少儿美术培训学校创业计划书完整版

类别:经营管理
发布日期:2021-12-29

今天给大家分享的是少儿美术培训学校创业计划书,内容非常全面,从选址到开业所有预算面面俱到。计划书内容较长,请大家细心浏览。

一、选址与市场环境分析

选址

从市场调查报告中我们得出,虽然在家长看重培训班哪些方面的选项中,师资、培训模式和名声位居前三,选择位置因素的只有7.79%,但是,从另一个问题中,我们可以看出,59.09%的家长都是自己接送孩子或者孩子自己步行去参加培训班的。所以,至少59.09%的家长都为孩子报了离家比较近的培训班,并且家长在选择培训班的时候,位置因素已经在他们潜意识中起了作用,距离家近的培训班才会在家长的考虑范围,大部分家长在选择看重培训班哪个方面的时候,都是以距离近为前提的。

另外,81.82%的孩子只有周末有时间,所以也只有周末孩子才能参加培训班。所以,涂途在选址的时候,要靠近小区,学校的影响因素要小一点,因为周末孩子都在家,去培训班都是从家里出发,所以涂途的选址应优先考虑小区周围。

①、彩云湖小区分布图

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

②、彩云湖小学分布图

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

总结

从调查报告和地图中可以看出,优先考虑小区周围是最理想的选址方式。此版块小区和学校都比较多。根据调查报告中的结果,我们选定了朝阳路恒高月光宝盒小区一带。这一块交通有朝阳路,小区有月光宝盒和玖隆城等,靠近彩云湖国家湿地公园,方便培训班带学生写生等活动的开展。总的来说,这一块地方满足了消费者对培训机构地点的要求,也方便以后的发展。

宏观环境分析

1.政治环境分析

中国的中小学基础教育正处在改革阶段,一方面提出减负的要求,禁止公立学校开办各种补习班;另一方面,十七大报告又再次强调必须全面实施素质教育,促进基础教育均衡发展。政策上对公立学校开办课外补习班的禁令为第三方课外辅导机构带来了发展的契机。目前,对课外辅导机构的政策环境比较宽松,对资本、办学门槛等方面均没有严格的限制,导致了市场上此类辅导机构数量众多、市场份额分散、竞争自由,为有实力的领先企业整合提供了市场、引领行业发展的机会。

2.经济环境分析

经济的可持续发展带来了家庭可支配收入的增长。统计数据显示,目前超过半数的城市家庭,孩子每月花费占家庭总收入的20%以上,44.29%的家庭每月用于教育子女方面的费用在500元到1000元之间,其中绝大部分用户是用于课外辅导的教育培训中。早教在城市比例达到了46%,我国城市家庭中:35%家庭对孩子学前教育支出费用在500-1000元/月,大于1000元/月的家庭占到10%。按照每个婴幼儿300元/月计算,我国早教行业市场规模达300亿元。我国早教行业毛利率以及净利率较高,为牟利行业,其中,毛利率达到60%,净利率达30%。

3.社会环境分析

2011中国有34%的家庭选择了课外培训,在城市中这个比例更被大大的放大了,达到了62%.这说明,在现在的社会,课外培训被大家变成了一种习惯,认为孩子就应该课外培训。2011年,我国有1.7亿中小学生,这些保证培训行业的市场潜力巨大.

4.行业现状

市场混乱,很多培训机构只重视即时利益,不重视教学质量。

师资匮乏,富有本土特色,充分了解培训需求的教师非常少。

课程僵化,很多培训机构实行“拿来主义”。没有自主的课程,类同性太高。

品牌弱势。培训机构众多,但是用户能记住的寥寥无几。

微观环境分析

周围3个幼儿园,2个小学。其中三色幼儿园有学生300个,奇特乐幼儿园200个,小精灵幼儿园150个,火炬小学2016个,潘龙小学1100个,附近可以确认的生源有3766个。彩云湖地区周围有13个小区。住户超过5000户,人口8.8W,市场潜力很可观。

总结

从市场的分析中可以看出,少儿培训市场需求还是很大的,并且具有政策方面的优势。而彩云湖地区,消费者数量充足,具有良好的发展潜力。但是从另一方面看,行业现状比较混乱,市场分散,没有形成集中的比较大的品牌。所以涂途要进军这个市场,就要抓住机遇,同时认清行业中的弊端,寻找一个可以打破行业现状的模式,在少儿培训机构中取得成功。

一、竞争者分析

培训机构

定位

收费(一课时)

规模(学员)

东艺术教育艺

高中培训

——

大于300

馨心艺术培训

传统培训

40-60

150-230

百家筝鸣古筝艺术中心

古筝培训

150

100-150

瑞星艺术培训

高中培训

——

——

晓雯音乐学校

音乐培训

50-150

大于300

彩云湖地区,周围有培训机构6家。东艺艺术教育主要针对高中学生,和我们的目标人群完全不一样,不考虑。馨心艺术培训,采用传统的教育培训,主要的培训课程有美术,书法,音乐等,课程很杂,没有核心课程,学生有150到230之间,课程收费在40到60之间每个课时。百家筝鸣古筝艺术中心,专业教古筝的学校。学生有100到150个,收费比平常的培训班高,每个课时在150左右。瑞星艺术培训,也是一个针对高中生的艺术培训机构,剩下的晓雯音乐学校,学生人群很广,幼儿园,初中,小学都有,但是也是一个专业性很强的培训机构。学生在300以上。收费比较杂,50到150不等。

所以,和我们有直接竞争的机构只有馨心艺术培训,但是它没有明确的定位,是一个比较大众的培训机构,况且从彩云湖地区生源情况来看,这完全够不成激励的竞争环境。

三、消费者分析

1、消费者基本情况

我们的目标消费者是孩子在4到12岁的家庭,这些家庭收入稳定,有一定的经济基础,父母一般工作比较忙,陪孩子的时间较少,但是又非常重视孩子的教育和对孩子兴趣的培养。通过调查分析我们得出,这些家长都非常重视孩子的兴趣,对于给孩子报培训班的事,首先考虑的就是孩子的兴趣。

2、消费者关心的问题

①、父母让孩子参加培训的目的

在家长选择让孩子参加培训班目的的时候,61.04%的家长都是因为孩子自己的兴趣参加的,59.09%的家长是为了培养孩子的特长,还有一项是为了让孩子多于别的小朋友沟通,这一项虽然只有13.64%,但是目前其他的培训机构尚未重视,这是我们发现的极为重要的消费者需求,对后期定位极为重要。

您让孩子参加培训班的目的

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

②、消费者选择培训班的原因

在家长看重培训班哪个方面的选项中,位居前三的分别是:师资(39.61%)、培训模式(23.38%)、名声(14.29%),这三项是相互关联的,师资好自然名声就好,而培训模式也会随着名声宣传出去,同时培训模式的好坏也关系到名声的好坏。

您为孩子选择培训班时主要看重下面什么

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

③、消费者接触培训班的渠道

54.55%的家长是通过朋友介绍知道培训班的,其次是路过培训班和宣传单上了解到的,所以培训班的宣传应该注重口碑,门面装饰要吸引人,同时需要配合宣传单的传播。

你是通过什么方式了解到培训班的

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

④、孩子去参加培训的交通方式

少儿去培训班的方式,集中在家长接送和自己步行两项,其比例分别是32.47%和26.62%,所以培训班的位置是极为重要的,要接近消费者的住处。

你孩子一般怎么去培训班

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

⑤、消费者中意的培训班容量

1、培训班容量的调查中,家长中意的容量在4到11人这个分段占了80.52%。

你认为多少容量的培训班合适

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⑥、消费者能够承受的培训费用

35.06%的家长认为培训价格在500到1000每月是能够接受的。这是广大消费者最能接受的一个价位,也是符合现在经济发展水平的一个价位。

您孩子参加培训班时每个月花费多少

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

总结:从消费者分析中我们看出:

①、父母给孩子报培训班的首要因素是孩子的兴趣

②、父母在选择培训班的时候,会主要考虑培训班的位置,师资,口碑和价格等因素。

③、54.55%的家长是通过朋友介绍知道培训班的,其次是路过培训班和宣传单上了解到的,所以,口碑和户外媒体是消费者了解培训机构的主要渠道。

④、少儿去培训班的方式,集中在家长接送和自己步行两项,其比例分别是32.47%和26.62%,所以培训班的位置是极为重要的,要接近消费者的住处。

⑤、80.52%家长中意的培训班容量在4到11人

⑥、61.03%的家长认为培训价格在500到1500每月是能够接受的。这是广大消费者最能接受的一个价位,也是符合现在经济发展水平的一个价位

所以,涂途应该首先吸引孩子的兴趣,选择靠近住宅区的位置,做好前期宣传,树立良好形象和口碑。

四、产品分析

优势:涂途少儿美术培训机构选址为彩云湖国家湿地公园附近,这一块培训机构较少,小区比较多,所以可以有效的规避竞争者,同时又有较大的市场潜力,这是地理上的优势。另外抓住了其他培训机构没有抓住的消费者诉求——孩子的兴趣,有较大的市场竞争力和发展潜力。

劣势:新兴的培训机构没有市场基础,难以吸引招生,缺少口碑和历史积淀,容易受到其他培训机构的冲击。

机会:寻找到市场空隙,成功发现新的市场和消费者需求,具有很大的发展空间。

威胁:周围的培训机构会抢占市场,消费者对新兴的培训机构没有认同。

总结:由于是新兴的培训机构,缺少竞争力,所以前期要规避竞争,细分市场,寻找市场空隙,填补市场空隙,避免跟成熟的竞争者产生直接竞争,先站稳脚跟,保证一定的市场占有率。拥有了一定市场后就需要做好口碑宣传,进一步宣传企业的独特培训模式和自身的优势,维持老客户,发展新客户,扩大知名度,从而全方位进一步扩大市场占有率。

五、产品定位

1、市场差异化的产品定位

①、区域竞争力分析

培训机构

定位

收费(一课时)

规模(学员)

东艺术教育艺

高中培训

——

大于300

馨心艺术培训

传统培训

40-60

150-230

百家筝鸣古筝艺术中心

古筝培训

150

100-150

瑞星艺术培训

高中培训

——

——

晓雯音乐学校

音乐培训

50-150

大于300

本区域内,五家不同的培训机构都有自己的特色,东升和瑞星是专业的高中艺术培训,百家筝鸣和晓雯音乐学校是音乐类的培训机构,只有馨心是传统的培训,其培训业务内有美术培训,这一点与涂途会产生竞争,但是,馨心是一个比较全方位的培训机构,其美术培训没有特点,只是模式化的培训。

与这几个培训机构相比,涂途就有自己的独特的优势,首先是有庞大的市场,在这一小块区域内就有几千的目标消费者。其次是交通便利,朝阳路,经纬大道和迎宾大道交错。另外还有就是靠近彩云湖国家湿地公园,自然环境良好,便于开展丰富多样的课外活动课程。

②、产品竞争力分析

填补市场空隙:专业的美术培训机构,是爱好绘画儿童的天堂。

贴近消费者:选址靠近小区,方便孩子上课和家长接送。

良好的外部环境:靠近彩云湖国家湿地公园,方便课外活动的开展。

③、总结

从区域竞争力和产品竞争力分析中我们可以看出,涂途少儿美术培训机构是一个专业的美术培训机构,靠近国家湿地公园,有良好的外部环境。邻近居民小区,方便孩子上课和家长接送。

这里我们提取几个关键因素:身边、彩云湖、小区旁。

所以,我们提取出一个字:近。

2、满足目标消费者的情感定位

从消费者分析中得出了消费者最看重的几个点

①、喜欢选择较近的培训机构

②、看重孩子自己的兴趣

③、看重培训机构的口碑

④、希望孩子能够多和别的小朋友沟通

这里需要明确的一点就是,购买者和使用者是分开的。可以看出来,使用者唯一的影响因素就是自己的兴趣,所以,对于使用者的营销手段就是吸引他们的兴趣,这一点在宣传中会有相应的措施。对于购买者,要满足的要求比较多,首先是要靠近购买者的居住地,其次是有良好的口碑,有自己的特色,能让孩子与周围的环境有更多的沟通。

总结

我们的目标消费者(购买者)是一个比较大的群体,从事的工作多种多样,收入水平也有较大的差距。但是他们在选择培训班的时候,考虑更多的则是使用者的感受,所以,我们要从购买者的角度出发,满足使用者的需求。

那么,我们提取几个词语:沟通、特色、培养。

所以我们给出定位:全。

3、定位

产品定位:近。

形象定位:全。

总体定位:“近”善“近”美

具体阐释:产品定位就是要让消费者知道,涂途是离消费者最近的专业培训美术的培训机构。这一个定位主要是吸引消费者去了解涂途,只要消费者有让孩子参加培训的想法,那么看到离身边最近的培训机构,消费者就能方便的去了解这个机构,从而涂途才能进一步去吸引消费者,这是涂途走向市场的第一步。

形象定位就是在消费者被产品定位吸引时,进一步去推销自己的手段。全,就是表达出我们的培训,是从孩子的角度出发,在教孩子画画的时候,更多的是给孩子建立一个系统全面的培养机制,从建立孩子成长数据库,到因材施教的教学模式,再到定期全方位的教学效果评定和跟家长反馈教学信息。这些都是我们涂途所坚持的全方位原则,虽然涂途是新的机构,但是不论其教学和服务都是极其优秀和完善的。

总体定位中,第一个近是指离消费者近,这一点是涂途最基本的特点,也是涂途走进消费者的第一步,我们涂途就是比别的培训机构离消费者近,所以我们就需要简单粗暴的直接说出来,不跟消费者拐弯抹角;第二个近就是指情感上的近,涂途的培训,是贴近孩子的培训,是根据每个孩子不同情况而因材施教的培训,同时,涂途也会保持与家长的信息反馈和交互,定期向家长反馈孩子的信息,也能从家长那里得到孩子的信息,方便了解每一个孩子,给孩子最适合的教育,最后,涂途的近,也是最贴心的近,为每一个孩子都建立数据库,实时跟踪引导孩子的成长和学习,就像最贴心的亲人一样陪伴每一个孩子的成长。

六、营销战略策划

1、战略目标

①利润目标

我们的目标是月利润达到80000元,力争年利润达到100万元。

②、市场占有率目标

涂途确保在彩云湖地区的培训机构中做到品牌知名度第一,市场占有率在彩云湖地区达到5%,也就是招生人数应该在150人左右。

2、战略规划

以彩云湖为中心,辐射周边版块。在彩云湖市场生存下来后,进一步扩大宣传和办学规模,辐射到杨家坪等周边版块。

3、战略部署

战略部署的核心是“生存与发展协调推进”

生存就是确定选址和前期宣传招生,先在彩云湖地区确定合适的选址,然后在开业前争取把传单散发到彩云湖大多数小区,确保开业的人气。

发展就是在前期宣传的同时,通过全方位的宣传,把涂途的办学理念和特色传达给消费者,建立自己的核心竞争力,确保生源的稳定和增长。

七、营销战术策划

1、产品策略

涂途培训要以打造最贴近消费者的专业美术培训为目标,建立自己独特的培训特色。在经营上,要能满足满足消费者需求,同时引导消费者观念,把自己的独特的经营理念植入到消费者心中,丰富办学模式,全方位的服务消费者。

2、价格策略

市场上同类竞争者的价格定位一般在40-60元每课时,但是涂途是专业的美术培训,课外实践多,培训模式新,投入相比同类普通的培训要高,所以涂途的价格定位在80元每课时,这一价格也在消费者的承受范围之类,也能彰显出涂途的优质办学特点。

3、推广策略

从消费者调查中我们发现,大多数消费者都是从户外广告和亲朋宣传中了解到培训机构的,所以涂途的推广应该以户外媒体宣传和口碑宣传相结合的方式,线上线下相互协调的方式来推广。

①、传单宣传:在开业前派发大量传单,把开业的消息传达给消费者,同时告知消费者涂途有开业活动,邀请消费者参加体验。

②、开业活动:开业的成功与否直接影响到前期招生的规模,由于购买者和使用者分开的情况,大多数父母都没有直观的了解各个培训班的教学情况,所以,举办开业活动,让父母直接了解,亲身体会涂途的培训是很有必要的。举办开业活动,不仅能吸引更多的人气,也能直观的把涂途的特色传达给购买者,形成前期的口碑。

活动时间:2015年7月4日(周六)

活动地点:涂途少儿美术培训机构

活动主题:童眼看世界

活动内容:培训机构的老师在活动现场作画,并且可以邀请孩子单独或者与老师一起绘画,并在活动结束时给孩子的画作评分,给予小礼物奖励。举办模拟小课堂,家长和孩子可以亲身体验。对参加活动的孩子给予开业优惠报名活动。

③、媒体宣传:在周围的公交站牌和公交车身发布平面广告,利用公交车的流动性,扩大涂途的影响范围。在小区周围的户外媒体发布广告,加深周围消费者对涂途的了解(详见媒体计划)。

④、口碑营销:利用开业活动的影响,在消费者群体中建立口碑营销。同时建立微信公众号,利用微信和微博的平台,进行主题帖转发优惠报名活动。

主题:我的小小大画家

流程:在涂途公众微信上开展“我的小小大画家”活动,在微信朋友圈中转发该微信并附上孩子的画作,以便家长交流教育孩子心得,寻找具有绘画天分的孩子,同时活动最后抽取3名幸运用户,获得涂途开业报名5折优惠。

⑤、事件营销:多举办绘画比赛和写生活动,并撰写相关软文,在微博和微信平台扩大宣传,加深消费者的了解。

绘画比赛

主题:涂途杯绘画比赛

地区:涂途少儿美术培训机构

对象:在涂途培训的学生

时间:2015.10.8

写生活动

主题:画出“风采”写生活动

时间:每年春秋两季

地区:彩云湖国家湿地公园

对象:在涂途培训的学生

内容:在彩云湖国家湿地公园,由老师带队进行写生活动,每个学生完成一幅画作,完成之后会评比排名,前十的给予奖励。

4、经营策略

①、经营模式

采用10-15人的小班办学模式,开班10个培训班级,大概招生人数为150人。开班周一到周五的晚上培训班级,双休的周末培训班级和暑假寒假的假期培训班级。

②、经营理念

以有特色的专业美术培训机构为理念,致力于打造彩云湖地区第一的美术培训机构。重视孩子的团队合作和实践,不仅培养孩子的绘画能力,更能培养孩子的合作和与外界沟通的能力。

③、运营特色

团队学习:每个班分成若干学习小组,定期布置团队作业,加强孩子的团队合作意识。

写生实践:每个培训周期安排一次写生实践课程,可以带孩子就近到彩云湖国家湿地公园写生,增加孩子的实践能力,把让孩子走到课堂外,加深与大自然的沟通,实现学习和实践的相结合。

比赛实战:可以让孩子参加涂途自己举办的绘画比赛或者其他机构举办的比赛,刺激孩子的学习欲望和竞争意识,这样也能更加直观的表现出孩子的学习成果,让孩子父母对孩子的培训有更大的信心。

举办画展:在假期可以举办涂途画展,选取平时孩子比较好的作品,邀请孩子的家长和小区周围的居民参加,可以进一步扩大涂途的影响力,也能在消费者群体中形成口碑效应。

建立数据库:详细统计每个孩子的信息,可以在孩子生日的时候给孩子送上一份小礼物。跟进每个孩子的学习进度,定期向家长发送孩子的学习情况。这样能更加贴近消费者,会让家长觉得涂途的服务很贴心,更加愿意选择涂途,并为涂途向自己身边的好友宣传。

5、竞争策略

①、前期竞争

前期涂途还未在市场中站稳脚跟,所以就要突出的表现自己的特点——近,只有近,涂途才有机会吸引消费者目光,从而拿到第一批招生。

②、寻找核心竞争力

在涂途生产问题解决的同时,还应该需找自己的核心竞争力。涂途利用自己独特的经营特色,比如为孩子建立全面的跟踪引导的数据库,各种活动的开展,与消费者建立良好的沟通关系,保持与家长的信息反馈和交流,拿出最贴心的服务和最直观的培训成果,并在后期主要打造涂途的口碑,综合形成自己的核心竞争力。

八、广告创意

1、Logo

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IMs7XN7N1KB00PzL4Nrn43UnmatVEGZ+zRv/Gklk+J5p8lFat7G3tvwmNaedMfPmrKICIiAiIgIiICIiAiIgIiICIiAiovv3RSytljLIY26vGJwd0AZ1/rks+13c28zo9xJiMlHx62gMaD7IdzApqrTGvlM4byL4CHCoxBWadylayQvhLHh/hwhxH3jjlT0nkMeBRhposXbt1awm0vJCLhrqVkAZrr7vCnLitpARZO+ukghbdRvc0Qva97G+22oBB8i0RcROkMIe0yAaiyvap1IJURc/Fv0szYnMjH305iZXjG3N3X6kHQIi8yHS0kVwByxKD0i4U71K9n6CTUffdM9sbnVOROOkdAq7qC7aGMRRtjbg1oDRjXAIzMYSIobi5itWeJM4MbzcaLjoN7Lp5/Dlk7crXM0R+JWMVwAOVcEMO3RfAagHmsuHdTNfyWjdAZGBWru252fZHIcUYaqLln7lLJe+O1sgjYWxtbK8RRnV0UqXHMDhmaZLqCQ0VOACMzGH1FijcIbq7D2T6YoWvcWtdg+mBcfqt6czlgKmxd7kI3WxiIcyZ4bXoLcKeWiGGkiIjAiIg5yKOG3ge0+JMy3kLWFuLvEOeGXZLsCcnVPJZ1kx9vcyPuWAQuEWv8AUPMrtLyQO7UVc4cRgF1Em12smrXGCHP8RwORdSlaZeterPb4LFpbA2lTUnMnlny4DgjbL3c24mgfADoa5pZVvAU4LAcWG1ieGyyPc3wYHxuo7QPaJPZaX0zzphzXTLOfstk+MRGIaWhwaMezrxNOWPm4IxEsLZG+FK6G6YwB0rmtD6ySeI0B2eLRpBxPNdXLrLHeHQPodNcq8KrxbWsdrGIohRo/qtea9yte5pEZ0uOTqVp5EHMbh+tjj8C+ka+KUN1vYA3TR3cYM3ueMBhhnktnbYHkG6uY2MuH56R2gz2Wk8Tz+he7fa4YZPHdWSb+5IdRHVwb9kBXkMoLq5ZaROmlIDWgnH0LmBCbOPbXy9hrXO1l2FHSCory4rpp7OK4eySUajGS5gOVTxpzHDkpZYmTNMcjQ5pza4VCDJlvZJdxihtZA6MNc6draHSB3ceZJyVjc90trFuiaQMe8HTVpd5SG8PMrNtZQWgLYGNYDnpFKqSaMvaQw6XEUD6VIQfnMEMTbh3gvkeGgUdFb+1XLS44dea7/brk3MIc5kjCOz983S40406V4/aoBbOtGghju8Q46ifeLsyf9MsFZt4RBG2IEkNAbVxqcOaEyy94uBKW2EDWyXD8RqGoRj3z1cP6BwNqF5tclwLWPx4WSaHtyfhxH9FdnFbRwuc5jQHPNXHiT0lRWdkyzDwypMj3SuJ5uQeNu3AX8esMfGRgWyNp5uax9rijtXXDYY2vuxLJpa89rRUUJcamlDX6y6VRC2iEpnDR4hGkv405IPz1k0rx+oJcyJsjnkRM1APJpWrz2ncsyOhfoAtw+HwZz4gLdLyRTV5lVdslm6Rspjq5pLm4mgJNcq0zxWihMuSitnvZdbdFGxlwT23s7mgirB/4063FWrnaodvi1xCkk0tvQVwDg9p7Pyn6F0LY2tJcAAXd4gYmnNRTWzZpI5HE/dkua3hqIpXyCtOtGcp0REaiIiAiIgIiICIiAiIgIiICIiAiIgIiICIiAiIgIiICIiD/2Q==

2、平面广告

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

1、开业传单

宣传单主要是把开业活动的消息传达给消费者,吸引开业人气,所以传单画面以简单和涂鸦为主要风格,主要是传达开业的消息,吸引消费者。

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

九、媒体计划

 我们为涂途确定的选址是在彩云湖,目标客户锁定为彩云湖这个片区的居民。为增加消费者认知和宣传涂途少儿艺术培训机构,我们决定投放站牌广告和座椅广告

媒体优势:

1、推广成本低,回报率高,适宜大面积宣传及时效性宣传和其他媒体广告

相比,此种广告投资小,每天受众率高,适宜大面积宣传,使客户得到更大的投资回报。相对于传统媒体广告的生命周期与成本投入的比例,公交车车内广告有着非比寻常的优越性,对于希望以低预算达到成功占有市场的成功品牌尤为适用。

2、视觉冲击力强,覆盖面广、受众广泛

公交车车内广告便于展示品牌的推广思想,设计印刷精美的广告画面成为单调车厢内最亮丽的风景,广告内容图文并茂,即可有产品形象,又可配上文字加以补充说明,起到软文宣传的效果,广告给人以强烈的视觉冲击力,有利于迅速建立品牌知名度和维护品牌美誉度。

在相对封闭的公交车厢,乘客大多在无聊的等待中打发时间,公交车车内广告与乘客长时间、短距离的接触必定会加深乘客对广告的印象,使商场品牌的展露时机更多,从而大大提高广告的记忆率。
公交线路网络覆盖一个城市的大街小巷及周边地区,公交车的流动性每天将数十万的公交人流带到此种广告面前,各年龄、各层次的乘客均能接触,让产品品牌覆盖大多数消费群体。乘客在乘车享受其带来安全便利的同时,品牌已在不知不觉中摄入了他们的脑海。
3、无与伦比的高出镜率
公交车车内广告流动性强,传播面广,频繁上下的乘客,使产品广告在一天内得到无数次的曝光机会,而且独立而统一的品牌专车,将使产品品牌推广到最大极限。
4、主流媒体的强化剂
声色动感的电视广告,往往转眼即逝。大量的节目信息(如生动的影视片情节)又使消费者容易忘却曾经看过的广告内容;铺天盖地的报纸广告,往往让人目不睱接,过目即忘。公交车车内广告,能有效唤起消费者对电视和报纸广告的生动回忆,不断强化受众的记忆,扩大主流媒体的宣传效果。
5、更新画面灵活
对于求新求变的品牌或者系列性品牌广告非常适合,相对与其他媒体而言,更富有灵活性,更为突出的是只需要低成本运作,从而能及时根据市场变化而应对自如。

   同时从人群规模上来看,城市公交整体覆盖率已达城市人口的75.6%,上班族的90%,乘客每天乘车时间至少30分钟/次,是市民出行的首选交通工具。

   彩云湖附近一共有23个公交车站,其中117路807路109路238路268路472路公交站点是最多的,同时268路472路806路是辐射范围最广的(以彩云湖为中心点)。

所以我们在这几路公交车站点、座椅投放广告能够起到更快更广更高效的传播。

268路

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

472

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

806路

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

媒体安排

媒体投放分前期集中宣传和后期持续沟通两个阶段。

1、前期集中宣传

①、公交站牌

由于站牌成本较高,所以我们选择472路投放站牌广告

公交线路

站牌数量

投放时间

投放单价(元)

投放总价(元)

472

20

2015.7.1-2015.7.8(一周)

1500/块每周

30000

②、公交坐椅

公交坐椅选择268472两条线路投放

公交线路

公交车数量

投放时间

投放价格(元)

268

10

2015.7.1-2015.8.1(一个月)

7000

472

10

2015.7.1-2015.8.1(一个月)

7000

③、传单宣传

开业前需要在小区进行大量的传单派发,吸引消费者参加开业活动。

传单数量

传单单价(元)

人员费用(元)

总价(元)

1000

0.5

200

700

2、后期持续沟通

开业一段时间后的宣传,主要以间歇式的媒体投放,持续与消费者建立沟通交流。

①、公交车广告

投放媒体

投放时间

投放单价(元/每月每车)

投放总价(元/每年)

472公交坐椅

每年6月和1月(寒暑假前一个月)

700

14000

②、传单

招生旺季继续使用传单宣传,适当激发消费者认知。

传单数量

派发时间

人员费用(元)

传单费用(元)

总价(元/每年)

1000

每年6月和1月(寒暑假前一个月)

200*2

500*2

1400

十、预算

开业费用:

媒体

价格(元)

公交站牌

30000

公交坐椅

14000

传单

700

开业活动

2000

总价

46700

后期宣传

媒体

价格(元/每年)

公交坐椅

14000

传单

1400

总价

15400

十一、附录

1、调查问卷

卷编号:       访问员姓名:        调查时间:   月    日

针对孩子家长的调查问卷

尊敬的孩子家长:

我们是重庆理工大学的学生,也是涂涂培训机构的调查访问员,现在正在做一个关您们们对培训班的看法以及建议的调查问卷,希望可以办更好,更适合孩子及你们家庭的培训班。非常感谢您对我们工作的支持和帮助!

1.您孩子是男孩还是女孩( )(封闭式)

A,男孩      B, 女孩

2.您孩子是下面那个年龄段( )(封闭式)

A,4到6岁  B,6到10岁  C,10到12岁 D, 12岁以上

3.您孩子有参加过培训班吗?( )(封闭式)(没有就终止访问)

A, 有  B,没有

4.您孩子一般怎么去培训班( )(封闭式)

A,家长接送 B,自己步行 C,自己乘车 D,培训班接送

5.您孩子参加培训班一般是哪些时间?( )(多选)

A,周一上午 B,周一下午 C,周二上午 D,周二下午

E,周三上午 F,周三下午 G,周四上午 H,周四下午

I,周五上午 J,周五下午 K,周末

6,您让孩子参加培训班的目的?( )(多选)(封闭式)

A,没有时间带孩子 B,培养孩子的特长

C,周围小孩都上 D,孩子自己的兴趣  E,为了孩子的未来 F ,让孩子多学一项技能 G.其他

7.您是通过什么方式知道培训班的?( )(多选)(封闭式)

A,宣传单 B,电视广告 C,户外广告 D,朋友介绍 E,路过培训班看到 F.其他

8.您为孩子选择培训班时主要看重下面什么( )(封闭式)

A,价格  B,师资 C,名声 D,位置 E,培训模式

9.您认为培训班班级容量多少合适( )(封闭式)

A,1对1  B,4到7人 C,7人到11人 D,11以上

10.您孩子参加培训班时每个月花费多少( )(封闭式)(针对3题中选A的家长)

A,500以下 B,500到1000  C ,1000到1500 D,1500以上

11.您认为什么类型的老师适合4到12岁的孩子( )(多选)(封闭式)

A,严厉的 B,和蔼的 C,和孩子打成一片的 D,温柔的 F,柔弱的

12,当时您选择您孩子上过的那个培训班的理由是什么(开放式)(针对3题中选A的家长)

谢谢您的配合!

2、调查报告

通过对调研报告的统计分析,我们发现,涂途少儿美术培训机构主要面临的问题有两个方面:

第一是选址的问题,这是基本问题。只有选址定下来了,选好了才有立足之地。从报告中我们看出,59.09%的家长要么是自己接送孩子,要么是孩子自己步行去参加培训班的,从另一个方面来看,也就是说,这59.09%的家长都选择了离家比较近的培训班。另外,81.82%的孩子只有周末有时间,所以也只有周末孩子才能参加培训班。所以,涂途在选址的时候,要靠近小区,学校的影响因素要小一点,因为周末孩子都在家,去培训班都是从家里出发,所以涂途的选址应优先考虑小区周围。

第二个定位的问题,这是涂途要发展必须解决的问题。家长让孩子参加培训班主要的目的有培养孩子特长、多和别的小孩沟通、孩子自己的兴趣和为了孩子的将来,在这些家长重视的问题中,我们可以看出,大多数培训机构都是以培养孩子特长为自己的定位的,当然,这是家长让孩子参加培训机构的一个重要因素,没有错。但是,涂途想要在少儿培训机构中分一杯羹,甚至是获取更大的市场,仅仅凭这点定位是不行的,那么,我们就应该发掘一个别的培训机构没有注意到或者没有过多去关心,但是家长们非常重视的一个因素,并以此作为自己的核心竞争力。

那么,从上面的调查中我们可以看出,沟通是我们没有在别的培训机构宣传中看到的,同时,这也是一个非常具有潜力的定位。从报告中我们看到,13.64%的家长选择了沟通这一项,说明了有一部分家长已经渐渐认识到这一块的重要性,但是,仅仅是这样还不够,我们要让更多的家长认识到沟通的重要性,那么,我们就需要结合另一个很重要的因素——孩子自己的兴趣。家长在为孩子报培训班的时候,很大部分都是根据孩子的兴趣来的。所以,综上所述,我们给出的定位就是——童眼看世界。具体阐释就是,每个孩子都有对外界交流的兴趣,涂途少儿美术培训机构,能够让孩子通过绘画,通过美术,让孩子与身边的朋友,与社会,与大自然,与生活进行更加深入和完美的沟通。

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