Products, Services, and Brands:

Building Customer Value

Lecture 2 of Marketing 2
Objectives Outline (1 of 2)
7.1 Define product and describe the major classifications of
products and services.
7.2 Describe the decisions companies make regarding their
individual products and services, product lines, and
product mixes.
Objectives Outline (2 of 2)
7.3 Identify the four characteristics that affect the marketing
of services and the additional marketing considerations
that services require.
7.4 Discuss branding strategy—the decisions companies
make in building and managing their brands.
First Stop: Starbucks: Delivering the
“Starbucks Experience”
More than just coffee,
Starbucks sells the “Starbucks
Experience,” one that
enriches people’s lives one
moment, one human being,
one extraordinary cup of
coffee at a time.
Objective Outline 7.1
Define product and describe the major classifications of
products and services.
What Is a Product?
• A product is anything that can be offered to a market for
attention, acquisition, use, or consumption that might
satisfy a want or need.
• A service is an activity, benefit, or satisfaction offered for
sale; it is intangible and does not result in ownership of
anything.
Products, Services, and
Experiences (1 of 2)
• Market offerings include both tangible goods and services.
• Companies create and manage customer experiences with
their brands or companies.
– To differentiate their offers from that of the competitors
Products, Services, and Experiences
(2 of 2)

Creating customer experiences:

Your local Buffalo Wild Wings
restaurant doesn’t just serve up
wings and beer; it gives
customers the ultimate “Wings.
Beer. Sports.” fan experience.
Figure 7.1
Three Levels of Product
Product and Service Classifications
• Consumer products are bought by final consumers for
personal consumption.
• Industrial products are bought by individuals and
organizations for further processing or for use in
conducting a business.
– Materials and parts, capital items, and supplies and
services
Table 7.1 (1 of 2)
Marketing Considerations for Convenience and Shopping Products

Marketing
Convenience Shopping
Considerations
Customer buying Frequent purchase; little Less frequent purchase; much
behavior planning, little comparison or planning and shopping effort;
shopping effort; low customer comparison of brands on price,
involvement quality, and style
Price Low price Higher price

Distribution Widespread distribution; Selective distribution in fewer

convenient locations
Promotion Mass promotion by the
producer
Examples Toothpaste, magazines,
and laundry detergent
outlets
Advertising and personal selling
by both the producer and
resellers
Major appliances, televisions,
furniture, and clothing
Table 7.1 (2 of 2)
Marketing Considerations for Specialty and Unsought Products
Marketing
Specialty
Considerations
Customer buying Strong brand preference and
behavior loyalty; special purchase
effort; little comparison of
brands; low price sensitivity
Price Highest price
Distribution Exclusive distribution in only
one or a few outlets per
market area
Promotion More carefully targeted
promotion by both the
producer and resellers
Examples Luxury goods, such as Rolex
watches or fine crystal
Unsought
Little product awareness or
knowledge (or, if aware, little or
even negative interest)
Varies
Varies
Aggressive advertising and
personal selling by the producer
and resellers
Life insurance and Red
Cross blood donations
Other Market Offerings
• Organizations
• Persons
• Places
• Ideas
Objective Outline 7.1 Summary
• What is a product?—physical products, services, and
experiences
• Actual and augmented product—core customer value
• Consumer products—convenience, shopping, specialty,
and unsought
• Industrial products—materials and parts, capital items, and
supplies and services
• Organization, person, place, and idea marketing
Objective Outline 7.2
Describe the decisions companies make regarding their
individual products and services, product lines, and product
mixes.
Product and Service Decisions
• Individual Product Decisions
• Product Line Decisions
• Product Mix Decisions
Figure 7.2
Individual Product Decisions
Product and Service Attributes
• Product quality is one of the marketer’s major positioning
tools.
• A product can be offered with varying features.
• Another way to add customer value is through distinctive
product style and design.
Branding
A classic stunt by former
bargain footwear retailer
Payless dramatically
illustrated the power of brands
in shaping perceptions.
Fashion influencers paid as
much as $645 for “Palessi”
shoes for that normally sold
for less than $40.
Packaging
Smart packaging: British dairy
brand Yeo Valley Organic
uses “always on” connected
packaging developed by
connected experience agency
Sharp End across its full
range of 90 organic products.
Product Line Decisions (1 of 2)
• A product line is closely related products that:
– Have similar functions and customer groups
– Are sold through similar outlets or fall within given price
ranges
• Product line length is the number of items in the product
line.
– Product line filling
– Product line stretching
Product Line Decisions (2 of 2)
Product line stretching and
filling: Ridesharing service
Uber traded up with
UberBLACK (“high-end rides
with professional drivers”),
and competitor Lyft added Lyft
Lux (“add a little luxury to your
ride and arrive in style”).
Product Mix (or Product Portfolio)
“The product mix: Colgate-Palmolive’s nicely consistent
product mix contains dozens of brands that constitute the
“Colgate World of Care”—products that “every day, people
like you trust to care for themselves and the ones they love.”
Product Mix Decisions
Width
• Number of different product lines the company carries

Length
• Total number of items a company carries within its product lines

Depth
• Number of versions offered for each product in the line

Consistency
• Relativity of the various product lines in end use, production
requirements, distribution channels, or some other aspect
Objective Outline 7.2 Summary
• Product attribute decisions—quality, features, and style
and design
• Branding, packaging, and labeling decisions
• Product support services—enhance customer service and
satisfaction
• Product line and product mix decisions
Objective Outline 7.3
Identify the four characteristics that affect the marketing of
services and the additional marketing considerations that
services require.
Figure 7.3
Four Service Characteristics
Service Profit Chain (1 of 2)
• Links service firm profits with employee and customer
satisfaction
• The chain consists of five links:
– Internal service quality
– Satisfied and productive service employees
– Greater service value
– Satisfied and loyal customers
– Healthy service profits and growth
Figure 7.4
Three Types of Services Marketing
Service Profit Chain (2 of 2)
The service profit chain:
Perennial customer service
champion Wegmans knows
that “In order to be a great
place to shop, we must first
be a great place to work.”
Marketing Tasks for Service
Companies
Managing service differentiation
• Developing a differentiated offer, delivery, and image
Managing service quality
• Delivering consistently higher quality than the competitors
Managing service productivity
• Training current employees or hiring new ones
• Increasing the quantity of service by giving up some quality
• Harnessing the power of technology
Objective Outline 7.3 Summary
• Services characteristics: intangible, inseparable, variable,
and perishable
• Service profit chain—internal and interactive marketing
• Competitive differentiation, service quality, and service
productivity
Objective Outline 7.4
Discuss branding strategy—the decisions companies make
in building and managing their brands.
Brand Equity (1 of 2)
• The differential effect that knowing the brand name has on
customer response to the product or its marketing
• With positive brand equity, consumers react more
favorably to the brand than to an unbranded version of the
same product.
Brand Equity (2 of 2)
• Consumer perception dimensions:
– Differentiation
– Relevance
– Knowledge
– Esteem
• Brand value is the total financial value of a brand.
• Customer equity is the value of customer relationships that
the brand creates.
Figure 7.5
Major Brand Strategy Decisions
Major Brand Strategy Decisions
The “What we deliver by
delivering” campaign by
FedEx shows that the brand is
about more than just efficient
package deliveries; it’s about
what those package deliveries
mean to the people receiving
them.
Brand Positioning and Brand Name
Selection
• Marketers should establish a mission and vision for the
brand when positioning it.
• Desirable qualities for a brand name should be
– Based on the product’s benefits and qualities
– Easy to pronounce, recognize, and remember
– Distinctive and extendable
– Easily translated into foreign languages
– Capable of registration and legal protection
Brand Sponsorship
National brands
• Marketed under the manufacturer’s own name Store
brands
• Created and owned by a reseller of a product or service
Licensing
• Use names and symbols created by other companies or
well-known movie characters or celebrities for a fee Co-
branding
• Use the established brand names of two different
companies on the same product
Figure 7.6
Brand Development Strategies
Managing Brands (1 of 2)
Companies must manage their brands carefully.
• The brand’s positioning must be continuously
communicated.
• Major brand marketers spend huge amounts on
advertising to create brand awareness and build
preference and loyalty.
Managing Brands (2 of 2)
• Communicate the brand’s positioning
• Manage all brand touch points
• Train employees to be customer centered
• Audit the brand’s strengths and weaknesses
Objective Outline 7.4 Summary
• Brand equity’s positive effect
• Brand positioning
• Brand name selection
• Brand sponsorship options—national, private, licensed,
and co-brand
• Brand development through line and brand extensions,
multibrands or new brands
Final Thoughts
What are the four characteristics of a service?
Apply these to a dentist’s office.