Friday, November 30, 2018

The Importance of Intellectual Property



What do we learn?

a.     What is intellectual property and its importance?
Ø  What is intellectual property?
·         Intellectual property: any product of human intellect that is intangible but has value in the marketplace.
·         Called “intellectual” property because it is the product of human imagination, creativity, and inventiveness.
Ø  Importance
·         Traditionally:  businesses have thought of their physical assets, such as land, buildings, and equipment as the most important.
·         A company’s intellectual assets are the most important.
Ø  What intellectual property to protect?
·         If the intellectual property is directly related to the firm’s competitive advantage.
·         If the intellectual property has value in the market place.
Ø  What are the common mistakes in regard to protect their intellectual property?
·         Not properly identifying all of the intellectual property.
·         Not fully recognize the value of their intellectual property.
·         Not legally protecting the intellectual property that needs to be protected.
·         Not using the intellectual property as part of the overall plan of success.

b.    4 key forms of intellectual property
1.      Patents
·         Patents: a grant from the federal government conferring the rights to exclude others from making, selling, or using an invention for the term of the patent.
·         patent does not give its owner the right to make, use or sell an invention.
·         3 basic requirments:
1.      Useful: it must have utility.
2.      Novel: it must be different from what has come before.
3.      Not obvious: it must not be obvious to a person of ordinary skill in the field.
·         3 types:
1.      Utility patents: New or useful process, machine, manufacturer, or composition of material or any new and useful improvement there of. ( duration: 20 years from the date of the original application)
2.      Design patents: Invention of new, original, and ornamental design for manufactured products. (duration: 14 years from the date of the original application)
3.      Plant patents: Any new varieties of plants that can be reproduced asexually. (duration: 20 years from the date of the original application)
·         Business method patents: A business method patent is a patent that protects an invention that is or facilitates a method of doing business.
·         Who can apply for patent-> the inventor of the business.
·         6 steps:
1.      Make sure the invention is practical.
2.      Determine the type of application to file.
3.      Hire a patent attorney.
4.      Conduct a patent search.
5.      File a patent application.
6.      Obtain decision from the government patent and trademark office.
·         Patent infringement: Takes place when one party engages in the unauthorized use of another party’s patent.
2.      Trademarks
·         Trademark: any word, name, symbol, or device used to identify the source or origin of products or services and to distinguish those product or services from others.
·         provide consumers with useful information.
·         4 types: (Renewable every 10 years, as long as  the mark remains in use)
1.      Trademarks: Any word, name, symbol, or device used to identify and distinguish one company’s goods from another. (ex: del, nokia)
2.      Service marks: Similar to trademarks, used to identify the services or intangible activities of a business, rather than a business’s physical products. (ex: amazon.com, eBay)
3.      Collective marks: Trademarks or service markets used by the members of a cooperative, association, or other collective group. (ex: international franchise association)
4.      Certification marks: Marks, words, names, symbols, or devices used by a person other than the owner to certify a particular quality about a good or service. ( ex: ISO 9000)
·         What is protected under trademark law?
o   Words
o   Numbers and letters
o   Designs and logos
o   Sounds
o   Fragrances
o   Shapes
o   Colors
o   Trade dress
·         Exclusion from trademark protection
o   Immoral/ scandalous matter
o   Deceptive matter
o   Descriptive marks
o   Surnames
·         3 steps:
1.      Select an appropriate mark.
2.      Perform a trademark search.
3.      Create rights in the trademark.
3.      Copyrights
·         Copyright: a form of intellectual property protection that grants to the owner of a work of authorship the legal right to determine how the work is used and to obtain the economic benefits from the work.
·         What is protected by a copyright?
o   Literary works.
o   Computer softaware.
o   Pantomimes and choreographic works.
o   Musical compositions.
o   Dramatic works.
o   Pictorial, graphic, and sculptural words.
·         Exclusion from copyright protection
o   The idea- expression dichotomy: The main exclusion is that copyright laws cannot protect ideas.
·         How to obtain copyright?
o   Copyright protection can be enhanced by attaching the copyright notice, or “copyright bug” 2001120413421001-copyright to something.
·         Copyright infringement: occurs when one work derives from another or is an exact copy or shows substantial similarity to the original work.
4.      Trade secrets
·         Trade secret: any formula, pattern, physical device, idea, process, or other information that provides the owner of the information with a competitive advantage in the marketplace.
·         include marketing plans, product formulas, financial forecasts, employee rosters, logs of sales calls, and similar types of proprietary information.
·         Qualification of trade secrets:
o   Not known outside the company.
o   Known only inside the company on a “need-to-know” basis.
o   Safeguarded by stringent efforts to keep the information confidential.
o   Valuable and provides the company a competitive advantage
o   Was developed at great cost, time, and effort.
o   Cannot be easily duplicated, reverse engineered, or discovered.
·         Trade secret protection methods
o   Physical measures:
§  Restriciting access
§  Password protecting computer files
§  Maintaining logbooks for access to sensitive material
§  Labelling documents
§  Maintaining logbooks for visitors
§  Maintaining adequate overall security measures
o   Written agreement: a firm should ask their employees to sign nondisclosure and noncompete agreements.

c.       What is the intellectual audit and its 2 primary reasons.
·         conducted to determine the intellectual property a firm owns.
·         2 reasons for conducting an intellectual property audit:
o   It is prudent for a company to periodically determine whether its intellectual property is being properly protected.
o   To remain prepared to justify its valuation in the event of a merger or acquisition.
·         Process of Conducting an Intellectual Property Audit:
1.      Develop an inventory of a firm’s existing intellectual property.  The inventory should include the firm’s present registrations of patents, trademarks, and copyrights.
2.      Identify works in progress to ensure that they are being documented and protected in a systematic, orderly manner.

Saturday, November 24, 2018

Unique Marketing Issues


What do we learn?

a.     3 steps entrepreneurial firms use to identify their customers.
1.      Segmenting the market
·         What groups of customers in my market are similar enough that the same product or service will appeal to all of them.
·         Market segmentation: studying the industry in which the firm intends to compete and determine the different potential target markets in that industry.
·         Markets can be segmented in a number of different ways, including:
o   Geography
o   Demographic variables
o   Physicographic variables
o   Behaviourial variables
o   Product type
o   Price point
o   Customer served
2.      Selecting target market
·         Which specific group of customers have been decided to be the target.
·         The market must be sufficiently attractive and the firm must have the capability to serve it.
·         Niche market: place within a market segment that represents a narrow group of customers with similar interests.
3.      Crafting a unique positioning strategy
·         What position will the firm occupy in the minds of the customers that will differentiate it from all of the competitors.
·         A “position” is the part of a market that the firm is claiming as its own.
·          A firm establishing a unique position in its customers’ minds by drawing attention to two or  three of the product’s attributes.
·         Firms often develop a “tagline” to reinforce the position they have staked out in their market, or a phrase that is used consistently in a company’s literature and thus becomes associated with the company.
·         Product attribute map: illustrates a firm’s positioning strategy relative to its major rivals.

b.    What is a brand and why is it important to an entrepreneurial firm’s marketing efforts.
·         What is a brand?
o   Brand: the set of attributes—positive or negative—that people associated with a company.
o   Brand management: program used to protect the image and value of an organization’s brand in customer’s mind.
·         Importance of a brand
o   a strong brand can be a very powerful asset for a firm. 
·         How does a firm establish a brand?
o   On a philosophical level, a firm must have meaning in its customer’s lives.  It must create value—something for which customers are willing to pay.
o   On a more practical level, brands are built through a number of techniques, including advertising, public relations, sponsorships, support of social causes, and good performance.
o   A firm’s name, logo, Web site design, and even its letterhead are part of its brand. 

c.      The 4Ps of marketing activities.
·         Marketing mix: the set of controllable, tactical marketing tools that it uses to produce the responses it wants in the target market.
·         4Ps:
1.      Product
o   The good or service a firm offers to its target market. 
o   Some startups meet this challenge by using reference accounts. (reference accounts: his/ her experience with the product)
2.      Price
o   The amount of money consumers pay to buy a product.
o   The price a company charges for its products sends an important message to its target market.
o   2 methods to set price:
1.      Cost-Based Pricing: The list price is determined by adding a markup percentage to a product’s cost.
2.      Value-Based Pricing: The list price is determined by estimating what consumers are will to pay for a product.
3.      Promotion
o   The activities the firm takes to communicate the merits of its product to its target market.
o   Advertising: making people aware of a product or service in hopes of persuading them to buy it.
o   6 steps to put an advertisement together:
1.      Identify the purpose of the ad: clearly identify one or more purposes that you expect the advertisement to achieve.
2.      Determine the target audience: identify who you want to see the ad.
3.      Select a medium: select a medium for the ad.
4.      Create the ad: create an ad that is appropriate for your audience, product, and budget.
5.      Select a place and time for the ad to appear: select the specific place and time of the day for an ad to appear.
6.      Fulfil expectations: make sure to have enough product on hand if the ad is successful.
o   Google adwords and adsense program
§  Google adwords: Allows advertisers to buy keywords on the Google home page. Triggers text-based ads to the side search results when the keyword is used. (the program includes local, national, and international distribution)
§  Google adsense: Allows advertisers to buy ads that will be shown on other Web sites instead of Google’s home page, google selects sites of interest to the advertiser’s customers. (advertisers are charged on a pay-per-click or a per-thousand impression basis)
o   Public relations
§  cost-effective ways to increase the awareness of the products of a company is through public relations. (public relations refer to efforts to establish and maintain a company’s image with the public)
§  techniques:
·         price release
·         blogging
·         media coverage
·         news conference
·         monthly newsletter
·         Civic, social, and community involvement
·         Articles in industry press and periodicals

o   Other marketing technique:
§  Viral marketing: Facilitates and encourages people to pass along a marketing message about a particular product or service.
§  Guerrilla marketing: A low-budget approach to marketing that relies on ingenuity, cleverness, and surprise rather than traditional techniques.
4.      Place
o   Encompasses all the activities that move a firm’s product from its place of origin to the consumer. 
o   Distribution channel: the route a product takes from the place it is made to the customer who is the end user.
o   2 approaches of distribution:
1.      Selling direct: sell direct to customer, maintaining control of the distribution and sales process. 
2.      Selling Through Intermediaries: sell through intermediaries and pass off their products to wholesalers who place them in retail outlets to be sold.


d.      7 steps sales process.
1.      Prospect for (or gather) sales leads.
2.      Make the initial contract.
3.      Quality the lead.
4.      Make the sales presentation.
5.      Meet objections and concerns.
6.      Close the sale.
7.      Follow up.