奧美--360度品牌管理(1)

1、1360 Degrees Brand Cascade June 30th- July1st ShanghaiDo You Feel That You Are.你是否覺得你是.In the right industry? 在一個正確的行業(yè)工作?With the right agency? 在一個正確的公司工作? At the right time? 在正確的時間?360 Degree Branding is a terrific opportunity for our brands, our clients & for ourselves對品牌、客戶和我們自己而言，360度品牌管理是一個巨大的機(jī)

2、會 3Individual Pre-session Exercise:Framing the Agenda個人練習(xí)：Based on what you know now about 360 Degree Branding, write down on the card what you believe to be the three key issues we need to address to be successful 基于你對360度品牌管理的了解，在卡片上寫下你認(rèn)為帶來成功的三個主要觀點(diǎn)An issue is something we have to do something abo

3、ut 觀點(diǎn)是一些我們必須要做的事情, 它包含An opportunity 機(jī)會A problem 問題A balance we need to make between two or more things在幾件事情之間我們需要做的平衡4Agenda議程Introduction- the why and the what為什么會有360度，什么是360度The How- four parts of 360 thinking如何運(yùn)用 （360度思考的四個部分）Challenge 挑戰(zhàn)Brand Print 品牌寫真Idea 想法Brand World 品牌世界5Why 360 Degree Br

4、anding?為什么產(chǎn)生360度品牌管理？6Worldwide Task Force Report: Two Years AgoWe operate in silos 我們在井中作業(yè)Our business is being pushed downstream 我們的事業(yè)正走向下游Management consultancy threat with CEO level contacts 管理顧問公司威脅到CEO層面的接觸Recommendation 建議Focus the agency on 360 Degree Branding as a way of adding value and ge

5、tting back upstream將公司集中到360度品牌思考, 以增加我們的價值, 讓事業(yè)重新走向上游7Direct related tonew distributionHigh endPRCEOBrandManager品牌經(jīng)理Marketing Director行銷總監(jiān)Strategic策略的Operational運(yùn)作的Tactical戰(zhàn)術(shù)的DirectAdvertisingSales PromotionLow endPR8Needs需求We are in the knowledge business 我們處在一個需要知識的行業(yè)We need more knowledge 我們需要更多

6、的知識We are in the ideas business 我們處在一個需要想法的行業(yè) We need more ideas 我們需要更多的想法We are in the brand business 我們處在一個建立品牌的行業(yè)We need more influence on the total brand 我們需要在整個品牌上有更多的影響力9What Sort of Company Do We Want to Be?我們希望成為一個怎樣的公司？The Unlimited Brand Company無限品牌公司UnlimitedWe cross disciplines in a 360

7、Degree way 通過360度思考跨越專業(yè)We cross borders 跨越邊界We challenge barriers 挑戰(zhàn)障礙We take it all the way through 我們?nèi)轿贿\(yùn)用Insight.Ideas .Execution .Evaluation 洞察IDEA執(zhí)行評估We build the brand to its full potential 我們將品牌建立至極限11Imagine all communications reflecting the same deep insight試想一下, 所有的傳播都反映到相同深度的洞察Imagineall

8、media contributing to the campaignas a whole試想一下, 所有媒介都整體貢獻(xiàn)在傳播活動上12Since That Initial Task Force: WorldwideAbsorb philosophy 吸收哲學(xué)Period of debate - keep individual disciplines 保持獨(dú)立的原則Experiments on how to work together differently 嘗試如何共同協(xié)作Gains on key accounts 來自重要客戶的經(jīng)驗Amex business partnership Amex

9、 商業(yè)伙伴IBM increase share of client total budget (key measure) 13 Adver One to Public Design/ Media -tising One Relations Identity Promotion Buying Australia BangladeshChina Hong Kong India Indonesia JapanMalaysia New Zealand Pakistan Philippines Singapore South Korea Sri Lanka Taiwan Thailand Vietnam

10、Ogilvy Resources in Asia Pacific奧美在亞太區(qū)的資源14Structural and Attitudinal Obstacles to Implementing 360 Degree Branding實行360度品牌管理的障礙Three tools to help remove the obstacles三個幫助消除障礙的工具Changed structure 改變的結(jié)構(gòu)Brand Teams 品牌團(tuán)隊Brand Profit & Loss (P&L) 品牌損益15CREATIVE（創(chuàng)意）Adv廣告Finance, Admin and IT partners （財

11、務(wù)、行政、IT部門）SalesPromotion銷售推廣 Head主管 Head主管 Head主管 Head主管One直效行銷Public Relations公共關(guān)系Identity視覺設(shè)計 Head主管HEAD OF COUNTRY（地區(qū)主管）IMAGINEERSMulti-disciplinary Brand Teams 多元化品牌團(tuán)隊ConsultingAgreed Structure for a 360 Degree Agency（360度代理商的結(jié)構(gòu)）16The Brand Team品牌團(tuán)隊A leader who leads 一個品牌領(lǐng)導(dǎo)者Team members who conn

12、ect 接觸緊密的成員Sitting together, ideally 理想狀況下，應(yīng)該坐在一起17The Brand P&L品牌損益Share of client target 分享客戶的目標(biāo)A P&L which reports horizontally 垂直報告的損益Jobs tracked at an individual level 工作遵循獨(dú)立的層面Income distributed and profit distributed pro rata versus hours spent 收入和利潤根據(jù)時間花費(fèi)進(jìn)行分配18 Finance, Admin and IT partner

13、s Head Head Head Head HeadHEAD OF COUNTRYMulti-disciplinary Brand Teams ConsultingIMAGINEERSAdvSalesPromotion OnePublic RelationsIdentityCREATIVEBrand P&L品牌損益Country P&L地區(qū)損益Agreed Structure for a 360 Degree Agency（360度代理商結(jié)構(gòu)）19What 360 Degree Does For Us360度可以為我們做什么？20What is the Territory of a Brand

14、?一個品牌的版圖是什么？Six inches wide6英寸寬Grey and wetMysterious21Line extensions產(chǎn)品延伸Sales promotion促銷活動Service experience服務(wù)經(jīng)驗Word of mouth口碑Receptionists style接待人員的風(fēng)格Prejudices偏見Quality質(zhì)量Design and colour設(shè)計和色彩Packaging包裝Retail environment零售環(huán)境Delivery trucks送貨車Your showrooms展示廳Corporate reputation企業(yè)聲譽(yù)Telemarke

15、ting scripts電話行銷記錄Taste口味Price價格The way the telephone is answeredSocial attitudes社會態(tài)度Collective memory記憶累計Government endorsement政府認(rèn)可News media新聞媒體Employeerelations雇員關(guān)系A(chǔ) Brand Is The Totality Of What The Customer Experiences一個品牌是消費(fèi)者所經(jīng)歷的總和22In 360 Degree在360度過程中You have to anticipate every encounter a

16、 customer is going to have with your brand 你必須預(yù)見消費(fèi)者與品牌的每一次接觸機(jī)會You must customize the message for each encounter 針對每一次機(jī)會，設(shè)計需要傳達(dá)的信息 You are arranging the encounters to make sure they enrich the customers overall experience with a brand 設(shè)計安排這樣的機(jī)會，以保證可以增加消費(fèi)者與品牌的經(jīng)驗23A 360 Degree BrandScraps and Straws Th

17、at Add up to the Most Valuable Asset a Company Has24360 Degree Brand Stewardship360度品牌管家 Creates great ideas that move our brands ahead at each point of contact between the brand and its customers 創(chuàng)造偉大的“IDEA”，讓我們的品牌在與消費(fèi)者的每一次接觸中都可以向前發(fā)展Selects the richest points of customer involvement on which to foc

18、us our efforts選擇最有效的接觸點(diǎn)，將我們的努力集中在這些方面25360 Degree Brand Stewardship 360度品牌管家 Improves the relationship between clients and their customers 增強(qiáng)客戶和消費(fèi)者之間的關(guān)系Increases Client value in terms of market share, profit and share price增加客戶的市場份額，利潤和股票價格Adds future Client value by driving new opportunities通過驅(qū)動新的機(jī)

19、會來增加未來客戶價值A(chǔ)llows us to be well paid for using our creativity in the pursuit of this cause 讓我們得到更好的利潤回報26Our 360 Degree Brand Thinking360度品牌思考 Cracks the non-traditional customer in SingaporeGenerates profits from dreams in TaipeiMilks sport for all it is worth in ThailandSilences a Whisper with conf

20、idence in KoreaMakes money out of striptease in the PhilippinesTurns an advertising property into a populist slogan in IndonesiaDiscovers the power of self discovery in China27In the Beginning Was a Blank Sheet of White Paper on Which a Press Ad Was Written最初的廣告是寫在報紙上的平面廣告28Along Came TV Which Worke

21、d to the Same Basic Shape伴隨電視的誕生，廣告工作仍然保持基本形狀29So Heads Started to Become the Same Shape因此，頭腦也逐漸變成同樣的形狀30To Fit the Briefs Which Were the Same Shape - Square Pegs Into Square Holes以適應(yīng)同樣形狀的廣告簡報31So Adman Looked Like This所以，廣告人看起來都是這個樣子的32Then Along Came Some Other Sorts of Briefs隨著其他類型簡報的產(chǎn)生Direct直效行銷

22、Public Relations公共關(guān)系33So Different Shaped Heads Were Required導(dǎo)致對不同形狀頭腦的需求 34To Make up the Full Orchestra of Disciplines為建立整個管弦樂隊35Specialisation Can Create Walls & Silos專業(yè)化創(chuàng)造墻和井36Silo?井？A large tower for the storage of grain or cement一個儲藏谷物或水泥的塔形建筑No windows to lookin or out of沒有窗可以從里面看到外面或從里面看到外面3

23、7Plus Other Sorts of Briefs加上其他類型的簡報 38Old Integration以前的整合Each discipline sits in a silo 每個專業(yè)都坐在井里面Strategy is developed in a lead discipline (usually advertising) 策略在主導(dǎo)專業(yè)中發(fā)展（通常是廣告）The lead discipline develops its idea (usually television) 主導(dǎo)專業(yè)發(fā)展它的“IDEA”（通常是電視）Other disciplines are given the idea a

24、nd asked follow it to produce a uniform look and feel (usually very close to a deadline) 其他專業(yè)在既定的“IDEA”下， 被要求根據(jù)它發(fā)展統(tǒng)一的外觀和感受（通常離最后期限很接近）39Whats Changed引起哪些變化？Rising cost of television抬高電視的費(fèi)用 Media fragmentation 媒介破碎分離New media - Internet, cable, video on demand新媒體的誕生-互聯(lián)網(wǎng)、有線電視、點(diǎn)播錄像Importance of endorse

25、ment背書的重要性Search for better value from brand spending在品牌投資中尋求更好的價值40We Need to Change the Shape of Our Heads to Approach 360 Degree Brand Thinking為實行360品牌思考，我們需要改變我們頭腦的形狀?41The New 360 Degree Branding Approach新的360度品牌建立方式Work as a Brand Team from the start so thinking develops in a discipline - rich

26、 way and is anchored in the BrandPrint 開始即以品牌團(tuán)隊進(jìn)行工作，在一個原則下進(jìn)行思考-多樣的方法，以品牌寫真為依據(jù)Come up with a big Idea 產(chǎn)出一個“BIG IDEA”Chose points of contact to intensify the involvement of the brand in peoples lives 選擇接觸點(diǎn)，加強(qiáng)品牌在人們生活中的融入度42The New 360 Degree Branding Approach新的360度品牌建立方式Ensure interplay between all exe

27、cutional elements to bring the Brand Idea alive whether 確保所有可執(zhí)行元素間的相互影響， 以使品牌IDEA誕生，無論single, dual or multiple disciplines are used 是否運(yùn)用到單一、雙重還是多元的專業(yè)Ogilvy companies deliver all the executions or not 是否所有的執(zhí)行工作都由奧美的公司完成43The best chance of being 360 Degree is when you have a very strong idea. If its

28、strong, it will start to happen naturally“成為360度的最大機(jī)會是當(dāng)你有一個很強(qiáng)的IDEA， 如果IDEA夠強(qiáng)， 它會很自然成為 360度。” Shelly Lazarus44To Go Along With Our New Heads We Need為了配合我們的新頭腦，我們需要：Stimuli to provoke new thinking激發(fā)新思維的工具New ways of working together that 新的協(xié)作方式use the full resources of the Brand Team 運(yùn)用品牌團(tuán)隊的所有資源avoid

29、wheel-spinning and duplication of effort避免重復(fù)勞動maximise our creativity最大化我們的創(chuàng)造力45To Go Along With Our New Heads We Need為了配合我們的新頭腦，我們需要：Practice to ensure we can鍛煉可以保證我們pick the rough diamonds from the river gravel在沙礫中篩選出鉆石cut and polish them to give our brands true brilliance切割、打磨，給予我們的品牌真正的光彩Cases t

30、o inspire us along the way 案例可以激發(fā)我們46Biggest Recipe for Disaster導(dǎo)致災(zāi)難的最大因素Believing it is an end in itself losing sight of the end result by getting obsessed with the process 喪失對結(jié)果的預(yù)見，沉迷在過程中間thinking that the job can be done if we just answer a set of questions and complete a set of forms認(rèn)為僅僅回答一系列問題，

31、填完一些表格即可讓工作得以完成47Other Recipes for Disaster其他導(dǎo)致災(zāi)難的因素Feeling that it is quicker if we do it by ourselves without involving the Brand Team 認(rèn)為自己個人作業(yè)要比品牌團(tuán)隊作業(yè)來得快Generating lists of everything that could be done without prioritising those elements that will work together to get the brand more involved in

32、peoples real lives 羅列每件事情，不從品牌融入消費(fèi)者生活的角度來考慮優(yōu)先順序Seeing 360 Degree as cross-selling or just carving up a budget 將360度看作跨領(lǐng)域銷售或僅僅作為瓜分預(yù)算的方法48Differences Between Old Fashioned Integration and 360 Degree Brand Thinking360度品牌思考與整合概念的差異性Integration整合Laundry list of opportunities all of which would be nice to

33、 do but dont necessarily solve the critical issue 羅列所有的機(jī)會點(diǎn)，有些可能還不錯，但并不是解決關(guān)鍵問題所需要的No strategic guiding principle 沒有策略指導(dǎo)原則Idea acts as superficial badging device IDEA僅作為表面的東西360 Degree Brand ThinkingSolving the critical challenge of the brand 解決品牌面臨的主要挑戰(zhàn)Operating within a strategic framework, with dif

34、ferent roles to achieve the goal 在策略框架下運(yùn)作，從不同角度達(dá)到目的Driven by an idea, which it extends 以可延伸的IDEA為指導(dǎo)49We Assume That We Have Already Done Our Homework我們假設(shè)我們已經(jīng)做完我們該做的功課Some agencies scorn research, marketing and homework. They skid around on the surface of irrelevant brillianceAt Ogilvy we ask you to

35、do your homework and create brilliant campaignsDavid Ogilvy50Sequence Of 360 Degree Brand Thinking360度品牌思考的順序In 360 Degree thinking everything connects with everything else 在360度思考中，每件事情之間都有關(guān)聯(lián)There is a natural sequence for the team to move through 存在一個自然順序But we need to check back to insights from

36、previous stages to provide stimulus and ensure that everything fits together and is consistent 但我們?nèi)匀恍枰皇腔仡櫱半A段的洞察，以提供刺激材料和確保每件事配合得很好，確保他們的一致性。 51The Elements主要元素Brand Scan品牌掃描Brand Audit品牌檢驗Points of contact接觸點(diǎn)Challenge挑戰(zhàn)BrandPrint品牌寫真 IdeaBrandWorld品牌世界Executions執(zhí)行52Discover the Challengefacing the

37、brand in a 360 Degree way從360度的角度，發(fā)掘品牌面臨的挑戰(zhàn)Describe the Brands DNA描述品牌的DNAChallenge挑戰(zhàn)BrandPrint品牌寫真Brand World品牌世界Create a world which maximises the interplay between the brand and its customers at various points of contact創(chuàng)造一個世界，讓品牌和它的消費(fèi)者之間在各個不同接觸點(diǎn)的相互影響達(dá)到最大化What We Need Idea53Brand Audit品牌檢驗Brand S

38、can品牌掃描Points of contact接觸點(diǎn)Gathering, ordering and interpreting information about the brand in a 360 Degree way從360度的角度，收集、整理、解釋關(guān)于品牌的各種訊息Understanding the unique relationship between the brand and its customers 了解消費(fèi)者與品牌的獨(dú)特關(guān)系Defining the areas where the brand can intensify the impact it has on people

39、s lives確定品牌可以增強(qiáng)其對人們生活影響的接觸點(diǎn)How We Get There如何達(dá)到？54 2From Brand Scan to Challenge從品牌掃描到挑戰(zhàn)56Where the Brands Problems Lie品牌的問題在哪里？Brand Scan品牌掃描Challenge挑戰(zhàn)57Equities資產(chǎn)A 360 Degree brand is a composite of different, inter-related strengths or equities一個360度的品牌是不同內(nèi)在相關(guān)的優(yōu)勢和資產(chǎn)的組合We use six equities to look

40、 at a brand in a comprehensive way 我們運(yùn)用六個方面來觀察一個品牌We assess the strengths and weaknesses on each as a health check on the brand 就像品牌的健康檢查，我們得到每個方面品牌的優(yōu)勢和弱點(diǎn) 58Image形象Goodwill商譽(yù)Product產(chǎn)品Customer消費(fèi)者Visual視覺Channel銷售渠道A Composite of Six Interrelated Equities6個方面資產(chǎn)的組合59The Brand Team Needs To KnowProduct產(chǎn)

41、品How the product performance supports the brand產(chǎn)品的表現(xiàn)如何支持品牌？Image形象Whether the brands image is strong and engaging是否品牌形象很強(qiáng)并且吸引消費(fèi)者？Customer消費(fèi)者How strong the brands customer franchise is品牌消費(fèi)者的特權(quán)有多強(qiáng)？60The Brand Team Needs To Know Channel銷售渠道How well the brand is leveraged in the trade environment 通路環(huán)境對品

42、牌的影響如何？Visual視覺Whether the brand presents a clear, consistent and differentiating presence是否品牌具有清晰、持續(xù)和差異化視覺形象Goodwill商譽(yù)Whether the brand is endorsed by influencers and the communities in which it lives 是否品牌被“影響者”和社會團(tuán)體所認(rèn)可？61Recognise this Brand?辨認(rèn)這個品牌62What Are Its Equities?什么是它的資產(chǎn)？ Unusually thisBra

43、nd was built with no advertising support通常這個品牌沒有廣告的支持63Health Check: Amex versus Diners in Hong KongAmex 和 Diners 品牌健康檢查 ImageGoodwillProductCustomerVisualChannelImageGoodwillProductCustomerVisualChannel64Health Check: Amex versus HSBC Visa in Hong KongAmex 和 HSBC 品牌健康檢查ImageGoodwillProductCustomerV

44、isualChannelImageGoodwillProductCustomerVisualChannel65Not Until We Have Assessed Where the Strengths and Weaknesses of the Brand Are on These Six Equities 只有當(dāng)我們了解品牌在6個方面的強(qiáng)、弱Can we start to determine what the brand could do to be stronger 我們才能決定做些什么可以讓品牌變得更強(qiáng)大And can we define the Challenge facing th

45、e brand 我們才能確定品牌面臨的挑戰(zhàn)66Equities資產(chǎn)Equities are not disguises for group companies or communication disciplines資產(chǎn)不是一群公司或多種傳播方法的偽裝 However, different disciplines clearly have more impact on some equities than on others然而，不同的方法在某些資產(chǎn)方面會比其他的方法更有影響力67What We Use to Help Discovery我們運(yùn)用什么來幫助發(fā)掘？ The background

46、of our basic knowledge and homework about the brand 我們的基本知識背景和關(guān)于品牌的功課A facilitated meeting of the Brand Team including MindShare 具有促進(jìn)作用的品牌團(tuán)隊會議（包括傳立）Stimuli selected from a shuffle deck of questions across the equities to provoke thinking and focus discussion (it does not matter which equity we start

47、 the discussion with) 激發(fā)思考和討論的“撲克牌”And the Compass Dial as a visual prompt 視覺化工具“指南針”68Stimuli Questions in the Shuffle Deck: Product Equity“撲克牌”中的問題：產(chǎn)品層面What makes this product superior to the competition?這個產(chǎn)品優(yōu)于競爭品牌的原因有哪些？Does the product performance live up to expectations in all its aspects?產(chǎn)品的表現(xiàn)

48、符合在所有方面的期望？Are there things about this product which, if better known, would enhance its appeal?是否存在有關(guān)這個產(chǎn)品的某些事情，如果大家都知道，可以增加這個產(chǎn)品的吸引力？69Stimuli Questions in the Shuffle Deck: Product Equity“撲克牌”中的問題：產(chǎn)品層面Does this product have the optimum price-value equation?是否這個產(chǎn)品具有最佳的價格-價值比？If there is a range of p

49、roducts, how do they clarify or confuse the proposition?如果有一系列產(chǎn)品，他們是否讓主張變得更清晰或者更混亂？If you had a free hand, are there any things about the product (presentation/design/size etc) you would change to make it more attractive?如果你可以自由發(fā)揮， 是否有任何你希望改變的方面，（包括：設(shè)計、尺寸等），讓這個產(chǎn)品更具吸引力？70Example: Jaguar Is a Quirky B

50、rand例子：Jaguar 是一個詭異的品牌The engineers built back features into the product to reinforce this product equity e.g. an instrument dial in a unusual placeOr the rubber duck on the side ofthe bath in the Conrad Hotel71Stimuli for Image Equity形象層面Are the values or attitudes this brand owns relevant to the m

51、arket today? 品牌所擁有的態(tài)度和價值是否與今天的市場有關(guān)？Does the brand lead or follow trends set in the market place? 品牌是否引領(lǐng)或追隨在市場中的潮流？Who feels closest to the brand - a discrete group, or a wide range of people? 哪些人與品牌最接近？部分人群還是廣泛的人群？To what extent is the brand presented in a distinctive manner compared to the competit

52、ion? 與競爭品牌相比，品牌的風(fēng)格獨(dú)特到哪種程度？72Stimuli for Image Equity形象層面Is there a strong idea underpinning the brands image? 在品牌的形象背后，是否存在一個很強(qiáng)的“IDEA”？To what extent is the brands share of voice an influence on its image strength? 品牌的“SOV”對品牌強(qiáng)弱的影響有多大？If there is image weakness, is it because the brand is being wron

53、gly presented or not supported in the right way? 如果存在形象上的弱點(diǎn)，是因為品牌以錯誤的方式被呈現(xiàn)，還是沒有以正確的方式被支持？73Example: Ponds Skin Lightening in JapanWeighed down with a grandmothers cold cream reputation 重負(fù)“祖母的冷霜”的形象Needed to skip a generation to rejuvenate image, and appeal directly to a new group of young women 需要跳過

54、一代，讓品牌形象得以重生。并且直接吸引新一代的年輕女性Double White skin lightening cream made Ponds once again seem an innovator (after following the trends for a generation) 雙重美白霜讓Ponds又一次被看作創(chuàng)新者74Stimuli for Customer Equity消費(fèi)者層面At what point in their lives, and for what reasons, do customers start and stop coming to the bran

55、d?在生活中的哪些點(diǎn)？基于何種原因？消費(fèi)者開始接觸品牌或不再接觸本品牌？Is the brand popular amongst the people who should be its natural users?在品牌的自然使用者中，本品牌是否被廣為接受？In looking for new customers, to what extent is the brand targeting its best volume opportunity?在尋求新的消費(fèi)者時，品牌目標(biāo)達(dá)到它潛力的多少？Who is more important to influence, the purchaser o

56、r user of this brand?誰對品牌更有影響力？ 品牌使用者還是品牌的購買者？75Stimuli for Customer Equity消費(fèi)者層面What is the value to the brand of its best or most loyal customers?品牌忠實消費(fèi)者對品牌的價值是什么？Is the brand over-dependent either on its loyal customers or a constant arrival of new users?是否本品牌過分依賴于忠實消費(fèi)者和新進(jìn)消費(fèi)者？Is this brand getting

57、 its fair share of the customers wallet?是否本品牌得到其應(yīng)該得到的份額？Does this brand treat its best customers as customers for life?是否該品牌對待它最好的消費(fèi)者如同生活中的消費(fèi)者？76In Most Countries Nestl Enjoys Unique Customer Equity Advantages Linked to Its Product PortfolioA range covering a wide set of needs across family lifestag

58、es, from mothers to be to senior adult nutrition涵蓋大范圍的家庭生活所需，從母親到高級成人營養(yǎng) Umbrella branding extending into many aspects of the customers life (unlike Unilever)品牌擴(kuò)展到消費(fèi)者生活的很多方面Therefore the ability to realise the value of the customer in portfolio and through time有能力了解消費(fèi)者的價值77Stimuli for Channel Equity銷

59、售渠道方面Does the existing mix of different channels work to the best advantage of the brands sales and image?現(xiàn)有的不同銷售渠道的組合， 是否給品牌的銷售和形象帶來最大的好處Are there new potential channels to explore?是否有潛在的銷售渠道可以發(fā)展？Within the critical channels, is the brand effectively distributed and displayed?在重要的銷售渠道， 品牌是否被有效的鋪貨及展

60、示？Do sales force and channel activity work well together?銷售力量和渠道活動是否配合得很好？78Stimuli for Channel Equity銷售渠道方面Can sales leads be traced if they are sold through the channel?銷售痕跡是否可以被追蹤到？How important is the brand to the channel, and how does the Trade feel about the brand?本品牌對銷售渠道的重要性如何？銷售渠道對品牌的意見如何？W