 2007 Thomson South-Western Overview of Integrated Marketing Communications Chapter One

2 To introduce the topic of marketing communications (marcom) and identify the tools used by practitioners. To describe the philosophy and practice of integrated marketing communications (IMC). To present the five key features of IMC. To identify obstacles to implementing IMC. Chapter One Objectives

3 To introduce a framework that illustrates the activities involved in developing an integrated communications program. To distinguish some of the important trade associations in the marcom Field.

4 Elements of Marketing Communications

5 Marketing Communications at the Brand Level This is the key means for differentiating one company’s offering from another’s A well-known and respected brand is an invaluable asset Brand A successful brand can create barriers to entry for competitors

6 Integrated Marketing Communications (IMC) The philosophy and practice of carefully coordinating a brand’s sundry marketing communication elements.

7 The Meaning of Synergy The payoff from IMC is that brand managers achieve –The integration of multiple communication tools and media yield more positive communication results than the tools used individually

8 Five Key Features of IMC 1. Start with the customer or prospect. 2. Use any form of relevant contact. 3. Achieve synergy (speak with a single voice). 4. Build relationships. 5. Affect behavior.

9 Changes in Marketing Communication Practices Reduced dependence on mass media advertising. Increased reliance on highly targeted communication methods. Heightened demands on suppliers. Increased efforts to assess communications’ return on investment.

10 Obstacles to Implementing IMC Few providers have the skills required to execute. Mass media campaigns easier than Direct-to-Customer. The real challenge is to make sure that tools are consistently executed.

11 Making Brand-Level Marcom Decisions

12 Making Fundamental Marcom Decisions

13 A Concluding Mantra: All Marketing Communications Should Be… Directed To A Particular Target Market Clearly Positioned Undertaken To Accomplish The Objective Within Budget Constraint Created To Achieve a Specific Objective

14 Marcom Implementation Decisions Mixing elements Creating messages Selecting media Establishing momentum

15 MarCom Outcomes Enhancing Brand Equity Affecting Behavior Outcomes

16 Program Evaluation Measuring Results Providing Feedback Taking Corrective Action