Manchester Products Essay

Manchester Home expanded household furniture division by adding market leader PLFD – Addition of 990 million in PLFD revenues – Addition of established sales force, talented design teams – PLFD’s Signature Style line very popular with consumers †¢ Ability to combine PL design skills with MH engineering and manufacturing – Manufacturing expertise and ergonomic designs †¢ Concerns – How to tie-in PL’s bold designs with MH’s conservative style – Customer confusion over new brand name 5C’S OF THE ACQUISITION Company †¢ Companies’ strengths and weaknesses complement each other 5C’S OF THE ACQUISITION Customers †¢ Target consumers ages 34-55; Income over $50K – MH consumers are categorized as conservative elegance – PLFD consumers are more fashion-conscious, trend setters – Will need a way to reach both customer segments †¢ Results from target consumer surveys – Low brand loyalty – 60% would change brands – High information search – Style, design, quality, comfort most important qualities – all covered by MH/PL – PL has high brand awareness, almost double that of MH, will help to co-brand them to raise awareness for MH 5C’S OF THE ACQUISITION Collaborators †¢ Manchester already has network of office distribution channels, now they gain access to household distribution channels through Paul Logan. – PL sales force has strong ties to leading distributions channels – PL strength in upscale furniture stores, specialty stores, department stores †¢ Strong relationship with buyers – Concern over brand going away, necessary to create a smooth brand transition so consumers make the switch †¢ Push strategies important to build strong relationships with distribution network – 90% of PL shipments include Purchase Allowances 5C’S OF THE ACQUISITION Competitors †¢ Paul Logan was market leader †¢ Household Furniture Industry $36.64 billion in 2004; positive % growth projections A mature industry Large number of corporate consolidations Low-cost imports from Asia/Mexico moving into higher price levels Domestic companies ready to attack the vulnerability of the new brand and position †¢ We need strong advertising and marketing mix †¢ Many competitors have company owned stores – Crucial to leverage our distribution channels to gain market access 5C’S OF THE ACQUISITION Context †¢ Office furniture sales growth tied to employment growth and new business formation. – Burst of dot.com bubble and recession have decreased demand for office furniture †¢ Rise in ‘teleworking’ could increase demand for home office †¢ Demand for home furniture is tied to new home construction and home sales. †¢ Innovative and stylish products to bolster demand MOVING FORWARD ANALYSIS OF FUTURE BRANDING: OPTIONS †¢ Drop the Paul Logan name right away – Losing their current brand awareness – Need to educate customers – Strong distribution channel relationships could be damaged †¢ Keep using the Paul Logan name for the entire allotted three years – Ad agency advises against this option, as they don’t want to allocate advertising dollars to a brand with a three year shelf life †¢ Transition mid-point – Leverage the Paul Logan name to build strong brand awareness for Manchester – Continue to use the PL name in subtext for 1.5 yrs.; conduct consumer research to reevaluate after this time. – Business recommendation to convert the name 100% to Manchester Home after 1.5 yrs. ANALYSIS OF FUTURE BRANDING: OPTIONS †¢ Brand name transition: – First 6 months: Manchester Home: The New Home for Paul Logan Furniture – Following year: Manchester Home: The Home for Paul Logan Furniture – After 1.5 yrs.: Conduct consumer research to reevaluate transition †¢ Business recommendation is to drop the Paul Logan name †¢ Want to ensure the Manchester Home brand has achieved a sufficient awareness before removing PL OUR FUTURE ADVERTISING STRATEGIES †¢ Strong campaign is critical to the success of the new brand name – $184 million allotted for 2005 – Includes national and cooperative advertising for both PLFD and MH products †¢ Push vs. Pull – MH to allocate more $ towards Push advertising – Heavy Push & Pull the first 1.5 yrs. – Marketing & Communications mix to form long-term company image †¢ Promotional Programs – Purchase allowances – Recommend amending the planned 2005 marketing expenditures to allow for purchase allowances. †¢ Currently based on % of sales – Due to brand transition, allocate a fixed amount to advertising to ensure the levels do not drop RECOMMENDATIONS †¢ Continue to use the Paul Logan name to leverage brand awareness and channel partnerships †¢ Focus strongly on both Push and Pull strategies the first 1.5 yrs. to communicate the acquisition – Amend proposed 2005 advertising plan to incorporate more Push strategies, specifically Purchase Allowances that contributed to the success of the PL distribution network †¢ After 1.5 yrs., the business goal is to transition brand officially to Manchester Home QUESTIONS?