...Product Strategy & Management Term Paper Industry- Personal Care Industry Company – VI-John Private Limited Product – VI-John Shaving Cream Submitted to: Prof. Ramesh Venkateswaran By Group 8A Kartik Saruparia (144043) Nitu Rai (144064) Priyanka Katoch (144081) On 12.08.2015 INDIAN INSTITUTE OF MANAGEMENT, Udaipur VI-John - Journey of Desi Brand From the second storey of his office, Vimal Pande looked towards the sky and started contemplating his thoughts what to do next to maintain the pace with innovative and competitive personal grooming industry. VI-John was founded in 1960, Kochar family had built the desi company into one of the major players in manufacturing of shaving creams. Customers used VI-John shaving cream because it was affordable and delivered quality. The company is known for high-quality shaving cream in the business and charging low prices for them. The company has always targeted mass customers and never raised the price of the product alike their competitors. Currently, the company is enjoying its position in the industry as a volume leader. But the market value share (21.7%) of the VI-John shaving cream is less than market volume share (29.2%) whereas competitors like Axe, has market value share (12.9%) greater than market volume share (7.4%), similarly, Gillette having market volume share of 3.9% has a market value share of 7%. (Refer Exhibit 1) In past, the company had tried to increase its value share by increasing...
Words: 7019 - Pages: 29
...whereas the competition in the razor market is not that intense. This case study aims at identifying the problems faced by Gillette in the toiletries market. We have suggested a plan for Gillette toiletries along with other suggestions for Gillette to face the competition in the near future and the long run. 2.0 SITUATIONAL ANALYSIS Of Gillette's recent moves, by far the riskiest is the toiletries line. Gillette's track record there is spotty, with successes in the 1960s and 1970s followed by a series of disappointments, such as a failed foray into European women's toiletries in the 1980s. But Gillette's strength is with men, and executives are convinced they can use their strong brand name as an umbrella for a wider range of men's products. The line includes 14 items, notably pre- and after-shaves and a gel shaving cream. The most innovative product: a gel-based deodorant that will roll on using a patented, sieve like delivery system. Will it work? Many outsiders are sceptical, citing Gillette's sorry record in toiletries. Besides, competition has become very stiff in the once fragmented men's toiletries business. Procter & Gamble now owns Old Spice and Noxzema, Colgate bought Mennen, and Unilever grabbed Faberge's Brut brand. But nobody has a better brand name than Gillette. If the line flops, some believe Gillette should simply abandon the whole field. But while the company has tried to apply the Gillette way to its toiletries, the basic problem remains: There's...
Words: 11660 - Pages: 47
...Member 08 Farhana Afrin 0807034 Member 09 Khadija Akter 0807044 Member 10 Sayda Affifa 0807050 Member 11 Masing U Marma 0807059 Member Abstract P&G is a global leader for different product categories in many countries. P & G is tightly integrated with some of the largest retailers in United States of America as well as world around and around the world Distribution channels all over the world. We conducted the study to determine the attitudes of the customers towards beauty line products based on the products of P & G. Our sample size is 30(Male 3, Female 27). We have used some variables (Dependent& independent). The variables are Consumer’s preference, Culture, Buying ability, Personality, Price, Value, Perception, Social status, Consumer Learning, Psychological drive, Promotional program. The major problems we found that are high price and unavailability of these products. We think that, if the company tries to minimize the cost and make available these products they will capture more market share and consumers will consume their products more and more. Acknowledgement...
Words: 3903 - Pages: 16
...resides in their minds. It propels them with a very high perceived association value. A brand is not a by product, an ad campaign, a logo, a spokesperson or a slogan. It is a differentiating identity and the most important reason for the employees, investors and customers to associate with the company. It is the firm’s most important asset in the long term. It is also a bond between the customers and the company. A brand assures reliability and quality. Brand owners have a powerful incentive to ensure that each pie is as good as the previous one because that would persuade people to come back for more. Brands are perceptions. The Volvo brand stands for “safety”. The Mercedes Benz brand is associated with prestige”. “BMW means “the driving”. Can these perceptions be influenced or managed? That is precisely what is executed through branding. Branding is creating a corporate brand identity imprinted on the minds of consumers, and this requires brand positioning and brand management. Brands are the tools with which companies seek to build and retain customer loyalty and branding often...
Words: 13639 - Pages: 55
...Chapter 1 Marketing – the process of creating distributing, promoting, and pricing goods, services, and ideas to facilitate satisfying exchange relationships with customers and develop and maintain favorable relationships with stakeholders in a dynamic environment. The essence of marketing is to develop satisfying exchange relationships from which both customers and marketers benefit. CUSTOMERS & TARGET MARKET • Customers ‐ the purchasers of organizations’ products; the focal point of all marketing elements Target Market ‐ the group of customers on which marketing efforts are focused This TD Ameritrade ad targets Generation X. It makes the customer think about their retirement in terms of their currently small children. Right now Generation X is between age 30 and 45 and likely to have children who are close in age to the girl in the ad. • Marketing Concept vs. Selling Concept Marketing Concept – A philosophy that at organization should try to provide products that satisfy customers’ needs through a coordinated set of activities that also allows the organization to achieve its goals Selling Concept – Focuses on organization’s existing products and aims to sell what they make rather than making what the customer wants This ad is an example of the marketing concept. It focuses on satisfying the need of customers who tend to sweat more than the average person. The following SuitMart commercial is an example of the ...
Words: 3593 - Pages: 15
...7–17) Part 4: Extending Marketing (Chapters 18–20) 4 Marketing Information to Gain Managing Customer Insights Chapter Preview In this chapter, we continue our exploration of how marketers gain insights into consumers and the marketplace. We look at how companies develop and manage information about important marketplace elements: customers, competitors, products, and marketing programs. To succeed in today’s marketplace, companies must know how to turn mountains of marketing information into fresh customer insights that will help them deliver greater value to customers. Let’s start with a good story about marketing research and customer insights in action at P&G, one of the world’s largest and most re- spected marketing companies. P&G makes and markets a who’s who list of consumer megabrands, including the likes of Tide, Crest, Bounty, Charmin, Puffs, Pampers, Pringles, Gillette, Dawn, Ivory, Febreze, Swiffer, Olay, Cover Girl, Pantene, Scope, NyQuil, Duracell, and dozens more. The company’s stated purpose is to provide products that “improve the lives of the world’s consumers.” P&G’s brands really do create value for consumers by solving their problems. But to build meaningful relationships with customers, you first have to understand them and how they connect with your brand. That’s where marketing research comes in. P&G: Deep Customer Insights Yield Meaningful Customer Relationships C reating customer value. Building meaningful customer...
Words: 26161 - Pages: 105
...profit. P&G India is a subsidiary of world’s largest consumer goods company Procter & Gamble a nd the largest and fastest growing consumer goods companies in India. P&G India, was established in 1964 and serves over 650 million consumers. P&G operates under three entities in India : “Procter & Gamble Hygiene and Health Care Limited”, ‘Gillette India Limited’, and ‘Procter & Gamble Home Products’. These three entities have a direct reach of 1.3 million outlets across India. invested in the country via its five plants and over nine contract manufacturing sites. creates 26,000 jobs directly and indirectly. Procter & Gamble, will build its largest manufacturing plant in the Indian sub-continent in Hyderabad by investing 345 crore. 1. HOW P&G WAS BORN? William Procter, a candle maker, and James Gamble, a soap maker, immigrants from England and Ireland respectively who had settled earlier in Cincinnati, who met as they both married sisters, Olivia and Elizabeth Norris, formed the company initially. Alexander Norris, their father-in law called a meeting in which he convinced his new sons-in-law to become business partners. On October 31, 1837, as a result of the suggestion, Procter & Gamble was born. In 1859, sales reached one million dollars. By this point, approximately eighty employees worked for Procter & Gamble. During the American Civil War, the company won contracts to supply the Union Army with soap and candles. In addition to the increased profits experienced during...
Words: 2720 - Pages: 11
...Marketing According to Drew Neisser, CEO of Renegade Marketing, guerrilla marketing “…is a state of mind. It simply isn’t guerrilla if it isn’t newsworthy”. Brett Zaccardi of Street Attack Media said it is “unauthorized and disruptive, and sticky”. I think these 2 quotes can really instill what the elements of guerrilla marketing really are. It is more than a simple marketing plan; instead GM is unconventional with creative marketing techniques that pinpoint on a specific niche market and uses the power of publicity to spread like wildfire. Guerrilla marketing is more than just a simple commercial or an advertisement, they are unique campaigns that don’t just sell the products, but they are entertaining and unique. From my research the elements that I have found that make guerrilla marketing successful are unique/disruptive, brand building, and they leave a lasting impression. Unique/Disruptive Simply by definition guerrilla tactics are fundamentally different than traditional marketing messages. Therefore guerrilla marketing has the ability to stand out from the endless barrage of marketing that we as consumers see everyday. The company’s capacity to do something cheap and simple that can catch people’s attention can be way more effective than to fund an expensive media campaign that most people just ignore. A great example is instead of just putting a car insurance ad on a billboard a company could make the billboard stand out by having two cars crash in to each other with the...
Words: 5025 - Pages: 21
...University of World and National Economy Department: Economics in English STUDENT PAPER Topic: Old Spice (Social Media Impact on Marketing) Year 2012 Content 1 What is Social Media 2 2 Classification of social media 3 3 How does social media work 4 4 Why is social media so popular 5 5 Social media and marketing 6 6 Old Spice – the Company 7 7 Marketing Strategy 8 8 The beginning of “Smell like a man, man!” campaign 9 8.1 It’s not about Social 10 8.2 Define the right strategy before defining the digital agenda 11 8.3 Leave room for experimentation, even failure 11 9 The Post-Old-Spice principles of social media marketing 11 9.1 Create a persona that is strong and on point 11 9.2 Seed social networks with invitations to interact 12 9.3 Engage the engaged, the famous and the influencers 12 9.4 Personalize the response and people will compete for inclusion 13 9.5 Make it episodic and easy to share 13 9.6 Keep the videos simple and short 13 9.7 Promote it with tie-ins offline 14 10 Conclusion 14 11 Sources 15 What is Social Media It is a revolutionary way of communicating with the audience. It includes web based and mobile technologies, making communities, organizations and individuals interact. Social media is defined by Michael Haenlein and Andreas Caplan as: "a group of Internet-based applications that build on the ideological and technological foundations of Web 2.0 and that allow the creation and exchange of user-generated...
Words: 6133 - Pages: 25
...Marketing and the Marketing Process (Chapters 1–2) Part 2: Understanding the Marketplace and Consumers (Chapters 3–6) Part 3: Designing a Customer-Driven Strategy and Mix (Chapters 7–17) Part 4: Extending Marketing (Chapters 18–20) After examining customerdriven marketing strategy, we now take a deeper look at the marketing mix: the tactical tools that marketers use to implement their strategies and deliver superior customer value. In this and the next chapter, we’ll study how companies develop and manage products and brands. Then, in the chapters that follow, we’ll look at pricing, distribution, and marketing communication tools. The product is usually the first and most basic marketing consideration. We start with a seemingly simple question: What is a product? As it turns out, the answer is not so simple. Chapter Preview 8 Products, Services, Building and Brands Customer Value Before starting into the chapter, let’s look at an interesting brand story. Marketing is all about building brands that connect deeply with customers. So, when you think about top brands, which ones pop up first? Perhaps traditional megabrands such as Coca-Cola, Nike, or McDonald’s come to mind. Or maybe a trendy tech brand such as Google or Facebook. But if we asked you to focus on sports entertainment, you’d probably name ESPN. When it comes to your life and sports, ESPN probably has it covered. W The ESPN Brand: Every Sport Possible—Now Television: From its original groundbreaking cable...
Words: 25125 - Pages: 101
...essential things of human. Hotel or hotel industry alone provides two basic things: food and accommodation. So, what is hotel or hotel industry? Hotel is a part of the hospitality industry which is an umbrella term for a broad variety of service industries including, but not limited to, hotels, restaurants and casinos. Hotel is often referred as a “Home away from home”. If we consider meaning of hotel in the dictionary, a hotel is a building where you pay to have a room to sleep in and where you can eat meals (Cambridge dictionary) or a hotel is an establishment that provides paid lodging on a short-term basis (Wikipedia) According to A.M. Sheela, the author of the book “Economics of Hotel Management”, hotel is the place where the tourist stops being the traveler and become a guest. Hotel usually offer a full range of accommodations and services, which may includes suites, public dinning, banquet facilities, lounges and entertainment facilities. It is considered as an industry whose main aim is also to make profits for the hoteliers, though this may change at times. Hence a hotel should provide food, beverage and lodging to travelers on payment and has in turn the right to refuse if the traveler is drunk, not follow the rule of hotels or not pay the service fee. Traditional hotels...
Words: 21914 - Pages: 88
...Harvard Business Review, we also offer course material from these renowned institutions and publications: Babson College Business Enterprise Trust Business Expert Press Business Horizons Magazine California Management Review Darden School of Business Design Management Institute HEC Montréal Centre for Case Studies Ivey School of Business International Institute for Management Development (IMD) IESE Business School INSEAD John F. Kennedy School of Government Kellogg School of Management Perseus Books Princeton University Press Rotman Magazine Stanford Graduate School of Business Sloan Management Review Social Enterprise Knowledge Network Thunderbird School of Global Management Tsinghua University University of Hong Kong Customer service is available 8 am to 6 pm ET, Monday through Friday. Phone: 1-800-545-7685 (1-617-783-7600 outside the U.S. and Canada) Tech support is available 8 am to 8 pm ET, Monday through Thursday, 8 am to 7 pm ET Friday. Phone: 1-800-810-8858 (1-617-783-7700 outside the U.S. and Canada) Email: custserv@hbsp.harvard.edu Web: hbsp.harvard.edu C ASES Cases, slices of business life, focus on actual problems and decisions facing a company. Students are challenged to put themselves in the protagonist’s place and suggest business strategies, tactics, and solutions. New Cases ABICI The co-founder of an Italian bicycle manufacturer evaluates whether reducing...
Words: 5522 - Pages: 23
...success in the United States and Canada. The company has also consolidated its deodorant portfolio by migrating other overlapping male deodorants into the Lynx brand such as South Africa's Ego brand. In January 2012, Unilever launched its first Lynx product for women in the United Kingdom as part of a global expansion of the previously men’s-only brand. The Line of products is named "Axe Anarchy". AXE, a leader in men's care, is an iconic personal care brand around the world that helps men look, smell and feel their best. The Unilever-manufactured brand is available in a line of deodorant bodysprays, deodorant and anti-perspirant sticks, shower gels and hair care products. AXE is the No. 1 men's grooming brand in the U.S., excluding shaving hardware, and achieved this status only seven years after launch. Including deodorant bodysprays, AXE is the largest men's deodorant brand in the U.S. Unilever’s research and development teams work with a panel of ‘expert noses’ to create Axe products, and come up with fragrances that help men smell and feel their best. But the...
Words: 4245 - Pages: 17
...understand the importance of marketing for all business types, gain knowledge on the planning and developing of marketing products and services and the processes involved getting the product from business to consumer or business to business. What is Marketing? 'Marketing is the social process by which individuals and organisations obtain what they need and want through creating and exchanging value with others'. Phillip Kotler Markets started to exist as soon as goods, products or services could be exchanged. For example, many years ago a farmer would have produced goods in order to feed their family however; if the farmer produced too many goods to consume, instead of throwing them away, it gave them an opportunity to exchange spare goods for someone else's spare goods, allowing them to barter. Eventually, the farmer no longer wishes to exchange their spare goods and therefore money is created allowing them to purchase any product that was available and satisfied their needs, this creates a market. 'enigma of marketing is that it is one of man's oldest activities and yet it is regarded as the most recent of business disciplines' Michael J Baker Marketing is not just advertising or promotion. Marketing happens every time a customer is in contact with any aspect of an organisation, it is 'everything that we do', it is customer service, distribution and communication. It is about the company building relationships with its customer by understanding what its customer...
Words: 6906 - Pages: 28
...13 Nike - The art of selling air 13 1. Assignment Topic In your case report, identify three to four marketing challenges covered in this subject, and address how those challenges can be met using the principles developed in this subject. Be sure to cite and reference the name and source of your case in your assignment report (as well as other references you use). The case study “Nike – The art of selling air.” has been included for reference in Appendix A of this paper. 2. Word Count This paper contains a total of 2581 words from the start of the introduction to the end of the conclusion section. 3. Executive Summary Companies today face many challenges to maintain market share and differentiate themselves from a highly competitive and ever evolving market place. Marketing is crucial to a company’s long term success. The aim of this paper is to use the “Nike - The art of selling air.” case study and concepts from strategic marketing theory to identify marketing challenges and how those challenges could be best addressed using marketing principles. The paper provides a brief introduction to the company known as Nike, explores what concepts are guiding Nike’s company marketing efforts; and uses examples to explore some of the marketing challenges and misjudgements that Nike has faced and how these were or could have been overcome using marketing principles. 4. Introduction...
Words: 5343 - Pages: 22
