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nct produsul
4. Criza firmei Kao n Singapore Produsele firmei Kao erau vndute n Singapore de cinci ani. Atunci Kao a angajat, ca unic distribuitor n Singapore firma Bonstead Trading Sdn. Bhd. R FDV FRPHUFLDO HQJOH] FX RSHUD LXQL VHPQLILFDWLYH vQ 6LQJDSRUH L 0DODH]LD L vQ DOWH FkWHYD UL GLQ $VLD GH 6XG-Est.
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.
DQJDMH]H XQ DOW DJHQW .DR D GHV V
n Singapore. Cnd biroul comercial al lui Kao din Singapore a nceput afacerile, principalele sale
SURGXVH HUDX GHWHUJHQ LL L FkWHYD VRUWLPHQWH GH DPSRQ 'HRDUHFH GHWHUJHQ LL HUDX vQ YUDF WUDQVSRUWXO GLQ -DSRQLD HUD FRVWLVLWRU 3HQWUX D GHS L DFHDVW SUREOHP .DR D I FXW XQ
aranjament cu United Industrial Corporation (UIC), un concurent local n Singapore, pentru a SURGXFH GHWHUJHQ LL V L GHVWLQD L SLH HL singaporeze. Kao aproviziona cu principalele materii
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V SURGXF
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GH FHD MDSRQH] Q -DSRQLD FRQVXPDWRULL XWLOL]DX SO WHDVF OD SUH 0DLQLOH GH VS ODW HUDX SX LQH L
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VS ODWXO VH I FHD PDL PXOW FX PkQD 'H DFHHD SRWHQ LDOXO SLH HL SHQWUX GHWHUJHQ L GH FDOLWDWH VXSHULRDU OD SUH XUL ULGLFDWH HUD OLPLWDW Q FLXGD HIRUWXULORU GH PDUNHWLQJ VXEVWDQ LDOH YkQ] ULOH GH GHWHUJHQ L vQ .DR D GHFLV V
vQFHUFDUH ILQDO
e n Japonia.
Un timp, s-D
SURILWDELOLWDWHD GDU FUHWHUHD SURYHQHD vQ SULQFLSDO GLQ YkQ] ULOH GH SURGXVH SHQWUX vQJULMLUHD S UXOXL 9kQ] ULOH GH GHWHUJHQ L DX FUHVFXW L HOH GDU FKHOWXLHOLOH SHQWUX YkQ] UL DX FUHVFXW vQWU
un ritm mai rapid. Drept rezultat, Kao Singapore suferea pierderi n continuare.
&RQGXFHUHD ILUPHL vL SXQHD SUREOHPD J VLULL GH QRL SURGXVH DOWHOH GHFkW GHWHUJHQ LL SHQWUX D UHGUHVD VLWXD LD
Compania-PDP
D IRVW ULGLFDW
V SXQXUL GH
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SHQWUX
LUH HUD
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de o companie loFDO
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SURGXVXOXL 'HDUODQG L F
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HVWH GH D SXQH OD GLVSR]L LD SXEOLFXOXL XQ FXU LUHD IH HL IDSWXOXL F SDVWD QX HVWH DWUDFWLY
de a se
vQ
scurt timp, transformarea produsului ntr-XQXO OLFKLG DU HOLPLQD DFHDVW SUREOHP Oportunitatea HVWH GDW GH IDSWXO F %LRUH HVWH SULPXO GHPDFKLDQW neutru disponibil care
FXU UHGXFkQG GLVWUXJHUHD HVXWXOXL IDFLDO VXE QX H[LVW %LRUH FXU OD IHO GH ELQH FD V SXQXO L HFKLYDOHQW vQ HVWH PDL ELQH VXSRUWDW GH SLHOH 3H SLD VORJDQXO &XUDW R YLD DOW SURGXV FX R SHUIRUPDQ
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e:
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plasarea ntr-R
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Tabelul nr.1
6(*0(17(/( '( 3,$ 3(1758 %,25(
Alfabetizare Obiceiuri de
FXPS UDUH
supermagazine
79 FLQHPD UDGLR L
Principalele medii
7LSXO UH]LGHQ LDO
reviste
magazin Apartament
Strategia Tactica
- LQW
SULQ vQFXUDMDUHD
XWLOL] ULL SURGXVXOXL V X GH F WUH IDPLOLL HVWH GH D O UJL VHJPHQWXO SULQ IDEULFDUHD SHQWUX DGROHVFHQ LL vQWUH
19 ani a
GH
XQHL YHUVLXQL PHGLFDOH D SURGXVXOXL FDUH YD FRQ LQH XQ DJHQW DQWLSLVWUXL $FHDVW SR]L LRQDUH YD O UJL HIHFWLY VHJPHQWXO GH SLD &RQFXUHQ LL
YDULDQW
din segmentul analizat sunt cei din tabelul nr.2. Tabelul nr.2
&21&85(1 $ 352'868/8, %,25( &RWD GH SLD 3UH XO OD
Marca Total Dearland Maggie Black Beauty Aichi Kose Shiseido Kanebo Pias Max Factor Coty
$FWLYLW
Prezentare
Tub Tub
consumator (USD/100g) 7,90 7,00 6,50 6,00 4,80 6,00 5,50 6,00 12,00 14,00
Tabelul nr.3
$&7,9,7 ,/( 35,1&,3$/,/25 &21&85(1 ,
Dearland
6ODE vQ
Kose
6ODE vQ
principal
SUHV
Max Factor
6ODE
numai n magazine
8. Politica produsului
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vQJULMLUHD IH HL FX XQ PDUH DFFHQW SXV SH LQJUHGLHQWXO V X XQLF FDUH UHYROX LRQHD]
Publicitate
Promovarea
'LVWULEX LH
)RU D GH
vnzare
Strategiile principale
Marca
Profitabilitatea
HVWLPDW
3XWHUQLF
FX
Foarte
SXWHUQLF
H[FHS LD
Foarte
HIHFWLY
supermagazinelor Numai n
XQLW L
Garantarea produsului
SURPRY UL
45%
eficiente Primul pe
6ODE SLD
Nu are
Efect de
XPEUHO
125%
Nu are
pentru cosmetice
%XQ
Efect de
XPEUHO
Ambalaj excelent
128%
L UHGXFH GLVWUXJHUHD
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8.1. 3R]L
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competitorul
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refreshment). Interviuri
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memorarea. Numele firmei Kao va fi asociat numelui Biore pentru a asigura imaginea 6.3.ConcXUHQ
V SXQ D
ca de exemplu:
D SURGXVXOXL L
LDU SH WHUPHQ VFXUW HOH YRU IL RULHQWDWH L DVXSUD P UFLORU vQ PRG VSHFLDO DVXSUD OXL D DFHVWXL FRPSHWLWRU HVWH GHVWXO GH PDUH FHHD FH WUHEXLH UHFXQRVFXW L D FRQFXUHQ HL HVWH FDOLWDWHD PDL VF ]XW FDUH UH]XOW YD IL FRQVWUXLW GH DFHHD SH R
Oportunitatea
SURGXVHOH FRQFXUHQ HL
SHQWUX VXQW
ILUPD
.DR
FRQVW L
VODE
VXE
DVSHFWXO
PXOW
LQIHULRDUH
FRRUGRQDWH
pe urma eforturilor sale. Tactica DGRSWDW VXE DFHVW DVSHFW HVWH GH D HYLWD vQIUXQWDUHD GLUHFW FX FRQFXUHQ LL SULQ concentrarea desfacerii n XQLW LOH GH DXWRVHUYLUH vQ FDUH DFHWLD VXQW FHO PDL VODE UHSUH]HQWD L
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I U
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Oportunitatea GHULY GLQ IDSWXO F SUH XULOH FRQFXUHQ LORU VXQW vQ JHQHUDO SUHD PDUL 'H aceea, avantaMXO GH SUH YD SHUPLWH OXL .DR V vQFXUDMH]H XWLOL]DUHD PDL PDUH L PDL IUHFYHQW Scopul la nivelul firmei HVWH GH D SHUPLWH PDMRULW LL JRVSRGLQHORU IRUPDWH GLQ VDODULDWH V L-L SHUPLW SURGXVXO vQ PRG FRQWLQXX 1LYHOXO SUH XOXL este stabilit la 3,90 U6' SHU WXE GH GH JUDPH (O UH]XOW GLQ VWUXFWXUD
SUH]HQWDW vQ WDEHOXO QU
Tabelul nr.4
6758&785$ 35( 8/8, 818, 78% '( '( *5$0(
3UH XO F WUH FRQVXPDWRU SHU WXE 3UH XO F WUH FRQVXPDWRU SHU FXWLH FX GH WXEXUL 3UH XO OD FR
100 77 23
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consumaWRULL
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3H OkQJ
GH]YROWDUHD L FX
ILH RULHQWDW
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generale de marketing.
0 ULPHD IRU HL GH
vnzare
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Bugetul publicitar repartizat pe medii este prezentat n tabelul nr.5. Tabelul nr.5 BUGETUL PUBLICITAR PENTRU PRODUSUL BIORE Mediul publicitar Televiziune Radio Cinema Magazine Ziare Puncte de
FXPS UDUH 3URGXF LH
Bugetul (USD) 110.000 30.000 20.000 30.000 25.000 35.000 10.000 10.000 270.000
ULORU
Impactul dorit Comunicarea atributelor produsului n general Informarea grupului de tineri Comunicarea atributelor produsului grupului de tineri
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Altele Total
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Obiectivul primar
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Tabelul nr.6
%8*(78/ 352029 'HVWLQD LD 5,, 91= 5,/25
Promovarea la consumator
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Total
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130.000
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cercetare de marketing
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