Professional Documents
Culture Documents
There are many brands involved in this day to day household business, here we talk about Surf
Excel
has become a famous brand among all areas in Sri Lanka by winning peoples$
hearts. ,ow it contains several large scale channels and thousands of workers -oined. #t the
beginning of .+(+ it is included most famous detergent brands in Sri Lanka ac/uiring 0+1 of
market share.
Surf Excel
is totally handled by
2niliver Sri Lanka.
#t the launching time market segmentation was insignificant as there wasn$t many competitors.
#s being a new product, people were taken forward to buy and use Surf Excel
without any
effort. 3ut at the end of ())+$s due to diversification of the detergent industry 2niliver
reconsidered their marketing mix. #s a result Surf Excel
has
bounded comparatively effective segment where the others don$t see as a separate unit. 6ainly
the others focused on removing stains without promoting the process of stain removal but Surf
Excel
focused on exhibiting the process of stain removal rather than saying. Through there
advertisements one can get a clear view of their target market as all of their advertisements
appearing kids with stains on their cloths and moms use Surf Excel
to
get rid of stains.
Surf Excel
doesn$t focused on how effective it works on the stain but says don$t worry about
stains because Surf Excel
will take off the stains, which means stain removal is nothing to it
when the others talking about how to remove stains using their products. This idea gives a
special place for Surf Excel
(. %roduct
8hen considering market mix tools of Surf Excel
having
special formula which can work in both hard and soft water which means Surf Excel
acts
same at the south end of Sri Lanka as well as middle or north end. Specially Surf Excel
can be
easily identified among the other products as its uni/ue container.
The consumers$ need can be varied consumer to consumer based on intention. "n a product like
detergent powder the demand could not be exceed more than ( kg, according to the target
market. #lso the product should be available in small sachet matching to the buying power of
most of the members of the target market. So the Surf Excel
:uick wash.
2. Surf Excel
6atic.
Surf Excel
:uick wash is strategically targeted on most of customers in their target market. "t
can be used for both hand wash and washing machine
and promoted throughout all parts in Sri Lanka in all
forms, such as sachet ;+ g, (++ g, .++ g, ;++ g and ( kg.
#lso can be purchased in any store, super market etc'
,o matter of water <whether hard or soft= but the action
remains same. "t comes in common usual orange and
blue pack, shows the highest selling compared to the
Surf Excel
6atic.
Surf Excel
6atic is specially designed for washing machines and the forms of products are
fewer compared to Surf Excel
6atic is somewhat
expensive than Surf Excel
:uick wash due to the above reason and mainly sell via super
markets.
2niliver only imports two product ranges from a vast product range compared to the
manufacturer. There are available many related products like Surf Excel
blue will be a
nicely matching product as the members of target market use blue as well as washing powder.
8ith the previous experiences in Surf Excel
6atic.
2niliver also promotes a detergent powder called >in
.
Strategically 2niliver does this to survive both products and make the pricing
using one as the defender of the other. This helps to Surf Excel
and 4iva, four ma-or brands in Sri Lanka. 4ue to this, the
customers may switch from one product to another to get superior satisfaction. There is a nice
opportunity of attracting other customers who use different brands towards Surf Excel
and to
increase the market share of them.
Suggestions
"f Surf Excel
can maintain a medium price among the similar products will give an
opportunity to attract customers from the other brands who aren$t selecting Surf Excel
as their
detergent powder.
5urrently there isn$t a fixed pricing policy such as discounts at the purchase or price reduction
at the ma-or purchases as the other similar brands do. 7ur opinion is that if
Surf Excel
can such a policy there market share will be higher in a short time.
Surf Excel
sachet price is the highest price among the similar product. This has made the most
of sachet users away from buying Surf Excel
marketers.
%romotions
Surf Excel
highly believes in sales gain through promotions. #nnually they spend a lot for
these promotions. Typically sales promotions can be observed and customer targeted
promotions can be highly seen.
Specially according to their strategic marketing plan, mothers having small kids @ target
market? are mainly focused they involved in the traditional marketing promotions and also
modern techni/ues they own gondolas %7S stalls and etc' #lso field activities which can be
significantly identified from the other similar brands.
Especially their field promotions a set of activities for the customers <mothers and their
children= are highly popular among the rural areas. Through these activities they motivate
customers to buy more or to stick in with them or to attract new customers of their target
market. #s the advertising they use these events effectively packed and thrown to their target
market.
Event list
#dvertising using media.
Surf Excel
mainly uses television and daily papers <especially weekend papers= as their
advertising media. Aou may see kids involved in their childish activities with a set of annoyed
mothers and a -oyful mother. The -oyful mother always uses Surf Excel
was a nominated product over the three super markets. Through this kind of
marketing promotions Surf Excel
conducts the way of doing laundry in the areas that are hiving hard water.
They conduct seminars, demonstrations at those areas. Through these they have gain a huge
competitive advantage. #lso they involved in socio responsible marketing by repairing public
wells, washing areas etc' #t the rural area they place a huge cutout near a public well,
washing area on a tank, stating the advantages of using Surf Excel
.
Suggestions
1. There is not a proper way of getting feedback from their promoting campaigns. 6ost of
participants are not truly customers of the Surf Excel
.
2. Surf Excel
marketers are mostly concerned on short term promoting events. This gives
short time benefits but not suitable in long run.
0. They are conducting continuous promotion programs which prevent the survival of new
entrants$ products, also gaining customets.
4. Through these promotion programs Surf Excel