?
SECTION 2.1 REVIEW
1 What is a SWOT analysis and why is it helpful?
2. What is a marketing plan and what is its purpose?
3. What is an environmental scan? What are the four main areas it to consider? (Hint: PEST)

23. Market Segmentation Objectives
Key Terms
market segmentation
demographics
disposable income
discretionary income
geographics
psychographics
mass marketing
Objectives
Explain the concept of market segmentation
Analyze a target market
Differentiate between mass marketing and market segmentation
Marketing Essentials Chapter 2, Section 2.2

24. Identifying and Analyzing Markets
market segmentation The process of analyzing and classifying customers in a given market to create smaller, more precise target markets.
Companies identify groups of people who have common interests and traits. This grouping process is called market segmentation.
Businesses use these groups to create market-specific ads and products that connect with potential customers on a personal level.
Marketing Essentials Chapter 2, Section 2.2

25. Identifying and Analyzing Markets
The four factors that help segment a market and describe a target market are:
Demographics
Geographics
Psychographics
Behavioral factors
Marketing Essentials Chapter 2, Section 2.2

26. Identifying and Analyzing Markets
demographics Statistics that describe a population in terms of personal characteristics such as age, gender, income, marital status, ethnicity, education, and occupation.
Demographics refer to statistics that describe a population in terms of personal characteristics such as:
Age
Gender
Income
Marital status
Ethnic background
Education
Occupation
Marketing Essentials Chapter 2, Section 2.2

27. Identifying and Analyzing Markets
disposable income The money left over after taxes are taken out of a consumer’s income.
discretionary income The money left over from a consumer’s income after paying for basic living necessities such as food, shelter, and clothing.
When calculating how much products should cost, marketers look at two types of income measurement:
disposable income- Money left after subtracting taxes
discretionary income - Money left after subtracting costs for basic living necessities.
Marketers who sell necessities such as food and clothing are concerned with disposable income, while those who sell luxury products pay attention to discretionary income.
Marketing Essentials Chapter 2, Section 2.2

28. Geographics
geographics Segmentation of the market based on where people live.
The term geographics refers to segmentation of the market based on where people live. People who live in a certain area will have noticeable similarities that affect their markets. To segment a market geographically, you can refer to:
Local markets
Regional markets
National markets
Global markets
Marketing Essentials Chapter 2, Section 2.2

29. Psychographics Psychographics involves grouping people with similar:
Studies of consumers based on social and psychological characteristics.
Psychographics involves grouping people with similar:
Lifestyles
Attitudes
Values
Opinions
Consumer lifestyles include how people spend their time and money. The different sections of magazines in a bookstore illustrate segmentation by:
Activities
Interests
Marketing Essentials Chapter 2, Section 2.2

30. Benefits desired by consumers Shopping patterns Usage rate
Behavioral
Separating the market based on product-related behavior involves looking at the:
Benefits desired by consumers
Shopping patterns
Usage rate
By studying consumer behavior, many businesses find that 80 percent of a company’s sales are generated by 20 percent of its customers. This phenomenon is known as the “80/20" rule.
Marketing Essentials Chapter 2, Section 2.2

31. Mass Marketing versus Segmentation
mass marketing Use of a single marketing plan to reach all customers.
When products have universal appeal and few features differentiate them from competitors, mass marketing is used. Mass marketing involves using a single marketing strategy to reach all customers. However, the current trend is niche marketing, meaning that marketing targets extremely specific markets.
Marketing Essentials Chapter 2, Section 2.2

32. What is the difference between market segmentation and mass marketing?
SECTION 2.2 REVIEW
What is the difference between market segmentation and mass marketing?
What is discretionary income and what kind of purchase would you generally make with it?
What does it mean to segment a market based on demographics? Geographics? Psychographics?

33. In groups of no more than 4:
SECTION 2.2 PRACTICE
In groups of no more than 4:
Find an ad online or in a magazine and describe the market segment being targeted. Hint: Explain in terms of demographics, psychographics, geographics.
Describe the aspects of the ad that helped you draw this conclusion.
Explain how the ad could be modified to target a different market.

34. This chapter has helped prepare you to meet the following DECA performance indicators:
Explain the nature of marketing plans
Conduct SWOT analysis for use in a marketing planning process
Explain the concept of a market and market identification
Explain the nature of sales forecasts
Select a target market