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Hot Fire

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Hot Fire
Hot Fire: Service Your Best Parts
Terry Walsh is a research chemist who decided to develop his own top-of-the-line fuel injector cleaner. After two years in the laboratory, Terry formulated Hot Fire, a cleaner for both foreign and domestic automobiles. Now, Walsh needs a plan to advertise and sell his product in a market where he will be competing with other independent producers, backyard mechanics, and major brand companies such as STP, Gumout, and Dupont. According to Evans and Wherry (2011), “Trade promotion programs are pivotal to driving sales, building brand equity with consumers and strengthening channel partnerships” (p. 1). A well-executed trade promotions program will be instrumental in moving Hot Fire into national prominence.
Hot Fire Objectives * The first step in creating a trade promotions program is to establish objectives in order to guide subsequent marketing efforts and sales. The main trade promotions objectives for Hot Fire Fuel Injector Cleaner begin with the overall goal to drive consumer demand, increase sales, and build a reputable corporate image. In order to boost demand, a business must increase its product visibility and brand awareness. According to Clow and Baack (2014), “A strong brand image causes retailers to stock the product even when fewer trade deals are offered, because a strong brand by itself can help pull customers into retail stores” (p. 346). Establishing a brand marks a pivotal benchmark for Hot Fire where proper marketing strategies and advertising are essential for success. * Initially, Hot Fire must create a distribution channel by targeting auto repair shops, replacement part and auto supply retailers, convenience stores, and possibly race tracks. Once these relationships are established, the next objective is to attain prime shelf space with advertising to build the Hot Fire brand and further

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