HEAD & SHOULDER (P&G)

TEAM MEMBERS-

ASHISH
RAJEEV SUMAN PRABHAT

SEULY

INTRODUCTION OF HAIR SHAMPOO

The word Shampoo is derived from the Hindi word Champi. The British loved the massage so much, they started calling Champi as Shampoo

Competitor of Head & Shoulder..

SUNSILK

MARKETING STARATEGY OF HEAD & SHOULDER.

PRODUCTS OR SERVICES
HEAD & SHOULDER
1. 2.

SUNSILK
1. 2. 3.

PRODUCTSClassic Clean 2-in-1 Smooth and Silky

PRODUCTSSunsilk Stunning Black Shine Sunsilk Dream Soft Smooth Sunsilk Hair Fall Solution SERVICESSunsilk also provides Moisture Therapy Shampoo and Conditioner

3.

Cool Menthol
SERVICESA virtual school featuring a series of humorous online courses to help men everywhere achieve deeper thinking through healthy scalps and great looking hair.

1.

1.

Market shares of Head & Shoulder and Sunsilk

SALES
other Brand 28%
Sunsilk 38%

Head & Shoulder 34%

UNIQUE SELLING PROPOSITION(USP)

Head & Shoulder

Sunsilk

One of the strongest contenders in dandruff shampoo market.

Popular hair care brand having product for all types of hair.

TARGET MARKET
Head & Shoulder

Sunsilk

Higher middle class people who are brand conscious, early adaptors and who care about the overall health of their hair

Girls in the age group of 20s

PRICING STRATEGY
Head & Shoulder

Sunsilk

200ml

Rs. 121

200ml 400ml

Rs.156 Rs.218

400ml
Than We calculated and

Rs. 185

It shows that in respect of Sunsilk Brand ,Head & Shoulder introduced same pack in lowest price . And than .. Sunsilk Focus on small pack they are introduced new price range of small packets in market. 5ml Rs. 1

Re-calculated, What was we paying Rs 33 extra for 400 & 200 ml of bottles on Sunsilk.

Than . 4ml Rs. 1.5

7.5ml
90ml 100ml

Rs. 3
Rs. 60 Rs. 69

100ml

Rs. 50

ADVERTISING STRATEGY
Head & Shoulder
Head & Shoulder knows that without advertising we cant survive in market.

Sunsilk
Sunsilk knows that without advertising we cant survive in market.

They knows information is must be important in between target audience and customers.

They knows information is must be important in between target audience and customers.

SOCIAL MEDIA MARKETING STRATEGY

Head & Shoulder

Sunsilk

Now in those days the Social Media Marketing is one of the most and convenience mode of marketing.
Head & Shoulder knows this thing so they are target youth audience.

They are also adaptable .

So they are also focusing on more and more Social media marketing for giving more acknowledgement. Finally they are also use this Social media marketing sites.

Youth audience are very friendly with modern technology.

Currently company are focusing on facebook,twitter,flicker,google,yah oo,youtube etc.

PROMOTIONS STRATEGY
Head & Shoulder

1. 2. 3.

Sunsilk

1. 2. 3.

Promotion Mode.
T.V Internet Radio

Promotion mode.
Electronic Media Print Media Bill Boards

4.
5. 6. 7.

Magazines
Pamphlets Bill Boards Posters

4.
5. 6. 7.

Advertising Alliance
Giving Free Samples Public Relations Sales Promotions

8.
9. 10.

News Papers
Personal Selling Direct Selling

8.
9. 10.

Word Of Mouth
Events Telemarketing

DISTRIBUTION STRATEGY
Head & Shoulder

Sunsilk

1.

Sales through the franchise basis.

Identification the target audience Sales through out Distributers, Retailers , Wholesalers, etc.

Target Customers are already decided.

Distribution through Step by Step.. Wholesaler

2.
3. 4. 5.

Distributers
Retailers Personal Selling's etc.

STRATEGY FOLLOWERS
Head & Shoulders

Sunsilk

Head & Shoulders is 2nd market leader with 34% share in hair shampoo industry in worldwide level.
So they are adapting ..

Sunsilk is the leader of hair shampoo industry in worldwide with 38% of market shares.
So they are adapting .. Market Challenger strategy

Market Follower strategy

HUMAN RESOURSE STRATEGIES

GLOBALLY PRESENCE
Head & Shoulder

Sunsilk

World wide head & shoulder present in 59 countries.

It is a anti dandruff shampoo & sales globally.

Number 1 in Asia, Latin America and the Middle East

Sales of more than 1 billion a year. Selling in 80 countries.

1.
2. 3.

India
China U.S.A etc.

Also sold as Elidor, Hazeline, Seda and Sedal.

Recent Awards: Holds the Guinness World Record for the most heads of hair washed and styled in one day.

NUMBER OF EMPLOYESS
Head & Shoulder

Sunsilk

P&G has 129000 employees

For Head & Shoulder Shampoo=22,500 employees

HUL has 16,500 employees

For Sunsilk Shampoo 4,500 employees

TALENT ACQUISITION STRATEGIES

Head & Shoulder

Sunsilk

The top management on their part spend 20-30 percent of their time on planning to acquire top talent in the industry.

HUL has consistently been ranked as the best employer in many surveys.
Such an effective talent acquisition strategy helps in building the brand equity of HUL

TRAINING & DEVELOPMENT FOR CAREER GROWTH

Head & Shoulder

Sunsilk

They are committed to the training and development of their employees throughout their careers.
P&G Beginnings - Engage, Connect, and Empower - all sessions designed to give deeper levels of information about P&G history, culture values and work life.

Specific program's ensure them build expertise in their chosen career.

In some areas they can study for professional qualifications and, as they progress, they will develop their leadership capabilities. Employee will learn much of what they need to know by working with knowledgeable colleagues & receiving regular coaching and feedback.

EMPLOYEE ENGAGEMENT PROGRAMS

Head & Shoulder

Sunsilk

Our objective is to engage and equip all P&G to build sustainability thinking and practices into their everyday work.
We are driving efforts to make sustainability top-of-mind for all P&G employees, keeping personal responsibility relevant both at work and at home.

HUL maintain good communication channels with employees through company based information and consultation procedures.
HUL have several processes instituted to ensure a two-way communication channel.

SUCCESSION PLANNING
Head & Shoulder

Sunsilk

They are evaluated every six months by their bosses, lateral managers who have worked with them. There are at least three possible candidates for each major job, including CEO.

As there has always been a strong succession plan at HUL, the company is not likely to be impacted operationally.

Top and middle management should have longer tenures with increased responsibilities at their respective positions before they move up the ladder.

RETENTION STRATEGIES
Head & Shoulder

Sunsilk

The company began to build factories in other locations in the United States because the demand for products had outgrown the capacity of the Cincinnati facilities. Procter & Gamble began to market a new product, an inexpensive soap that floats in water.
The company's leaders began to diversify its products as well a shortening made of vegetable oils rather than animal fats.

The remuneration and reward strategy is uniquely designed to attract and retain talent
Remuneration is competitive and contemporary, with unique elements that encourage long-term careers. Low attrition is a compensation structure that rewards retention handsomely.

FINANCIAL STRATEGIES

MERGER

MERGERS.
Head & Shoulder

Sunsilk

P&G(Head & Shoulder) merged with Global Investment Limited is a Hong Kong based company .

Unilever(Sunsilk) group merged with US hair and skin care company Alberto Culver.

ACQUISITION.
Head & Shoulder Sunsilk

In 2000 - BEN & JERRYS HOMEMADE INC. In 2000 - CRESSIDA, FOODS, SOAPS & DETERGENTS.

Unilever Acquired Sara Lees Personal Care & European Detergent Unit For $ 1.9 Billion.

Market Price /Share

Head & Shoulder Sunsilk

Beauty and health care grew 9%.

Personal Products grew 12%.

Hair-care business recorded a 32%.

Hair business grew with 34%.

CURRENT GROWTH RATE.

Head & Shoulder

Sunsilk

The global Growth is grow by 38 per cent by 2011 as per financial report, from 6.8 billion to 9.4 billion, according to the population bureau.

Its growth rate by 23% to Rs 806 crore in 2011 and profit before interest & taxes (PBIT) according to company's chief financial officer.

FINANCE POSITION
1.)Probability Ratio = Gross Profit Sales Gross profit 41,595 41,245 Sales 83,680 81,104 Current Liabilities Year 2012 2011 , for year 2012 = GP sales =0.497

2.)Current Ratio=Current assets

Current assets
21910

current liabilities
24901

year
2012 ,for year 2012 Current assets Current liabilities = 21910 24901 =0.879

FINANCE POSITION
3.) Quick Ratio = Long Term Assets Current Liabilities Long term assets 12356 Current Liabilities 24907 current term assets 24907 year 2012

Long term assets = 12356 = 0.496 ( for year 2012) 4.) Super Quick Ratio = Cash

Current Liability
Cash 4436 Current Liability 24907 year 2012 = 4436 24907 = 0.178 (for year 2012)

TURNOVER.
Head & Shoulder

Sunsilk

Net Turnover of Head & Shoulder (P&G)

Net Turnover of Sunsilk (HUL)

Year
2011 2010

Turnover
$82,559 $78938

Year
2011 2010

Turnover
25398 22788