Premium Essay

Bmw Marketing Case Analysis

In: Business and Management

Submitted By Demekek
Words 1681
Pages 7
HinseneBeyene sgs0262/2006
Marketing Management Individual Assignment
Case 1
Question Number 1 Answer Pros to BMW The pros of selecting target marketing is

• BMW created the lower-priced 1 Series and X3 SUV to target the “modern mainstream,” a group who are also family-focused and active but had previously avoided BMWs because of the premium cost.
• The 1 Series reached this group with its lower price point, sporty design, and aspiration to own a luxury brand. The X3 also hit home with its smaller, less consumers expensive SUV design. BMW introduced convertibles and roadsters to target “post-moderns,” a high-income group that continues to attract attention with more showy, flamboyant cars. BMW’s 6 Series, a flashier version of the high-end 7 Series, also targeted this group.
• It helps to identify and asses the relative worth of different market segments and selecting one or more segments in which to compete.
• It helps to easily identify the potential customers by targeting into specific groups or individuals.
• BMW uses a wide range of advertising tactics to reach each of its target markets but has kept the tagline “The Ultimate Driving Machine” for over 35 years. During that time, U.S. sales of BMW vehicles have grown from 15,000 units in 1974 to approximately 250,000 in 2009.

Cons to BMW

The Cons of Selecting target segmentation

• It was too selective strategy and were not able to see other marketing strategy
• The strategy was not flexible and gave options .
• The area of competitive differentiation was very small.
• Reaches a small percentage of a target market has financial fluctuation, more segment lower than others
• Market too small fluctuate when there is an economic downturn
• Know what the general weaknesses restricts its ability to sell to a wide range ]of the population more specific segment of the population...

Similar Documents

Premium Essay

Strategic Analysis

...environment, strategy plays a very critical role in ensuring the success of a company. This report gives a limelight on the extent to which strategy has contributed to the superiority of BMW in the UK automobile industry. In analysing this, the report will begin with an evaluation of BMW as a premium car manufacturer. The report then employed the use of PESTEL and Porters five forces to analyse the external car industry environment. The internal environment are analysed by use of value chain analysis. Bowman’s Strategy Clock is also explored in understanding the marketing strategy used by BMW Company. Finally, Resource/ competence framework has also been explored in understanding the key competencies and resource capabilities that has enabled the BMW to maintain market leadership position. In compiling this report, major sources of information used were journals, empirical literature and the internet. The findings of this report show that strategy has played a pivot point in BMW’s overall performance. Generally, the report shows that unstable political environment in the UK and the global market is greatly affecting the industry. Moreover, socio-cultural environment greatly affect the industry as consumers are becoming more environment conscious. This has especially reduced the sales volume of BMW. The UK government legal policies have also been addressed in the report. Advances in technology have also spurred competition in the industry thereby reducing the significance of......

Words: 4996 - Pages: 20

Free Essay

Bmw Films

...BMW Films: Individual Case Analysis The Problem Statement What is the next step for the BMW Marketing Team to continue benefitting their company through their marketing campaigns without the risk of diminishing returns? Key Points from the Case * 90% of the viewers on the BMW Films website prefer it if they made more films. They really liked their marketing campaign based on the reviews and feedback. This really showed that BMW had a competitive edge against other competitors. * BMW’s targets men that are rich, well-educated, well respected, married with no children and in their 40’s. Understanding the demographics of their market is essential in a marketing campaign. * BMW’s recent products seem to be targeted towards younger, trendy and sporty young adults given its wide range of care models which are all sedans. Only recently did it make an SUV (X5) * It seems like BMW always starts something new, but other car brands start to imitate them and produce copycats of their marketing campaigns, seen in GoldenEye. This may cause problems if they do proceed with making more films without changing anything. Case-Specific Question The reason behind the BMW Films was to start something new. No other competitor at the time had any short films featuring their car as a protagonist. This non-traditional advertising approach separated it from its usual traditional advertising campaigns. It is entertaining, thrilling and the cars are visually attractive for viewers......

Words: 399 - Pages: 2

Premium Essay

Customization at Bmw

...requires developing a marketing strategy to revive BWM Group Canada’s Individual Collection (IC) Program. BMW’s market consists of four major segments: upper liberals, post-moderns, upper conservatives and modern mainstreams. The IC program has focused on the Upper Conservatives, effectively ignoring the Post-Moderns who comprise their target market for sports cars. To promote this new strategy, he should develop a new marketing plan aimed at promoting individuality and personal expression, targeted at the performance car market. He will also need to ensure dealer participation through incentives and training. If this fails to increase profits from the IC during the first year of execution, Shaver should look at the feasibility of continuing the program. Problem Statement Initially, BMW’s Individual Collection program (“IC”) showed promise. However, in the third year after the program was introduced, sales are lagging due to poor dealer participation and lack of corporate support. BMW offers few financial incentives to dealers and retailers received poor training. The IC only focuses on the luxury car buyer, ignoring performance car enthusiasts. Jeremy Shaver, product planning manager for BMW Group Canada, mustdevelop a marketing strategy to revive the IC, and ensure corporate and dealer support. Situation Analysis Objectives and Goals Jeremy Shaver’s objectives are to determine which segment(s) of BMW’s customer base will respond to the IC, develop a marketing strategy......

Words: 1255 - Pages: 6

Premium Essay

Launching of Bmw Z3 Roadster -Case Study Report

...MARKETING MANAGEMENT CASE STUDY : Launching the BMW Z3 Roadster SYNOPSIS BMW, a German automobile manufacturer, known for its German engineering and quality, had established itself as a strong brand in the luxury/performance segment in U.S.A. However due to increasing competition from car makers such as infinity, Lexus, Acura, its sales dropped during the period mid 80’s to late 90’s . The case deals with the launch, of the now infamous BMW Z3 roadster, a car that revolutionized and rejuvenated the boring American motor industry back in the mid 1990's. The case talks about the successful first phase launch of this new drop top beauty. It focuses on the customers and how they suddenly picked up the marketing cues and stories depicted by the various promotional parties that were led by James McDowell, BMW's marketing vice president. This was a marketing campaign that gained a lot of merit and success by using unconventional promotion methods to put their product out into the public. The primary methods tried to stay away from the usual billboards and print media. Rather, the marketing teams decided to take the car into the new world of cinema and multimedia, where sound, sight, video and technology would promote the car during a time of accelerated IT growth. The team at BMW decided that since the Z3 was a new unconventional' car, it also required equal unconventional marketing methods to match its identity. The BMW Z3 was a lifestyle car and what better way to put......

Words: 1441 - Pages: 6

Free Essay

Bmw Case Study Analysis

...Lindstrom 1 Nate Lindstrom Professor Fruchter Marketing Principles 10 February 2011 BMW Case Study Analysis According to a 2000 poll conducted by Gfk Roper, women buy 60 percent of new cars and 53% of used cars. A 2009 poll by NBC/Universal shows much of the same: ³eight of 10 women say they are involved, solely or jointly, in car purchase decisions. And a third say they make those decisions themselves´ (Motavalli, 2009). It logically follows that since women easily account for more than half of all car purchases, the marketing efforts of a car manufacturer, such as BMW, should focus on their female demographic. After all, why would they market their products to the minority demographic? Curiously, this is precisely what BMW has decided to do. In a case study of BMW¶s marketing efforts published in Marketing, 10th Edition, authors Kerin, Hartley, and Rudelius list at least three aspects of BMW¶s branding and marketing that they believe lend the most appeal. First, ³BMW is fortunate²we don¶t have too much of a dilemma as to what we¶re going to call our cars,´ says Jim McDowell, vice president of marketing at BMW. He¶s referring to the fact that BMW names their cars using simple numbers and letters²for example, the M3 or the 7 series²rather than using unique names as so many other manufacturers do (Kerin, Hartley, & Rudelius, 2011). Lindstrom 2 Second, the authors identify that BMW has been successful as placing its vehicles in four different James...

Words: 931 - Pages: 4

Free Essay

Bmw Case

...BMW Case Analysis BMW Films Case Analysis Statement / Cause of the Problem The critical problems that seem to be facing BMW in the case are that BMW needs to continue to find ways to continue being the number one luxury import in the United States and continue to find ways to stand out amongst all the other luxury car competitors in the market with their innovative advertising campaigns. It has become increasingly harder and harder for BMW because of how many competitors have emerged in the market, thus making it diluted and making BMW struggle to find the right identity for marketing. Brands like Acura and Lexus have appeared as luxury cars but ones that are affordable and come with many more specs that BMW would charge their customers extra for. These affordable luxury cars, especially Lexus, pushed their way ahead of BMW because they were giving their consumers the message that everyone could have a great looking luxury car without having to drain your wallet or run up your debt. This message made cars like Lexus incredibly popular amongst consumers and caused Lexus to become the number one luxury import in the United States in 1992. Not only were affordable luxury cars a problem for BMW, but their brand image seemed to take a turn for the worse. BMW cars were being seen as cars for middle aged men, as a status symbol, or just as a “yuppie machine”. Without attracting more youthful consumers to their product, BMW would surely fail. BMW needed to find ways to revive...

Words: 2011 - Pages: 9

Free Essay


...promotion: 3 1.4 Current trends in advertising and promotion including the impact of ICT in case of the advertising and promotion of BMW: 3 Requirement 2 4 2.1) The role of advertising in an integrated promotional strategy for a business or product decisions: 4 2.2) Branding and its use to strengthen a business or product: 4 2.3) The creative aspects of advertising strategy: 4 2.4) The ways of working with advertising agencies: 5 Requirement 3 5 3.1) The primary techniques of below-the-line promotion used by BMW: 5 3.2) other techniques used in below-the-line Promotion by BMW: 6 Requirement 4 6 4.1) An appropriate process for the formulation of a budget for an integrated promotional strategy: 6 4.2) The development of a promotional plan for BMW: 7 4.3) Plan for the integration of promotional techniques into the promotional strategy for BMW or its product: 7 4.4) Appropriate techniques for measuring campaign effectiveness of BMW: 8 Conclusion 9 Reference 10 Introduction Advertising and Promotion is the most common, popular and important word in any business arena. Advertising means one type of business communication which fulfills the public interaction with the product. The knowledge of product can be well known to the users by the process advertising. In marketing ‘Promotion’ is the most useful and necessary element of all other elements of marketing mix. Promotion is adopted for ensuring the information to consumers, for increasing......

Words: 1109 - Pages: 5

Premium Essay

Cccac vs

...An analysis of the repositioning of the “BMW Mini” brand C. Simms and P Trott . Business School, University of Portsmouth, Portsmouth, UK Downloaded by Myongji University At 05:37 14 May 2015 (PT) Abstract Purpose – This paper aims to adopt a consumer behaviour perspective and investigate the extent to which BMW has repositioned the new “Mini”. It builds on a previous paper that explored perceptions of the “Mini” brand. Design/methodology/approach – The study adopted a two-stage approach to data collection, consisting of 66 in-depth interviews with a cross section of important stakeholders with high brand awareness and knowledge. The paper develops a conceptual framework and offers a novel way for firms to consider the effects of their repositioning strategies on consumers perceptions of a brand. Findings – The findings reveal a substantial repositioning of the brand’s functional appeal, moving away from the car’s price as an appeal towards product build quality. Furthermore, the Mini’s symbolic appeal, which is based on its fun and sporty image, has largely remained in place. Practical implications – Firms need to recognise the importance of repositioning at both the symbolic and functional level. Originality/value – The paper presents a novel conceptual framework for viewing repositioning strategies and presents evidence of repositioning at both the functional and symbolic level. Keywords Brands, Consumer behaviour, Cars, Brand image Paper type Research......

Words: 10657 - Pages: 43

Premium Essay

Bmw Marketing Communication

...2 Marketing communication concepts 2 The evaluation of IMC practice of BWM i8 in United Kingdom and United States of America. 4 1) BMW i8 target market in UK and US: 4 2) The key messages of BMW 5 3) An examination of the marketing communications tools and media used 8 Advertising: 9 Sales promotion 11 Direct marketing & personal selling 11 Public relations 11 4) Similarities and differences of the marketing communications in UK and US. 11 5) How the communication activities are helping BMW 13 The key challenges of practicing IMC of BMW: 14 1) The key issues impacting upon BMW’s IMC: 14 2) Measurement of level of IMC evident: 16 Recommendations on further use of the tools/media 18 Conclusion 19 References 20 Appendices 26 Appendix 1: Planning and Implementing of IMC 26 Appendix 2: Factor impacts on customer’s purchasing in UK 27 Appendix 3: Factor impacts on customer’s purchasing 27 Appendix 4: Levels of IMC 28 Appendix 5: Four pillars of IMC 28 Introduction This paper provide an overview about the integrated marketing communication of BMW Corporation for the BMW i8 model in the United Kingdom and the United Stated. In those markets, the BMW i8 is considered as the first car that revolutionized in utilization and release values of a sport car. The purpose of the paper is to give information about the strategies of BMW in order to announce the BMW i8 to customers by using marketing......

Words: 4572 - Pages: 19

Premium Essay


...Walmart vs Target Calculate profit margin, net marketing contribution, marketing return on sales (or marketing ROS), and marketing return on investment (or marketing ROI) for both companies. Which company is performing better? Profit margin: Profit / sales Net marketing contribution: Gross Profit - marketing costs Marketing ROS: net marketing contribution / sales Marketing ROI: net marketing contribution / marketing costs According to the data shown in the table above Target is preforming better than Walmart. At the first observation, one would assume that Walmart is performing better because of its higher sales and profits. However, the data above shows that Target is preforming better and is more efficient than Walmart. First, Target’s profit margin is 4.9%, this means that its profits make up 4.19% of its sales, while Walmart’s profits only make 3.51% of its sales. This tells us that Target manages its expenses relative to its net sales. Meaning it has managed to keep its expenses relatively low to its sales. Second, the net marketing contribution. This tells us the net contribution to profits after all marketing expenses are accounted for. Walmart here has a higher value because it generate more sales than target. By looking at the value one would assume that Walmart is better off because it has a higher net contribution to profits, but this does not mean that it is preforming better. Third, the marketing ROS. Target has an ROS of 15.9%, this means that......

Words: 1892 - Pages: 8

Premium Essay


...MINI was born in 1959 in United Kingdom and became an independent brand of BMW group in 1994 by SIR Alec Issigonis (BMW Group, 2009) At the beginning it was an affordable iconic British car, now it has become a cool luxury car dominantly for a young segment. Its international marketing strategy is differentiated in a way that a brand is built up on the historical iconic image of Mini for the UK and associated market, but it is not associated with any values in the past for the US customers. Overall, Mini’s marketing strategy is considered to be innovative, creative, and sometimes “silly”, which is of great value for its young energetic target audience. Mini focused on group of young generation – up to thirty five years old, well-educated and wealthy background. Those people that want to be different and willing to pay a big amount of money to show their status and images. Mini has used “un-traditional” way to advertise its products. Only $20 million was spent on traditional media in 2012 such as television, compared to $80 million spent by its competitors Fiat. Under direction of BMW group, beside TV and Magazine advertising, an extensive amount around @20.7 million euro was spent on E-marketing to bring people awareness about the product. As it is a technology world today, the Yo ungers would prefer accessing the internet to search for wanted information, rather than sitting at home and watch television. In addition, customers can access and see the cars in a......

Words: 8342 - Pages: 34

Premium Essay

Bmw Strategic Plan

...5 2.2. Goals 5 2.3. Core competence/sustainable competitive advantage 6 3.0. ANALYSIS OF THE BUSINESS INTERNAL AND EXTERNAL ENVIRONMENT 7 3.1. Micro Environment (C3SPM ) 7 3.2. Macro Environment (SLEPT) 12 4.0. KEY CRITICAL SUCCESS FACTORS 15 5.0. SWOT 17 6.0. BASIC STRATEGIC THRUST 23 6.1. Proposal 1: Innovation 25 6.2. Proposal 2: Differentiation 26 6.3. Proposal 3: Focus 27 6.4. Proposal 4: Synergy 28 6.5. Proposal 5: Branding 29 7.0. MARKETING GOALS 30 7.1. BMW 3 Series Sales 30 7.2. BMW 3 Series Life Cycle 30 8.0. PRODUCT-MARKET INVESTMENT STRATEGIES 31 8.1. Ansoff’s Product- Market growth strategies 31 8.2. Target market selected and why? 31 9.0. STRATEGIC MARKET MIX (Medium Term 3-5years) 32 9.1. Product 32 9.2. Price 33 9.3. Place 34 9.4. Promotion 36 10.0. SALES FORCAST AND FINANCIAL PROJECTIONS 37 11.0. GANTH CHART 39 12.0. REFRENCE 39 13.0. APENDIX 40 1.0. EXECUTIVE SUMMARY This report takes its starting point in the evaluation of the BMW Group through a strategic Market analysis of its best selling model the BMW 3 Series. The outlook obtained from the evaluation is used to create a strategic market plan for the BMW 3 Series. The analysis was divided into two parts: External and internal. The external analysis started with outlining the macro environment which was described using the SLEPT analysis. After the external analysis was finished off, the internal environment was analyzed, this was analyzed......

Words: 7089 - Pages: 29

Premium Essay

Bmw, Mp

... | |BMW AG | |Marketing Plan | | | | | |Robbie Johnson, Paul Vitale, Tim Lyons, Nathan Davis, and Laura Rusbarsky | | | Executive Summary Plan Overview: • We made sure to do the SWOT Analysis for BMW. Our strengths are our brand recognition and reputation for quality while our weaknesses are our high repair costs and vulnerability to currency fluctuation. Additionally, our opportunities are increased media attention on the 2012 Olympics and the BMW Championships golf tournament (both of which we sponsor) and our threats are the rising cost of fuel and the severe economic downturn. • We examined several trends affecting BMW and the car industry as a whole. Every......

Words: 8773 - Pages: 36

Premium Essay

What Is Business Strategy

...clear answers to the questions: A s s s s What is the scope of the business (or offering) to which this strategy applies? What are the current and future needs of customers and potential customers of this business? What are the distinctive capabilities or unique competence that will give us competitive advantage in meeting these needs now and in the future? What in broad terms needs to be done to secure the future of our business? These questions should have been addressed during the process of strategy formulation. The processes and techniques and processes described in Part III may have contributed to answering them. In this chapter, we are concerned with some of the practical issues that arise when thinking and analysis leads into action and commitment. We are concerned also with what makes the difference between good and indifferent business strategies. We suggest that a good business strategy will meet six tests of quality: s s s s s s It will be correctly scoped. It will be appropriately documented. It will address real customer needs. It will exploit genuine competencies. It will contribute to competitive advantage. It will lay the ground for implementation. The paragraphs below examine each of these tests in turn. business strategies 171 14.2 The scope of business strategy ach separate ‘business’ should have its own business strategy so that a multiple business enterprise will have a number of separate business......

Words: 1859 - Pages: 8

Free Essay

Case Study Bmwi

...CASE STUDY OF BMWi INTRODUCTION: BMW start their work as a business entity in 1917. They entered in automobiles in 1928-29. They first significant aircraft engine then they shift their business to motorcycle and then automobile industry. They unveiled two new models, they launch their electric motoring division BMWi. This i3 is an electric small car and on the other hand i8 is a very powerful sports car. They combine the electric motor with the three cylinder combustion engine. For the reduction of weight the car is constructed with the light weight aluminum, in their structure and body from the strong but light carbon fiber. They also have small batteries. BMW are very much cautious about predicting that there will be a demand of electric car in the future. TASK 1 (1a,1b): Reason behind this decision: The reason behind this decision of BMW to make BMWi is that, they have taken preventive measures to reduce the impact of automobiles on the environment. They want to design less polluting cars by making their existing models into the more efficient along with the environmental friendly fuels as vehicles if future. The possibilities of which are as: electric power, hybrid power (combustion engine and electric motors) hydrogen engine. Now the BMWi has all this, it is relatively simple in production process. It does not involve any press shop, welding shop and the paint work is also in a very small quantity. Mr. Robertson insists that it means, “it is much easier to ramp up......

Words: 2294 - Pages: 10