Page 144 - International Marketing

NPP

146 International Marketing BRILLIANT'S

2. Product adaptation: It involves modification or alteration of the
product to meet the local conditions or preferences. There are several
levels of adaptation. A company can produce a regional version of its
product, such as a Western European version, a North American version,
etc. For example, General foods blends different coffees for the British
(who drink their coffee with milk), the French (who drink their coffee black)
and Latin Americans (who want a chichory taste). A product can produce
a city version of its product. For example, a beer to meet Munich tastes
or Tokyo tastes. Finally, a company can produce different retailer ver-
sions of its product, such as a coffee brew for the Migros Chain Store and
another for the cooperative chain store, both in Switzerland.
Other companies follow a strategy of communication adaptation,
i.e. fully adapting their advertizing messages to local markets. The Schwinn
Bicycle Company might use a pleasure theme in US and a safety theme
in Scandinavia.
Media also need to be adapted internationally because media avail-
ability varies from country to country. TV advertizing time is very limited in
Europe, for example, ranging from four hours a day in France to none in
Scandinavian countries. Magazines also vary in effectiveness. For ex-
ample, magazines are a major medium in Italy and a minor one in Austria.
Newspapers are national in the UK but are only local in spain.
Major Marketing Communication Tools
The various communication tools in international marketing include
sales literature, trade fairs and other trade shows, international direct mail,
publicity releases and point-of-purchase materials.
(a) An important element of any campaign is sales literature, which
is normally translated for use in foreign markets. In some instances, the
material may be tailored to the characteristics of the target country. In
sales literature, it is admissible to include limited technical information
and should stick to facts.
For example, for industrial products and appropriate consumer
durables, the sales literature should list heights, dimensions and other
pertinent data in metric as well as British measures.
(b) International trade fair is a popular marketing tool in recent years.
Over 2000 trade fairs are conducted every year in over 70 countries. Some
are so popular that exhibitor's book space for years ahead. There are two
kinds of trade fairs:
 Horizontal trade fair, which allows the exhibition of a wide range of
products.