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Product: Sensodyne Brief: Even though awareness level about sensitivity is high (85%) among the Target Audience, only 1 out of 6 consumer suffering from sensitivity does something about it. The following slides attempts to uncover the reasons for this and propose a strategy for solving this problem. Submitted by: Ankit Garg and Akshay Tandon IIM Kashipur 17 January 2013
Contact: ankitgarg.pgp2011@iimkashipur.ac.in, akshay.pgp2011@iimkashipur.ac.in Phone: +91 9045686446 +91 8650876898
Overview
Major Players
2%
Source: http://www.business-standard.com/india/news/the-battle-for-niche-oral-care/483953/; http://www.consumercomplaints.in/news/glaxosmithkline-foraysinto-oral-care-segment-in-india.html; Indian Oral Care Market Forecast to 2015 report by RNCOS; http://www.forbes.com/sites/greatspeculations/2012/06/26/colgate-palmolives-indian-expansion-takes-advantage-of-pgs-pause/
Overview
Market Share
Others
Source: http://www.business-standard.com/india/news/the-battle-for-niche-oral-care/483953/; http://www.consumercomplaints.in/news/glaxosmithkline-foraysinto-oral-care-segment-in-india.html; Indian Oral Care Market Forecast to 2015 report by RNCOS; http://www.forbes.com/sites/greatspeculations/2012/06/26/colgate-palmolives-indian-expansion-takes-advantage-of-pgs-pause/
Mindset
Brand Differentiation
Indians are highly reverent of experts point of view Colgate had already taken the plank of expert recommendation How to create brand differentiation over Colgate sensitive basis expert
recommendation itself The genuineness of the brands vision and the authenticity of its dealings would be the biggest differentiating factor between itself and a giant like Colgate Have real, authentic dentists speak to consumers instead of actors as dentists
If Indians were reluctant to visit dentist themselves, Sensodyne decided to take the
Big Idea
dentist to them Shake him out of the complacency and bring the issue to him face-to-face in a simple, direct, effective and perhaps a clinical albeit boring manner Given the brand was premium, English channels such as Star World, Star movies, NGC were selected besides the GECs
Road to Success
Sensodyne managed to sensitize the Indian consumer about Problem of sensitivity Solution to the problem in the form of using Sensodyne Sensodyne conduced its famous Chill Tests in various places across India Showcase the effectiveness and benefits of using Sensodyne Providing free samples
Created Awareness
Increased Visibility
Sensodyne managed to influence the various consumer touch points Invested Rs. 25 Crores in the promotion activities Visited 15000 dentists across India Frequent TV and radio ads depicting endorsements by NRI dentists Use of special display dispensers at retail points Branding Dentists clinic and nearby medical shops Use of glow boards outside dentists clinics
Ensuring availability by utilizing its extensive distribution network Leveraging GSKs distribution network for other OTC products such as
Horlicks Ensuring availability at medical shops as well as retail outlets Providing slightly higher margins and better schemes to the channel
Ensured Availability
Consumer Touch-points
Sensodyne contacted the consumer through various touchpoints, resulting in much higher awareness
Spots TV Product Placement POP Retail Experience In-store Merchandizing
Sales promotion
Newspaper Print Magazine Sampling Guerilla Trial Consumer Involvement OOH Activations Road Shows Billboards
Change in the one-toothpaste-one household mind-set of the value conscious Indian consumer Sensitive segment despite being 3.5 times more premium than an average toothpaste gained share from popular and
economy rather than premium segment.
The popular and economy segment declined by 4.4% while the premium segment remained unchanged
Market Share
2.08
Pharmacies
Sensodyne
Colgate Sensitive
Secondary Research
Objective To gain basic
understanding of the industry and market dynamics Newspaper Articles
Focused Interviews
Objective Understand how
dental college students could help in promoting Sensodyne
Consumer Survey
Objective Understand
perception of nontrialists about Sensodyne Understanding factors effecting purchase intentions An online survey with 33 relevant respondents was conducted Contrast based on perception of Sensodyne and the factors effecting purchase was obtained
7 students were
interviewed in Delhi and Pune colleges Dental students perceive little differentiation between Sensodyne and Colgate Sensitive Colgate being a major sponsor of their activities lead to a brand preference
Consumer Insights
Overview
An online survey was conducted, which was taken by 69 respondents 37 out of 69 respondents were aware about Sensodyne but were non-trialists The survey measured user perception of different attributes associated with major
sensitivity care toothpastes in India
Factors influencing purchase intention of sensitivity care toothpaste were also recorded
Perceptual Map Decision Matrix
Decision Matrix (Index 0-1, 0 being least important and 1 being highly important) Decision Criteria Price Brand Familiarity Doctor's Advice Chemist's Advice Peer Advice Packaging Offers/Discount Advertisement Mall Displays Print Ads Free Samples Teeth Protection Freshness Index Values
Colgate Sensitive
Taste
Dimension I (96.5%) Sensodyne is more closely associated with attributes Pain Relief, Medicinal property and future protection
0.65 0.63 0.54 0.35 0.63 0.42 0.40 0.57 0.67 0.46 0.63 0.73 0.69
Dimension II (3.5%)
Teeth protection, freshness and Price are most important purchase decision criteria
Mission Possible
1 Social Media
From Niche to Mainstream Increasing size of pie Cosmetic vs. Real Benefits
media presence was done for Sensodyne and Colgate sensitive Facebook Twitter Others
Surrogate Endorsers
Targeting Dental College Students Calculating potential reach Targeting Gynecologists and
Obstetricians
Modern Trade - Key Channel Product placement in modern Bundling Sensodyne with existing
GSK products Horlicks to reach potential target segment and induce trial Leveraging existing distribution channel
4 Bundling and Sampling
Sensodyne
A dismal 18 likes on Sensodyne India page Zero content on the page DEAD Page Zero updates Zero interaction with consumers Facebook India has ~63 million active Facebook
users till Dec12
Colgate Sensitive
~55,000 likes on Colgate Sensitive India page Well maintained page Daily updates Recipes for food Testimonials by users Enticing food images with Tastes best
without sensitivity captions
No twitter handle for Colgate Sensitive Twitter handle of Colgate Max Fresh with 435
tweets and 290 followers
No recent updates since 2011 No India centric website of Sensodyne Zero presence on Google plus Limited online Ads
Twitter handle of Colgate Plax with 238 followers India centric website of Colgate sensitive Zero presence on Google plus Limited online Ads
Others
Others
Key Points
Engage these 75 K dental students (across all years) Sponsor dental conferences , events, and festivals Offering corporate scholarships to meritorious students Experiential marketing campaigns in the form of contests and campus
Campaign
ambassadors programs Create a strong set of surrogate endorsers as well as influencers with direct impact on family on friends Ensure Classical conditioning in terms of product usage Could lead to positive purchase intention for upto 60% of the audience covered
Catching the future dentists early leading to both short term and long term benefits
Source: Zhu, Zhang, Doyeon Won, and Donna L. Pastore. "The Effects of Attitudes Toward Commercialization on College Students' Purchasing Intentions of Sponsors' Products." Sport Marketing Quarterly 14, no. 3 (September 2005): 177-187. Business Source Complete, EBSCOhost (accessed January 16, 2013).
hormonal changes Weakening of gums and teeth is one effect High probability of feeling sensitivity Within the TG, such women have access to medical facilities Follow doctors advice and prescriptions
Particulars Number of Obstetricians and Gynaecologists in India Number of Child births per year (in Mn) Number of Mothers (in Mn) Number of Mothers in TG (in Mn) Assuming 50% Gynaecologists recommend Sensodyne. This will translate to reaching 50% Mothers in TG (in Mn) Assuming 90% of these women buys Sensodyne (in Mn)
Estimated Reach
0.875
0.7875
Approximately 7-8 lakh women in the target audience can be induced to try Sensodyne through this approach
Source: http://www.indexmundi.com/g/g.aspx?v=21&c=in&l=en; http://www.jogi.co.in/aboutus.aspx; Interviews with doctors
TRIGGER
Product Placement
Placing Sensodyne adjacent to cold item such as Colas A hypothetical placement shown above Immediate trigger in consumers mind and realization of need Model can be replicated in FMCG stores/ departmental stores
Source: Insight derived from Beer and Diaper case study
Product Bundling
Sub Target Segment
Indian Mother (Premium Segment) / Female head of family Acts as Decider and/or Influencer
Horlicks
1 2
Source: Insight derived from Focused Group Discussion; AC Nielson Report; GSK India website;
Sensodyne
Average Price of 80 gm.
Sensodyne Tube: Rs. 85 Requirement: 1 per month Total Annual Cost: ~Rs. 1000
How to break this inertia?
Sensitivity Treatment
Cost estimates based on
discussion with Dentists Approximate Annual Average Cost: ~ Rs. 1500
Head Consultation Fee for 2 visits Medicine Covering/Layering for 3 teeth RCT for 3 teeth Total Cost Cost
400 200 1800 4500 1510 0.6 0.3 0.1
Weight
Conclusion
Sensodyne
Sensitivity Treatment on an
average costs ~50% higher than using Sensodyne Not to forget the pain and agony The choice is yours!!!
Sensitivity Treatment
Source: Insight derived from Focused Group Discussion; Primary Research; Interviews with Dentists
Storyboard
Hey babe!!! Lets go out this evening
At 5
Ya fine!!! See u at 5!
And you still using Close-Up??? Havent you heard bout Sensodyne??? Lets go to your dentist now!!!
A typical gel user has to refuse a cold drink offered by his girlfriend due to sensitivity. His girl friend scolds him and tells him to switch to Sensodyne, which the boy later confirms with the dentist and his decision is reinforced
Source: http://www.business-standard.com/india/news/closesmile-gets-wider/443963/;
51%
for Sensodyne mouthwash A very interesting observation was the trail intention for Sensodyne Dental Chewing Gum New Avenue for brand extension 19% indicated trial intention for Sensodyne toothbrush GSK has already launched it
Sensodyne Mouthwash
Sensodyne Toothbrush
With the fast changing lifestyle of the urban tweens in terms of eating habits, tremendous potential for a product variant targeting
this segment
Source: Consumer Survey; http://www.financialexpress.com/news/the-tween-advantage/200832; Marketing Management by Ramaswamy
Team Profile
Ankit is a second year student of management at Indian Institute of Management (IIM Kashipur), with a keen interest in marketing. Prior to joining IIM Kashipur, Ankit has worked for ~1.5 years in the market research industry in Grail Research, Monitor Group. During his stint at Grail Research, Ankit worked across various sections of the organization such as marketing, Quantitative research team and CPG group. At IIM Kashipur, Ankit is currently IR 1 with a CGPA of 8.16 and he is majoring in marketing. He was also the winner of most creative team name at Mahindra War Room12. Ankit did his summer internship at BenQ India Pvt. Ltd. where he cracked 2 sales deals worth Rs. 1 lakh in a span of 6 weeks and received letter of recommendation from the country head of BenQ India. Ankit is a certified six sigma green belt professional and is an avid listener of contemporary Bollywood music. Akshay is a second year student of management at Indian Institute of Management (IIM Kashipur), with a keen interest in marketing and finance. Prior to joining IIM Kashipur, Akshay has worked for 8 months as a faculty at IMS and as a systems engineer at Infosys. At IIM Kashipur, Akshay is one of the placement coordinator and has been active in organizing events in college such as Manthan12. He is representing IIM Kashipur at the flagship event of IIM Calcutta Olympus. Akshay did his summer internship at Teach for India, where he helped in streamlining the processes. Akshay is a certified six sigma green belt professional.