Strategy and tactics of the launch

In Business, there is an important distinction between strategy and tactics. A strategy is a plan or practical measure designed to achieve certain objectives, while the tactics are the actions taken to implement the strategy and achieve these objectives.

The strategy relating to the launch of the Super Concentrated Cleaning System involved three stages:

Stage 1: to build excitement

Stage 2: to create awareness

Stage 3: to build product knowledge.

Building excitement usually involves informing the consumer that a new product will shortly be available. However, suspense is created by providing very few details of what the product actually is. Then, nearer the launch, you start to give the public a clearer idea of the product and its attributes. Finally, after the launch, you need to carry out a lot of hard work to build up an understanding of the brand and its advantages so that you build up a solid base of consumers.

One of Amway's best communications vehicles is its regular magazine, Amagram, which provides product details to its distributors. The communications programme devised for the launch of the Super Concentrated Cleaning System began with individual quarter page teaser adverts in Amagram and then built up to a full page spread prior to launch.

In terms of communications literature Amway created:

• a customer brochure to create the contact and build product awareness among customers

• a solution guide for the proper use of the products

• a demonstration kit to help distributors create a professional image and effectively demonstrate the performance of the product.