가장 대표적인 마케팅 툴을 소개하겠습니다. 이 툴들은 현재 자신의 위치를 파악함과 동시에 상대방과의 거리를 측정, 그 사이의 지형에 대한 통찰력을 만드는 것으로서 사업계획서에 들어가야 할 모든 요소들의 논리적 근거가 됩니다. 아주 쉬운 것은 아니지만 크게 어려울 것도 없습니다.
예시는 현재 영업 중인 ‘시내에 위치한 1인 로스터리 카페’로 했습니다. 왜냐하면 결국 사업계획서란 ‘사업을 시작한다면’이라는 전제를 깔고 작성하는 것이기 때문입니다.
1) SWOT 분석 (기업 내외부 분석) – 기업의 Strength(강점), Weakness(약점)과 시장의 Opportunity(기회) Threat(위협)을 분석하여 부정적인 것을 긍정적인 것으로 극복할 수 있는 전략을 짜는 툴입니다.
Ex 1) 시내에 위치한 1인 로스터리 카페, 경쟁사 : 스타벅스
1인 로스터리 카페 Swot 분석
|
긍정 |
부정 |
내부 |
강점 : 오너 역량과 커피 맛 |
약점 : 낮은 회전율, 약한 브랜딩 |
외부 |
기회 : 상권 내 유일한 로스터리 |
위협 : 근처 24시간 카페 |
- 위의 표를 보았을 때 이 카페가 해야 하는 일은 자명합니다. 강점을 키워 위협이 되는 근처 24시간 카페와 차별화된 경쟁력을 갖추는 것이죠. 이는 다시 말해, 커피 맛을 강화해야 한다는 것입니다. 이는 카페의 핵심상품과 관련이 있습니다.
2) 4P 분석 (핵심상품 분석) – Product(상품) Price(가격) Place(유통) Promotion(홍보)에 대해 전략을 짜는 것으로 현상 파악은 물론 향후의 전략을 구성하는 것에 필요한 툴입니다. 이 분석 또한 SWOT분석과 마찬가지로 자신과 경쟁사 각각에 적용할 수 있습니다.
Ex 2) 시내에 위치한 1인 로스터리 카페, 경쟁사 : 스타벅스
4P : 메인 상품 분석
|
설명 |
PRODUCT (상품) |
직접 로스팅, 산미가 강하다. |
PRICE (가격) |
경쟁사와 거의 동일 |
PLACE (유통) |
한 잔 내리는 데 걸리는 시간이 많이 걸림 |
PROMOTION (홍보) |
카페에 상품에 대한 홍보는 없음 |
근처 프랜차이즈의 위협을 극복하기 위해 4P분석으로 자사 상품에 대해 분석을 했습니다. 현재 상품의 특징은 직접 로스팅하여 근처 스타벅스의 커피에 비해 산미가 강하다는 것입니다. 그 외에는 특별한 포인트가 없으므로, 그 맛을 강화하거나, 맛을 마케팅 포인트 삼아 적극적인 홍보, 혹은 생산 속도를 높이는 등에 대한 방책을 마련해야 할 것으로 보입니다. 물론 전통적인 4P는 각 요소 별 전략을 짜는 것이지만 현실에서 그 모든 것을 할 수 없는 경우가 대부분이므로, 실전에서는 4P 분석 후 가장 가능성이 있는 것을 선택, 이를 구심점으로 이후의 전략을 논하는 것이 옳다고 할 수 있습니다. 그렇다면 그 방책은 어떻게 수립해야 할까요? 뒤에 나오는 STP 분석에 답이 있습니다.
3) STP 분석 (목표설정과 행동전략) – 시장의 플레이어들의 입지를 분석하여 가능성이 있는 시장의 공간을 찾는 분석으로, Segmentation(시장세분화), Targeting(목표 시장 설정), Positioning(진입)으로 구성됩니다. 먼저 시장을 세분화하고, 목표설정을 한 뒤, 마지막으로 그 목표를 이루기 위해 포지셔닝하는 것입니다.
Ex 3) 시내에 위치한 1인 로스터리 카페, 경쟁사 : 스타벅스
Segmentation(시장세분화) : 인구통계학, 심리학, 지정학 등 다양한 측면에서 시장을 세분화합니다. 여러 측면에서 살펴보면 물론 좋지만, 두 개만을 사용합니다. 왜냐하면 Segmentation(시장세분화) 다음 Targeting(목표 시장 설정)은 2차원 평면(x, y축으로 구성된 그래프)으로 시장을 표현하기 때문이죠. 3차원까지는 높은 난이도로 가능하겠지만, 4차원은 시각적으로 표현하기가 불가능합니다.
시장 세분화 방법
|
시장 1
|
시장 2
|
인구통계학 |
10~20, 여대생 |
30~40, 주부 |
심리학 |
멋진, 깔끔한, 세련된 |
편안한, 여유로운, 다정한 |
관여도 |
맛보다는 인테리어 |
인테리어보다는 맛 |
지정학 |
대학에 다니는 타지인 |
근처에 사는 주민 |
경제학 |
회전율이 높음 |
회전율이 낮음 |
Targeting(목표 시장 설정) : 위에 나온 시장들을 선택하여 2차원 그래프를 그려 시장의 판도를 그리는 단계입니다. 여기서 중요한 것은 1사분면(그래프의 오른쪽 위)에 향후 자신의 기업이 위치할 수 있는 시장세분화 요소로 x와 y축을 그려야 한다는 점이다. x축은 오른쪽으로 가야 긍정, y축은 위로 가야 긍정이기 때문에, 목표시장의 위치는 1사분면에 위치해야 합니다. 만약 그게 불가능하다면, Segmentation(시장세분화) 부분부터 다시 검토해야 한다.
그래프 사진
앞서 나온 Segmentation(시장세분화)의 결과로 위의 그림을 그렸습니다. 현재 경쟁사인 스타벅스는 높은 회전율을 가졌지만, 맛보다는 인테리어가 강조되며, 가게는 그에 대칭합니다. 그러므로 목표시장인 높은 회전율과 맛을 동시에 잡아 목표시장에 접근할 수 있는 전략을 짜야 합니다. 그게 바로 다음으로 나오는 포지셔닝이다.
Positioning(진입)
사진
위의 그림을 설명하기에 앞서, 먼저 포지셔닝에 대한 정의를 내리겠습니다. 실제와는 다르게 일반적으로 포지셔닝은 정적인 의미로 사용됩니다. 원래 포지셔닝은 동적인 의미의 것으로, Positioning은 명사이지만, 동명사임을 간과하고 있는 것이죠. 즉, 포지셔닝이란 지금의 위치에서 목표하는 곳으로 나아가는 액션플랜(Action Plan)을 말하는 것이지, 현재의 그림을 그리는 건 아닌 Targeting입니다. 다시 말해, 포지셔닝이란 ‘현재에 없는 것’을 절충해 ‘목표하는 시장에 안착하려는 노력’입니다.
그럼 다시 위의 그림을 살펴보도록 하겠습니다. 예시의 가게는 현재 회전율이 높지 않습니다. 이는 그래프의 x와 y축을 구성하는 것 중, 맛이나 인테이러어에 비해 실질적으로 수익을 발생시키는 부분이 약하다는 것입니다. 이를 개선해야 향후 경영에 있어 생존을 기약할 수 있습니다.
그 액션플랜은 자동 브루잉 머신, 혹은 에어로 프레스 등 빠른 속도로 추출할 수 있는 도구를 도입하거나, 전화예약을 통해 고객 정체를 완화, 고객이 대부분 현지 주민인 점을 반영해 머그컵, 텀블러에 할인을 도입하여 설거지 등의 부가적인 시간 소요를 줄이는 등의 방법 등이 있을 것입니다.
글CUP
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2024-04-16
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2024-04-16
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2024-04-16
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