Jetta Marketing Communications.ppt
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1、Jetta Marketing Communications,Q4/03-Q3/0412/03/2003,2,Agenda,DirectionsQuestions&InsightsExamining the Core ValuesConclusionsOverall StrategyTargetPropositionMessage HierarchyCommunications PlanLong Term DevelopmentKey ThemesFurther InitiativesDetailed CalendarMedia StrategySummary,3,Directions,4,T
2、o maintain dominance in the strong markets and to aggressively break into the weak markets.,Directions,In March,we presented a two-fold strategy:,5,People who think rationally make the right choices.,Directions,The proposition was developed:,6,The slogan was created:,The intelligent choice,Direction
3、s,Literal translation:“Rational(wise)choice drives your life.,7,A style was established:,Directions,Contains a single compelling proposition.Clearly identifies with the target consumer.Uses a human,down-to-earth approach.Emphasizes harmony and family values.Has an appealing,positive attitude to life
4、.,8,The campaign was launched in 3 Phases:,Phase III:Life-style:the rationalists life is both efficient and harmonious.,Phase I:The rationalist considering the purchase of a car.,Phase II:The rational choice:discovering the true value of the Jetta.,Directions,9,Directions,Where are we now?,The campa
5、ign proposition is in the process of being established in the market.Thematic TVC recently on air.Now we must look forward.Continuity is essential for Jetta but the market is changing fast.,10,Directions,Questions we need to ask:,Do we need to fine-tune our direction?If so,how much?,For the answers
6、we should look at the market.,11,Directions,The National economy is growing fast:GDP up 8.5%year-over-yearGrowth rate for Q3 up 9.1%Market prices stable while urban and rural income growingPer capita disposable income up 9%year-over-year;Car sector sales volume up 72.61 year-over-year.(2003 Jan.-Sep
7、.),Source:China Statistics Bureau(2003 Jan.-Sep.),Everybodys favorite chart!,12,Directions,Source:China Statistics Bureau(2003 Jan.-Aug.),But!但是!Aber!,Market is growing fast but car production is growing faster,13,Directions,Competition is multiplying.,(000RMB),Ford Fiesta,SVW Gol,Lioncel,Honda Fit,
8、Citroen Elysee X,Chery Qiyun,SVW Polo N,Fiat Palio Weekend,SVW Gol 4,14,Source:CVSC-TNC Research2002January2003October,Directions,Competitive spending is increasing rapidly.,RMB 000,142%,297%,81%,131%,45%,56%,19%,2234%,132%,15,Directions,Source:,And in the future?,16,Directions,Competition is intens
9、e and it will get much worse.,There will be too many messages hitting the market.,Consumers are human,their attention is limited.,Conclusion:,Despite Jettas great history and almost total awareness,we cannot take its valued reputation for granted.,We must defend the primary markets,even as we move i
10、nto the secondary.,17,Directions,Insights,Based on market pressures,we recommend fine-tuning the direction.While maintaining continuity,we must be stronger in reinforcing Jetta core values as we go forward.Whatever we do,whatever our activities,we must focus more on the car and its attributes as the
11、y relate to the core values.Even when introducing upgrades and advances,we must ensure we continually refer to the core values.,18,Directions,What do we mean by core values?,We believe we know Jettas core values but in this extreme competitive environment with intense communication activity,it is es
12、sential to keep them simple,in order to help marketing focus and consumer understanding.,19,Directions,To examine and simplify the core values of Jetta we held an intensive seminar at O&R involving the entire agency.,20,Directions,1/Focus on the market:Discussion of all relevant data,including resea
13、rch,reports,competitive analysis.,21,Directions,2/Focus on the consumer:Discussion of profile,street interviews.,22,GROUP 1,GROUP 3,GROUP 2,Directions,23,Directions,3/Focus on product:Complete review of product attributes,including FLII.,24,Drivability,Comfort,Directions,Third brake light,Stability,
14、Safety,Quality,Durability,Performance,Low cost of maintenance&repair,Easy Access to services,Widespread Service networks,Trust,Maturity,Over ten years of history in china,Good reputation,A classic car,600,000 Km Non-overhaul,First Multi-Injection,The first with international environment standard,Fir
15、st middle-class sedan in China with high-class car safety equipment,The first auto gear-box,The first diesel,The Jetta family,Big Trunk,Multiple Injection,3-way catalyst converter,Professional service station,Professional service team,ABS,Racing car,14brake system,Airbag,Green glass,185/60 R14 tire,
16、Electronic immobilizer,New air-condition,Economy,Advanced Technology coming from 5V,Diesel,Innovation,FLII,FLI,Reliability,The many values of Jetta,25,Directions,Simplifying the core values,26,Directions,27,Overall Strategy,28,Overall Strategy,Target:Who are we talking to?,29,Male,Middle age,An owne
17、r of small business,A person who regards a car as means of transportation,A person who uses one car for many purposes,-,A price conscious person,Married,A person who enjoys leisure with ones family,A person who carries a guest in ones business,A person who is a maniac driver,Single,A person who carr
18、ies much luggage,White collar,Young,A person who has good taste,A successful business person,Source:FLII Survey,Overall Strategy,Target:The potential buyer(FLII),30,Overall Strategy,Proposition:We recommend that for the sake of continuity the principal theme remains unchanged.We believe“the intellig
19、ent choice“is still a strong base for anything we wish to say about Jetta.,The intelligent choice,Proposition,Appreciate the true value of Jetta,Rational thinking when looking for a car,Value driven consumers,Literal translation:“Rational(wise)choice drives your life.,31,Innovation,Overall Strategy,
20、Core values:How we support the principal theme.,Economy,Reliability,Performance,Core Values,32,Overall Strategy,Personality:How we define the character.,Real,straightforward,like a trusted friend,Personality,33,Overall Strategy,Tone&Manner:Our attitude when we talk to the consumer.,Tone&Manner,Relev
21、ant to consumer,Very human,Focused on attributes,34,Overall Strategy,The intelligent choice,Proposition,Tone&Manner,Relevant to consumer,Very human,Focused on attributes,Economy,Reliability,Performance,Core Values,Innovation,Real,straightforward,like a trusted friend,Personality,The message hierarch
22、y of Jetta,35,Communications Plan,36,Communications Plan,Long Term DevelopmentCurrent situation2004-20062007-2009Long term summary,37,Communications Plan,Current situationThe market is crowded and getting worse.Continuing new car introductions will add to existing overcapacity and increase the inten
23、sity of communications.Jetta media spending has declined relative to the competition.,38,Communications Plan,As a result of this market pressure,the Jetta buyer profile is diverse and changing.The Jetta price category can be divided into many different psychographic segments,including families,small
24、 business owners,and government personnel.While the primary markets for Jetta will remain strong thanks to its reputation and almost total awareness,the target will move increasingly away from these cities.,39,Communications Plan,2004-2006,40,Communications Plan,In primary cities,communications must
25、 continue to reinforce Jettas appeal as the intelligent choice for rational people who prefer value over“status.”In secondary cities,there will be increasing opportunity and each year,communications should be more and more aggressive.The FLII launch will revitalize Jetta during this period.,41,Commu
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