El nuevo posicionamiento

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  • Publicado : 26 de enero de 2011
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El nuevo posicionamiento
Jack Trout actualiza y amplia un concepto del que fuera primero en escribir en 1969. Lo hacer en tres partes. En la primera, presenta material nuevo sobre la mente y la forma en que ésta funciona. Usted conocerá los cinco elementos mentales más importantes del proceso de posicionamiento.
En la Segunda parte, plantea el "reposicionamiento" como el antídoto para elcambio. Seis estudios de caso le enseñan lecciones importantes sobre lo que e debe de hacer para reposicionarse.
En la Tercera parte, delinea los "trucos del negocio" que ha aprendido tras 25 años de trabajo.
Si el "posicionamiento" original le pareció valioso, esta secuela es una lectura obligada. Contiene las más recientes palabras sobre la que se ha convertido en una de las palabras másimportantes de los negocios.
The first half of this book is about how the mind works relating to receiving and responding to marketing messages. Today people are bombarded with information and marketing messages. The total of all printed knowledge doubles every four or five years. More than 4000 books are published around the world every day. With the Internet, there is an inconceivable amount ofinformation available to anyone with a personal computer and a modem.
With all of this "noise," it's amazing we can even get a marketing message through to a customer or potential customer. The overload of information creates mental clutter and confusion.
In order to penetrate this noise, the marketing communicator must present a very simple, straightforward message in a way that is attractive to thecustomer or potential customer. Two approaches that have worked effectively are by presenting the information as "news" or as a "slice of life story."
When developing a positioning strategy, an organization is developing a consistent framework of communicating what it is to the customer. When it deviates from its historical message, it creates confusion in the marketplace and can lose marketshare. An excellent example is when Coca Cola introduced New Coke. The market had a huge history of buying the "Real Thing." Coke weakened its identity and had to scramble to sell "Classic Coke" to stop the bleeding.
When companies try to increase their business by "line extension," they are risking losing their customer base by losing their identities. In order to protect their existing business,it's safer to create a new subsidiary or brand to create a new identity for the separate product line.
The second half of the book is a series of case studies showing how companies who had lost their identity focus or had a weak one improved their marketing results by re-examining their strengths and re-positioning themselves. One example was Lotus Development Corporation. After virtually creatingthe personal computer market for IBM compatibles with its spreadsheet program, Lotus extended its line to other products such as Improv, Ami Pro, Freelance, Notes, and Symphony. They lost the spreadsheet market to Microsoft. By refocusing its efforts on groupware, Lotus was successful in re-establishing market strength with its Notes product.
For an excellent framework in making strategicmarketing decisions, be sure to read The New Positioning.

El Nuevo posicionamiento
Jack Trout junto con Al Ries , nos presentan en esta oportunidad la importancia de conocer la mente para lograr un mejor reconocimiento de la marca. El libro está dividido en tres partes: “La comprensión de la mente”,” Como enfrentar el cambio” y “Los trucos del negocio”.
La comprensión de la mente
En esta primeraparte se hace énfasis en la situación actual a la que se encuentran expuestas todas las mentes: a una sobrecarga de información. Esta situación ha provocado que todo el proceso de comunicación y persuasión haya sido trastocado. La tecnología ha jugado un papel muy importante en este proceso. Sin embargo, a pesar de tanta información hay menos habito de lectura, y también se ha producido una gran...
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