Marketing plan là một phần quan trọng không thể thiếu đối với doanh nghiệp. Một marketing plan tốt sẽ giúp hoạt động kinh doanh của công ty đạt hiệu quả cao và có nhiều lợi thế trong việc chiếm lĩnh thị trường. Vậy Marketing plan là gì ? Sau đây hãy cùng tìm hiểu về Marketing plan và cách xây dựng bản kế hoạch marketing hoàn chỉnh.
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Marketing plan là gì?
Marketing plan là bản kế hoạch marketing của công ty, có chức năng chi phối các hoạt động quảng bá của doanh nghiệp, định vị thị trường, khách hàng mục tiêu, góp phần định hình nên hình ảnh của doanh nghiệp trên truyền thông và bao gồm các chiến lược, chiến thuật marketing mà doanh nghiệp sử dụng để đạt được hiệu quả truyền thông.
Marketing plan là một phần của kế hoạch kinh doanh. Với mục tiêu phục vụ mục đích ngắn hạn, marketing plan có thể tách khỏi kế hoạch kinh doanh nhưng phải đảm bảo cùng thực hiện một mục tiêu dài hạn.
Xây dựng một bản hệ hoạch marketing hoàn chỉnh
Bước 1: Bản tóm tắt hoạt động ( Executive summary )
Trong bản tóm tắt hoạt động marketing, những người lập bản kế hoạch có nhiệm vụ cung cấp cho nhà quản trị những thông tin chung nhất, ngắn gọn và có tính thuyết phục về cách kế hoạch này hoạt động và mục tiêu của kế hoạch truyền thông này hướng đến. Từ đó làm nền tảng để nhà quản trị phê duyệt chấp nhận bản kế hoạch marketing này.
Xem thêm video gợi ý lập plan marketing tối ưu
Bước 2: Tình hình Marketing hiện tại (Current Marketing Situation)
Tại bước này, người lập kế hoạch cần đảm bảo trình bày các thông tin cơ bản về thị trường, tính cạnh tranh, phân phối, sản phẩm và các yếu tố vĩ mô tác động lên hoạt động kinh doanh cũng như tiêu thụ của sản phẩm. Một bản kế hoạch Marketing hoàn chỉnh cần có những yếu tố sau:
- Về tình hình thị trường: Cung cấp những thông tin về quy mô thị trường, khả năng tăng trưởng và phân khúc khách hàng mục tiêu, thói quen và tâm lý mua hàng của khách hàng.
- Về tình hình cạnh tranh: cần tìm hiểu về chiến lược marketing của các đối thủ cạnh tranh, đưa ra các phân tích đánh giá về quy mô, khả năng cung cấp, phân phối, thị phần, chất lượng sản phẩm của đối thủ. Từ đó, đảm bảo doanh nghiệp có lợi thế cạnh tranh nhất định với đối thủ.
- Về chất lượng sản phẩm: Đưa ra những thông tin như giá bán sản phẩm, chi phí, khả năng tiêu thụ và doanh thu, lợi nhuận thu được từ việc bán sản phẩm.
- Về khả năng phân phối: Quy mô phân phối sản phẩm ra thị trường, khả năng cung ứng và các kênh phân phối sản phẩm.
- Về các yếu tố vĩ mô khác: những yếu tố như dân cư, vị trí địa lý, tình hình pháp luật xã hội, chính trị, văn hoá nghệ thuật,… ảnh hưởng như thế nào lên sản phẩm.
Bước 3: Phân tích cơ hội và vấn đề (Opportunity and Issue analysis)
Ở giai đoạn này, việc nghiên cứu và phân tính chính xác đảm bảo cho nhà quản trị có thể dựa vào kết quả nghiên cứu để nhìn thấy được phương hướng hoạt động kinh doanh và kết quả của hoạt động kinh doanh. Các vấn đề cần phân tích là:
- Cơ hội và thử thách: Xác định cơ hội, thử thách của quá trình hoạt động kinh doanh, tìm các hướng giải quyết phù hợp.
- Điểm mạnh và điểm yếu: Nhận biết điểm yếu, điểm mạnh của doanh nghiệp để có phương pháp đối phó và cải thiện.
- Các vấn đề phát sinh: Đưa ra những biện pháp giải quyết các vấn đề phát sinh trong quá trình kinh doanh.
Bước 4: Xác định mục tiêu:
Mục tiêu là vấn đề tối quan trọng trong Marketing plan, tất cả các kế hoạch được ra chỉ nhằm mục đích hoàn thành mục tiêu. Do đó, cần xác định mục tiêu đúng đắn mục tiêu tài chính của kế hoạch. Ví dụ : mục tiêu về doanh thu, mục tiêu thị phần, mục tiêu lợi nhuận, mục tiêu về danh tiếng, độ phủ sóng,…
Bước 5: Chiến lược Marketing ( Marketing Strategy )
Giai đoạn tổng hợp, viết ra bản kế hoạch chi tiết dựa trên các dữ liệu đã thu thập trước đó. Công việc này yêu cầu phải sắp xếp tư duy logic các vấn đề kết hợp với chuyên môn, am hiểu về thị trường và đặc biệt là khả năng thích ứng với các biến đổi của thị trường. Marketing Strategy cần đảm bảo các vấn đề sau:
- Thị trường mục tiêu
- Kênh phân phối, cung ứng
- Sản phẩm và giá cả
- Truyền thông, quảng bá
- Chương trình khuyến mãi
Bước 6: Chương trình hành động
Sau khi có kế hoạch chi tiết cần phải xác định triển khai công việc như thế nào? Phân chia công việc phù hợp cho các bộ phận nhân sự. Việc phân công cần đảm bảo mục tiêu trả lời được các câu hỏi sau:
- Cần triển khai công việc nào?
- Thời gian thực hiện công việc?
- Người thực hiện công việc?
- Chi phí cho công việc?
Bước 7: Dự báo mức lỗ lãi hoạt động
Marketing plan cần phải có phần dự báo rủi ro hoạt động, doanh thu, lợi nhuận dự kiến để tăng tính thuyết phục của các phân tích trước. Đồng thời là thước đo để kiểm chứng tính hiệu quả của kế hoạch, giúp nhà quản trị có cái nhìn tổng quan hơn về kế hoạch marketing. Các dự tính này cũng là cơ sở để thực hiện kế hoạch tuyển nhân sự, kế hoạch sản xuất kinh doanh,…
Bước 8: Kiểm soát
Marketing plan có phát huy tốt hay không hoàn toàn phụ thuộc vào sự quản trị, kiểm soát nhân lực của các nhà quản trị. Nhà quản trị cần có những chỉ tiêu KPI dành cho nhân viên, kiểm tra và điều hướng hoạt động kinh doanh sao cho phù hợp với xu hướng thị trường.
Kết luận:
Marketing plan được xem là công cụ quan trọng nhất quyết định hiệu quả của quá trình kinh doanh. Điều này thúc đẩy các nhà quản trị cần có mối quan tâm đúng đắn khi thực hiện lên kế hoạch marketing. Đây chỉ là những thông tin tổng quan về Marketing plan và cách xây dựng kế hoạch Marketing hoàn chỉnh.
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