Promotion “Above The Line” And “Under The Line”

Promotion can be loosely classified as “above the line” and “beneath the line” promotion. The promotional activities carried out via mass media like tv, radio, newspaper and so forth. is above the line promotion.

The terms 'below-the-line' promotion or communications, refers to types of non-media communication, even non-media marketing. Under-the-line promotions are becoming increasingly significant inside the communications mix of quite a few firms, not only these involved in fmcg goods, but also for industrial goods.

Some of the methods by which firms do BTL (beneath the line) promotions are by exhibitions, sponsorship activities, public relations and sales promotions like providing freebies with goods, trade discounts provided to dealers and consumers, lowered value delivers on goods, providing coupons which can be redeemed later and so forth.


Under the line sales promotions are quick-term incentives, largely aimed at shoppers. With the growing stress on the advertising and marketing group to attain communication objectives much more effectively in a restricted price range, there has been a require to locate out much more successful and price effective methods to communicate with the target markets. This has led to a shift from the frequent media primarily based marketing.

A definition of beneath-the-line sales promotion provided by Hugh Davidson:

'An quick or delayed incentive to obtain, expressed in money or in type, and obtaining only a quick term or short-term duration'.

Solutions of beneath the line sales promotion

1. Value promotions

Value promotions are also usually identified as” value discounting”. These can be accomplished in two methods:

(1) A discount to the regular promoting value of a item, or

(2) Extra of the item at the regular value.

Value promotions even so can also have a unfavorable impact by spoiling the brand reputation or just a short-term sales enhance (throughout the discounts) followed by a lull when the discount would be named off.

2. Coupons

Coupons are a different, really versatile, way of supplying a discount. Take into account the following examples of the use of coupons:

– On a pack to encourage repeat obtain

– In coupon books sent out in newspapers permitting consumers to redeem the coupon at a retailer

– A reduce-out coupon as element of an advert

– On the back of till receipts

The crucial objective with a coupon promotion is to maximize the redemption price – this is the proportion of consumers basically working with the coupon.

It will have to be ensured when a business makes use of coupons that the retailers will have to hold adequate stock to stay clear of client disappointment.

Use of coupon promotions is normally finest for new goods or possibly to encourage sales of current goods that are slowing down.

3. Present with obtain

The “present with obtain” is a really widespread promotional approach. In this scheme, the client gets a thing added along with the regular very good bought. It operates finest for

– Subscription-primarily based goods (e.g. magazines) – Customer luxuries (e.g. perfumes)

4. Competitions and prizes

This is an significant tool to enhance brand awareness amongst the target customer. It can be utilized to enhance up sales for short-term period and make sure usage amongst initially time customers.

5. Revenue refunds

Right here, a client receives a cash refund following submitting a proof of obtain to the manufacturer. Buyers normally view these schemes with some suspicion – especially if the approach of getting a refund appears uncommon or onerous.

6. Frequent user / loyalty incentives

Repeat purchases may perhaps be stimulated by frequent user incentives. Probably the finest examples of this are the quite a few frequent flyer or user schemes utilized by airlines, train firms, automobile employ firms and so forth.

7. Point-of-sale displays

Buying habits are altering for the men and women living in metropolitan cities. People today choose significant retail outlets like Massive Bazaar to nearby kirana retailers. Most of the choices of obtaining are taken by the virtue of point-of-sale displays in these retail outlets.


Most of the significant brands are following the suit of BTL promotion due to the fact of increasing costs of media primarily based promotion, marketing clutter and enhanced impulse getting.

Some of the intriguing examples are:

Most of the educational institutes like profession launcher, Time and PT are holding informative workshops and no cost tests for students which give a direct interaction of these institutes with the target client and therefore a appropriate platform to sell themselves.

Ring tones and music videos on cell phones are assisting the entertainment sector to market for a music video or a film for dirt-low cost price as compared to media promotion.

A variety of firms sponsor sport events to market their brand, but today media firms like Hindustan Instances are holding weekly events via out the nation in which firms can place up their stalls, show banners and posters and arrange for some enjoyable activities. These events give the firms a platform at really low value to market their brand and enhance visibility amongst target customer. These firms also give discount coupons to winners in the games, which in turn enhance the sales of the goods and make sure that initially time customers attempt these goods as nicely.

Pepsi organized an inter college cricket occasion for 425 schools across 14 cities which did wonders for the business by advertising the brand amongst the ideal target client for nearly no price.

Most of the pharmacy firms do BTL promotion by acquiring shelf space via medical doctors to show their goods or by providing away no cost calcium tablets once more via medical doctors, realizing that for a patient a individual advise from a physician would hold much more worth as compared to a industrial advertisement.

A further intriguing BTL promotion was by NIKE, an athlete dressed up in Nike sportswear could be observed jogging on an elevated treadmill for the entire day on National Highway eight, Delhi.

BTL promotions are gaining recognition amongst all significant firms today contemplating their effectiveness due to the fact of the “person client promotion” at a value, which is a lot lesser than the regular media promotions.

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