Promotion may be loosely categorised as “above the road” and “under the road” promotion. The promotional actions carried out by way 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. Below-the-line promotions have gotten more and more essential inside the communications mixture of many corporations, not solely these concerned in fmcg merchandise, but in addition for industrial items.

Some 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 may be redeemed later and so on.


Below the road gross sales promotions are brief-time period incentives, largely aimed toward shoppers. With the growing strain on the advertising group 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 fast or delayed incentive to buy, expressed in money or in type, and having solely a brief time period or momentary period’.

Methods of under the road gross sales promotion

M. Price promotions

Price promotions are additionally generally often known as” worth discounting”. These might be accomplished in two methods);

(M) A low cost to the traditional promoting worth of a product, or

(P) More of the product on the regular worth.

Price promotions nevertheless may also have a damaging impact by spoiling the model status or only a short-term gross sales increase (in the course of the reductions) adopted by a lull when the low cost can be referred to as off.

P. Coupons

Coupons are one other, very versatile, means of providing a reduction. Consider 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 key goal with a coupon promotion is to maximise the redemption price – 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 might be slowing down.

A. Gift with buy

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

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

– Consumer luxuries (e.g. perfumes)

A. Competitions and prizes

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

H. Money refunds

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

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

S. Frequent consumer / loyalty incentives

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

S. Point-of-sale shows

Shopping habits are altering for the individuals dwelling in metropolitan cities. People choose huge shops like Big Bazaar to native kirana shops. Most of the choices of shopping for are taken by the advantage of level-of-sale shows in these shops.


Most of the large 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.

Some of the fascinating examples are:

Most of the tutorial institutes like profession launcher, Time and PT are holding informative workshops and free exams 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 filth-low cost fee as in comparison with);

Various corporations sponsor sport occasions to advertise their model, however these days media corporations like Hindustan Times are holding weekly occasions by way of out the nation through 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 appropriate goal buyer for nearly no value.

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

Another fascinating BTL promotion was by NIKE, an athlete dressed up in Nike sportswear could possibly be seen jogging on an elevated treadmill for the entire day on National Highway H, 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.