discussion week 3

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American Military University *

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MKTG600

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Marketing

Date

Feb 20, 2024

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docx

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2

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The goal of a company is to extend its reach always, and for that fact, most companies try to extend their brand by adding new products and/or services to their portfolio. While researching brand extension, I realized it is not as simple as it may sound. Brand extension is very crucial for a company hence the necessity of taking time to make some market study to figure out if the extension we are trying to make is needed and if it will be welcome. Some key ideas I learned are: first thing first, take your time to work on your new addition, the extension should not be a memory destroyer, but rather it should turn the other products already existing as steppingstone to achieve a certain goal while taking in consideration the monetary aspect of it. Should the new addition be financially beneficial or will be just like those before you, the new product or service at least should be a challenge to the competitors, it must be an added value to the market and not just a result of emotions and feelings. Brand extension should not just happen because of one’s reputation, thinking that since they are already known they can easily break the market with their new product. That’s the case of Pepsi when they tried to add crystal Pepsi in the early 90s. what happened is that people not only did not recognize and associate the new product with the brand but also the taste was not what they expected. And that was a huge fail. Pepsi is known for its dark cola taste drinks and the new addition was clearly the opposite, clear and citrus. Like Taylor (2022) said: don’t break your brand’s memory structure, build on it. KEY ACTIONS 1- Ensure that any brand extension has at least acceptable performance on the primary benefit. For example, before stretching into under-arm deo, Dove invested many years of R&D to ensure it had good odour protection (primary benefit) to complement the secondary skincare benefit it offered. 2- don’t break your brand’s memory structure, build on it, as Pepsi did with the launch of Pepsi Max, offering great taste with no sugar. This variant now accounts for over half of Pepsi’s UK grocery sales. 3- Don’t rely solely on emotional sizzle when stretching your brand. Ensure you also have some product sausage that brings relevant functional benefits. Amazon did this with the Kindle eReader. This extension seamlessly integrated with the Amazon website for easy ordering and downloading of eBooks. And it has been rejuvenated with a stream of renovation, helping Amazon become the market leader with a 60% share (2)
4- Value for money is a key reason for brand stretch failure. So work hard to make your new product or service price competitive and that any price premium is justfiied. Sizing can be one way round this. For example, you can offer a slightly smaller size than your regular product to minimise price per pack premium. 5- Ensure your brand brings relevant added value to a new market, such as the Mars brand bringing trust and taste credentials to the chocolate milk market. Mars has helped make chocolate the most popular sector in the UK’s £300m flavoured milk market, with a 30% share, and reported a 3.4% increase in sales value in 2017 (4) 6- Fully understand the ‘cultural truth’ in your target market, to blend with a ‘brand truth’ and a ‘human truth’. Hellmann’s did this with core renovation to make all its mayonnaise with free range eggs, tapping into cultural issues regarding animal welfare. 7- focus your brand stretch efforts in areas where you have the long-term ability to win. In the case of Nike, the company has moved away from digital hardware to focus on software and apps, with its ‘Consumer Direct Offense’ strategy that aims “to serve consumers personally, and at scale.” This includes fitness coaching apps for smartphones, and in-store services being launched initially in Nike’s new New York flagship store. A members-only fifth-floor space will offer exclusive products, customization and one-on-one appointments with “Nike Experts” (7). Reference: Taylor, D. (2022, October 20). 8 failed brand extensions in the brand stretch graveyard! - brandgym . Brandgym. https://thebrandgym.com/failed-brand-extensions-in- brand-stretch-graveyard/
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