I. Executive Summary
A high-level summary of the marketing plan.
II. The Challenge
Brief description of product to be marketed and associated goals, such as sales figures and strategic goals.
III. Situation Analysis
- Market share
- Value drivers
- Decision process
- Concentration of customer base for particular products
- Market position
- Market shares
- Subsidiaries, joint ventures, and distributors, etc.
Macro-environmental PEST analysis :
- Political and legal environment
- Economic environment
- Social and cultural environment
- Technological environment
A SWOT analysis of the business environment can be performed by organizing the environmental factors as follows:
- The firm’s internal attributes can be classed as strengths and weaknesses.
- The external environment presents opportunities and threats.
IV. Market Segmentation
Present a description of the market segmentation as follows:
- Percent of sales
- What they want
- How they use product
- Support requirements
- How to reach them
- Price sensitivity
V. Alternative Marketing Strategies
List and discuss the alternatives that were considered before arriving at the recommended strategy. Alternatives might include discontinuing a product, re-branding, positioning as a premium or value product, etc.
VI. Selected Marketing Strategy
Discuss why the strategy was selected, then the marketing mix decisions (4 P’s) of product, price, place (distribution), and promotion.
The product decisions should consider the product’s advantages and how they will be leveraged. Product decisions should include:
- Brand name
- Scope of product line
Discuss pricing strategy, expected volume, and decisions for the following pricing variables:
- List price
- Payment terms and financing options
- Leasing options
Decision variables include:
- Distribution channels, such as direct, retail, distributors & intermediates
- Motivating the channel – for example, distributor margins
- Criteria for evaluating distributors
- Logistics, including transportation, warehousing, and order fulfilment
- Advertising, including how much and which media.
- Public relations
- Promotional programs
- Budget; determine break-even point for any additional spending
- Projected results of the promotional programs
VII. Short & Long-Term Projections
The selected strategy’s immediate effects, expected long-term results, and any special actions required to achieve them. This section may include forecasts of revenues and expenses as well as the results of a break-even analysis.
Summarize all of the above.
Calculations of market size, commissions, profit margins, break-even analyses, etc.
Bangs, Jr., David H. The Market Planning Guide: Creating a Plan to Successfully Market Your Business, Products, or Service