Archive for the ‘Marketing’ Category

Promotional mix

Friday, September 30th, 2011

One of the prominent issues that seems to create a great debate in business meeting, is the point when it comes to defining what the marketing function actually is. We meet a lot of business owners who define marketing as the process to which they get their advert in a magazine, or, by how their sales team have come up with a sales promotion to generate a quick upturn in sales. It is this miss-conception about marketing which fosters the departmentalised way of thinking, ie, pass it onto marketing, they will deal with it? 

Who is this ‘marketing’ that sales people look over the fence to and business owners seek to ‘buy in’ as a short term project, in order to bring a quick turnaround to the sales pipeline? Without going into text book answers I will simply say the marketing function, whether you are fully aware of it or not, is your WHOLE business and it involves EVERYONE. 

I believe what the majority of laymen actually refer to when discussing marketing, is they mean the promotional mix, or the communications mix as sometimes expressed.  The promotional mix is one part of the marketing mix, which consists of Product, Price Place, Promotion. It is the direct way in which an organisation attempts to communicate with its various target audiences and consists of 5 main elements.

Traditional mix

  • Advertising – Presentation and promotion of ideas, goods, or services by an identified sponsor. Examples: Print ads, radio, television, billboard, direct mail, brochures and catalogues, signs, in-store displays, posters, motion pictures, Web pages, banner ads, and emails. (Not Always Paid For)
     
  • Personal selling – A process of helping and persuading one or more prospects to purchase a good or service or to act on any idea through the use of an oral presentation. Examples: Sales presentations, sales meetings, sales training and incentive programs for intermediary salespeople, samples, and telemarketing. Can be face-to-face or via telephone.
     
  • Sales promotion – Media and non-media marketing communication are employed for a pre-determined, limited time to increase consumer demand, stimulate market demand or improve product availability. Examples: Coupons, contests, product samples, cash back, tie-ins, trade shows, trade-ins and exhibitions.
     
  • Public relations – Paid intimate stimulation of supply for a product, service or business unit by planting significant news about it or a favourable presentation of it in the media. Examples: Newspaper and magazine articles/reports, TVs and radio presentations, charitable contributions, speeches, issue advertising, and seminars.
     
  • Direct Marketing is often listed as a the fifth part of the promotional mix.

Whilst still working within the categories above we have extended the traditional mix to include for social media integration and other digital communications which the internet age has brought. This list below is our promotional mix map which we currently use when assessing tactical marketing activities for our clients.

Extended promotional mix


Advertising
Classified ads
Directories
Online display ads
Magazine/brochure inserts
Small ads

Strapline

Alliance Marketing 
Alliance partnerships
Channel Partnerships

Books
Book authoring

Corporate Literature
Business cards
Brochure
Flyers
Folders
Leaflets
Newsletters

Customer
Advocate development
Clubs
Endorsements
Follow-up programme

Direct Mail
Letters
List building
Postcards

Email Marketing
e-shots
Email signatures
Ezines
Personalisation
Subscriber list

Events
Conferences
Exhibitions
Public speaking
Seminars
Workshops

Internet Marketing
Affiliates
Blogging
Columns
Content – useful
e-books
Home page rethink
PDF brochure
Pay per click
Reciprocal links
SEO
Website

Media Relations
Articles
Case studies
Interviews
Photo stories
Press pack
Press releases
Spokespersons

Networking
Elevator pitch
Face to Face networking
Online networking

Promotional Gifts
Article reprints
CDs
Mousemats
Pens
Top tips guides

Public Relations
Charity support
Client lunches
Issue marketing
Opinion leader
Telephone manner

Sales Promotion
Competitions
Free consultation
Incentives
Samples
Special offers
Trial period
Vouchers 

Selling
Appointments
Cold calling
Cross selling
Demonstrations
Major accounts
Presentations
Sales training
Sight seller
Training 
Up-selling

Telemarketing
Scripts
Segmented lists
Teleconferences 
Telephone surveys
Telesales

Word of Mouth

Advocates
Customer referrals 
Referral system
Supplier referrals

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Training videos

Thursday, August 18th, 2011

By Daniel Piercy

 

Over the last couple of weeks we’ve been busy putting together a series of training videos and instructional DVD for a new client who manufactures single use surgical instruments. Our client came to us with a request to film on location, edit, add motion graphic titles and to then finally compile 8 different product videos into one DVD. The DVD would then be handed out to their European and North American distributors to provide more information about the products that they offer. 

The majority of the filming was done on location at a company called Brandon Medical who have a mock-up medical theatre studio (which is the same studio they have filmed an episode of Emmerdale in!). Whilst there, we used two cameras; the first being a Sony Z5E which we used to film the main ‘A roll’ footage with. The second being a Canon 550D DSLR which we used to record a series of ‘B roll’ clips.  B roll footage is generally used as extra footage for final edit, such as cut-away shots of products, close ups or any other angles that would add to the overall quality of the training video.

As most of the audio in the training videos comes from interviews, we used Sennheiser wireless Lavalier microphones which clip onto the interviewee’s clothes just underneath the mouth to provide crisp and clear sounding vocals – essential for interview situations! For the ‘B roll’ shots we used a Rode Video Mic Pro as it gives performance miles better than that of any camera’s built-in mic, especially on a DSLR.

The shoot also required portable lighting which was set up in a classic 3 point lightening configuration, but with the added benefits of being able to position the extra theatre lights onto certain key areas.

Once all the filming was complete, it was back to the office to start editing. As the audio was a huge part of this project I donned the headphones and became possibly, the most un-sociable person ever, glued to my screen, oblivious to everything happening around me. Syncing the audio with the video is super important; if they’re ever so slightly out of sync, it’s going to stand out like a sore thumb. Plus, watching a video with the audio of somebody talking out of sync is so damn annoying; as I’m sure you know.

After the audio was all done, the footage needed to be colour corrected. For all the editing, our weapon of choice is Adobe’s Master Collection, spending most of the time in either Premiere Pro CS5 or After Effects CS5; both powerhouses for video editing. Both of these contain a ‘3 Way Colour Corrector’ which is invaluable for making slight changes to the white balance and exposure, not to mention allowing us to grade the footage giving us the desirable clean ‘sterile’ look that we wanted for this project.
 
After prepping all the footage, it was time to compile it all into the 8 separate videos that were going to go onto the DVD. After a few days of editing and refining, along with constant Emails back and forth between us and the client to make alterations and amendments, it was almost complete. There were just a few small changes to be made; our client dropped in for a coffee and a creative chat and we finished the final clips there and then. Once all of the editing was done there was one last step to signing this project off; the DVD.
 
The training videos main menu and scene selection menus were all made in Photoshop CS5 and then compiled and authored in Encore CS5, along with the 8 edited videos to produce the final DVD. The icing on the cake was our bespoke printed DVDs with the client’s logo and design on, which we burned the final training videos onto, along with the title and the region for which the DVD was intended.

Testimonial;

“Studiowide helped us to produce our first company promotional and training video for overseas customers. We are really very pleased with the final cut and enjoyed working with Carl, as he really took the time to understand our company and our needs, and put together a bespoke solution. Studiowide are a highly organised and efficient team with tonnes of creative ideas and technical know-how. I wouldn't hesitate to use their services again. Thanks guys”. Kate Stoddard, Export Manager. Single Use Surgical Ltd, Barnsley.

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Product Photography

Monday, July 18th, 2011

By Beki Reilly

Over the past few weeks we’ve been super busy snapping away here in our Liverpool based photography studio; here’s my thoughts on our most recent shoot we completed and what I personally feel are the important aspects to product photography.

Of course an image needs to make an impact, this goes without saying… but never more so when dealing with commercial product photography; photographic errors can often mean a great product not only gets overlooked but in an online environment can have a negative effect on sales.

When a photograph works you accept it and in a way look past it and engage with the product on display, without being distracted by the niggling errors in the photograph itself.

 

 

When I see this image (above) I’m thinking, ‘I WANT THAT CAMERA’ as opposed to ‘what a stunning photograph’ – luckily this little camera gem is mine (after some charity shop hunting and diving into bargain bins). This is what product photography is all about. Getting the consumers attention in a positive way.

The photograph also needs to be relatable; people have to want the product and this means imagining themselves owning it and visioning how it would fit into their lives.

Our latest shoot was photographing a range of 20 rugs for a specialist rug manufacturer based in Liverpool. These were photographed with diffused ‘soft’ lights; this provided soft shadows and accurate colours. Once we were happy with the photographs these were then placed into Photoshop for post-production to create lifestyle scenes. Even though at pre-planning we targeted the angles of each rug compared to the setting (as to not distort the designs of the rugs), we still need a little tweak with the old perspective tool in Photoshop. Some other considerations had to be made including lighting, extra care was taken to match the product shot with the shadows and lighting in the image. Here is one of the final images that the client was very happy with!

All of our product photography is created in-house at our Rodney Street studio in Liverpool. We are a full service creative company underpinned by our status as Chartered Marketers. We use all of this commercial and professional expertise to showcase your products to their full potential.

Floor capacity: 6m x 4m with a variety of backdrops and green screen. (We use paper backdrops as oppose to vinyl or cloth – this produces a more even result.)
Equipment: 750kw soft boxes, overhead boom, Nikon Digital SLR, Tripods, stands.

We specialise in product photography for E-Commerse, lifestyle, industry, retail.
We also offer the latest in 360 rotating product shots, great for capturing the detail of your product, and showing it off from every angle. More information on our product photography here.

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BAFTAS Inspired Design

Monday, May 23rd, 2011

By Beki Reilly

Well who didn’t love the results of this year’s BAFTAS?! What a brilliant line up of film and television – from Black Swan & The King’s Speech, (which were of course bound to clean up) but I thought some great people got the recognition they deserve this year. My favourites included Winners Chris Morris and David Fincher, as well as a Vicky McClure’s BAFTA for her role as Lol, in This Is England 86.

If you hadn’t of realised I can be a bit of a film nerd at times; not only geekin’ out on the film itself but the designs of the posters. Poster design is extremely important to the success of a film. It acts as a teaser to the movie itself, and has to sell the entire concept or hook the consumer into wanting watch the movie just in a few short seconds… after all a creative poster is memorable one. So what has caught our attention this year?

Of course I am going to talk about Black Swan. I already loved the work of Director Darren Aronofsky ever since I saw the disturbing ‘Requiem for a Dream’ many moons ago, but that wasn’t what got me excited about the movie, it was the posters. Influenced by Polish and Czech posters of the 60s and 70s, as well as ballet advertisements of the early 20th century, these posters really demand attention and give a hint of the surreal thriller and the conflict of the innocent white swan and the dark and twisted black swan.

Designed by LaBoca – "Our hope was to create a set of posters that could accompany the film without explicitly acting as a selling tool. We think a movie poster can help make a connection with the story of a film in much the same way a great record sleeve can do with music. It's ultimately about adding something to the experience."

   

This is a great link to the 50 best movies posters of 2010-2011. On there are two of my favourites, for ‘Let Me In’ and ‘Inception’  So… What movie posters have impressed you lately?

 

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Breaking In

Wednesday, May 18th, 2011

By Beki Reilly

So third year students… how does it feel?

The majority of you have finished dissertations, handed in final major projects and are undoubtedly, (and hopefully) celebrating your last day of University with a hefty amount of alcohol down the pub! And although not knowing what’s happening next is exciting it can also be a little daunting trying to get noticed by the creative industry when there are literally thousands of other students in the same position…

I wanted to write this post simply because I was in the same position this time last year.

I read this great article this morning on the BBH lab website giving new creatives advice on how to get their book noticed. The article is referring to William Burks Spencer book ‘Breaking In’  – a book in which he interviews 100 Creative Directors about what they look for in a portfolio. Hence this is the book to read for tips and advice on creating a portfolio that will get you hired.

The key point Spencer makes is to create a book with personality. Most portfolios ‘can look the same’ because everyone presents what they think an agency is looking for. “Very few juniors venture outside of the normal format: 5-7 campaigns and a resume.” The book describes those juniors who were successful in standing out by going against the norm. From low-res films to ‘absurd letters’ these are all things that Creative Directors could recall years later, hence it worked it making them memorable and more importantly getting hired! Read Article

 

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