Group members: Zoe ， Joyce ， Candy, Kandy Hestia, Valentina, Ivy, Sane,

Swift ( 斯威夫特有限合伙企业 ) ◆ Basic form: limited partnership ◆ Main product: washing machine

target market product price promotion distribution

Target market product Product characteristics full-automatic, time /water/electricity saving, Multi-division( an innovative one) family :Full-time housewife& Working women Single and busy working: Men & women

family Single and busy working Full-time housewife &Working women Capacity: 7kg Size: 760*430*910mm Process: 20min Men & women Capacity: 3kg Size: 370×400×600mm Process: 15min

pricing strategy penetration strategy Since our target customers are sensitive to price changes due to family budget and income concern, the price of the products should not charge too high and should remain reasonable. We can use penetration strategy to attract customers.

how to set the prices? sales-oriented objectives —— the family set will be 2500 yuan, —— the single set will be 2000yuan.

 add value  educate customers  establish relationships nonprice strategy

promotion Advertising Personal selling Sales promotion Word of mouth

Newspaper Television ads Direct mail Ads on the Internet Outdoor ads Transportation ads Specialty ads Advertising

newspaper newspaper is a good way to advertise as they are low in cost and can be prepared and placed within minimum time

TV ads Pro: Con Present only 10 seconds’ advertisement Avoid presenting at prime time ( 黄金时段 ) ★ reach a vast captive audience ★ effective ● costly ● time limit

Personalized Effective to reach targeted people Be regarded as junk mail and throw away Print more useful information on the materials that can avoid being a junk mail swift ——letters, fliers and catalogues direct mail

Set up an official website of SWIFT Form a BBS forum for the customers or potential customers Make full use of some communicative intermediaries ◇ Low cost ◇ Can be viewed and modified at any time Pro: ads on the Internet

——billboards, posters and electric displays… 斯威夫特 洗衣机 SWIFT outdoor ads Set up billboards beside the street Print out some posters to paste on the wall or building if it ’ s legal

Contact with a transportation media company to play our advertising video on the screen in the railway station or post them on bus sides even the back of the seats. transportation ads

Specialty ads Print the name of our product on some commodities such as T-shirts, hats, cups, umbrellas, calendar, shopping bags.

Why ? To establish brand awareness among our target audience. The advantage of specialty ads: 1 、 covering a wide range 2 、 mobility 3 、 improving corporate image

Find out prospective customers Approach the prospective customers Personal selling

Handle the objections from the customers Make a presentation to our prospect Follow-up

Sales promotion Point-of-sale displays Lotteries and sweepstakes Coupons Premiums bulk buying

Point-of-sale displays Lotteries and sweepstakes Compare Swift with other brands of washing machines in the spot at the opening day ( time saving, water saving, electricity saving, etc.) hold the prize-winning quiz winners can have an opportunity to enter the lucky draw. (prizes: coupons, souvenir, ect.)

Coupons Usually distribute through media, giving discount to customer.

premiums Get free washing bags, umbrellas with Swift printed on it.

bulk buying If you buy 5 units with your friends together, you will enjoy discount of 30% per one

Word of mouth tell your friends, if you like it Viral marketing

Channels of distribution Physical distribution Direct channel Two level channels Modes of transportation: truck

Direct channel Avoid dealer markupsAvoid dealer markups Avoids the higher inventoryAvoids the higher inventorycosts Allows our Company to maintain,Allows our Company to maintain, monitor, and update a customer monitor, and update a customer database database Allows our Company to rapidlyAllows our Company to rapidly and efficiently deliver relevant and efficiently deliver relevant technology to our customers. technology to our customers.

twolevelchannels two level channels wholesalers retailers agent and brokers drop shippers store retailing: department stores nonstore retailing: virtual stores

With drop shippers, the customer orders can be tranfered to the our Manufacture company or wholesalers, then they can ship the swift washing machine directly to the customers. drop shippers

Put the swift washing machine in the roof of electrical product. Compared with other product, it can show its better quality, lower price, energy conservation and Functional Superiority store retailing ： department stores

open a virtual store on the Internet, so that the consumer can find it on the Intenet. after the consumer finish a order, our store will send it to the consumer. Nonstore retailing:Virtual stores

a sales agent is responsible for all our swift washing machine a broker find a buyer for the swift washing machine, After clinching a deal, the goods by swift company direct shipment to buyer agents and brokers

Truck To customers wholesalers retailers Transportationmode Transportation mode Move the washing machines quickly and go wherever there are roads