The purpose of any form of marketing communication is to provide information to your target audience in a way that encourages a positive, or buying, response. For example, our clothes shop mentioned above is expanding and moving to larger premises. The proprietor needs to communicate this fact to the target audience and has considered the following key elements as part of the marketing communications activity: • The business is moving and increasing its range of designer clothes • Both new and existing customers are welcome • She will make contact with potential customers using direct mail, local press articles and posters • She plans to contact existing local customers by mail, potential customers from a wider geographical area by press activity, and passing trade by placing posters in the shop window • The mailings will be sent out two weeks before the opening, press releases one week before, and a press feature is planned for the day of the opening In terms of the style and tone of the message, her customers are invited to a ’champagne celebration’ with the opportunity to buy new stock at a special discount on the opening day. As part of her follow-up campaign, she also plans to host a fashion show two months after the opening, offering the proceeds to a local charity. By developing this planned programme of marketing communications with her customers, the proprietor of this business is providing them with more opportunities to buy. She is not just opening up her new shop and waiting for customers to walk through the door