Marketing Plan for:XXXXWritten by:(Name)(Contact Information)(Date)Private and ConfidentialPrivate and ConfidentialTable of ContentsExecutive Summary.3Company Description.4Strategic Focus and Plan.5Mission/Vision.6Goals.7Core Competency and Sustainable Competitive Advantage.8Situation Analysis.9SWOT Analysis.10Industry Analysis.10Competitor Analysis.10Company Analysis.10Customer Analysis.11Market-Product Focus.11Marketing and Product Objectives.11Product and Service Descriptions.11Marketing Program.12Sales Process and Impact.13Financial Data and Projections.14Marketing Organization.15Implementation Plan.16Evaluation and Control.17Marketing Plan for XXX Page 2 of 17Private and ConfidentialExecutive SummaryThe Executive Summary “sells” the marketing plan to readers through its clarity and brevity. The summary should present a description of the product/service, its target market, and its need within the market. The summary should also provide an overview of the main points of the plan and should emphasize an action orientation.Marketing Plan for XXX Page 3 of 17Private and ConfidentialCompany DescriptionThe company description should highlight the recent history and successes of the company or organization, as well as tombstone data about its age, size and geographic distribution. Key partnerships that impact marketing activities should be mentioned. Revenue history can also be included to help clarify the marketing challenge.Marketing Plan for XXX Page 4 of 17Private and ConfidentialStrategic Focus and PlanWhile not included in all marketing plans, the Strategic Focus and Plan sets the strategic direction for the entire organization.Marketing Plan for XXX Page 5 of 17Private and ConfidentialMission/VisionThe Mission/Vision statement is a high-level, qualitative statement that specifies the overall markets and product lines in which a business will compete. A mission statement can dramatically affect the range of a firms marketing activities by narrowing or broadening the competitive playing field. An effective mission statement must be clear and direct, and should speak to the companys commitment to customers, employees, investors/shareholders and partners/suppliers.Marketing Plan for XXX Page 6 of 17Private and ConfidentialGoalsThe Goals section of a marketing plan sets both financial and non-financial targets. Goals should be in quantitative terms, where possible, to facilitate measuring the companys future performance. Examples of a non-financial goals: “It is recommended that ABC Inc. diversify its product lines to achieve 50 percent of sales revenue in non-tobacco products in the next five years.” And “A critical success factor for ABC Inc. is to increase market share in consumer wireless devices from current 17% to over 30% within 3 years.”An example of a financial goal (note it is specific and measurable): “It is suggested that XYZ Inc. increase sales from $10 million in 2000 to $15 million in 2001.”Marketing Plan for XXX Page 7 of 17Private and ConfidentialCore Competency and Sustainable Competitive AdvantageWhereas the mission defines the scope of a business or business unit and the goals define its strategic performance dimensions, its business unit competencies determine the means for achieving success. An example of a competitive advantage: “McDonalds competitive advantage is its large number of restaurants, more than double its competitors, making it more convenient for customers than any other fast food restaurant in the world.”Marketing Plan for XXX Page 8 of 17Private and ConfidentialSituation AnalysisThe essence of the situation analysis is taking stock of where the firm or product has been recently, where it is now, and where it is headed. The situation analysis is the first of three steps in the planning stage. Marketing Plan for XXX Page 9 of 17Private and ConfidentialSWOT AnalysisThe SWOT analysis is an effective short-hand summary of the situation analysis. The acronym is used to describe an organizations internal Strengths and Weaknesses and its external Opportunities and Threats. This analysis provides a solid foundation as a springboard to identify subsequent actions in the marketing plan. The SWOT analysis can be effectively presented in a tabular format followed by a text discussion that elaborates on the information in the table.An analysis to identify internal strengths and weaknesses usually includes the following areas in an organization:When analyzing: Consider:Management experience level, management style, sizeOfferings uniqueness, quality, price, Marketing type and scope of marketing planPersonnel quality and experience of workforceFinance sales revenuesManufacturing quality and dependability of suppliersR & D plans for continual product improvement, R & D budgetAn analysis to identify external opportunities and threats usually includes the following factors:When analyzing these factors:Consider:Consumer/Social size and stability of marketCompetitive number and size of competitorsTechnological the effect of technology on any facet of the businessEconomic current and projected economic situation of marketLegal/Regulatory the effect of legal and regulatory factors on any facet of the businessIndustry AnalysisThe industry analysis section should provide the backdrop for a more detailed analysis of the competition, the company, and the customer. An in-depth analysis will give both internal and external readers of the plan confidence in the companys ability to understand its own industry.Competitor AnalysisAn effective analysis of the competition should demonstrate that the company has a realistic understanding of its major competitors and their marketing strategies. As in with the industry analysis, a realistic assessment makes readers feel confident that the marketing actions in the plan are well grounded. Company AnalysisThe company analysis provides details of a companys strengths and marketing strategies that will enable it to achieve its marketing goals.Marketing Plan for XXX Page 10 of 17Private and ConfidentialCustomer AnalysisA thorough customer analysis answers the question: “Who are our customers?” Understanding your customers and what they want is critical in satisfying them and providing genuine value. Market-Product FocusMarketing and Product ObjectivesSetting product objectives and identifying target market segments significantly increases the chance that a product will be successful. The objectives and goals should be stated in measurable terms so that they can be measured during the program implementation and control phases of the marketing plan. Target MarketsBecause an organization cannot satisfy the needs of all consumers, it must concentrate its marketing efforts on the needs of specific niches or target markets. In describing the target markets, consider why a particular target market was selected and how the product or service meets the needs of the target market. Points of DifferencePoints of Difference are those characteristics of a product that make it superior to competitive substitutes. The greatest single factor in a new products failure is the lack of significant points of difference. PositioningA products unique points of difference are communicated by way of a positioning strategy. Product and Service DescriptionsDescribe the Companys products and services. Identify any products or services that will be invoiced to a customer. Provide a look at the percentage of revenues represented by each product or service.Marketing Plan for XXX Page 11 of 17Private and ConfidentialMarketing ProgramEverything that has gone before in the marketing plan sets the stage for the marketing mix actions - the 4 Ps - covered in the marketing plan. Product, price, promotion, and place (distribution) strategies are all detailed in the Marketing Program section of the plan. When describing these strategies: Include these elements:ProductFeatures, brand name, packaging, service, warrantyPrice List price, discounts, allowances, credit terms, payment periodPromotion Advertising, personal selling, sales promotion, publicityPlace Outlets, channels, coverage, transportation, stock levelMarketing Plan for XXX Page 12 of 17Private and ConfidentialSales Process and ImpactDescribe the anticipated selling process and how marketing programs will work to effectively support the sales teams efforts. Clearly outline distinct roles and responsibilities for both the sales and marketing organizations, including the role of the distribution channel.Marketing Plan for XXX Page 13 of 17Private and ConfidentialFinancial Data and ProjectionsAll the marketing mix decisions covered in the marketing program have both revenue and expense effects. In this section of the marketing plan, both past and projected financial data is included. A key indicator of what future sales will be is to examine past sales. Marketing Plan for XXX Page 14 of 17Private and ConfidentialMarketing OrganizationA marketing program needs a marketing organization to implement it. This section of the marketing plan may include an organizational chart with both current and projected positions represented.Marketing Plan for XXX Page 15 of 17Private and ConfidentialImplementation PlanThe implementation plan shows how a company will turn plans into results. To implement a marketing program successfully, hundreds of detailed decisions are often required. These marketing tactics are detailed operational decisions essential to the overall success of marketing strategies. Unlike marketing strategies, marketing tactics involve actions that must be taken immediately. For each strategy describe what has to be performed to