Integrated Marketing Communication

Saima Habib

IMC Defined
Integrated Marketing Communications (IMC):
is the coordination and integration of

all marketing communications tools, and sources within a company into a program that maximizes the impact on consumer and other end users .

 Integrated Comprehensive Marketing Communication Plan that links the marketing function with the communication function to deliver Effective Marketing Messages capable of (1) informing, (2) convincing and (3) persuading people to buy.

Elements of Marketing Communications

Advertising Sales Promotion Personal Selling DM (Direct Marketing) PR (Public Relations)

Need for IMC

Market fragmentation has resulted in media fragmentation
All messages seen as one single message to consumer IMC builds a strong brand identity in the marketplace by tying together and reinforcing all your images and messages.

 to develop and deliver clear, consistent, and impact-full communications capable of informing, convincing, and persuading customers to buy.

Advertising
Mass media advertising reaches large numbers geographically dispersed at low cost per exposure with ability to repeat message with frequency PROCESS:

1. Set objectives 2. Develop strategy

Message strategy Message execution

3. Select media (reach, frequency, impact) 4. Evaluate advertising

Slice of life, lifestyle, fantasy, mood, musical, symbolic, technical expertise, scientific, testimonial (see page 478-479)

Sales Promotion
Short term incentives designed by marketers for the purpose of encouraging the purchase of a product. Consumer promo tools:
Samples, coupons, rebates, price packs, premiums, ad specialties, loyalty programs, point-of-purchase displays/demos, and contests/sweepstakes

Business promo tools:

conventions/trade shows and sales contests

Personal Selling
Involves two way personal communications. Organization: Process:

Territorial, Product, Customer types, Outside vs. inside sales, and team selling Prospect, pre-approach, approach, present, handle objections, close, follow-up Process of creating, maintaining, and enhancing strong, value-laden relationships with customers and other stakeholders.

Relationship Marketing:

DM (Direct Marketing)
Mass media marketing in a oneto-one manner. Requires Database Forms:
Telemarketing Direct Mail Catalogue Marketing Direct Response TV (order now)

PR (Public Relations)
Purpose is not to communicate to the market about products but rather to communicate to the companys publics about the company itself. Functions:

Press relations Product Publicity Public Affairs Investor Relations Development (financial or volunteer support) Crisis management

Cadbury Manages a crisis with Integrated Marketing Communication (IMC)

The Crisis is all about..

In eight outlets across Maharashtra, worms were found in some bars of Cadbury Dairy Milk, Cadbury's bread-and-butter brand selling 1 million bars a day and an icon of 'chocolate' in India. Inquiry was instituted by the Food and Drug Administration and negative media publicity spread like wildfire. The extensively graphic media coverage led people to believe that every bar could be contaminated. Consequently, sales volume plummeted, retailer cooperation lessened and employee morale dwindled. All in all, the company's credibility suffered extensive damage.

Reason behind this crisis..

After a thorough investigation of the entire supply chain, it was found that the problem originated at the distribution end. Apparently, at the retail outlets the infested bars were placed next to open unpacked items susceptible to worms.
However, although the problem was not of its own making, Cadbury did take responsibility for the lack in educating retailers on storage and hygiene.

Using IMC elements to overcome from this problem

Advertising The company began its multi-pronged campaign on key print, broadcast and electronic media, to regain its lost credibility and almost reestablished the category.
Message strategy It decided to convey that the root of the problem was as the distribution end, that any food item could face similar infestation, and yet Cadbury would take initiatives to check the problem.

 Cadbury also roped in Amitabh Bachchan as its brand ambassador since the celebrity was hugely popular and reputed for his integrity, qualities that Cadbury needed to re-associate

with the brand.

A rationally and emotionally connecting television commercial, again starring Bachchan, was also aired nationally. The star gave a first hand account of his visit to the the ad, he also emphasized the safety of the product for children.

Cadbury factory, assuring people about the quality of the chocolate . In another version of

Public Relationship Campaign

The company launched Project Vishwas, a three-pronged program that addressed the trade, consumers, media and employees. The project incorporated the following measures:

For Trade
A retail monitoring and education program was launched that performed quality checks at over 50,000 retail outlets and educated 190,000 wholesalers and retailers regarding storage requirements. A press ad regarding 'Facts about Cadbury' was also

channel members about remedial measures being taken by the company. Posters and leaflets on the issue were also distributed to retailers, encouraging them to share them with consumers.

published nationally in 55 trade publications informing

 For Media
The media was also explained the company's point-of-view, given updates about actions initiated by the company, and encouraged to share them with consumers. The company instituted a media desk and diligently answered every media query, friendly or not. The company's managing director urged media to assure consumers that Cadbury was safe to eat,

but that consumers exercise the usual

care in purchasing a chocolate that they exercise in purchasing a food item. Furthermore, it also promised to implement packaging changes within two months to ensure against poor storage. Cadbury's MD and

key spokespersons had

one-to-one sessions with 31 media editors as part of an 'Outreach' program initiated in November 2003.

Employees
Employees were also briefed about actions taken through meetings with senior managers and email updates from the MD.

Product Safety Communication

January 2004, the company launched a new double packaging that wrapped even the smallest 13 gm chocolate in an aluminium foil, heat-sealed for complete protection from all sides and further encased in a polyflow pack. The over-engineered pack, the first of its kind in India, cost the company a fortune, but fulfilled the company's promise to media and consumers.
The new packaging was launched amidst much fanfare in a media conference. Amongst the material distributed in the conference were a comparison kit allowing evaluation of old and new packs and a video new release with packaging and factory shots for television coverage. To reinstate confidence among sales people and to motivate them, another audio-visual with a message from the ambassador Bachchan was shown in a string of sales conferences.

Outcome of Companys IMC Effort

As a result of the integrated campaign,
got extensive media coverage that highlighted the company's perspective instead of pointing a finger at it.

Cadbury won over the invincible media and

Surveys revealed a positive change in consumer perceptions and an increase in their likelihood to buy. Further, not only did Cadbury's sales recover from the crisis plunge, but also grew by 20% in 2005.

Conclusion
Through timely and consistent marketing communications Cadbury succeeded in solving a daunting business crisis. With a 360-degree communications approach that targeted various audiences, Cadbury could quickly control and off-set the negative word of mouth it had received.

By integrating a variety of tools like press release and conferences, consumer advertising, trade advertising, point-of-purchase communications, packaging initiatives, email communications and the like, all focusing on the same problem, Cadbury could

communicate a unified message and get audiences to appreciate the efforts it had taken to minimize
instances of future occurrences.

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