立顿市场营销计划 9页

立顿市场营销计划一、市场分析（一）企业的目标和任务如今随着生活节奏的加快，茶饮市场前景广阔，消费者众多，不同口味与品牌的茶饮也拥有着不同群体的拥护。我们的目标是为不同消费者提供不同价位的消费产品，以适应他们的消费档次，迎合其消费水平。以高质量的产品，多种运营形式，不同的口味实现利润的稳步增长，并加深“立顿”在顾客心中的满意和信任度，使“立顿”成为他们在茶饮面领域最优的选择，成为茶饮的龙头产业。（二）当前市场战略描述1、当前市场状况经济的迅猛发展拉动人们的生活节奏，时间观念在人们心中越来越强，茶饮快捷方便也愈显重要。茶叶由于其悠久的历史渊源和提神醒脑的功效，在人们的生活中的地位越来越高。越来越多的人试图在这诱人的市场里分得一杯羹，原有企业的不断壮大之下新企业又不断涌现。随着人们收入水平的提高和品位的提高，消费者的消费开始趋于更健康便捷的茶类饮品，例如：减肥茶，肠润茶，养颜茶等。而碧生源、御茶园、康师傅等茶饮也有固定的消费群，尤其碧生源、御茶园已在众多消费者心中具有稳定的品牌地位，这对“立顿”也造成了巨大的影响。碧生源的突然崛起使人们意识到茶饮可以做得更保健更方便。同时，御茶园的尊贵优质、康师傅茶饮等价格低廉茶饮料的扩张也对“立顿”造成了巨大的威胁。2、战略描述全国茶饮市场发展迅速市场整体趋于饱和消费增长速度低于茶叶生产能力的扩张速度，除了御茶园、碧生源、康师傅、统一几大巨头控制半壁江山，几十个中小品牌分食其余份额的局面。“立顿”与其他茶饮产品持续着激烈的竞争，国际名品，价格优势，口味新颖多样性是产品的竞争优势。但是在广告宣传方面却一直未能做好，“立顿”第9页\n在全国的销售局面没有得到改观，公司迫切面临着市场转型和品牌形象的提升。（三）主要竞争者和他们的优劣势主要竞争者：目前市面上存在多种茶类品牌，如碧生源、御茶园、统一、康师傅等。他们都对“立顿”市场形成巨大威胁，现对这些竞争者进行分析。1、碧生源等保健茶优势：a．减肥茶，肠润茶利于身体健康，符合现在绿色食品理念。b．作为保健品在消费者心中已先入为主。劣势：a．价格略高。b．种类偏少。2、御茶园等茶饮中“名牌”产品优势：a．种类众多，囊括中国十大茶叶名品种类，如碧落春，龙井等。b．品质尊贵，另有茶具，茶道及茶文化等的推广。c．馈赠礼品的佳选。劣势：a．价格偏高。b．市场有限，偏向高收入群体。3、康师傅、统一等低廉的茶类饮料优势：a．价格低廉。b．广告宣传力度大，销售地点广布，饮用方便。劣势：a．品牌重叠，口味相似。b．基本等同于解渴饮料，随机性大，不能形成固定的消费人群。（四）外部环境分析1、经济第9页\n由于茶叶收成和质量于季节气候密等生长环境密不可分，茶叶供应有一定的风险。市场上的茶叶价格也存在一定的不稳定因素。所以在企业的定价上有一定的风险。但随着社会发展，物价的上涨，人们生活水平的提高，茶饮市场仍有很大的利润空间。2、法律法规各级监管部门针对与食品安全的执法检查，始终没有停止过，而且还会在每年的元旦、春节等重大节日前加大执法检查的力度，在2007年进行了全国食品安全隐患大排查。并相继制定了各种法规和条例，如《中华人民共和国食品卫生法》、《中华人民共和国农产品质量安全法》、《广东省食用农产品质量安全条例》等，可见我国对食品安全的整治力度有着铁的手腕。但令人不解的是，这些年来，各级监管部门的工作不可谓不努力，但伪劣食品依然层出不穷，三鹿事件、蒙牛特仑苏事件使消费者提心吊胆，对食品市场造成了非常不好的影响。当前我国食品安全领域存在五大问题：微生物造成的食源性疾病、种植养殖方面的农药残留和兽药残留、生产经营者守法意识薄弱、食品生产新技术应用所带来的食品安全问题、环境对食品安全的影响。这些问题从而导致了我国食品生产行业的发展非常不均衡。3、成本近期受金融危机，物价上涨，导致收购成本和生产成本增加，在茶饮售价格构成中，生产成本占主要地位。其次，由于茶饮日益大众化，销售成本在日益激烈的市场竞争中，正逐年增加。尤其是大品牌茶饮，广告宣传费用比中小品牌投入多。近年来，一些有实力的茶叶企业以设立了茶叶种植基地，实现自产、自销、大大降低了茶饮的市场价格，获得竞争优势。4、竞争减肥茶、肠润茶等不断吸引着追求便捷绿色健康饮品的消费者，尤其是时尚青年消费者。统一、康师傅的产品也不断翻新，吸引大众眼球，更推出再“来一瓶”有奖兑换活动试图扩大对茶饮市场的占领。各种散装茶叶的扩张也正在逐大化。5、技术茶饮虽然都要体现方便快捷的特性，种类却是多种多样，各第9页\n系列原料均不相同。例如：减肥茶、肠润茶、养颜茶、下午茶等，它们制作工序不同，各有各的风味。不同厂家生产的同种类型产品之间虽原料大致相同，但味道却因配方各异而有很大不同。6、社会因素绿色保健便捷是大势所趋，更是现代人对于品质生活都是必要要求。人们会在选择时更加注意饮品的质量口味、便捷程度及价格，同时也希望茶类饮品推陈出新的速度更加快速。随着人们生活质量的提高，新鲜便捷的商品倍受欢迎。（五）内部环境分析1、优势“立顿”品牌历史悠久，产品遍布全球。公司经济实力强大，质量有较高保证。品种口味众多包括四个系类：红茶、绿茶、花茶。还有异国系列：日式煎茶、韩式麦香和欧式、英式。另有奶茶系列、功效系列：纤扬茶、睛莹茶、清横茶等6种。价格大众化，包装精巧，饮用便捷，非常适合办公室及工作学习饮用，是学生、白领青睐的产品。2、劣势广告等宣传投入少、市场拉力小。3、预期变化改变营销策略，提高广告宣传力度，同时保持多种特色产品，加快在全国销售渠道的拓展和纵深，加强二三线城市的销售，提高“立顿”的知名度，降低其推广难度，节省市场费用。二、营销策略（一）营销目标/预期收益“立顿”目前已经扩大渠道销售上市到二三线城市各大超市。我们根据其他方茶类饮品的优势开拓新格局，开发多种口味系列，并进行多种渠道销售，努力使立顿系列占整个茶类饮品市场的重要地位。类别目标第9页\n销售规模60万箱利润率15%产品超市上架率80%品牌市场占有率10%促销场次20物流绩效评价良好……（二）目标市场描述1、可识别特征目标市场：集中在学生与白领阶层。学生可支配金额偏少，同时对饮品口味种类要求较高，寻求物美价廉的产品；白领阶层多数为了节省时间选择便易携带的饮品，他们主要需要便捷的方便饮品。2、独特的需求、态度、行为（1）学生和白领阶层的消费需求不断提高，单一的口味与类型不能使其满足。在享受方便快捷的同时他们也很在乎产品的多种多样;（2）“电影植入广告”占绝对优势，“商店广告”与真实消费更加贴近;（3)消费者对茶饮的敏感度低，忠实度不是很高，口味、价格、服务是他们选择的首要因素。（三）营销组合描述1、产品/服务（1）实现产品便捷绿色化，推出小包装系列，为较高层次顾客提供方便、快捷、功效显著等更健康的方便饮品。在口味上作文章，例如：红茶、下午茶等，同时提高包装简易度和口味的质量，让产品越来越趋向健康便捷化。（2）进驻超市进行销售，由推销人员服务进行免费品尝。在超市同类货架上即可选择自己喜欢的口味，并且也可以和其他茶类进行比较，节省时间。其次在各大中小型超市，可以推出：买三赠一。2、分销第9页\n由于市场竞争激烈，需要强化深度分销。在城市里各大中小型超市里设置促销专柜。为了实现深度分析策略，提高分销效率，在渠道上采取扁平化策略，采用“总公司→地区代理商→消费者”模式，建立：商场超市代理销售；3、定价产品设计到不同包装，不同原料，定价不一。常见茶类品种定价相同平均19元每盒，有特殊功效的茶类定价略高有30、60上百元不等。4、促销新产品上市市场没有概念，必须通过促销打开市场，进行信息沟通，让顾客认知我们的产品，并对其产生信赖，成为其最优选择。（1）终端人员推销：组成促销小组，每家大卖场一组,品均每组2—4人，统一着装。促销小队长，负责告知消费者当日促销活动内容与参与方法，并不断重复“立顿”广告标语，突出“健康，便捷”的主题内容。并让促销员拿一些产品进行散发，进而使其产生购买欲。（2）营业推广：搭建临时舞台，在大型综艺活动中进行品牌推广，可以设置有奖问答，比如“你知道立顿有什么系列产品推出吗？”对回答正确者赠送“立顿”系列产品一份。（3）广告宣传：利用广播、电视等形式，发布“立顿”促销信息和专业的品牌形象；在大型超市门口悬挂促销条幅和宣传画。（四）定位分析产品定位策略建议：产品形象方便、快捷、健康，强调“立顿”方便、健康的特点，价位合理。在广告中突出“立顿”的健康理念，同时通过画面来表达出方便快捷。三、活动计划（一）活动日程安排1、职能总经理：负责“立顿”各项事宜的统筹规划。完成销售目标、策略的制定，对销售计划的进程和效果进行监督和评估。业务人员：负责促销活动的实施和过程控制，并将结果反馈给总经理和负责人员。第9页\n配送人员：针对顾客的订货执行，把货物送到直销地点2、日程安排日程安排周期形式地点人员预算春节5天营造节日气氛，买三盒赠一盒各大超市10名5万元3.15消费者权益日1天八折优惠各大超市前3名1.5万元母亲节3天买“立顿”赠康乃馨各卖场、商铺23万元某周末2天临时宣传台超市4名2万元国庆节2天赞助社会贫困人群大型活动各大超市及销售地点—2.5万元………………3、预算综上，各项活动花销汇总，年度预算为50万。（二）评估程序1、绩效评价指标类别目标责任人完成率销售规模60万箱王总利润率15%李平产品超市上架率80%王青品牌市场占有率10%张总第9页\n促销场次20李欣物流绩效评价良好张三……2、收集数据的方法通过走访顾客，与其沟通与交流，终端实际调查，问卷调查，调查员到各大超市亲自体验等手段收集市场数据，同时根据实际的销售额、利润、与竞争对手的对比等来分析评估。参考文献1、《中国市场营销经理助理资格证书考试教材》中国市场学会，教育部考试中心主编电子工业出版社2005．82、《现代市场营销学》刘艳红，王亚军，张廷芹2006．83、《消费者行为学》符国群．高等教育出版社2006．124、《零售学》肖怡．高等教育出版社2009．19JWKffwvG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpR89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^G89AmUE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5ux^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z8vG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpRWXmA&UE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vST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