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Phelps Group: Building Brands Through IMC
Shereko Thrasher sherekot@yahoo.com Course MKTG 578
Professor Lynn Szostek
November 25, 2012

Video Case Study: Phelps Group: Building Brands Through IMC

How interesting is this topic since my maiden name is Phelps, of course, no relation. As I listened and read through this video case study, it felt as though I was watching a movie and these were the commercials I viewed during the break. The branding strategy the Phelps Group used to implicate Blue Shield 65 Plus is brand extension, where the existing name of Blue Cross Blue Shield extends to a new category.

Based on the communications elements shown for Blue Shield 65 Plus (ads, print material, etc.), answer the following. Explain your answers.

Describe the target market with which Blue Shield 65 Plus wants to communicate?
The target market would include senior citizens that are 65+ who are Medicare recipients, retirees and plan service area residents. These people are also self-reliant and lead active lives. They do not want to have to depend on others to help them if there are sufficient means available. Channel members (those who influence the target-market members) can be communicated with as well.

What effect does Blue Shield 65 Plus want its communications to have on the target audience?
It wants their target market to understand that nobody knows them like them. They also want them to know that the program is flexible, customized and simple, just for them. The male in the commercial appears to be happy and has the feeling self-reliance. This program is consistent with the self-concept of their target market. Activities such as going to medical appointments are regular responsibilities for this group. The basic effect is to have the target audience learn more about the product and get more information about it. Once they have decided that they like it, there is the benefit of possibly recommending it to others.

What is the message that will achieve the desired effect on its audience?
Simple and basic words, pictures and symbols should be used to send the message that Blue Shield 65 Plus is cost-efficient and it offers a free self-care book and other important healthcare information. The target audience perception is important also. As I stated earlier, the message needs to portray that the program is flexible, customized and simple and will appeal to their lifestyle. The commercial with the elderly gentleman was a simple way for the program to be introduced. Being picked up at their home with just a simple phone call is a convenience the program offers-twelve one-way or six round trips per year to medical appointments. The program offers Medicare beneficiaries all of the benefits of traditional Medicare plus additional benefits such as prescription and dental coverage. Basic ways to describe all these benefits will achieve the desired effects. Operant conditioning plays a strong part in marketing this program-what is the desired response when influencing consumers to sign-up. This leads to cross promotions that are attractive, as they get the benefit of other offers from different companies that may fit their lifestyle (Best Western, Hertz-vacationing retirees and Bally’s-many are beginning to work out more to better their health).

What means and media should Blue Shield 65 Plus use to reach the target audience with its message?
Using mass media is an effective way to reach the target audience. Television is the best way to reach them, as well as radio. Newspapers are very efficient because many retirees wake up early and go outside to get their papers to read on a daily basis. Print ads (flyers) placed on mailboxes are beneficial also. Direct marketing is valuable because retirees look forward to their mail being delivered; it is a plus to their day. Many retirees are savvy to the internet. There needs to be an understanding of what media the target audience uses.

When should Blue Shield 65 Plus communicate with the target audience to ensure that it likely will reach them?
Since the target market is 65+ retirees, the communications should be aired during the day, as many of them are home and watching television. Another strategy is a certain time of the month when many are getting their retirement and social security payments. A third strategy is communicating during open enrollment if the target audience has family members that have Blue Cross Blue Shield. Having satisfied customers is the goal and it is important to be able to reach them.

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