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拟建中的阜阳市中国XXXX国际服装城依托中国XX国际服装城,拟建成为皖西北地区规格最高、规模最大、商务及功能最优的现代化、国际化服装专业市场,建设规模占地约128亩,建筑面积约25万平方米,项目总投资约5亿元人民币。经过1--2年的开发建设,能达到正常运营期的中国XX.XX国际服装城将吸纳全国和世界各地的经销商、代理商企业物流总部等500—1000家,预计年交易额实现68亿元人民币,每年实现税收8000—10000万元人民币,每年实现利润1.68亿元人民币,实现就业和创业人员约2万以上。当今企业的竞争越来越大,胜算机会不大,但处处却都是危机。所以在这其中的种种复杂因素,首推就是如何处理产品与服务之间的矛盾。产品与服务应该是互相扶持,互相填补不足;以达到产生企业核心竞争力的综合性策略,永续经营为目标,把企业推向世界市场之中,以求更大的发展空间。在企业无国界,产品全球化的浪涛中,从来不是强大的企业战胜市场,而是企业不断调整自己,适应市场变化,快速反应市场需求,成功占领市场为基准,这才是企业生存之道。以下讲义分成两个部分:先从一般产品开始,而后进入服务业,最后才将两者拼在一起共同讨论,产生企业核心竞争力,为企业开展更广阔的生存空间。经济增长:在优化结构、提高效益和降低消耗的基础上,“十一五”期市GDP年均增长12%以上(现14%以上),2010年达到650亿元以上,人均GDP力争1000美元;财政收入达到80亿元;规模以上工业销售达到550亿以上;全社会固定资产投资年均长20%,五年累计1000亿元;社会消费品销售额260亿元,年均增长20%,外贸进口总额2.5亿美元,年均增长15%;五年累计招商引资突破500亿元,力争达到600亿元 产品策略与管理(设计品牌;新产品开发与生命周期)何谓产品产品是指任何可提供于市场上,以引起消费者注意、购买,使用或消费,并满足他们的欲望或需求的事物,也包括无形的事物,即是服务性行业。核心、实体、与引申产品核心产品(Coreproduct)在工厂生产的是化装品,而在商店出售的则是希望!解决消费者的欲满足而未被满足的真正需要。实体产品(Tangibleproduct)五种特征:品质水准;产品特征;形式;品牌与包装。〔服务也可具此五种特征〕引申产品(Augmentedproduct)实体产品外的服务与利益。卖电脑不卖一部机器,而是在卖一套解决问题的系统。〔银行业:存款、汇款、贷款、理财、投资、信托,上市〕 不论产品有多相似,它都不必是一般商品。每一种产品和服务都能差异化。新式的竞争不在于工厂所生产产品的竞争,而在赋于产品的包装,服务,广告,顾客咨询,融资,运送,仓储,及其它消费者注重的项目上。真正的挑战在于界定顾客未被满足而且愿意多付钱来满足的需要。 产品层级可由人类基本需要延伸至特定的产品项目。1.需要集(Needfamily)导至产品集出现的核心需要,如安全需要。2.产品集(Productfamily)所有能满足核心需要的产品种类的集合。3.产品类(Productclass)产品集中某一群具有相似功能的产品。4.产品线(Productlines)产品类中某一群高度相关的产品。5.产品型(Producttype)产品线中共同拥有某一形式的产品项目的集合。6.品牌(Brand)与产品线中一种或多种产品项目有关的名称,可用以指明产品的特性。7.产品项目(Item)在某种品牌或产品线中,拥有独特规格,价格,外观及其它属性的单位,此种项目亦称库存单位。(StockKeepingUnit)SKU 产品分类1.耐久财(Durablegoods)购买后可重复多次使用的实体产品。通常耐久财以人员推销较有效,较需要服务,利润较高,要提供较多的卖方保证。2.非耐久财(Nondurablegoods)只用一次或数次的实体产品。此类产品具经常购买和快速消耗的特性。营销决策是建立多个销售据点,大量广告,薄利多销,诱消费者使用及建立产品偏好。营销方法:鼓励大量使用;创造新用途;增加使用频率;废料重新利用。3.服务(Services)可提供消费者的一种活动,利益或满足。服务是无形,不可分离与易消失的,所以,应注意品质管理,信誉与环境的适应能力。有全自动机器服务;人员操作机械服务;人力劳务,技术专业服务。 消费品分类1.便利品(Conveniencegoods)消费者购买次数多,不刻意去比较,能立即决定购买的产品。2.选购品(Shoppinggoods)消费者在选购过程中,会刻意比较适用性,价格,品质,风格,形式的产品。3.特殊品(Specialtygoods)具特殊性或品牌知名度高,某一群消费者愿付出更多努力或代价获得的产品。4.未觅求商品(Unsoughtgoods)消费者不知道,或知道了也不会考虑买的产品。工业品分类1.材料及零件(Material&parts)原料;价格后物料与零件。2.资本财(Capitalitem)主要设备及附属设备。3.附属品及服务(Supplies&services)附属用品分操作用(铅笔)和维修用(扫帚)两种。服务包括维修服务和商业咨询。 产品线决策产品线是由一群相关的产品组成,它们的功能相似,卖给同一顾客群,且以相同形式的配销通路销售,或者它们都在某一价格范围内,而组成一条产品线。产品线分析1.产品线销售额与利润产品线中各产品的贡献比率〔销售额与利润比率〕2.产品线市场分析不同规格的产品分配及配合市场需要的安排。产品线长度1.产品线伸延决策向下延伸〔从高价位产品开始,发展低价位产品〕向上延伸〔从低利润产品开始,发展高利润产品〕双向延伸〔从中间开始,向高低价位产品发展〕2.产品线填补决策利用现有产品的威望填补产品可事半功倍,填补的理由可如下:à赚取利润à平息经销商对产品线不足的抱怨。行成完整的产品线,增加竞争能力,加强搭配能力。 à利用剩余产能。即利用剩余资金,生产能力,培养新产品。公司政策上希望拥有全线产品,以建立企业整体形象。à先行占有,以免竞争者加入。是扩展趋势中的必然途径。 产品线现代化,号召力与删减策略1.现代化现有的产品。可一次彻底转变或逐步转变,要掌握适当时机。2.建立统一品牌的形象。达到产品从核心,实体到引伸的统一性。3.定期检查,删除没有贡献的产品,进行新陈代谢。个别产品决策产品属性(Productattributes)决策1.产品品质〔接受投诉,改进品质,使退货率降低,顾客抱怨少,公司产品保证负担也减少〕2.产品特性〔是一项有力的竞争武器〕3.产品设计〔独特设计,是先入为主的关键,设计不等于外形。好的设计能吸引注意力,提高产品性能,降低成本,并向目标市场传达产品的价值感〕 品牌决策(Branding)1.品牌(Brand)〔名称,记号,符号,以便消费者辨认〕2.品名(BrandName)〔品牌中可用语言念出来的部分〕3.品标(BrandMark)〔品牌不能用语言念出来,但可让顾客辨认的部分〕4.商标(Trademark)〔品牌申请为专属使用权,并在法律上给予特别的保护〕5.版权(Copyright)〔文艺创作申请专属印刷,出刊与销售的权力〕品牌决策〔是否要为产品发展品牌〕品牌使用者决策〔由谁使用品牌,厂商,中间商,厂商自有品牌和中间商私有品牌混合,或租用品牌〕家族品牌决策〔公司产品要个别命名或只取一个家族品牌,或不同产品类取不同的家族名称〕品牌延伸决〔是否要给其它产品冠上相同的品牌,可用强有力的品牌迅速建立新产品的知名度,节省广告费〕多品牌决策〔要不要在同一产品类,使用两个或两个以上的品牌〕 品牌重定位决策〔品牌是否需要重新定位〕 命名决策品牌归属决策品牌品质决策家族品牌决策此产品是否需要发展品牌由谁负责该品牌?产品建立单独品牌或家族品牌该品牌应建立何种品质高品牌中品牌低品牌个别品牌单一家族品牌数个家族品牌公司加个别品牌品牌无品牌制造商品牌自有品牌混合品牌品牌延伸决策多品牌决策品牌重定位决策品牌是否须重定位同类产品是否采用两个或两个以上的品牌其他产品是否采用同样品牌品牌重定位品牌无重定位单一品牌两个或两个以上品牌品牌延伸无品牌延伸品牌决策 包装与标签决策(Packing&Labeling)确定包装对产品的主要功能:保护,介绍使用方法,说明产品品质,介绍公司或其它;决定包装的大小,形状,材料,颜色,文字说明和品标。良好包装的原则:富“感性”吸引力;能充分保护内容物;具显著的购买沟通效果,可见内容物,尤其是食品;容易使用;有再利用价值(即“理性”吸引力);配合消费时尚,适时改变包装。改变包装的风险类别低风险高风险包装图案之改变使用说明及注意事项成分说明其他附属图表法定说明文字临时附奖临时优待新名称新的主要色彩新插图新商标新风格新设计形式其他主要图表的新设计包装结构之改变增进使用方便的特征新盖子或装备新材料油墨减淡增加包装增加尺寸新包装类型新包装形式改变尺寸主要材料明显而未加以说明的改变决定标签应具的功能 基本一点是使消费者容易辨识产品或品牌,可以是将产品分等级,或提供产品某些讯息,必须注明所有法律规定的讯息。 命名决策有时最重要在一个“好的联想”因素上。要考虑是否适合媒体来表达。服务决策特性:无形性;与销售不可分;品质差别大,不易标准化。产品组合决策原则:1.以本身具备的资源为考虑基础,在能创造最大利益的有效利用下,决定产品的深度和广度;2.考虑市场的开发成本;3.考虑企业形象的影响。产品淘汰决策出现下列情况,须立即退出市场1.衰退的速率的而确定;2.售价低于成本,对手有实力长期抗争;3.业界产能大幅过剩,远高于需求;4.产品不易差异化,生产设备不能移作他用,竞争对手很难退出市场;5.业界一贯作业,且设备尚新而极少折旧;6.同业除此一行别无谋生之处。 新产品发展两种基本形态(1)公司可设立研究发展部门 (R & D Department) 以从事内部之新产品发展 (Internal New Product Development)。(2)订立新产品发展合约 (Contract New Product Development),雇用外部独立的研究人员,或新产品发展代理机构。新产品的类型(1)世界性新产品 (New-to-the-world-product)能创造一个新市场的全新产品。(2)全新产品 (New-product lines)公次首在市场推出的新产品。(3)增强既有的产品线 (Additions to existing product lines)强化公司既有产品线的新产品。(4)现有产品的修正及改良 (Improvements Product / revisions to existing products)提供更好的品质或增加认知价值以取代现有产品的新产品。(5)重定位 (Re-positioning)改变现有产品的目标市场或移至新的市场区隔。(6)成本降低 (Cost reductions)以较低的成本提供类似品质的新产品。以上亦即六种新产品观念。发展新产品要考虑消费者对“新”产品的认同。 开发新产品的原因定期替换旧产品顾客需求已改变顾客对现有产品不满意需求一直未获满足新产品开发程序商品化试销开发产品商业分析甄选创意产生创意占据零售货架空间产品多角化分散风险市场区隔利用空闲产能设备公司策略避开市场占有率维持市场占有率增加市场占有率竞争激烈开发新产品原因技术进步市场需要新材料新制程 新品质 新产品的评估标准针对足量的市场需要符合需求趋势符合资源变动趋势符合法令要求品牌形象服务组织行销通路市场经验配合现有企业优势推销人员符合财务目标拥有管理人才利用闲置产能设备利用现有技术能力配合外在环境适合企业现有实力新产品的评估标准 新产品失败的原因购买习性行销实力不足其他部门配合不当推销不力广告无效配销通路不当或不力缺乏适当配合时机不当价格偏高品质不良设计不佳实力估计错误对手有意外反击对手财力太强对手迅速跟进竞争分析错误新产品失败的原因市场分析错误(市场定位错误)需求数量产品特性 产品生命周期[ProductLifeCycle,PLC]促销引介期策略〔IntroductionPeriod〕高低价格高低(A)(B)(C)(D)A)快速掠取策略在高价格及高促销水准下推出新产品。B)缓慢掠取策略在高价格及低促销水准下推出新产品。C)快速渗透策略在低价格及大量促销下快速推出新产品。D)缓慢渗透策略在低价格及低促销水准下推出新产品。成长期策略1)改善产品品质。2)加入新的模型及较优良的产品。3)进入新的市场区隔。4)进入新的配销通路。5)将建立产品认知的广告转移为说服消费者并引起购买的广告。6)适时的降价,以吸引对价格较敏感的另一阶层的购买者。成熟期策略成熟期分三个阶段:1)成长中的成熟期(GrowthMaturity)销售成长率开始衰退。2)稳定的成熟期(StableMaturity) 市场维持饱和,因此每人平均销售额趋于水平状态。1)衰退中的成熟期(DecayingMaturity)绝对销售额开始下降。 成熟期营销策略:1)营销修正扩张品牌使用者人数:改变非使用者;进入新市场区隔;夺取竞争者的顾客。增加此品牌的年使用率:更常使用;每次更多的使用量;新的更多的用途。2)产品改良品质改良;特性改良;式样改良。3)营销组合改良考虑:价格;配销;广告;销售促进;人员销售;服务。衰退期营销策略:不管是置产品于死地,或任由它们自然毁灭,都是一件无聊的事,而且经常造成必须与忠实的老伙伴分离之无限悲伤。1)确认衰弱的产品2)拟定营销策略3)剔除决策考虑销售或转移给他人,或彻底舍弃;决定舍弃的速度;善后,即保留多少零件,存货,人力以服务产品的旧顾客。 产品与服务在美国,从事服务业的就业人数占总额的79%,而产值占国民生产总值74%。其实世界上无所谓什么是服务行业,只不过某些行业所提供的服务多于或少于其他行业罢了,每个人都在提供服务和享受服务。服务行业的7个P产品促销人员价格实体设备通路产品促销程序管理价格通路服务行销7P产品行销4P4P-Product;Price;Place;Promotion3P-Personnel;Physicalfacility;Processmanagement. 商品与服务的比重大多数服务大多数商品衣珠家房汽饭度理照修法开修医服宝具屋车店假发顾理律凿理疗菜小电的运汽诊肴孩视服河车断机务可高度查明的质量要高度体验的质量靠高度信任的质量商品与服务的比重1.有形商品:一般日常用品FMCG(FastMovingConsumerGoods)。2.伴随服务的有形商品:汽车、电脑。3.有形商品与服务的混合:餐馆、酒店。4.主要服务伴随小物品和小服务:运输、交通机构。 1.服务:教学、看顾小孩。 服务的特点及其行销意义无形性如医生:整容。无形中的有形化(银行:地点、人员、设备,传播资料、象征、价格)。不可分离性服务的产生与消费同时进行。如音乐会、讲演会。可变性服务取决于由谁来提供,及在何时何地。如:健身运动。易消失性服务不能存贮,当需求上下波动时,服务机构就会碰到问题,不是不够人员与设备,就是太多而剩余浪费。所以更好地处理需求与供给两者之间的矛盾是服务业必须掌握的策略方针。需求方面:·用差价方法处理,使高峰期转移到非高峰期。如:HappyHour、电影票价等。·培植非高峰需求。如:麦当劳的早餐服务。·最高峰期开展补充性服务。如:餐馆等候休息室,提供电视节目及其他服务。·预定制度是管理需求水平的一种好方法。供给方面:·需求最高峰时可雇用临时员工。如大学新生注册可雇佣非全工作日临时员工。·采用效率服务程序。如美发师只有理发而不洗头或其他基本工作。 ·鼓励顾客参与部分工作。如:填表格、把所购买的物品装入袋内。·共用服务设备。如:昂贵的医药器材。·扩展将来的业务设施。周围土地的使用。 服务公司的行销策略管理差异化新加坡航空公司的差异化管理;地中海俱乐部的差异化管理。管理服务质量服务质量模式图个人需要过去感受口头传递预期服务差距5认知服务消费者差距4对消费者的外在沟通服务递送(包括事前和事后的联系)营销者差距1差距3知识转变为服务质量规范差距2管理者认知的消费者期望1.可信性:执行已允诺服务的可信赖性和精确性的能力(32分)。 1.责任心:帮助顾客和提供快速服务的心甘情愿的程度(22分)。2.保证:员工的知识和礼貌,以及他们传播信任和信心的能力(19分)。3.同情心:对顾客照顾、个性化关心的规定(16分)。4.有形体现:实体工具、设备、人员和通讯材料的体现(11分)。 服务绩效监督管理1.准确性-(Accuracy)2.反应性-(Responsiveness)3.时间性-(Timeliness)满足顾客投诉管理一般服务行业的投诉报告书中指出,在25%不满意中,投诉者只有5%,而95%认为不值得或不知道如何投诉。而在5%的投诉者中,有一半的问题能获得解决。报告书中也指出,一个满意的顾客会向3个人讲好话,而一个不满意的顾客却会向11个人说产品的坏话。另一项数据是:大问题投诉者的重购率在34%到52%之间,而小问题投诉者的重购率则在52%到95%之间。其中的关键在于解决问题的速度以及顾客对解决问题的满意程度。使员工和顾客都满意美国花旗银行顾客满意度为90%和雇员满意度为70%。问题来了,如果有30%的雇员不满意,哪来90%的顾客满意?所以真正希望顾客满意的话,第一位置的是公司雇员而不是顾客。 管理生产率服务公司承受着降低成本,提高生产力的巨大压力。1.熟能生巧-能干、熟干、巧干。2.保持质量,增加数量;与时间作战。3.服务工业化:如医院专科化,处理同类型病患者。4.器材替代人工:如汽水贩卖机。5.设计更有效的服务流程:详细规划服务流程,简化或重组流程设计,变化中求高效率。6.鼓励顾客自己代劳:如垃圾分化流程的难题,从丢垃圾的不同垃圾桶开始分化。7.利用科技力量:电脑、PDA、3G等器材。实体产品需要服务,服务也需要实体产品支持世上并无所谓的服务业。只不过某些行业所提供的服务多于或少于其他行业。其实,每个人都在提供服务和享受服务。 产品与服务试题:1.服务公司的生命在于可靠、可信、可为。请以实例说明之。2.商品与服务是相持互补的。当今的企业核心竞力就在于此。评述之。3.以管理生产率7大要点,评述如何改进公司的生产效率。举例说明之。4.试述中国市场的品牌观念及其发展。5.试述中国市场的新产品开发情况,尤其是外资引进的国际品牌产品。6.何谓中国产品“MadeinChina”?7.“营销可以说是一种文明的战争,一种藉由文字,创意及慎密的思考规划来致胜的战争,新产品的诞生更是一种武器的发明”。您如何应用这新武器以获得营销战争的胜利。8.“品牌的生命远远长过产品,品牌的忠诚度更是测量品牌生命力的一种方式。”请论述如何建立品牌及长期创造品牌忠诚度。“当公司的产品以算术级数增加时,管理局所面临的问题却呈几何级数增加”。你同意这句话吗?内部资料,请勿外传! 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