FU GavonPlus Project Leapfrog Marketing Plan Case Study

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You’ve just gotten back from the annual brand planning conference for GavonPlus, the MereRx Laboratories brand you’ve been working on as the agency’s Account Director for the past 18 months. GavonPlus is  the company’s leading over-the counter antacid product and has been a  very steady performer for MereRx in terms of net trade sales and margin  over the past 10 years. In addition to agency fees, the brand (on  average) has a “working” media budget of around $3.4M – currently split  42% in television, 31% in magazines and 27% in on-line. The MereRx has  been an agency client for over 15 years, and has handled GavonPlus for  12 of those years. It has been a very good client for the agency, and  over the past 18 months you have built a very good relationship with  the GavonPlus Brand Director.

The  Brand Manager calls you and sets a meeting for the following day to  discuss the “download” from the brand planning conference and to begin  discussing the brand marketing calendar and the agency’s SOW and fees  for the upcoming year. Given that you’ve just come out of the brand  planning conference, you have a pretty good idea of what the brand’s and  the Brand Manager’s priorities will be for the coming year, so you  don’t give this meeting much more thought or preparation other than  reviewing your notes and the presentations from the conference.

As  the meeting is about to finish up, the Brand Manager pulls up a new  presentation for the assembled group’s review.The presentation, Project Leapfrog, provides an overview of the Brand Manager’s plan to grow the business. Project Leapfrog is  an initiative to build both competitive insulation in key national  accounts (grocery, pharmacy and “big box” retail chains) and to maximize  brand sales and profits as effectively and efficiently as possible.  Included in the Leapfrog plan is  “stretch budget” request of $3.0M in “working” media for the coming year  – bringing the total brand media spend to $6.0M (+100%) for the coming  year.The agency’s assignment on Project Leapfrog:  a presentation to the Brand Manager in two weeks outlining the agency’s  thinking, point-of-view and recommendation on the allocation of the  incremental $3.0M in media support to achieve the brand objectives  outlined in the Project Leapfrog presentation.

So  now the fun starts … you get back to the office and you have to  immediately start thinking about how you are going to approach the Leapfrog assignment.  Where do you start? ….what and what types of information (consumer,  category, sales, distribution, media) will you need to begin working on  the assignment?What other information would you need to source to assist  you in developing the agency’s thinking, point-of-view and  recommendation?Who else will you need to bring in on this assignment to  ensure you have a “bulletproof” presentation to the Brand Manager? And  you need to get going as two weeks is not a lot of time given that your  “day job” is overseeing GavonPlus in addition to three other MereRx brands.

Great overall, just follow the outline stept by stept like this: 

?Purpose:Statement of the problem or key issue

?Background/Situation Analysis

?Discussion of Alternatives

?Recommendation/Rationale

?Action Plan/Next Steps

?Contingency Plan