Download - Chapter 10 Mm21 Euro Stud
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Managing Through the Life Cycle:
Imperative 3
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Marketing Roadmap: Market Strategy
Selectivity & Concentration
Customer Value
MARKETS
OFFER3. Set Strategic
Direction
4. Design the Marketing Offer
2. Identify & Target Market Segments
1. Determine & Recommend Which Markets to Address
5. Secure Support From Other Functions
6. Monitor & Control Execution & Performance
CO
NTR
OL
SE
GM
EN
TS
DIR
ECTIO
N S
UP
PO
RT
Differential Advantage
External Orientation
INSIGHT
Customer
Co
mp
etitor
Mar
ket
Integration
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Underlying Rationale
Preemptive Strategy Making gives the Firm a Competitive Advantage
Basis for preemption is multiple scenarios
Scenarios based on the Product Life Cycle framework
Each scenario generates several strategic options
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Managing Through the Life Cycle: A Changing Pattern
Shareholder value discipline applied rigorouslyAccept low returns and cross-subsidise
Merger and consolidation viewed as legitimate strategies in shareholders’ interest
Competition to the death
Industry structure viewed as variableIndustry structure viewed as fixed
Aggressive government efforts to increase competition
Firms hide behind regulatory barriers, often supported by government
New business models, distribution methods and technologies to increase efficiencies and add value
Tied to traditional distribution systems and business models
Concurrent product developmentSequential product development
Use innovation to rejuvenate market growthMinimize investment in mature markets to maximise cash flow
Monitor cost efficiency -- cut costs continuallyCut costs when times are bad
Innovation a major strategic weaponCommoditisation viewed as inevitable
Pre-emptive strategies commonplacePre-emptive strategies rare
Proactively planned change of management approach
Evolutionary change of management approach
Rapid market development with simultaneous new product launches in multiple countries
Slow market development with sequential product introductions worldwide
Entry strategies driven by sophisticated under-standing of market development
Entry strategies uninformed
New WayOld Way
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Life Cycle Scenarios
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 1: Introduction:
Pioneers
Scenario 3:Early-Growth Followers
Scenario 2: Early-Growth Leaders
Scenario 4: Late Growth
Scenario 9:Decline
Scenario 8:Maturity - Fragmented Markets
Scenario 6: Maturity – Concentrated Market Leaders
Scenario 5: Maturity -- But Not Really!
Scenario 7: Maturity – Concentrated Market Followers
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The Shortening of Product Life Cycles
Years Since Product Invented
Per
cen
tag
e o
f H
ou
seh
old
s w
ith
Th
ese
Pro
du
cts
00
10
10
20
30
40
50
60
70
80
90
100
100 110 12090807020 30 40 50 60
Web Access
Mobile Phone
PC
Television
Radio
Electricity
Air Travel
Telephone
Automobile
1
2
3
4
5
6
7
8
9
1 2 3 4 5 6 7 8 9
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Key Ideas: Life Cycle-based Scenarios
Scenarios help the firm generate competitive strategic options.
The main building block for these scenarios is product life cycle stage.
Successful strategies should have a strong creative element.
Lifecycles are shortening for many products.
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Life Cycle Scenarios 1: Introduction
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 1: Introduction:
Pioneers
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Scenario 1: Introduction Stage — Pioneer
• Objectives and Challenge
– Lay foundation for achieving market leadership and profitability
– Slow competitors’ progress by understanding and using barriers
• Government-imposed
• Product-specific
• Firm-driven
– low cost -- penetration pricing
– first-mover advantage
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Pioneer: Penetration Pricing and Skim Pricing
Skim Pricing
Penetration pricing
Cost
Log (accumulated experience)
Lo
g (
un
it
cost
)
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Key Ideas: Introduction — Scenario 1
• Pioneers must be prepared tap other resources to fund losses early in the life cycle.
• The most common government-imposed barriers are patents.
• Firms sometimes lobby governments to impose regulations on their competitors, so as to reduce or curtail the competition.
• When the firm executes a low-price penetration strategy, it must accept low profit margins for a substantial time period. Continual cost reductions are essential to sustain low prices.
• A pioneer can sustain first-mover advantages by producing high-quality products. The firm earns a leading reputation, and sets the stage for creating a strong brand.
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Life Cycle Scenarios 2 and 3: Early Growth
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 3:Early-Growth Followers
Scenario 2: Early-Growth Leaders
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Scenario 2: Early Growth — Leader
Strategic Options
Continue to be the leader – enhance its position
Continue to be the leader – maintain its position
Surrender leadership – retreat to a particular market segment or segments
Surrender leadership – exit the market
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Scenario 3: Early Growth — Follower
Strategic Options
Seek market leadership
• Imitation
• Leapfrog
Settle for second place
Focus on a particular market segment or segments
Exit the market
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Key Ideas: Early Growth — Scenarios 2 and 3
• By the early growth stage, customers accept the product, and the market leader should be profitable.
• Generally, followers in growth markets are unprofitable and have negative cash flows
• The follower’s goal is to learn from others and minimise cost and risk
• Imitation means copying the leader but being more effective in execution.
• Leapfrogging goes one better than the leader by developing innovative and superior products, and/or targeting emerging market segments.
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Life Cycle Scenario 4: Late Growth
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 4: Late Growth
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Scenario 4: Late Growth
Key Issues
How can we segment the market?
How many segments can we identify?
How many, and which, segments should we target?
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Key Ideas: Late Growth — Scenario 4
• By late growth, basic customer values are still important, but do not enter into customers’ choices. Customers are more likely to base their purchase decisions on add-on benefits like value-added services.
• In late growth, the firm must decide whether to target many segments, or just a few.
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Life Cycle Scenarios 5, 6, 7 and 8: Maturity
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 8:Maturity - Fragmented Markets
Scenario 6: Maturity – Concentrated Market Leaders
Scenario 5: Maturity -- But Not Really!
Scenario 7: Maturity – Concentrated Market Followers
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Scenario 5: Maturity — But Not Really
Critical Questions:
Are we sure the market is mature?
What are the possible barriers to growth:
• technological
• economic
• behavioural
• government-imposed
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Scenario 5: Maturity — But Not Really
Growth Options– Increase Customers’ use of the product
• increase quantity per use occasion
• make the product easier to use
• design the product to expire
• change the model
• improve packaging for better ease of use
• develop new uses for the product
– Improve the product or service
– Improve physical distribution
– Reduce price
– Reposition the brand
– Enter new markets
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Scenario 6: Maturity — Concentrated Markets — Leader
Leader’s Options– Maintain leadership
– Harvest
Leaders often Over-Invest in Mature Products– Few alternative opportunities
– Internally focused funding criteria
– Political power of mature-product champions
Some Reasons that Firms Under-Invest in Mature Products– Limited view of the competition
– Misunderstanding the challenger’s strategy
– Fear of Cannibalisation
– Inertia
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Scenario 6: Maturity — Concentrated Markets — Leader
Reasons to Harvest– New technology– Government regulations– Change in the Firm’s strategy– Investment requirements are too high– Desire to avoid specific competitors
Critical Question for Harvesting– Fast or Slow?
Fast Harvesting– Find someone to acquire the product
Slow Harvesting– Cut costs– Minimise investment– Raise prices
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Scenario 7: Maturity — Concentrated Markets — Follower
Follower’s Options
• Improve market position by growing sales
– Market segmentation
– Kenneling
– Direct Attack
• Keep on truckin’
– Maintain current position
– Rationalise current position
• Exit
– Divest
– Liquidate
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Scenario 8: Maturity — Fragmented Markets
Strategic Options
• Acquisition
• Standardisation and branding
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Key Ideas: Maturity — Scenarios 5, 6, 7 and 8
• Markets that seem mature may have growth potential waiting to be unlocked via creative approaches.
• Marker leaders in mature, concentrated markets should have low costs, decent profits, and positive cash flows.
• Market leaders in concentrated markets have two major alternatives – long-run leadership or harvesting.
• Followers in mature concentrated markets typically have higher costs, lower profits, and are financially weaker than market leaders. But, they may rejuvenate to become a major threat
• In mature fragmented markets, no firm has a large market share.
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Life Cycle Scenario 9: Decline
Introduction EarlyGrowth
LateGrowth
Maturity Decline
Sa
les
Vo
lum
e
Time
Scenario 9:Decline
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Profitability Distribution for Decline Businesses*
60%55%35%15%0%--10%Return on Investment (ROI)
100%9%5%25%38%13%8%Percent of Businesses
Total
* To be read as: 38% of sample business had an average ROI of 15%.
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Scenario 9: Decline
ALeadership
DHarvest
BHarvest or Segment
CDivest
High Low
Yes
No
Business Strengths
Mar
ket
Ho
spit
able
?
Strategic Options
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Key Ideas: Decline — Scenario 9
Firms can make considerable profits in declining markets.
In a declining market, the firm’s options depend on market hospitality and its business strengths.
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Key Messages
Pre-emption is an important dimension of strategy-making; acting before competitors can put the firm in good competitive position. Using the product life-cycle framework, we developed nine scenarios for use in developing a pre-emptive strategy:
IntroductionEarly growth – LeaderEarly growth - -FollowerLate growthMaturity – But not reallyMaturity – Concentrated markets – LeaderMaturity – Concentrated markets – FollowerMaturity – Fragmented marketsDecline
These scenarios can help the firm think through its strategy by anticipating change and striving to influence change. To that end, for each scenario, we developed a family of strategic options. However, notwithstanding the value of identifying these options, we believe that the best competitive strategies are often contrarian. When the firm acts in a way that competitors do not expect, it can gain significantly.
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© Copyright, Wessex Inc., 2007 www.mm21c.com
Marketing Roadmap: Market Strategy
Selectivity & Concentration
Customer Value
MARKETS
OFFER3. Set Strategic
Direction
4. Design the Marketing Offer
2. Identify & Target Market Segments
1. Determine & Recommend Which Markets to Address
5. Secure Support From Other Functions
6. Monitor & Control Execution & Performance
CO
NTR
OL
SE
GM
EN
TS
DIR
ECTIO
N S
UP
PO
RT
Differential Advantage
External Orientation
INSIGHT
Customer
Co
mp
etitor
Mar
ket
Integration