Professional Documents
Culture Documents
Challenge
Team Case-a-novas
Indian Institute of Management,
Indore
Brand Vivel
Vivel was built on the philosophy of offering superior functional benefits at similar price
points as compared to other available products in the market. The user and usage imagery
associated with Vivel Face Wash point to softness, nourishment, protection and
moisturisation benefits, the positive demeanour and outlook it gives are all aspired by the
urban youth.
Growth roadmap
Vision
To be the leader In the Face Wash market by delivering higher value to the customers by
being consumer-centric.
Goal
To be the clear market leader in the Face Wash category by March 2014.
New Product:
We did a Benefit Structure Analysis . The details of the surveys conducted are given below.
Phase 1:
In phase 1, we talked to 5 retailers (including the one on campus, one supermarket and 3
Kirana stores in Indore) about the sales of various Face Wash products sold by them. All of
them stocked Himalaya and Ponds Face Wash. Lakme and Garnier were stocked in 3 of the 5
retailers. Dove and Vivel Face Wash were found in the supermarket alone. The general
consensus among retailers was that the Women’s face wash market was crowded with
multiple brands fighting it out while there were fewer brands for Men. We wanted to check
if there is an opportunity for a Men’s Face Wash product from Vivel.
Phase 2:
The sample size for the survey was 122 and the samples were men between the age of 18-
30. We conducted the survey in TI mall, Indore. The questions revolved around their skin (in
particular face) care habits. We identified the following benefits and product characteristics
in a Face Wash product.
The summary of the survey and analysis are given below:-
A benefit deficiency matrix (desirability – availability) has been created to analyse which
of the benefits are desired more by the customers and which of these benefits are not
being provided by the current brands.
From the table it is evident that there is greater deficiency among current
products in providing Soothing Effect, Antiseptic properties, Bright and Glowing
Skin and freshness. This is as perceived by the male respondents who were
surveyed.
Phase 3:
Based on phase 2 results, we feel that the most apt product that Vivel can introduce is
Men’s 2-in-1 face wash (Cleansing action + After-shave) which is Men’s face wash having
the functional benefits of a Face Wash(cleansing and providing Bright glowing skin) along
with the soothing, freshness and antiseptic benefits an aftershave gel or lotion provides.
The product would differentiate itself from multiple competitors. While all are offering a
simple face wash, Vivel would be introducing a variant which has twin benefits: one being
Face wash, the other being ‘After shave’. The product we feel would find wide spread
acceptance because:-
Face Wash usage levels among men in India is quite low. So the market to capture is
pretty large.
Most men who shave use an after shave lotion. They are however reluctant to use a
Face Wash because the perceived benefits are quite low. If they are given a face
wash with the functions of an after shave lotion, they can be persuaded to use it.
Criteria for evaluating New Product
Market Size:
Also Vivel being already successful in marketing all other products will find it easy with the
support of existing structure in marketing the new product ‘Vivel Men’s 2-in-1 Face wash+
After Shave’.
Marketing Strategy
Positioning:
The (Target Group)TG should be men in the age group of 18-35, in urban and semi-urban
markets, college going or professionals, as they are most likely to shave daily or more than
once a week and hence the prime users of the product.
The positioning should emphasize on the triple benefits of an antiseptic after-shave, face
wash and a moisturizer.
Points of Parity would be cleansing action which a face wash is supposed to do, cleaning dirt
from the pores of the face and providing a clear skin after the usage.
Points of difference would be the unique antiseptic action which would give relief from the
cuts and rashes on the face after the shaving and thus not requiring an after shave
separately.
- A signature fragrance for Vivel will be an added advantage and help in establishing
associations. This card is played by Lakme using fruit fragrance which has found a
distinct connect with its consumers.
- Translucent Pack
With opaque packs, it is difficult to determine if the gel/cream is completely used up
or not. So the pack can be made translucent to observe the content.
In-store Marketing:
The product sample can be first offered in 3 pack sizes-small sachet (2-3 uses per pack),
small tube (10-15 uses per pack) and large tube (30-40 uses per pack).
The product should be kept in shelves along with the other brands of Men’s face wash, so
that it attracts special attention because of its after-shave property.
In retail stores where there is a separate section for shaving products, the customer service
associate should be asked to suggest this product as a unique offering.
Advertising Ideas:
The advertising should focus on the burning sensation of alcohol based after shave, and
portray it as something which can be done away with.
With a right mix of TV, Print and new – age media should be employed. A 60:30:10
respectively should be given for effective reach to the target audience.
It should also communicate that instead of using multiple products for different
requirements, Vivel 2-in-1 is a single solution, thus reducing the clutter.
The dual benefits of cleansing action and aftershave benefits can be communicated through
a youth icon with a chubby face (Actors Imran Khan, Shahid Kapur or Mahesh Babu). This
jells in well with the user and usage imagery of Brand Vivel.
Launch of other
variants
Winter Varient
Jan 2014
July 2013
Men's
Facewash+
After Shave
Fragrance May 2013
Jan 2012
Translucent
Pack
Oct 2012
References
i
http://articles.economictimes.indiatimes.com/2009-04-07/news/27644941_1_deodorant-market-share-
brand
ii
http://www.thehindubusinessline.com/industry-and-economy/marketing/article3371077.ece
iii
http://articles.economictimes.indiatimes.com/2010-11-12/news/27629303_1_personal-care-hair-care-
grooming-market
iv
http://www.thehindubusinessline.com/industry-and-economy/marketing/article3371077.ece
v
http://articles.economictimes.indiatimes.com/2010-11-12/news/27629303_1_personal-care-hair-care-
grooming-market