In this presentation, we will discuss about the value of a brand, why consumers are willing to pay for the brand, the core value of a product, the importance of brand personality and total value proposition. We will also understand value through Porter’s Value Chain and Levitt’s four level model, meaning of brand proposition and USP.
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2. What is Brand Value
• Consumers want value for his money
• Value is what the buyers are willing to pay for
• If the products or brands offer a bundle of
benefits from which customers derive far greater
value than the total cost they incur to receive
those benefits, we say products or brands have
created value for the customer
Ch-06 Brand Values
3. Customer Derive Value
• Total Customer Value
Total Customer Value
Product Value
Service Value
Personal Value
Image value
Ch-06 Brand Values
4. Customer Derive Value
• Total Customer Cost
Total Customer Cost
Monetary Price
Time Cost
Energy Cost
Psychic Cost
Ch-06 Brand Values
5. Value Creation
Opportunity Idenfied
Opportunity Developed
Value Produced
Value Added
Value retained
Ch-06 Brand Values
6. Core Value
• Why Buy me? Key benefits brand delivers to the
customer
• E.g. Nirma’s core value is reasonable quality at
affordable price
• A brand may have a hierarchy of attributes,
benefit and values.
• Products and brands have core values and other
values both must complement and supplement
each other.
Ch-06 Brand Values
7. Core Values and Brand
Personality
• Core values define a brand’s motivations
and boundaries
• Core values encompasses its competitive
advantage, the benefits and other
associated experiences
• Brand personality is the behaviour of the
brand and its presentation
Ch-06 Brand Values
8. A Typical Business System
New Product Development
Suppliers Operations Sales, Distribution
And Promotion
Services
Ch-06 Brand Values
9. Business System as a Value
Chain
Make The Product
Design Raw Materials Manufacturing
Sales, Use & Services Distribution & Pricing
End of Life
Sell the Product
Ch-06 Brand Values
10. Total Value Proposition
Choose the Value
• Customer Segmentation
• Market Selection Focus
• Value Proposition
Ch-06 Brand Values
11. Right Value Proposition
• Three Dimensions
1. Product Leadership
2. Operational Excellence
3. Customer Intimacy
Ch-06 Brand Values
12. What is a Brand?
• “ a product that provides functional
benefits plus added values that some
consumers value enough to buy.”
• Added values mostly are non-functional
but sometimes may include unexpected
functional use
Ch-06 Brand Values
13. What is a Brand?
• Added values come from the experience
of the brand , the users of the brand, the
belief that the brand is effective, and the
appearance of the brand.
Ch-06 Brand Values
14. Brands & symbolism
• People buy brands not only for what they
can do, but also for what they signify.
• Visual representation is used to facilitate
the understanding of symbolic meanings
e.g. MRF muscle man indicates the
strength of the tires.
Ch-06 Brand Values
15. Brand Values and Personality
Conditional
Value
Epistemic Social
Value Value
Brand
Choice
Emotional Functional
Value Value
Ch-06 Brand Values
16. Functional Value
• Perceived utility from functional capability
of a brand
• E.g. racing capability of Ferrari sports car
Ch-06 Brand Values
17. Social Value
• Perceived utility through brand’s
association with a social group
• E.g. Green label liquor is for achievers
Ch-06 Brand Values
18. Emotional Value
• Perceived utility from brand’s ability to
invoke particular feelings
• E.g. a gift of a diamond ring is an
expression of love
Ch-06 Brand Values
19. Epistemic Value
• Perceived utility from a new brand mainly
to experience novelty and satisfy curiosity
• E.g. Use Nokia 7250 set with a Digital
camera and MMS
Ch-06 Brand Values
20. Conditional Value
• Perceive utility from a brand in a specific
situation
• Eating popcorn at home to satisfy hunger,
but at multiplex regarded as a treat.
Ch-06 Brand Values
21. Total Value Proposition
Provide the value
• Product Development
• Service Development
• Pricing
• Sourcing & Manufacturing
• Distribution & Servicing
Ch-06 Brand Values
24. Porter’s Generic Strategies For
Brands
Competitive Scope
Brand Brand
Cost Differentiation
Narrow Band
Focus Focus
Cost Differentiation
Low Cost Value added
Competitive Advantage
Ch-06 Brand Values
25. Levitt’s four level model
Potential Brand
Augmented Brand
Expected
Product
Generic
Product
Ch-06 Brand Values
26. Brand Proposition
• A Brand proposition becomes a value
proposition to the consumers by providing
measurable and credible values
• E.g. Dettol’s proposition is ‘100 per cent
bath’
Ch-06 Brand Values
27. USP
• The brand , its equity and heritage are to
be build over a period of time
• Guard the USP by appropriate segment
benefits
• Maintain a wider USP
• Enduring USPs maintained over a period
of time e.g. Power of Philips, Sony for
innovations
Ch-06 Brand Values
28. Summary
• If the products or brands offer a bundle of
benefits from which customers derive far greater
value than the total cost they incur to receive
those benefits, we say products or brands have
created value for the customer
• Total Customer Value includes product value,
personal value, service value, image value
Ch-06 Brand Values
29. Summary
• Total Customer Cost includes monitory
prize, time cost, energy cost and psychic
cost
• Value Creation involves following concepts
Ch-06 Brand Values
30. Summary
Brand personality is the behaviour of the
brand and its presentation
• The brand, its equity and heritage are to
be build over a period of time
• Guard the USP by appropriate segment
benefits
Ch-06 Brand Values
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