Strategies to gain market share


The report pieces forth the various strategies utilized by companies to strike competitors to gain market talk about and a stronghold in the marketplace. The report explains the various strategies used by the companies that could be broadly classified into the offensive and protective strategies. These strategies have various types that are further discussed with the help of techniques employed by companies to fully capture or protect their competitive advantages. The cases complex in simplified conditions the marketing warfare that calls for location to maintain and get market share.

Key words: offensive, protective, strong hold, capture market show, competitive benefit.

1. Introduction

Marketing strategies utilized by companies to accomplish or protect its competitive benefits. The primary strategies used are defensive and unpleasant strategies. Offensive strategies are used to secure the business's competitive gain whereas a protective strategy is used to guard the competitive advantage of the business.

2. The Defensive Strategies:

This strategy is aimed at maintaining the marketplace share the company has recently achieved. It does not enhance the firm's competitive benefits but helps fortify the firm competitive position. Normally a protective strategy should be employed by the marketplace leader due to its market share advantages and position.

There are numerous kinds of protective strategies which are elaborated below.

2. 1 Position Security:

It entails consolidating all the sources of the companies to keep ones position in the market. This normally occurs when there exists stiff competition or the organization is undergoing major structural changes. The business here is normally the market innovator and the attackers have limited usage of resources. The organization wants in which to stay the business it's best at and steer clear of diversification. The firm basically is wanting to maintain position quo.

2. 2 Counter Attack:

The strategy here's to exploit the competitor's weakness; it allows the defender to cash on the attacker's mistakes. There are several solutions to counterattack

1. Slicing the attacker's cash resource (Kotler, 1981).

2. The attacker cannot defend and assault together (Kotler, 1981).

2. 3 Mobile Protection:

It entails mobilizing your ground to explore new opportunities. It occurs when the flexibility is high preventing the attacker from localizing the forces. Including the Nike corporations does not limit its procedures to USA but explores newer marketplaces because of their products as well as will take good thing about the cheaper labor costs the producing countries offer in terms of functions.

2. 4 Strategic Retreat:

This strategy uses the technique of cutting down on unwanted expenses and keeping only the smallest amount to operate. The firm basically retreats from its non central competencies. To clarify further, stable Chrysler used this plan during the 1978 when the company was damaged by the engine oil price distress, it experienced to cut down on the earnings of the very best management, use back again and white gross annual reports, slice on stock holdings and many more to steer the business from a shutdown. In just a matter of 3 years the break in the action even of the company had slipped to $1. 1 million from $2. 3 million.

2. 5 Fortification Strategy:

In this strategy the idea is to have all the competency areas or every product of the company protected leaving no area for attacking. This type of defense could be risky; the merchandise must be shaped based on the changing solutions and market conditions. For instance Basic Foods has entries in all the physical, price, and perceptual positions at industry. Moving decaffeinated coffees to area of interest brands, Standard Foods covered the marketplace fully, departing no space for competitor's entrance. Because of such market domination, other competition have few unserved or poorly served markets to strike (Kotler, 1981).

3. Offensive marketing strategies

These strategies entail obtaining a benefit over the rival who is much stronger in all respects. It normally requires something drastic such as a dramatic price cut, an eye finding commercial, or smash struck new product. You will find many types which can be mentioned below.

3. 1 Guerilla Marketing Strategy

This strategy involves attack at a little segment; it entails small attacks on the company's such that they don't find the attention, these small victories snowball into a big market show for the business. That is normally used by companies that are smaller in dynamics fighting the marketplace leaders.

An example of guerilla warfare occurred when IBM won a lawsuit against Hitachi proclaiming that Hitachi got stolen IBM software. As IBM won this petty challenge, and Japanese computer manufacturers become defensive by investing large sums of capital into research and development of software where in fact the programmers were required to re-write the programs and develop programs from scratch, that did not interfere with IBM's patent or copyrights. This sort of guerilla strategy pressed the Japanese computer makers again several years.

3. 2 Bypass Strategy. A Bypass strike wins the battle through attacking areas not defended (Kotler, 1981). You can find quite simply three types of bypass strategy: develop services, diversify into unrelated products, and broaden into new geographical marketplaces for existing products (Kotler, 1981). For instance Colgate-Palmolive ventured into the nonwoven textiles and healthcare business, it did not fight the Procter and Gamble's advantages due the bypass strategy used.

There three types

1. Developing services.

2. Diversifying into unrelated products

3. Place your products in an extended market or make an effort to capture market segments in newer demographics.

A simple strategy is to create a new product which is entirely new, thereby attaining on market show.

Diversifying into product lines that are totally unrelated to the current line is another type of bypass strategy that aims at postponing the competitor who's much stronger keep. For example Sony has applied this strategy by diversifying into the restaurant business and building business.

One of the reasons companies use bypass strategy is due to numerous players in the competitive market. For example, when a company produces a new product, the business basically moves the merchandise (new one) to a next or newer level within the same product market area or the same collection. Another example would be moving into digital and electronic watches that would bypass the mechanised watch market; however, the business is still fighting for a posture within that industry. Conversely, the movements into an entirely new demographic market usually allows a firm to bypass its rivals completely.

3. 3 Encirclement

Encirclement is another type offensive strategy. Because of this strategy a company will need to have a stronghold in most of the regions of the product, in all angles and varieties possible. The competitor must be much better compared the organization. The motive or target is to power the competitor to protect its product. . Encirclement disorders the rival from all sides concurrently (Kotler, 1981). A ratio of ten to one is needed to employ this kind of strategy (Kotler, 1981). The apt example would be Smirnoff for launching products in the purchase price slash manner to get market show.

Product and market encirclement will be the types of strategies used here. In the merchandise encirclement strategy the business uses different characteristics, features and types of products presented in almost are the segments and the price runs possible. This withholds competition as the rival struggles to enter the marketplace and even if it can it struggles to capture the market share. For instance Huwaei Ltd. in India which launched internet modems which executed this very technique to capture market show and stall competition. It branded the various types of modems leading to the competitors unable to launch products due to the Intellectual Property Protection under the law Act.

3. 4 Flanking Strategy

In this type of assault the it will try to devote its effort for the competitor's weakness. It attacks the competition where it hurts the most. In the flanking strategy, a corporation focuses it's forces on the weaker attributes of it's competitor (Kotler 1981). It really is normally employed by a firm that will not have stronghold on the market. It mainly seeks to weaken the market innovator by cashing in on the territories not protected by the company. For instance Samsung a Korean company focused on consumer electronics a market the leader GE didn't see as significant and converted itself into a huge consumer electronics supplier.

The main learn how to put into practice the strategy is:

Always consider areas that are not protected or sections that are undervalued.

Start off with making small episodes that quickly snowball into much larger ones.

Attack competitors who have a much larger market share.

The techniques must normally not be expected.

By the time the rivals realizes the severity of the move, it will need to have helped you in capturing the market show or edge.

The above key points when put on the GE, Samsung case we can evidently start to see the flanking moves made by small company of the giant, that has a much larger market talk about as well as stronghold. This strategy is normally suitable when the

1. The market is segmented.

2. The mark company cannot be attacked head-on.

3. The business will not consider the area that is attacked to be critical to the organizations operations.

3. 5 Frontal Attack

This kind of attack requires full frontal confrontation with the competitor. In cases like this the attacker will need to have strength manifold in aspect to the competitor. Frontal episode occurs whenever a company takes all their makes and face them immediately opposite of the opponent (Kotler, 1981). This invasion normally a huge company in that market segment. For instance in the case of IBM which really is a market head in the computer network industry was attacked concurrently by three majors players on the market, this is done intentionally to capture the market share and competitive good thing about IBM.

There are numerous kinds of frontal strike are the natural frontal attack, the price based strike, the, research and development attack and the limited frontal strike and so many more types.

Pure frontal invasion is natural in dynamics implying a complete frontal attack on the rival such that he is fully alert to the attack. A good example of it is the price of the attacker to match that of the rival. Another example could be a promotional plan to strike the competitor immediately.

Limited frontal invasion involves specific sections addressing target customers. Getting into the delicate toothbrush sections would target the kids in this band of 4 to 12 years. The Dental -B toothbrush tackled the dental conscious people.

Price frontal invasion entails slashing of prices to meet he competitors. Example of this might the mobile tariffs seen for the STD section, wherein Airtel and Vodafone are neck tot neck of the guitar in conditions of the rates of STD.

4. Finish:

The report offers an insight in to the marketing warfare that is occurring nowadays. It explains the many techniques followed by the firms and I've inferred real techniques utilized by the firms to day to counter the slice throat competition.

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