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Ma trận Ansoff Phát Triển Sản phẩm- Thị trường- Marketer Không Nên Bỏ Qua
Bạn có biết Ma trận Ansoff là gì chưa?
Ma trận Ansoff trong tiếng Anh là Ansoff matrix. Nó có tên gọi khác là ma trận sản phẩm – thị trường (Product – market matrix).
Ma trận Ansoff (Ansoff matrix) là ma trận dùng để phân tích quy mô thay đổi trong chiến lược sản phẩm và thị trường của một doanh nghiệp.
Hãy cùng Ngân tìm hiểu về ma trận Ansoff để có thể thể thấu hiểu hoạt động Marketing của doanh nghiệp. Từ đó có những chiếc “ Content phù hợp” giúp kết nối với khách hàng bạn nhé!
Các yếu tố cốt lõi của ma trận Ansoff
Khi nói đến ma trận Ansoff thì có 2 yếu tố bạn cần nắm vững. Đó là:
- Sản phẩm hiện tại và mới
- Thị trường hiện tại và mới
Quy trình xây dựng và phân tích ma trận Ansoff
Bước 1: Xây dựng sản phẩm, thị trường hiện tại của doanh nghiệp
Bước 2: Xác định các sản phẩm hay thị trường mới, tiềm năng của doanh nghiệp
Bước 3: Xây dựng ma trận để xác định vị thế và các định hướng chiến lược của Doanh nghiệp.
Phân tích mô hình Ansoff
Giai đoạn 1 Thâm nhập sâu hay củng cố thị trường
Trước tiên, việc thâm nhập sâu hay củng cố thị trường giúp đẩy mạnh bán sản phẩm hiện tại thông qua những nỗ lực marketing của các marketer.
Mục tiêu của việc thâm nhập sâu hay củng cố thị trường
Thúc đẩy khách hàng mua về số lượng và số lần. Tức là nhiệm vụ của các marketer là đẩy mạnh mức độ thường xuyên cho sản phẩm khi mới thâm nhập vào thị trường.
Thu hút khách hàng của đối thủ cạnh tranh
Thuyết phục khách hàng tiềm năng
Vậy Marketer cần làm gì để thâm nhập sâu hay củng cố thị trường
Khi chúng ta xem xét sự thâm nhập thị trường, nó thường bao gồm các sản phẩm đã tồn tại và đang tồn tại trong một thị trường hiện có.
Trong chiến lược này, đứng dưới góc độ doanh nghiệp, bạn có thể khai thác thêm các sản phẩm mà không nhất thiết phải thay đổi sản phẩm hoặc phát triển của sản phẩm sẵn có. Điều này có thể thực hiện được thông qua:
Việc sử dụng các phương pháp khuyến mại.
Đưa ra các chính sách giá khác nhau có thể thu hút nhiều khách hàng hơn
Có thể làm cho việc phân phối rộng rãi hơn.
Giai đoạn 2 Phát triển thị trường
Thị trường mới sẽ bao gồm:
- Khu vực mới, vùng mới, quốc gia mới
- Thị trường mới được điều chỉnh phù hợp bằng các kênh phân phối hay truyền thông mới.
Trong chiến lược này, doanh nghiệp bán các sản phẩm hiện có của mình sang các thị trường mới. Điều này có thể thực hiện được thông qua phân khúc thị trường sâu hơn để hỗ trợ xác định cơ sở khách hàng mới. Chiến lược này giả định rằng các thị trường hiện có đã được khai thác hết do đó cần phải mạo hiểm vào các thị trường mới.
Có nhiều cách tiếp cận khác nhau đối với chiến lược này, bao gồm:
Thị trường địa lý mới, kênh phân phối mới, bao bì sản phẩm mới và các chính sách giá khác nhau.
Tại các thị trường địa lý mới, doanh nghiệp có thể tiếp cận bằng cách xuất khẩu sản phẩm của mình sang các quốc gia mới khác. Nó cũng có nghĩa là thiết lập các chi nhánh khác của doanh nghiệp trong các lĩnh vực khác mà doanh nghiệp chưa mạo hiểm.
Nhiều doanh nghiệp đã áp dụng phương thức nhượng quyền thương mại như một cách để thiết lập các chi nhánh khác tại các thị trường mới.
Ngân sẽ giúp bạn hiểu hơn thông qua một ví dụ về việc phát triển thị trường.
Mì Hảo Hảo được xuất khẩu ngược lại Nhật Bản
Vậy đâu mới là lý do khiến mì Hảo Hảo được bán ở thị trường Nhật Bản .
Lý do của lần nhập khẩu ngược của Hảo Hảo không phải chỉ nhắm đến đối tượng khách hàng là người Nhật mà quan trọng hơn còn là để đáp ứng nhu cầu của cộng đồng người Việt tại Nhật.
Cùng với việc chính phủ Nhật Bản đang nghiên cứu các chính sách để giải quyết các vấn đề liên quan đến người nước ngoài, các doanh nghiệp tư nhân cũng có những triển khai riêng hướng tới đối tượng là người nước ngoài sống tại Nhật Bản mà việc nhập khẩu ngược Hảo Hảo là một ví dụ.
Giai đoạn 3 Chiến lược phát triển sản phẩm
Tăng doanh thu bằng cách tung sản phẩm mới ra thị trường hiện tại.
Ngân ví dụ như: Bạn có thể thay đổi sản phẩm, nâng phiên bản mới, thay đổi kiểu dáng… Hoặc ví dụ đối với những sản phẩm đóng gói thì các marketer có thể tăng doanh thu bằng cách ra đa dạng hóa sản phẩm.
Giai đoạn 4 Đa dạng hóa sản phẩm
Ở chiến lược này, các marketer sẽ gặp khá nhiều khó khăn khi phát triển sản phẩm mới. Đơn giản nó tác động đến thói quen tiêu dùng của khách hàng rất khó bị thay đổi.
Chỉ thực hiện khi doanh nghiệp thấy được sự tiềm năng của sản phẩm trên thị trường hiện tại.
Phát triển sản phẩm theo chiều dọc, tận dụng tối đa công nghệ sẵn có
Phát triển theo chiều ngang, trên nguyên tắc cùng thỏa mãn một tệp khách hàng, dù trên nguyên tắc công nghệ khác.
Phát triển thành một tập đoàn kinh doanh đa ngành nghề kinh doanh trên nhiều ngành nghề khác nhau.
Chiến lược tăng trưởng này liên quan đến việc tổ chức tiếp thị hoặc bán sản phẩm mới cho các thị trường mới cùng một lúc.
Đây là chiến lược rủi ro nhất trong số các chiến lược khác vì nó liên quan đến hai ẩn số, sản phẩm mới được tạo ra và doanh nghiệp không biết các vấn đề phát triển có thể xảy ra trong quá trình này. Ngoài ra còn có một thực tế là có một thị trường mới đang được nhắm mục tiêu, điều này sẽ mang lại vấn đề là có những đặc điểm chưa rõ. Để một doanh nghiệp có thể thực hiện một bước đa dạng hóa, họ cần phải xác định đúng thực tế của mình về những gì họ mong đợi đạt được từ chiến lược và đánh giá rõ ràng những rủi ro liên quan.
Đa dạng hóa liên quan và đa dạng hóa không liên quan.
Trong đa dạng hóa liên quan, điều này có nghĩa là doanh nghiệp vẫn hoạt động trong cùng một ngành mà nó đã quen thuộc. Ví dụ, một nhà sản xuất bánh đa dạng hóa thành một nhà sản xuất nước trái cây tươi. Sự đa dạng hóa này diễn ra trong cùng một ngành là ngành thực phẩm.
Trong đa dạng hóa không liên quan, thường không có quan hệ ngành hoặc kinh nghiệm thị trường trước đó. Ví dụ, người ta có thể đa dạng hóa từ ngành thực phẩm sang ngành cơ khí.
Một số Mô hình Ansoff của một số doanh nghiệp
Ngân sẽ phân tích giúp bạn hiểu hơn về ma trận Ansoff của Coca Cola bạn nhé!
Khi ở giai đoạn đầu, hãng đã tung ra dòng Coca Cola có pha thêm mùi vị như: Cherry, Chanh, Vani…khi thâm nhập vào thị trường nước giải khát.
Bước sang giai đoạn mở rộng thị trường, dựa trên sản phẩm sẵn có là Diet Coke. Coke Zero đã ra đời. Diet Coke đã ra đời vào những năm trước đó, thế nhưng sản phẩm này lại nhắm đến đối tượng là phụ nữ và không thích uống quá nhiều đường.
Để khắc phục rủi ro này, Coca Cola đã chuyển sang thiết kế dành cho nam giới với màu đen của vỏ lon- tạo sự mạnh mẽ, thu hút mọi ánh nhìn của nam giới.
Vào giai đoạn 3, Coca- Cola đã phát triển sản phẩm Coca- Cola vitamin.
Cuối cùng, Coca Cola đã chính thức bước sang chiến lược cuối cùng trong ma trận Ansoff đó chính là Đa dạng hóa. Khi nhận thức của khách hàng về sức khỏe ngày càng gia tăng và sự ưa chuộng đối với đồ uống carbonate ngày càng giảm, Coca Cola đã táo bạo mua lại Glaceu nhằm tiến thân vào thị trường đồ uống “lành mạnh”.
Ngoài ra, Coca Cola còn tiến hành đầu tư sản xuất một loạt các vật phẩm không có sự liên quan rõ rệt tới sản phẩm truyền thống như: Bút, kính, áo phông và thậm chí là tủ lạnh.
Hi vọng bài viết sẽ giúp bạn hiểu hơn về mô hình Ansoff của doanh nghiệp bạn nhé!
Xem thêm: 4P Trong Marketing- Nền Tảng Của Các Chiến Lược Marketing-Mix
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