by: w. rofianto · •how can market leaders expand the total market and defend market share?...
TRANSCRIPT
Dealing With CompetitionBy: W. Rofianto
• How can market leaders expand the total market and defend market share?
• How should market challengers attack market leaders?
• How can market followers or nichers compete effectively?
• What marketing strategies are appropriate at each stage of the product life cycle?
• How should marketers adjust their strategies and tactics for an economic downturn or recession?
Today’s Agenda
Hypothetical Market Structure
Source: Kotler & Keller (2012)
Expanding the Total Market Demand
New Customer
More usage
Protecting Market Share
Responsive anticipation
Protecting Market Share
Creative anticipation
Protecting Market Share
Defense Strategies
The Concept of Optimal Market Share
• Define the strategic objective and opponents• market leader
• own size that are not doing the job
• small local and regional firms
• Choose a general attack strategy
• Choose a specific attack strategy
Market Challenger Strategies
• Flank attack
• Encirclement attack
• Bypass attack
• Frontal attack
• Guerilla warfare
General Attack Strategies
• Price discounts
• Lower-priced goods
• Value-priced goods
• Prestige goods
• Product proliferation
• Product innovation
• Improved services
• Distribution innovation
• Manufacturing-cost reduction
• Intensive advertising promotion
Specific Attack Strategies
Market Follower Strategies
1. Counterfeiter2. Cloner3. Imitator4. Adapter
Market Nicher Strategies
Product Life Cycles
Strategies for Developing a Pioneer Advantage
Growth Stage Strategies
improves product quality and adds new features and improved styling. adds new models and flanker products. enters new market segments. increases its distribution coverage and enters new distribution
channels. shifts from awareness and trial communications to preference and
loyalty communications. lowers prices to attract the next layer of price-sensitive buyers.
Maturity Stage
Market Modification
Product Modification
Marketing Program Modification
• Declining sales
• Low cost per customer
• Declining profits
• Laggards
Decline
• Invest
• Get close to customers
• Review budgets
• Use a compelling value proposition
• Fine-tune offerings
Marketing in an Economic Downturn
Business has only two basic functions
marketing and innovation.
(Peter Drucker )