Marketing plan for a water filter文档格式.docx
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Marketing plan for a water filter文档格式.docx
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Awaterfilterisanessentialcommodityforeveryhousehold.Inthisaspect,devicesthatensurethatwaterissafeforuseathomeoratpublicplacesbecomeparamount.Awaterfilterdevicenotonlyremovesharmfulparticlesinwater,butisalsoimportantinensuringthatdrinkingwaterisfreefromharmfulchemicals.Chinaisoneofthecountrieswherewaterfiltersareinhighdemand.MostoftheChinesearealwaysindemandofwaterfiltersthatareeffectiveinpurificationofwateruseddrinkingandbathing.AlthoughmunicipalitiesinmostoftheChinesetownsprovidehouseholdswithpurifiedwater,thereisalwaysaneedforpeopletohavetheirownfiltersathome.AgoodreasonastowhypeopleshouldalwaysensurethattheyhavewaterfilterathomeisthatsometownsinChinaaresuppliedwaterbyprivatecontractors.Therefore,aneedtotestwaterbyfilteringitbecomesofgreatessence.ThefollowingisamarketplanforahomewaterfilterknownasHWFforaChinesefamily.
Productdescription
AHWFwaterfilterisawaterfilterdevicedesignedtopurifywaterinChinesefamilies.TheHWFwaterfilterisdesignedtopurifydrinkingwaterbyremovingallgermsandharmfulchemicals.Basically,HWFwillbereducing100%ofchlorineandotherchemicalsinwater.Inaddition,theHWFwaterfilterensuresthatbothcookingandwashingwaterisnotcontaminated.TheHWFwaterfilterismanufacturedfromlightmaterialsandtherefore,itisefficientfortransportingittovariouslocationsincaseofmovementandflexibleinstallations.Moreover,theHWFwaterfilterisdesignedtofilter100litersofwaterin2hours.Therefore,thewaterfilteristhemostreliableandconvenientwaterfilterdeviceforanyhomestead.TheHWFwillbesellingforonly$50,withanadditionof1yearwarrantincaseofdamageandrepairingservices.
Marketdata
Although,mostoftheChinesehouseholdshaveanaccesstowater,44%oftheChinesepopulationisnotsuppliedwithwaterbythemunicipality.However,privatecontractorsmayfailtotreatandfilterthewater,comparedtothemunicipality.
Marketsegmentation
Theproductwillbefocusedtoallhouseholdsintheurbancenterswithanintentiontoincreasewaterssafety.Anothermarketsegmentfortheproductwillbeinstitutionsandcorporationsthatrequiresafedrinkingwater.However,HWFwaterfilterwillfocusonhouseholdsasthemajortargetmarketinbothruralandurbanregions.
Estimatemarketsize
Anestimated60percentof80millionpeoplelivingintheChina’sruralareaswillbeapotentialmarketfortheHWFwaterfilterdevices.Moreover,40%ofhouseholdsandfamiliesintheurbanregionswillalsodoubleaspossiblemarketforthewaterfilter.Thismarketsizeisdeemedtocoverallthecitiesandprovinceswithinthecountry.Nevertheless,moreconcentrationinmarketingtheHWFwaterfilterwillbefocusedinprovincesthatmostlyaccesseswaterthroughprivatecontractors.
Competitorproductscurrentlyinthemarket
AsaresultofthecurrenttrendinsupplyingwatertoeverypartinChina,theconceptofwaterfiltrationhasbecomeapopularphenomenon.SomeofthecommonwaterfiltersintheChinesemarketincludeImrita,KaiRui,Voterwaterfilters,KinglifeandAnzy.However,mostoftheseproductsarechlorinereducingwaterfilters.
Targetmarket
Asindicatedearlier,HWFwaterfilterbrandwillbetargetinghouseholdsinbothruralandurbanprovincesinChina.However,thiswillbeachievablethroughacertaincriterion,sincemostofthehouseholdsinChinahaveanaccesstocleanwaterfromthemunicipality.Thecriterionisasfollows;
Householdswithoutawatermeter:
-Asindicatedearlier,44%ofthehouseholdsinChinaaccesseswaterthroughprivatecontractors.Thistargetmarketisatriskofbeingsuppliedwithwaterthatisnotfilteredorpurifiedandthusrequirethewaterfilter.
Householdsinruralareas:
-Inruralareas,Chinesefamilieshaveatendencyofaccessingwaterfromitsnaturalresources.Wateraccessedfromnaturalresourcesisinmostcasescontaminatedbymineralsandparticles,andinsuch,anaffordablewaterfilterisrequiredforsuchfamilies.
AllChinesehouseholds:
-Itisacommonbelievethatwatertreatedbythemunicipalityisnot100%safefordrinking.Therefore,thistargetmarketaddressesallneedsoffilteringwaterforChinesefamiliesinrural,urbanandfamiliesthatdonothaveawatermeter.
Productpositioningstatement
ThefollowingstatementwillbeusedastheHWFwaterfilterproductpositioningstatement;
“Forwaterfiltrationandpurificationinyourhome,useHWFwaterfilterdevice.TheHWFwaterfilterdeviceusesthelatesttechnologyinfiltrationofalldrinking,cookingandwashingwaterinyourhomestead.HWFwaterfilterremovesalltracesofdirt,leadtraces,potassiumandchlorineinyourwater,thusmakingyourfamilysafefromdiseasesandwatercontamination.ThelatestversionsofHWFwaterfiltersareaffordableforeveryChinesehomeforonly$50”.
Themarketingmix(the4Ps)
The4PsofmarketingtobeusedinmarketingHWFwaterfilterwillentailpricing,productvariables,promotiontechniquesandplacevariables.
Pricing:
-ThiswillincludepricingstrategiestobeusedinensuringthattheHWFwaterfilterproducthasacompetitiveedgeinthemarket.Inaddition,pricingdecisionswillbemadefromthismarketingconcept.
Product:
-ThismarketingmixwillfocusonensuringthattheHWFwaterfilterdeviceisaqualityproductandisaffordableforthetargetmarket.Otherissuesonproductwillinvolvegoodpackagingstrategiesandvariouswaterfiltermodelswithdifferentsizesandworkingcapacities.
Placevariables:
-Fromthismarketingmixconcept,decisionsonwhichdistributionchannelstobeusedwillbemade.Forexample,theHWFwaterfiltercanbesolddirectlytocustomersorcanbesoldthroughretailersandlocalstores.Moreover,thismarketingmixwillidentifyalocationofwheretheproductwillbeaccessibletocustomersinrelationtothetargetmarket.Alsoincludedinthismarketingmixishowandwheretheproductshouldbestoredinthewarehouse.
Promotiontechniques:
-ThisincludestechniquethatwillbetofamiliarizeHWFwaterfiltertothecustomers.Basically,techniquessuchasadvertising,personalsellingandsalespromotionaredeemedasthemosteffectiveinpromotinghouseholdbrandssuchastheHWFwaterfilter.
Thepricingstrategy
ThepriceoftheHWFwaterfilterwillbeconcludedbydeterminingthecurrentmarketpriceofwaterfiltersinthemarket.Allproductmodelswillbepriced5%lessthepriceofthecurrentwaterfilterbrandsinthemarket.Thisstrategywillbeusedasamarketpenetrationmethodinthefirst6monthsofbusiness,beforestabilizingthepricetothecurrentmarketprice.Allproductsthataresoldthroughdistributorsandretailerswillbeeligiblefordiscountsforretailers.A10%discountfortotalsalesmadebydistributorsandretailersmadeduringanymonthofbusinesswillbeoffered.Inaddition,adiscountof5%willbeofferedtocustomerswhobuyanyHWFwaterfiltermodelinthefirst6monthsofthebusinessyear.ForretailersanddistributorswhoorderHWFwaterfiltersworth$100,000adiscountof10%willbeoffered.However,nodiscountswillbegivenforpurchasesmadeoncredit.
Promotionalstrategy
Asindicatedearlier,HWFwaterfilterwillbepromotedusing4majorpromotionaltechniques.Andtheyarepersonalselling,publicityandsalespromotion.Anothercommonproductpromotiontechniqueforhouseholdproductsisadvertising.
Advertising
Fortheproductinformationtoreachasmanyaudiencesinthetargetmarketaspossible,variousadvertisingmodeswillbeinitiated.Inthisrespect,advertisingtheproductthroughtelevisionsandprintmediaisthemostconvenientadvertisingmode.Suchadvertisingmodeswillbesupportiveinofferingvariousproductinformationsuchas;
theproductusage,producthandling,productmanualandrepairing.Moreover,theaudiencewillbeabletocomparetheproduct’spricewithothercommonbrands.Alsothroughtheadvertisement,customerswillknowthelocationandstoreswheretoaccesstheproductwithease.
Personalselling
AHWFwaterfilterisatechnicalproductthatrequiresdemonstrationonhowthedeviceworks.Inthisrespect,theproductwillbepromotedbestbyatechnicalsalesteamthatwillvisithouseholds,demonstratinghowtheproductfunctions.Duringthesevisits,customerswillbeabletoaskquestionsandrequestforrepairsaswellasmakepurchasesforthesameproducts.Anotheradvantageofusingpersonalsellinginsellingawaterfilterdeviceisthatmarketerswillgathermarketinformationandagoodcustomerrelationshipwillbebuiltfromthesame.
Salespromotion
ForthesalesvolumeoftheHWFwaterfiltertoincrease,andtogatherinformationonhowtheproductistrendinginthemarket,salespromotionisthebesttechniquethatwillbeused.Inthisrespect,initiativesthatwillencouragecustomers,distributorsandretailerstobuytheHWFwaterfilterswillbeinitiated.Suchinitiativeswillincludegivingoutgiftsforpurchasesmade.Forexample,acustomerwillbegivenafreeHWFwaterfilterifhepurchasesaHWFwaterfilterduringanyproductpromotionday.Toimplementsuch,productpromotiondayswillbeinitiatedaftereverytwomonthsoftrade.Anothersalespromotioninitiativetobeincludedinthiscategorywillbediscountsandproductmerchandizingdrives.
Publicity
Inordertogetthepublicinformedontheemergenceofanewwaterfilterinthemarket,themosteffectivepublicity
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