MEDIA PLANNING AND SALES PROMOTION FOR LAUNCHING A NEW PRODUCT

DeSPORT (A NEW SPORTS WEAR BRAND)

SUBMITTED TO:- Dr. SOUGATA BANERJEE NIFT KOLKATA

SUBMITTED BY:-

NIKHIL GUPTA

MFM (2009-2011)

NIFT KOLKATA

SPORTS WEAR INDUSTRYIn the 1970s, athletic sportswear began to evolve from a product line aimed at small and unique markets into a mainstream fashion product. The clear divisions between performance and fashion, function and style, formal and informal that once existed have become increasingly blurred. “In the 1980s, the acceptability of casual dress on more occasions paved the way for sportswear to move into the mainstream clothing market. The trend was accompanied by a real increase in sports participation.”

Most athletic footwear (around 70%) is bought for leisure, casual or every day use).4 In the UK, one report estimates, only 20% of sportswear is bought for actual sport or exercise). Nike was not only the first to have its shoes produced in Asia; it was also the first in the marketing and advertising of athletic shoes. Today, practically all brand-name corporations have a business plan similar to that of Nike’s strategy of focussing on the branding and marketing of sportswear.

The total worth of the athletic apparel and footwear market is estimated at over 58 billion US dollars — of which the sportswear apparel sector forms a much larger part than the athletic footwear sector.

Nike in particular has played an important role in transforming sport shoes and apparel into a fashion statement. Retail in India is witnessing a huge revamping exercise. Organized retail at present comprises merely 2 per cent of the total market in India. This means that the untapped segment amounts to a whopping Rs 9,800 billion (approx. $225 billion). In India, more and more brands are getting more serious and focused on exploiting the potential of the Indian market. This leads to more customized offerings to meet the local flavour and budgets as well as investments in better quality shopping environments.

Coupled with this though, India also needs to accept retail as an industry, thus opening up a wealth of support mechanism and interest as well as granting retailers access to funding with banks, which is dearly missed now.

The sportswear industry includes both athletic footwear and apparel (garments). The current size of the Indian sportswear industry is worth over INR 355 Billion, which is expected to grow at a CAGR of around 45% between 2010 and 2012. On a retail basis, sportswear industry is about 2,500 crore (Rs 25 billion).

INTRODUCTION

An integral part of any new business launch is marketing your product or service to the right target audience. Marketing, as well as attracting new customers to your business can also help to spread the word about your new startup, attracting attention from new suppliers, new investors and new business partners.

The quality and the reach of your initial marketing campaigns can often mean the difference between a comfortable first year and a difficult twelve months. Businesses which invest too little in marketing or fail to target the correct market can face an uphill struggle trying to attract the right interest in their product and persuade potential customers that they are a reputable, new company that will be serve their needs best.

On the other hand, businesses that set aside an appropriate marketing budget early on are much more likely to build a customer base quickly and develop a trustworthy brand which can help them to retain customers long after their first, tentative, purchase.

Becoming perceived as a trustworthy and reliable business is now more important than ever due to today’s entrepreneurial environment in which several similar businesses can launch at the same time in the same geographical area; Building a quality brand for your business is a good way of doing this in the early stages of your burgeoning business.

SALES PROMOTION

Suppose you go to the market to buy soap. The shopkeeper suggests that if you buy two soap cakes, an extra soap cake will be given to you free of cost under “buy 2 get 3” scheme. You feel attracted to buy as by doing so you are saving money on one soap. Moreover, soap is an item which is required on a regular basis, and so you can keep the extra two cakes to be used later.This is an approach of increasing sale of a product.

Meaning of Sales PromotionEvery businessman wants to increase the sale of goods that he deals in. He can adopt several ways for that purpose. You might have heard about “lakhpati bano”, “win a tour to Singapore”, “30% extra in a pack of one kg”, “scratch the card and win a prize” etc. You might also have seen gifts like lunch box, pencil box, pen, shampoo pouch etc. offered free with some products.There are also exchange offers, like in exchange of existing model of television you can get a new model at a reduced price. You may have also observed in your neighbouring markets notices of “winter sale”, “summer sale”, “trade fairs”, “discount up to 50%” and many other schemes to attract customers to buy certain products. All these are incentives offered by manufacturers or dealers to increase the sale of their goods. These incentives may be in the form of free samples, gifts, discount coupons, demonstrations, shows, contests etc. All these measures normally motivate the customers to buy more and thus, it increases sales of the product. This approach of selling goods is known as “Sales Promotion”. You have learnt about advertising and personal selling in the earlier lessons. Thus, advertising can be used as means of communication to inform potential customers about the incentives offered for sales promotion. Personal selling can as well include communication of the incentives to individual customers. But, sales promotion differs from advertising and personal selling interms of its approach and technique. Sales promotion adopts short term, non-recurring methods to boost up sales in different ways. These offers are not available to the customers throughout the year. During festivals, end of the seasons, year ending and some other occasions these schemes are generally found in the market. Thus, sales promotion consists of all activities other than advertising and personal selling that help to increase sales of a particular commodity.

Objectives of Sales PromotionMain objective of sales promotion is to increase sales. However, there are also some other objectives of sales promotion. The objectives are:

I. To introduce new productsII. To attract new customers and retain the existing ones

III. To maintain sales of seasonal productsIV. To meet the challenge of competition

Let us learn about these objectives in details.I. To introduce new products: Have you ever heard about distribution of free samples?

Perhaps you know that many companies distribute free samples while introducing

new products. The consumers after using these free samples may develop a taste for it and buy the products later for consumption.

II. To attract new customers and retain the existing ones: Sales promotion measures help to attract or create new customers for the products. While moving in the market, customers are generally attracted towards the product that offers discount, gift, prize, etc on buying. These are some of the tools used to encourage the customers to buy the goods. Thus, it helps to retain the existing customers, and at the same time it also attracts some new customers to buy the product.

III. To maintain sales of seasonal products: There are some products like air conditioner, fan, refrigerator, cooler, winter clothes, room heater, sunscreen lotion, glycerine soap etc., which are used only in particular seasons. To maintain the sale of these types of products normally the manufacturers and dealers give off-season discount. For example, you can buy air conditioner in winter at a reduced price. Similarly you may get discount on winter clothes during summer.

IV. To meet the challenge of competition: Today’s business faces competition all the time. New products frequently come to the market and at the same time improvement also takes place. So sales promotion measures have become essential to retain the market share of the seller or producer in the product-market.

Tools of Sales PromotionTo increase the sale of any product manufactures or producers adopt different measures like sample, gift, bonus, and many more. These are known as tools or techniques or methods of sales promotion. Let us know more about some of the commonly used tools of sales promotion.

I. Free samples: You might have received free samples of shampoo, washing powder, coffee powder, etc. while purchasing various items from the market. Sometimes these free samples are also distributed by the shopkeeper even without purchasing any item from his shop. These are distributed to attract consumers to try out a new product and thereby create new customers. Some businessmen distribute samples among selected persons in order to popularize the product. For example, in the case of medicine free samples are distributed among physicians, in the case of textbooks, specimen copies are distributed among teachers.

II. Premium or Bonus offer: A milk shaker along with Nescafe, mug with Bournvita, toothbrush with 500 grams of toothpaste, 30% extra in a pack of one kg. are the examples of premium or bonus given free with the purchase of a product. They are effective in inducing consumers to buy a particular product. This is also useful for encouraging and rewarding existing customers.

III. Exchange schemes: It refers to offering exchange of old product for a new product at a price less than the original price of the product. This is useful for drawing attention to product improvement. ‘Bring your old mixer-cum-juicer and exchange it for a new one just by paying Rs.500’ or ‘exchange your black and white television with a colour television’ are various popular examples of exchange scheme.

IV. Price-off offer: Under this offer, products are sold at a price lower than the original price. ‘Rs. 2 off on purchase of a lifebouy soap, Rs. 15 off on a pack of 250 grams of Taj Mahal tea, Rs. 1000 off on cooler’ etc. are some of the common schemes. This

type of scheme is designed to boost up sales in off-season and sometimes while introducing a new product in the market.

V. Coupons: Sometimes, coupons are issued by manufacturers either in the packet of a product or through an advertisement printed in the newspaper or magazine or through mail. These coupons can be presented to the retailer while buying the product. The holder of the coupon gets the product at a discount. For example, you might have come across coupons like, ‘show this and get Rs. 15 off on purchase of 5 kg. Of Annapurna Atta’. The reduced price under this scheme attracts the attention of the prospective customers towards new or improved products.

VI. Fairs and Exhibitions: Fairs and exhibitions may be organised at local, regional, national or international level to introduce new products, demonstrate the products and to explain special features and usefulness of the products. Goods are displayed and demonstrated and their sale is also conducted at a reasonable discount. ‘International Trade Fair’ in New Delhi at Pragati Maidan, which is held from 14th to 27th November every year, is a wellknown example of Fairs and Exhibitions as a tool of sales promotion.

VII. Trading stamps: In case of some specific products trading stamps are distributed among the customers according to the value of their purchase. The customers are required to collect these stamps of sufficient value within a particular period in order to avail of some benefits. This tool induces customers to buy that product more frequently to collect the stamps of required value.

VIII. Scratch and win offer: To induce the customer to buy a particular product ‘scratch and win’ scheme is also offered. Under this scheme a customer scratch a specific marked area on the package of the product and gets the benefit according to the message written there. In this way customers may get some item free as mentioned on the marked area or may avail of price-off, or sometimes visit different places on special tour arranged by the manufacturers.

IX. Money Back offer: Under this scheme customers are given assurance that full value of the product will be returned to them if they are not satisfied after using the product. This creates confidence among the customers with regard to the quality of the product. This technique is particularly useful while introducing new products in the market.

Importance of Sales PromotionThe business world today is a world of competition. A business cannot survive if its products do not sell in the market. Thus, all marketing activities are undertaken to increase sales. Producers may spend a lot on advertising and personal selling. Still the product may not sell. So incentives need to be offered to attract customers to buy the product. Thus, sales promotion is important to increase the sale of any product. Let us discuss the importance of sales promotion from the point of view of manufacturers and consumers.

From the point of view of manufacturersSales promotion is important for manufacturers because

I. it helps to increase sales in a competitive market and thus, increases profits;II. it helps to introduce new products in the market by drawing the attention of

potential customers;

III. when a new product is introduced or there is a change of fashion or taste of consumers, existing stocks can be quickly disposed off;

IV. it stabilizes sales volume by keeping its customers with them. In the age of competition it is quite much possible that a customer may change his/her mind and try other brands. Various incentives under sales promotion schemes help to retain the customers.

From the point of view of consumersSales promotion is important for consumers because

I. the consumer gets the product at a cheaper rate;II. it gives financial benefit to the customers by way of providing prizes and sending

them toIII. visit different places;IV. the consumer gets all information about the quality, features and uses of different

products;V. certain schemes like money back offer creates confidence in the mind of customers

about the quality of goods; andVI. it helps to raise the standard of living of people. By exchanging their old items they

can use latest items available in the market. Use of such goods improves their image in society.

IMPORTANCE OF MEDIA PLANNING

Planning, no matter what you're planning for, is usually pretty important. A lot goes into making plans for various things, and it's important that people who are interested in media planning to be aware of what they need to do. Especially if they have a smaller business , they have to make sure that they do everything they can to plan well. It's not easy, and when you run a small business you often don't have access to all the resources that you would have if you had a larger company that you didn't have to fight for quite so often.

Small businesses don't usually make a great deal of money, especially when they're first starting out, so proper planning is essential to help ensure that the money that is made is maximized and that individuals who own and operate these small businesses are doing the best that they can to provide for themselves and their employees. Media planning the right way is one of the most essential ways to do this and help the business grow and succeed. You need it to get noticed, but you don't want it to get the wrong kind of attention. Instead, you want to attract customers that you know will want and need what you have and that will keep coming back. These are the kinds of loyal customers that proper media planning can attract, but only if it's something that's done and done well. Poor planning and poor execution is something that must be avoided if success is to be achieved, and addressing the issue early on is a vital link in making the media planning the best and most effective for the business in question. Businesses that don't do this both big and small may end up regretting it and may find that their profits aren't what they had hoped.

LAUNCHING A SPORTSWEAR BRAND IN INDIA

BRAND NAME - DeSPORT

BRAND LOGO -

TAG LINE - Live yours dream

MISSION OF THE COMPANY: - To be the market leader of sportswear in India.

BRAND AMBASSADOR – Sourav Tiwari

MARKET RESEARCH

The market demand from teenagers and young players who need sportswear at affordable rates.

Inclination of Indians towards sports.

Pure cotton and cotton blends are most preferred fabrics across t-shirt categories accounting for 58% of the offerings in full sleeves and 62% in half-sleeves.

MARKET POTENTIAL

Most sportswear brand cater premium class

As a large upcoming players belongs to middle class and lower middle class segment and our brand offers them products at economic price with good quality.

Indians spend most in the value-for-money and budget categories

TARGET MARKET

DeSPORT

The target market of DeSPORT is the youth with the brand proposition ‘competition to lifestyle’. Generally the target will be 15 - 35 age groups, both males and females, with a monthly income of Rs10000 and above. The principle consumption centres namely the metros are also a potential target market!

MAJOR COMPETITORS

The main multinational players in this industry are Nike, Puma, Fila, adidas & Reebok. Indian Players include Action Shoes Ltd., Liberty Footwear Co., Power and Bata India Ltd.This report will mainly consider Nike, Rbk (Reebok), puma and adidas as competitors for DeSPORT.

22.065

3.52

2.35

7.67 1

4.4

Market share2007-2008

NIKE ADIDAS + REEBOK

PUMA POWER OTHERS

SEGMENTATION

For DeSPORT the market segments in consideration are based on

Demographics, Psychographics and Behaviour.

The demographic segmentation is based on age, gender, income and occupation. The market is segmented into three main categories based on age. These segments are age groups 1-15 years, 15-35 years and above 35 years. Based on monthly household income the market is segmented into below Rs.10000 pm, Rs.10000 to Rs.20000 pm and above Rs.20000 pm.

The market is also segmented based on gender and occupation (which leads to differential disposable incomes). Psychographic segmentation is of great importance for the sport shoe industry. The higher income groups are classified based on their tendencies into four major categories; the innovators, thinkers, achievers and experiencers. As for the groups with lesser resources, they are categorized into believers, strivers, makers and survivors.

Under behavioural segmentation an important user group is the sports and fitness conscious population. This segment is further subdivided into gym regulars, professional and amateur athletes and even drawing-room sports enthusiasts.

PRICES (BASIS OF DIFFRENTIATION)

PRODUCT COMPETITORS OUR PRICE

TEES NIKE, REEBOK &

ADIDAS- 495 ONWARDS

RS. 350 – 1,295

SHORTS NIKE, REEBOK &

ADIDAS- RS. 500 ONWARDS

RS. 395 -995

TRACK PANTS RS 750 ONWARDS RS. 600 ONWARDS

ATHLETIC FOOTWEAR

NIKE and ADIDAS RS. 1200 ONWARDS

REEBOK- RS. 1100 ONWARDS

RS. 750-1995

PLACE

Launching our product in main cities of Indian regions.

KOLKATA

MUMBAI

BANGALORE

CHENAI

DELHI

RANCHI

USP OF THE PRODUCT (TECHNICAL TEXTILES)

UV PROTECTIVE FABRIC

PROTECTION AGAINST HARMFUL UV RAYS

Ultraviolet rays constitute a very low fraction in the solar spectrum but influence all living organisms and their metabolisms.

These radiations can cause a range of effects from simple tanning to highly malignant skin cancers.

GARMENTSWith Moisture Management

& ODOUR CONTROLLING

properties

PROMOTIONAL STRATEGIES

Advertising Media

Commercial advertising media can include wall paintings, billboards, street furniture components, printed flyers and rack cards, radio, cinema and television adverts, web banners, mobile telephone screens, shopping carts, web pop-ups, skywriting, bus stop benches, human billboards, magazines, newspapers, town criers, sides of buses, banners attached to or sides of airplanes ("logo-jets"), in-flight advertisements on seatback tray tables or overhead storage bins, taxicab doors, roof mounts and passenger screens, musical stage shows, subway platforms and trains,

elastic bands on disposable diapers, stickers on apples in supermarkets, shopping cart handles (grabertising), the opening section of streaming audio and video, posters, and the backs of event tickets and supermarket receipts. Any place an "identified" sponsor pays to deliver their message through a medium is advertising.One way to measure advertising effectiveness is known as Ad Tracking. This advertising research methodology measures shifts in target market perceptions about the brand and product or service. These shifts in perception are plotted against the consumers’ levels of exposure to the company’s advertisements and promotions. The purpose of Ad Tracking is generally to provide a measure of the combined effect of the media weight or spending level, the effectiveness of the media buy or targeting, and the quality of the advertising executions or creative.

DeSPORT will use several advertising media to promote their product in the marketplace. Different advertising media use in the in the market like commercial advertisement, Print media advertisement, covert advertising, Infomercials, Celebrities advertisement, Online advertisement, Public transport advertisement, e-mail etc.

Television commercials

The TV commercial is generally considered the most effective mass-market advertising format, as is reflected by the high prices TV networks charge for commercial airtime during

popular TV events. The majorities of television commercials feature a song or jingle that listeners soon relate to the product. Virtual advertisements may be inserted into regular television programming through computer graphics. It is typically inserted into otherwise blank backdrops or used to replace local billboards that are not relevant to the remote broadcast audience. DeSPORT advertisements will be exposed in the TV network.

Infomercials

There are two types of infomercials, described as long form and short form. Long form infomercials have a time length of 30 minutes. Short form infomercials are 30 seconds to 2 minutes long. Infomercials are also known as direct response television (DRTV) commercials or direct response marketing.The main objective in an infomercial is to create an impulse purchase, so that the consumer sees the presentation and then immediately buys the product through the advertised toll-free telephone number or website. Infomercials describe, display, and often demonstrate products and their features,

and commonly have testimonials from consumers and industry professionals. DeSPORT will arrange several infomercials in the sports based program.

Celebrities

This type of advertising focuses upon using celebrity power, fame, money, popularity to gain recognition for their products and promote specific stores or products. Advertisers often advertise their products, for example, when celebrities share their favourite products or wear clothes by specific brands or designers. Celebrities are often involved in advertising campaigns such as television or print adverts to advertise specific or general products. DeSPORT will use Sourav Tiwari as their brand ambassador and many more celebrities in every region to promote their product.

PRINT MEDIA

NEWSPAPER

MAGAZINES

ELECTRONIC MEDIA

WEB-PAGE (www.Desportindia.com)

TELEVISION CHANNELS

We’ll provide 2 tickets each for cricket matches to 5 lucky winners selected through lucky draw.

2 lucky winners will get dinner date with our brand ambassador.

Buy merchandize worth Rs. 1999 and get a T SHIRT worth Rs. 350 absolutely free.

Push strategy by giving incentives to the retailers & dealers

MEDIA SCHEDULING

Continuous media scheduling will be done as it’s a new product launch for at least 1 month.

Then we’ll switch over to flighted media scheduling.

MEDIA COVERAGE AT THE TIME OF LAUNCH

Launch of the product: At the time of some sports event.

Media coverage: by Sportstar, telegraph, Local newspapers, Times of India.

EXPANSION PLANS

Expansion into other categories during CRICKET WORLD CUP GAMES 2011 to be held in INDIA

Spending on advertising will go up (around 25-30% of sales).

BUDGET (FOR 3 MONTHS) EXPECTED

Media Frequency Rates Size w * h (cm*cm)

Amt spent (In Rs.)

Telegraph 2+1+1 Rs. 1000 Rate per sq.cm (approx)

20*20=400

Sq cm

16,00,000

Local newspaper

20 Rs. 300 Rate per sq.cm (approx)

15 *15=225

sq cm

13,50,000

Sports magazine

2*2 Full inside= Rs. 30,000 1,20,000

Hoardings 4-5 8,00,000 approx.

Regional TV channel

15,00,000 approx.

Brochure 20,000

Miscellaneous 2,00,000

total 55,90,000