[MUSIC] Hi, we are still discussing the expected results part of the marketing plan. And now we're going to discuss the non-financial objectives, how to measure them. Remember, the non-financial objectives are usually the brand related objectives. What are the typical brand related objectives that we included in the marketing plan? Well, things like brand awareness, or brand preference, or purchase intention. Why are they important? Well, basically because they are part of the buying process many times. And second, because we want to make sure that the marketing plan is not only focused on financial objectives, but also on non-financial objectives. We focus too much on the financial side, we might have problems with the brand equity. So it's good to have some measures of the levels of brand awareness that we're creating, for example. So let me explain you a little bit what is brand awareness. And brand awareness is basically the number of people that knows about your brand. The extent to which a brand is recognized by potential customers and is correctly associated with a particular product. How is brand awareness usually expressed? Well, basically as a percentage of the target market, or of the total market that knows about your brand. And how important it is to have brand awareness. It is very relevant. Basically we tend to assume that if they don't know you, they don't buy you, so you need to create brand awareness among the customers that you're pursuing. So how do you measure brand awareness? Many times what you do is a survey. So you take a sample of people and you ask them things like tell me brands of, I don't know, running shoes that you know. And then we can figure out different types of status. We can do recall status where basically you ask them just a question open like this, tell me brands of running shoes that you know about. And the guy could say I know Nike or Adidas. And then you can also do our recognition study where you basically can ask them, do you know brand Asics, as a running shoe brand? Is that yes or no? And that will be brand awareness but with recognition. So that will be the typical study of brand awareness. And remember, this should be, if you're verifying brand awareness objectives, you should include these in your expected results. What is brand preference, which is the next step? Well basically, it's favoring one specific brand. It's the likelihood of potential customers of favoring a given product or service. For rational or emotional reasons. And so basically, how do you measure that? What would be the metric, asking them again. Tell me your favorite brand among these set of possible brands. We take a survey again, and we ask them to choose their prefer brand in a company you said. So possible brand, Adidas, Nike, Asics, and Reebok. Like I said, for me, the preferred brand would be Nike. So that would be the brand of choice, and that would be the preferred brand. What is next? The purchase intention. So the purchase intention is basically the willingness to buy. The willingness of a customer to buy a certain product or service. And it is usually known as the purchase intention or purchase intent. It's basically a measure of the probability that a customer will buy a certain probable service. And how do you measure that? You need to develop a metric again, and once again, the way that this is usually done is doing a survey. And basically asking people, basically, what is the brand they're more willing to buy. And a typical way answer is, basically you ask them, which is most true about product X? For example, running shoes and Nike. I definitely will buy a Nike run issues. Or I probably will buy or I would not buy. And in that case, you figure the purchasing tension that Lebron has. So basically, with this we figure some of the most relevant non-financial objectives. And basically, the ones are related to the brand. So, in your marketing plan, you should probably think, if you need to define brand objectives, and in case you are going to include brand objectives in the expected result part of the marketing plan, you should include what we're discussing here. Thank you very much. [MUSIC]