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Establishing the budget
Marginal Analysis Sales response models Additional factors in budget setting
Marginal Analysis
Advertising / Promotion in $
Sa
les
in
$
Point A
Profit
Sales Gross Margin
Ad. Expenditure
BASIC Principles of Marginal Analysis
IncreaseIncrease Spending . . . IF:The increased cost is less than the incremental
(marginal) return.
DecreaseDecrease Spending . . . IF:The increased cost is more than the incremental
(marginal) return.
HoldHold Spending Level. . . IF:The increased cost is equal to the incremental
(marginal) return.
Problems with Marginal Analysis
Assume that sales are a direct measure of advertising and promotional efforts.
Assume that sales are determined solely by advertising and promotion.
Advertising Sales/Response Functions
Sa
les
Advertising Expenditures
A. Concave-Downward Response Curve
Sa
les
Advertising ExpendituresRange A Range B Range C
B. S-Shaped Response Function
Hig
h S
pen
din
gL
ittle Effect
Initial S
pen
din
gL
ittle Effect
Mid
dle L
evelH
igh
Effect
Factors Considered in Budget Setting
Source: The Advertising Age Editorial Sounding Board consists of 92 executives of the top 200 advertising companies in the United States (representing the client side) and 130 executives of the 200 largest advertising agencies and 11 advertising consultants (representing the agency side).
Top-Down Budgeting
Top Management Sets the
Spending Limit
The Promotion Budget Is Set to Stay Within the Spending Limit
Top-Down Budgeting
Arbitrary allocation The affordable method Historical Method Percentage of Sales Competitive parity Return on investment (ROI)
The Affordable Method
It is used when a company allocates whatever is left over to advertising.
It is common among small firms and certain non-marketing-driven large firms.
Companies using this approach don’t value advertising as a strategic imperative.
Logic: we can’t be hurt with this method. Weakness: it often does not allocate enough
money.
Historical Method
Historical information is the source for this common budgeting method.
The inflation rate and other marketplace factors can be used to adjust the advertising amount.
This method, though easy to calculate, has little to do with reaching advertising objectives.
Percentage-of-Sales Method
It compares the total sales with the total advertising budget during the previous year or the average of several years to compute a percentage.
Two steps Step 1: past advertising dollars/past sales = % of
sales. Step 2: % of sales X next year’s sales forecast =
new advertising budget.
Percentage-of-Sales Method
Based on (future or past) sales dollar or unit product cost
Method 1: Straight Percentage of Sales
2007 Total dollar salesStraight % of sales at 10%
$1,000,000$100,000
2008 Advertising budget $100,000
Method 2: Percentage of Unit Cost
2007 Cost per bottle to manufacturerUnit cost allocated to advertising
$4$1
2008 Forecasted sales, 100,000 units
2008 Advertising budget (100,000*$1) $100,000
Percentage-of-Sales Method
Cons Reverse the cause-and-effect relationship
between advertising and sales. Stable? Misallocation Difficult to employ for new product introductions. Sales↓ → Advertising budget↓
Competitive-Parity Method
This method uses competitors’ budgets as benchmarks and relates the amount invested in advertising to the product’s share of market.
Logic: share of media voice → share of consumer mind → share of market.
Share of media voice: the advertiser’s media presence.
The actual relationship above depends to a great extent on factors such as the creativity of the message and the amount of clutter in the marketplace.
Competitive-Parity Method
Pros Take advantage of the collective wisdom of the
industry Spending what competitors spend helps prevent
promotion wars. Cons
Companies differ greatly. There is no evidence that budgets based on
competitive parity prevent promotion wars. (Prisoners’ Dilemma)
Return on Investment (ROI) In this method, advertising and promotions are considered
investment, like plant and equipment. Thus, the budgetary appropriation leads to certain returns.
ROI has received a great deal of attention by practitioners over the past few years, with many still disagreeing as to how it should be measured.
Figure 7-18 While the ROI method looks good on paper, the reality is that it is
rarely possible to assess the returns provided by the promotional effort – at least as long as sales continue to be the basis for evaluation.