Promotion could be loosely categorized as “above the road” and “under the road” promotion. The promotional actions carried out by means of mass media like tv, radio, newspaper and so on. is above the road promotion.

The phrases ‘under-the-line’ promotion or communications, refers to types of non-media communication, even non-media promoting. Under-the-line promotions have gotten more and more necessary inside the communications mixture of many corporations, not solely these concerned in fmcg merchandise, but in addition for industrial items.

A number of the methods by which corporations do BTL (under the road) promotions are by exhibitions, sponsorship actions, public relations and gross sales promotions like giving freebies with items, commerce reductions given to sellers and clients, decreased worth gives on merchandise, giving coupons which could be redeemed later and so on.


Under the road gross sales promotions are brief-time period incentives, largely aimed toward shoppers. With the growing strain on the advertising staff to realize communication goals extra effectively in a restricted price range, there was a necessity to seek out out simpler and price environment friendly methods to speak with the goal markets. This has led to a shift from the common media based mostly promoting.

A definition of under-the-line gross sales promotion given by Hugh Davidson:

‘An instantaneous or delayed incentive to buy, expressed in money or in variety, and having solely a brief time period or short-term period’.

Strategies of under the road gross sales promotion

1. Worth promotions

Worth promotions are additionally generally often known as” worth discounting”. These may be achieved in two methods);

(1) A reduction to the traditional promoting worth of a product, or

(2) Extra of the product on the regular worth.

Worth promotions nevertheless may also have a destructive impact by spoiling the model fame or only a momentary gross sales increase (through the reductions) adopted by a lull when the low cost can be referred to as off.

2. Coupons

Coupons are one other, very versatile, method of providing a reduction. Contemplate the next examples of using coupons:

– On a pack to encourage repeat buy

– In coupon books despatched out in newspapers permitting clients to redeem the coupon at a retailer

– A reduce-out coupon as a part of an advert

– On the again of until receipts

The important thing goal with a coupon promotion is to maximise the redemption fee – that is the proportion of consumers truly utilizing the coupon.

It have to be ensured when an organization makes use of coupons that the retailers should maintain adequate inventory to keep away from buyer disappointment.

Use of coupon promotions is usually greatest for brand spanking new merchandise or maybe to encourage gross sales of present merchandise which are slowing down.

three. Present with buy

The “present with buy” is a quite common promotional method. On this scheme, the client will get one thing additional together with the traditional good bought. It really works greatest for

– Subscription-based mostly merchandise (e.g. magazines)

– Shopper luxuries (e.g. perfumes)

four. Competitions and prizes

This is a vital software to extend model consciousness amongst the goal shopper. It may be used to spice up up gross sales for momentary interval and guarantee utilization amongst first time customers.

5. Cash refunds

Right here, a buyer receives a cash refund after submitting a proof of buy to the producer.

Clients typically view these schemes with some suspicion – notably if the tactic of acquiring a refund seems uncommon or onerous.

6. Frequent consumer / loyalty incentives

Repeat purchases could also be stimulated by frequent consumer incentives. Maybe one of the best examples of this are the various frequent flyer or consumer schemes utilized by airways, practice corporations, automotive rent corporations and so forth.

7. Level-of-sale shows

Buying habits are altering for the individuals dwelling in metropolitan cities. Individuals favor massive shops like Huge Bazaar to native kirana shops. A lot of the selections of shopping for are taken by the advantage of level-of-sale shows in these shops.


A lot of the massive manufacturers are following the go well with of BTL promotion due to rising costs of media based mostly promotion, promoting muddle and elevated impulse buying.

A number of the fascinating examples are:

A lot of the instructional institutes like profession launcher, Time and PT are holding informative workshops and free checks for college kids which give a direct interplay of those institutes with the goal buyer and therefore an appropriate platform to promote themselves.

Ring tones and music movies on cell telephones are serving to the leisure business to advertise for a music video or a film for dust-low cost price as in comparison with);

Numerous corporations sponsor sport occasions to advertise their model, however these days media corporations like Hindustan Occasions are holding weekly occasions by way of out the nation by which corporations can put up their stalls, show banners and posters and organize for some enjoyable actions. These occasions give the businesses a platform at very low worth to advertise their model and improve visibility amongst goal shopper. These corporations additionally give low cost coupons to winners within the video games, which in flip increase the gross sales of the merchandise and make sure that first time customers attempt these merchandise as nicely.

Pepsi organized an inter faculty cricket occasion for 425 faculties throughout 14 cities which did wonders for the corporate by selling the model amongst the correct goal buyer for nearly no value.

A lot of the pharmacy corporations do BTL promotion by getting shelf area via docs to show their merchandise or by gifting away free calcium tablets once more via docs, figuring out that for a affected person a private advise from a physician would maintain extra worth as in comparison with a business commercial.

One other fascinating BTL promotion was by NIKE, an athlete dressed up in Nike sportswear might be seen jogging on an elevated treadmill for the entire day on Nationwide Freeway eight, Delhi.

BTL promotions are gaining reputation amongst all massive corporations these days contemplating their effectiveness due to the “particular person buyer promotion” at a worth, which is far lesser than the traditional media promotions.