摘要:终端促销活动作为一种快速的推动销售和提升品牌认知度的营销工具,可有效地加速产品进入市场的进程,绝不仅仅是简单的打折与降价活动,而是一种沟通工具。
一个科学高效的系统化促销方案,应当是整个品牌推广战略与战术的组成部分。通过它,企业可以直接对消费者传播大量有关自身品牌形象的信息,能够有效的提升企业的品牌形象,然后借助品牌形象吸引顾客,并影响潜在的消费者,从而创造出巨大的市场发展空间,以市场的可持续性发展来创造出企业的可持续性发展。
成也萧何,败也萧何。企业对终端促销不可过于投入。毕竟,终端促销是一柄双刃剑,一个不小心就会伤及自身,诸如利润锐减、削弱企业实力、损害企业原有的高质的品牌形象等。企业所要做的就是考虑如何解决这些问题,把对品牌的伤害减到最小。
以消费者需求为中心,站在消费者的角度策划出来的创新化、人性化的促销活动具有较强的适应性,不但将终端促销的功效最大化,还弱化了它带来的负面影响。这样的终端促销将成为发展趋势,因为它更能被挑剔的消费者接受,同时也更容易实现增强消费者的品牌忠诚度的目的,从而强化品牌优势。
关键词: 终端促销,品牌建设
Abstract :As a tool for pushing sales and improving reputation of the brand, terminal promotion activities can shorter the time for products to enter the market. It does not only mean discount or reduces the price; actually it is a communication tool.
A scientific, high efficient case of system promotion is a part of the whole strategy of branding. Companies can give plenty of brand information straight to consumers by system promotion. Therefore, a good project can improve the reputation of the brand, and then the successful brand can attract and influent more potential consumers. At last, companies can create a huge market, so that the continue development of the market will improve the future development of the company.
It’s successful because of Xiao He; it’s failed because of Xiao He as well. Companies should not spend too much money on terminal promotion activities. In fact, terminal promotion activities just like a two-edged sword, if you are not careful, it could damage your company such as decreasing profit; weakening company’s power and affecting other valuable brands, etc. For avoiding these situations, what the company should do is thinking about how to solve these problems, trying to minimize the loss of the brand.
Promotion activities will have better adaptability if these activities are based on consumers’ requirement and stand at consumers’ position to plan a creative and humanistic project. A successful activity can not only make terminal promotion activities efficient the most, but can weaken the negative influence from this activity. This kind of terminal promotion activities will be a trend because it can be accepted by those nit-pick consumers. Furthermore, it is easier to increases the consumer brand loyalty, so that strengthening the brand superiority.
绪论 促销对品牌建设的意义
促销,对于处在市场经济环境下的任何一个人来说,都不会是一个陌生的名词。通常我们口中所说的促销,其实是狭义的促销概念,即企业运用各种短期性的利益诱导,刺激鼓励购买或销售企业产品或服务的一种促销方式,也就是销售促进(Sales Promotion),简称SP。而广义的促销,是企业整体营销活动的一个关键环节,不仅包括销售促进,广告宣传、人员推销、公关宣传也是它的主要方式。
无论是广义的促销还是狭义的促销,它都是一种沟通性的活动。通过这种沟通,企业不但能推广新产品、拓展销售区域,还对创立品牌形象、树立企业形象等有很大的益处。所以,促销的目的是用各种方式、手段来影响购买者的认识、观念与行为等,并且试图说服他们接受这种观念、服务或事物。简而言之,促销活动就是要创造顾客、激活市场。
终端促销即是一种针对最终购买者的促销,对于一般消费品而言,终端即是消费者和消费现场。这里我们所要讨论的是企业对消费者进行的各种促销与品牌建设的种种关联性问题。
随着市场经济的飞速发展,卖方市场已经转向买方市场,特别是品牌的增多,竞争更重于促销。终端促销可以快速提升品牌认知度,对品牌建设具有相当大的作用力和影响力。