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<b>High-Street Fashion</b>
<small>Fashionable clothesVaried assortmentTrendy colorsFeminine cuts</small>
<small>Fashionable product lines for moderate costsCustomer-centered business</small>
<small>Runway trends adapted for the streetsFashion-oriented woman</small>
<small>Trendy in every situation</small>
<small>Feeling good about looking goodFashion - friendly</small>
<small>Feminine Hot and trendy</small>
<b><small>Brand Essence</small></b>
</div><span class="text_page_counter">Trang 4</span><div class="page_container" data-page="4"><i><b>Teams</b></i>
</div><span class="text_page_counter">Trang 5</span><div class="page_container" data-page="5"><i><b><small>“Main driving force behind the Zara brand.”</small></b></i>
<i><small>Starting point for all Zara activitiesLead role in:</small></i>
<i><small>• Store design• Production• Logistics• Team </small></i>
<i><b><small>Customer</small></b></i>
</div><span class="text_page_counter">Trang 6</span><div class="page_container" data-page="6"><i><small>Appropriate coordination of garmentsExcellent customer care</small></i>
<i><b><small>Store</small></b></i>
</div><span class="text_page_counter">Trang 9</span><div class="page_container" data-page="9">Design & Production
<i><b><small>“Inspiration comes from the street, music, art … but above all, the store.”</small></b></i>
<i><small>Proximity of production facilitiesImmediate reaction to trends.Continuous work for all teams.</small></i>
<i><small>Managers – teams – customer demand – forms, designs, fabrics, compliments</small></i>
<i><small>1,186 suppliers, 200 desginers</small></i>
<i><b><small>Design/ Production</small></b></i>
</div><span class="text_page_counter">Trang 10</span><div class="page_container" data-page="10"><i><small>24h – receiving order to store delivery (Europe)</small></i>
<i><small>Designed to absorb growth for next years.</small></i>
<i><b><small>Logistics</small></b></i>
</div><span class="text_page_counter">Trang 12</span><div class="page_container" data-page="12"><i><b><small>“Teams with vast sales knowledge geared to towards the customer.”</small></b></i>
<i><small>89,112 professionalsCustomer oriented</small></i>.
<i><small>Make the stores a pleasant environment.Apply corporate, social & environmental responsibility in day-to-day work.</small></i>
<i><b><small>Teams</small></b></i>
</div><span class="text_page_counter">Trang 13</span><div class="page_container" data-page="13">Sales€ 6,824
73 countries1,530
stores <i><sup>4 new countries</sup><small>in 2008159 store </small></i>
<i><small>openings in 2008Brand Value:</small></i>
<i><small>$ 8,609 M</small></i>
</div><span class="text_page_counter">Trang 14</span><div class="page_container" data-page="14"><i>Saturated industryNeed to increase brand value</i>
<i>Responding to current industry trends</i>
<i>Identifying the need for the product in the market</i>
<i>Saturated industryNeed to increase brand value</i>
<i>Responding to current industry trends</i>
<i>Identifying the need for the product in the market</i>
<i>Market entry barriersDesign challengesExisting customer reactions</i>
<i>“Fat is not fashionable” </i>
</div><span class="text_page_counter">Trang 17</span><div class="page_container" data-page="17">More choice, more educated, more savvy & demanding
<i>Loyalty, variety, freshness</i>
</div><span class="text_page_counter">Trang 18</span><div class="page_container" data-page="18"><i>• Projecting a desired self-image</i>
<i>Linked to personal values & needs:</i>
<i>• Express and communicate value• Values guide consumer behavior• Types of values: personal, economic, </i>
<i>aesthetic</i>
</div><span class="text_page_counter">Trang 21</span><div class="page_container" data-page="21"><i>How to generate positive emotions?</i>
<i>• Use the retail environment to positively </i>
<i>influence moods: </i>
<i>• suitable layouts• colors</i>
<i>• effective sales personnel</i>
<i>• emotionally uplifting atmosphere</i>
<i>Impulse buying</i>
</div><span class="text_page_counter">Trang 22</span><div class="page_container" data-page="22"><i><b>• Fashion oriented: strongly oriented to </b></i>
<i>fashion involvement: providing sensory or experiential cues of fashion products.</i>
<i><b>• Created by the symbolic interactions of </b></i>
<i>the product & the consumer emotional </i>
<i>• Need to understand impulse buying </i>
<i>behavior for fashion products from an </i>
<i><b>experiential perspective = guidance in </b></i>
<i>developing strategies </i>
</div><span class="text_page_counter">Trang 23</span><div class="page_container" data-page="23"><i><b>1 in 3 women are unhappy with the way clothes fit them</b></i>
</div><span class="text_page_counter">Trang 24</span><div class="page_container" data-page="24"><small>Plus size product</small>
<i>Functional consequence</i>
<small>Cut fitting the body shape</small>
<i>Psychosocial consequence</i>
<small>Feel more attractive</small>
Self esteem: important motivation driver for consumption Consumers tend to assign their own meanings to clothes.
</div><span class="text_page_counter">Trang 25</span><div class="page_container" data-page="25">PetitePlus SizeNormal
Size2006 2012
<i>Segment growth: 40% increase by 2014.</i>
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<b><small>High Fashion</small></b>
<b><small>High PriceLow </small></b>
<small>Charming ShoppersM&S</small>
</div><span class="text_page_counter">Trang 28</span><div class="page_container" data-page="28"><i>New in this segmentsMore experienced competitors</i>
<i>Lack of e-commerceBrand awareness</i>
<i>Brand loyaltySize & growth</i>
<i>High fashion for modest prices</i>
</div><span class="text_page_counter">Trang 29</span><div class="page_container" data-page="29"><small>Develop a </small><b><small>consumer focused product line and marketing strategy </small></b>
<small>Reinforce customer focus as the key driver of the Zara brand</small>
<small>Strategically segment the marketVisualize the impact of the new line</small>
<small>Integrate consumer input into development</small>
<small>Strategically plan the integration of the new line within the existing business model – use core competencies & reinforce brand values with a new twist</small>
Warning: limited applicability, short development cycles
Test both the future target consumers& existing ones
</div><span class="text_page_counter">Trang 31</span><div class="page_container" data-page="31"><i>Increase consumer satisfaction, decrease dissatisfaction of the plus size consumerIncrease purchase frequency among plus size customers</i>
<i>Continue to grow by extending the Zara fashion brand</i>
<i>Increase brand awareness and favorable attitudes among consumers</i>
</div><span class="text_page_counter">Trang 33</span><div class="page_container" data-page="33">Aged 18-40Work in big cities / pursuing
higher-level education Mid-range income
Interested in fashion trendsConscious about their looksEnjoy shopping and socializingHectic lifestyle
Fast high fashion at affordable prices
<i><b>The only true fashion </b></i>
brand that thinks about your body shape, respects it and
designs especially for it
</div><span class="text_page_counter">Trang 35</span><div class="page_container" data-page="35"><i><b>Customer-focused</b></i>
</div><span class="text_page_counter">Trang 40</span><div class="page_container" data-page="40"><i><b>Main communication objectives</b></i>
<i>Inform about the new lineCreate positive emotions in connection to the new line</i>
<i>Generate consumer interest and purchase intentions</i>
</div><span class="text_page_counter">Trang 41</span><div class="page_container" data-page="41">Main
communication message
<b>USP: The only true fashion brand to consider your body shape</b>
</div><span class="text_page_counter">Trang 42</span><div class="page_container" data-page="42"><b><small>Target consumerBrand name</small></b>
<b>is the fashion expertfor your wardrobeForthe full body shape woman,Zara</b>
<b><small>Brand character</small><sub>Product / Competitive Frame</sub></b>
<b>that helps you look the best you can because</b>
<b><small>Brand promise</small></b>
<b>it takes the high fashion trends and adapts them for the REAL you</b>
<i><b>Advertising Positioning Formula</b></i>
</div><span class="text_page_counter">Trang 43</span><div class="page_container" data-page="43"><b>High fashion look </b>
Full shape body model
Body shape <b>revealed: curved lines should not be hidden</b>
Metaphor: <b>dominance, power of the portrayed women</b>
Periperal cue: <b>released sexuality , element of surprize</b>
<i><b>Ad tonality</b></i>
</div><span class="text_page_counter">Trang 44</span><div class="page_container" data-page="44"><i><b>Ad format<sup>Ad placement</sup></b></i><sub>High fashion monthly magazines: </sub>
<i>Vogue, Marie Claire, Harper’s Bazaar</i>
Fashion monthly magazines:
<i>Glamour, InStyle, Joy, Petra</i>
Independent magazines:
<i>WAD, Pool</i>
<i><b>Ad tonality</b></i>
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CSR: design competition for fashion students
Possible media cooperation with reality shows such as Project Runway
Goal: promote inclusiveness and individualism
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Efficient product placement in magazines
Editorial coverage without advertising expense
<b>Goal: make a sincere proposition to the </b>
REAL woman, use the journalist as an
</div><span class="text_page_counter">Trang 49</span><div class="page_container" data-page="49"><b>Brand </b>
Use the website as a main communication channelFeature the CSR initiative to build
awarenessFeature viral videosInclude advices on different body
shapes and product cuts
</div><span class="text_page_counter">Trang 53</span><div class="page_container" data-page="53"><b>Brand </b>
Line launch event in 3 key stores in Europe: Madrid, Milan, and LondonTheme: Zara celebrates diversity with a new line
Goal: offer the real experience of the brand and what it stands for
</div><span class="text_page_counter">Trang 54</span><div class="page_container" data-page="54">The new line is more inclusive, and not exclusive: Follow the brand pricing strategies
<b>Affordable prices, good quality</b>
No deviation from what Zara is as brand: consistency across lines
</div><span class="text_page_counter">Trang 56</span><div class="page_container" data-page="56">The store as an important communication channelConsistent and strong store image, high store loyaltyPoint of interaction with the clients: store staff gathering important feedback, taking the pulse of the market
</div><span class="text_page_counter">Trang 58</span><div class="page_container" data-page="58"><small>Jan FebMarApril May June JulyAugSept Oct Nov Dec</small>
<small>Website DevelopmentPR Toolkit productionCampaign production</small>
<b><small>Product launch </small></b>
<small>/ Event</small>
<small>Interactive launch</small>
<small>Ad campaignMedia </small>
<small>cooperationPR supportEvaluation</small>
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