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Chapter 13

Identifying the target market

13.1: What is a target market?

bulletTarget Market refers to the group of customers to which the business intends to sell its products.
bulletMarket research establishes specific demographics of the target market. This influences the business owner's approach to promotional strategies, price strategies and presentation strategies.

13.2: Identify potential customers and their needs

bulletPotential customers are those people who in the future may purchase a product or service from a particular business.
bulletWhen identifying the target market the business needs to categorise the general market according to their business needs- identifying different segments of the market and then deciding which group offers the largest number of potential customers.

13.3: Identifying intermediate and/or final customer markets

bulletAn intermediate market is a first step: the market may change and the business will need to be open to change and finding new customers. The final customer market may be completely different to the initial intermediate market.
bulletA mass market is the market in general. A business using a mass- marketing strategy is not aiming the product or service at a particular group or segment but rather seeks a larger range of customers with a range of characteristics.
bulletMicro-markets are fragmented or smaller parts of the whole market in general. They are considered even more fragmented than a niche market (which is a more specialised focus group segmented from the mass market).
bulletA niche market refers to the breaking down of a market into smaller segments so that particular groups with certain characteristics are being targeted by business, for example, teenagers, women over 40 or sportspeople.
bulletA potential market is one that offers a business an opportunity for future growth and expansion.

13.4: Determining competitive advantage

bulletA competitive advantage is the strategies used by a business to ensure it has an edge over its competitors. This can be based on: offering better value for money, providing more benefits with your product, or by pricing your produce competitively.

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