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Effective Sales Promotion Strategies for Increased Revenue

Learn about sales promotion tools, objectives, and strategies to boost consumer trials and brand loyalty. Discover how to implement, control, and evaluate the results to enhance your business success.

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Effective Sales Promotion Strategies for Increased Revenue

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  1. Sales Promotion

  2. Sales Promotion • Sales promotion consist of a diverse collection of incentive tools, mostly short term, designed to stimulate quicker and/or greater purchase of particular products/ services by consumers or the trade.

  3. Purpose of sales Promotion • To stimulate Consumer trials • To obtain shelf space in the retail stores • Cementing a long term relationship with customer/ retailer • To reward the loyal customers • To increase the repurchase rate of occasional users

  4. Major decisions in Sales Promotion • Establishing the Sales Promotion Objectives • Selecting the Sales Promotion tools • Developing the Sales Promotion Program • Pre-testing the Sales Promotion Program • Implementing & Controlling the Sales Promotion Program • Evaluating the Sales Promotion Results

  5. Establishing the Sales Promotion Objectives • Encouraging purchase of larger-size units • Building trial among non users • Attracting switchers away from competitor’s brands • Persuading retailers to carry new items • Persuading retailers to carry higher levels of inventory • Encouraging off-season buying • Encouraging stocking of related items • Off-setting competitive promotions • Building brand loyalty • Gaining entry into new retail outlets • To stimulate the sales force for off-season sales • To encourage and motivate the sales force

  6. Selecting the Sales Promotion Tools • Consumer Promotion Tools • Manufacturer promotions • Retailer promotions

  7. Major Consumer-Promotion Tools • Samples • Coupons • Cash refund offers • Premium (gifts) • With pack/inside pack premium • Reusable package/container • Free in the mail premium • Price Packs • Reduced-price pack • Banded pack

  8. Major Consumer-Promotion Tools • Prizes (contests, sweepstakes, games) • Patronage awards • Free trials • Product warranties • Tie-in promotions • Gross-promotions • Point of purchase displays and demonstrations

  9. Major Trade Promotion Tools • Trade promotion tools • Price offs • Allowance • Free goods • Contests

  10. Major Business & Sales Force Promotion Tools • Trade Shows • Sales contest • Specialty Advertising

  11. Developing The Sales Promotion Program • Deciding the incentive and its size • Establishing the conditions for participation • Deciding the duration of promotion • Deciding the Distribution vehicle • Deciding the Timing of the promotion • Deciding the sales promotion budget • Ground up method • Percentage method

  12. Pre testing the sales program • Rating or ranking by consumers • Trial tests

  13. Implementing and Controlling the Sales Promotion Program • Lead time • Initial planning , design, approval of package modifications or material to be mailed or distributed. • Preparation of advertising and point of sales materials, notification to sales personnel • Establishment of allocations for individual distributors, purchasing and printing of special premiums or packaging materials • Production of advanced inventories , distribution to the retailer • sell in time • Launch of Promotion to 95 % distribution of deal merchandise

  14. Evaluating the Sales Promotion Results • Sales Data • 6%-10%-5%-7% • Consumer Survey • How many Recall the offer • What they thought of it • How many took advantage of it • How it has affected subsequent brand choice behavior

  15. Evaluating the Sales Promotion Results • Experiments • Vary the incentive value, duration, and distribution media

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