Advertising Plan Outline

Kirk Hallahan, Journalism and Media Communication ______

JT355 Advertising Plan Outline

I. INTRODUCTION / EXECUTIVE III RECOMMENDATIONS SUMMARY (KEY PLANNING DECISIONS)

A brief narrative overview of the situation, the Advertising Objectives recommended objectives and strategy, and the total budget expenditure. Two to four concise statements of communications (versus ) outcomes to be pursued. Examples:

II. SITUATION ANALYSIS To create awareness of among 35% of consumers by year-end. Advertising Problem or Opportunity To foster positive attitudes (preferences) among heavy users in the product category by 2005. More detailed discussion about the client nd organization, product, and market. Based on To generate 10,000 sales leads by 2 quarter. To stimulate 25,000 calls to customer order desk Marketing Plan, Business Plan and/or other in March. research. Considerations in formulating objectives. Client: Description of company and background on the segment or industry in -- Should be specific, measurable, attainable which it operates. (realistic) and should state time frame for accomplishment. Product: Product brand name and description. -- Should focus on behavior changes sought, i.e. Positioning, differentiation and packaging (if changes in awareness, understanding, interest, applicable). Stage in product life cycle (new, desire, conviction, actions. growing, mature, declining), sales history and -- Should anticipate/focus on specific measures to market share. Background on product or be used: awareness studies, attitude studies, actions (inquiries, increase in average order sizes, service: category, including customs, how repeat purchases, visits to store, 800-number calls, product is sold. web site hits, etc.

Markets served: Purchase patterns or pro- cesses for this product. Channels of distri- Target Audiences bution, strategies, past promotional activities, etc. List of key audience segments to be reached.

Marketing Objectives. Succinct list of desired Priority of segments: e.g. primary v. secondary outcomes, including long- and short-term sales v. tertiary. Heavy users v. other usage levels. goals. Purchase roles for each segment: users, Examples: specifiers, purchasers, approvers. To increase market share by 3% by year-end. To generate $40 million in sales of new product Characteristics of each segment: geographic, in first quarter. To become #1 brand in consumer awareness, demographic. preference and purchases in the U.S. by 2004 Behavioral considerations for each segment: learning abilities, motivations (involvement, Communication Strategy needs, concerns, interests), attitudes, psychographics (lifestyles) Directness of message: Hard sell v. soft sell, lecture v. drama. Relationship of target segments to total market, e.g. what segments are omitted? Appeal: head v. heart (rational v. emotional) . Possible influencers of audience behavior, i.e. Storytelling approach: Straightforward, who also must be reached. Might include: demonstration, comparison, problem reference groups, opinion leaders, social solution/avoidance, slice of life, spokesperson arbiters. Examples: family, community leaders, or endorser. advisers, fashion trendsetters. Copy Elements: Competitive Product Advantage Slogans, tag lines Long v. short copy length? Branding. Description of branding to be used Direct response devices (if any): 800- in campaign, including enhancement or numbers, coupons, web addresses revision of current brand strategy. Visual Elements Featured Benefit. (Also can be described as Visual appeals. the promise, reason-why, or unique selling Illustrations: Photos v. drawings, stills proposition). The one argument that should v. motion; color v. black and white. dominate advertising. Unique graphical considerations. Logo, trademarks, etc. Secondary benefits. Alternative benefits that can be addressed, or should be the focus for Audio elements: Music, jingles, sound special audience segments. effects.

High or low-involvement product? What are consequences for strategy? V. ADVERTISING MEDIA STRATEGY

Product Image, Position and Personality Media to be used

How should audiences think about the Traditional media: newspapers, product/service? magazine, television, radio, out-of-home.

Tone or feeling to be conveyed Online media

Differentiation from other products Specialized non-traditional (specify)

Suggestions for Improving Product/Offering Media objectives: reach, frequency, gross rating points Possible changes in design, pricing, packaging, or policies – to improve Timing: Dates when ads to appear. promotional success. . Pattern/continuity of exposure: Continuous, . flighting or pulsing, etc. IV. ADVERTISING CREATIVE STRATEGY Media availability concerns (Might media not “Big Idea” – The overarching or dominant be available when or where needed?) theme or copy/visual gimmick/device to be used in the campaign. Appropriateness to message

Cost: Ad size/commercial length, production Formative Research costs, media costs Message development research (surveys, Cost efficiency against target audiences. focus groups, observation) Content analysis of competing ads Copy testing of preliminary treatments VII. INTEGRATED MARKETING (focus groups, mall intercepts, COMMUNICATIONS anteroom/trailers) Experiments comparing effectiveness or 2 or Sales more treatments Test marketing/field testing Consumer: Price-off deals, coupons, Physiological measures in laboratories (eye refunds/rebates, sampling, contests tracking, pupillometer, psycho- and sweepstakes, premiums, ad galvanometer [galvanic skin response], specialties, continuity/loyalty programs tachiscope, EEG, web site usability).

Trade: Point-of-purchase, dealer kits, Progressive/Concurrent Testing trade incentives/deals, contests, trade shows/exhibits/special events. Concurrent surveys Attitude tests Sales staff support: sales aids, audio- Tracking studies: Interviews, diaries, pantry visuals, training. checks, product sales/scanner data Minute-by-minute (frame-by-frame) audience /Response tests of commercials in labs or theaters Direct mail, catalogs, online, tele- In-market tests marketing, direct response ads, infomercials Evaluative Research (Success of Campaign) Public Relations , events, sponsorships, Memory Tests (ad recall, recognition) speeches, cause-related marketing Persuasion Tests (philanthropy), publications, tours, web Direct Response Counts sites. Brand tracking Sales Results VI. IMPLEMENTATION/TACTICS (Staffing, Calendar) IX. BUDGET Coordination of effort by account management/account service team Proposed Spending/Allocation by Category

Qualifications, experience of team. Rationale for setting budget total: As a % sales/profits; share of market; task; Tasks to be performed competitive imperatives.

Key dates for implementation Contingencies Competition Profit or sales growth/decline. VIII. EVALUATION Reprinted February 2017