Arrow Shirts : Now You Know

Brand : Arrow
Company : Arvind Brands
Agency : Rediffussion

Brand Analysis Count : 394

Arrow is one of the leading premium readymade brand in India. This international brand has a rich history dating back to 1851. Globally Arrow brand belongs to Cluett Peabody . In India, the brand is manufactured and marketed by Arvind Brands.

Arrow is predominantly a shirt brand. This American brand was made famous by JFK is a preferred shirt brand of Executives.

Arrow came to India in 1993. The brand which was known for its American heritage was an instant success in India too. In 2000, the brand clocked a turnover of Rs 55 crore fighting for the market with Louis Phillipe and Van Heusen . This premium brand thrived on the International image and Arvind Co nurtured this brand by making the brand exclusive and through restricted availability.

The brand was expensive and had the quality and finish. Arrow was famous for its ultra- formal shirts. Consumers liked to show off the brand and the famous Arrow brand mark near the cuff.The brand used to promote itself using print media.

Arrow had tried to build its brand using its American heritage. The brand had the tagline Authentic American and used foreign (American) models to reinforce the association.

Arrow was popular among the older business class. The company felt that the brand is losing its position among the emerging young turks . In 2008 the company designed to reposition itself to target the youth. The brand adopted a new tagline " When You Know ". The target segment was identified as SEC A male aged 25-35 years. Print campaign highlighting the new positioning were released across the market.

Arrow offlate has been a laidback marketer. I havn't seen any ad of this brand for years. Or may be no ads of this brand has caught my eye. This is the problem with brands which have an established position in the market. Since there is a huge equity and awareness, these brands feel that there is no need to promote. Zodiac , Color Plus ,Park Avenue and Louis Phillippe has been consistently investing in brand promotions but not Arrow.

Arrow had established itself in the market not because of its campaigns but because of the quality,premiumness and exclusivity. The question is whether the brand still retains those value elements in the mind of the consumer. With readymade brands entering the market in dozens,no brand can rest on its laurels. Atleast for now....

7 Up : Bheja Fry, 7 Up Try

Brand : 7 Up
Company : Pepsico
Agency : BBDO

Brand Analysis Count : 393

7 Up is a neglected brand. This brand despite being a Pepsico brand had failed miserably in the Indian market. Sadly it is not because of the product that the brand failed but because of the marketing mismanagement.

7 Up was launched in India in 1992. According to reports, it had a wonderful start becoming the largest selling brand in the category by 2002 . 7 Up is a lemon drink similar to Limca.

Seven Up globally is closely associated with its mascot Fido Dido. When launched in India, 7Up also bought in the famed mascot. Fido came to India in 1992 along with the brand but had a very erratic relationship with 7 Up.

Despite being in the Indian market close to 19 years, 7 Up was not a successful brand. The fault lies in the confused marketing strategy adopted by Pepsico with this brand. Pepsico is one of the world's best marketers. But when we look at individual brands like Mirinda and 7 Up, we see a confused product mix strategy from the company.

Pepsico never had a long term plan for 7 Up. When the brand was launched, the lemon flavored drink segment was perceived to be a small market with the market leader Limca ruling the market. But both Coca Cola and Pepsi was not interested in developing the category or the brand for a long time. Limca was killed by Coca Cola while Pepsi after the initial enthusiasm dropped investing in 7 Up.

The problem with 7 Up was two fold. First was the company's lack of interest in the brand and the category and second was the positioning confusion.

When launched, 7 Up was positioned as a cool drink. The brand used Fido Dido and certain imported commercial to position the brand as a cool drink for the youngsters. But the mascot and its international style failed to impress the audience. Every one liked Fido Dido but there was no connect with the mascot and the Indian audience. The company was in a dilemma because 7 Up had a strong association with Fido Dido but Fido Dido had a disconnect with the Indian audience.
This is a typical problem faced by those brands that import their foreign mascots to India . Pillsbury had a mascot Doughboy which is very famous in US but less popular in India . Fido Dido was a foreigner and hence the lack of connect was evident.The brand was really confused on how to use Fido Dido in the Indian market.

Fido Dido has an interesting background. The character was born in 1985 in a cafeteria napkin T he founders Susan Rose and Joanna Ferrone was in a discussion during which Susan Rose scribbled a figure in the napkin which later became Fido Dido. Fido became the brand ambassador for 7 Up in 1989. Another interesting fact is that Fido Dido trademark does not belong to Pepsi but belong to the founder Joanna. Hence the mascot is highly controlled by the owner and not the brand.

This lack of control has prevented Pepsi from Adapting Fido to Indian audience. It does not have the freedom to change the mascot's personality. This is an absolutely awkward situation for the brand where it had a wonderful mascot but could not change anything about the mascot.

Another factor that aided for the failure of 7 Up was the thinking among Pepsi marketers that taglines and positioning statements should not remain constant. So they keep on changing taglines and statements. One of the highly popular taglines for 7 Up was " Keep it Cool ". But the marketers at Pepsi wanted to change it for the sake of changing it. " Keep it Cool' was perhaps one of the apt and best tagline which could have lifted the brand to new hieghts had Pepsi invested in developing it.

Seven Up and Fido Dido had a short affair. In 1995 Pepsico globally stopped using Fido Dido and in India too the company stopped using the mascot. Later in 2003, the brand began using Fido Dido but again it was a half- hearted approach.

The investment of Pepsico in 7 Up was no where consistent. The brand tried some marketing gimmicks like launching a curvey bottle named 7 Up Curvey in 2006. The brand took the hot bollywood Diva Mallika Sherawat as the brand ambassador since she had those curvey look. There was an initial hype behind this launch but later it died a slow death. Beyond such stunts, there was no marketing thinking for this brand.

The brand also faced competition internally from Mountain Dew. Pepsico launched its iconic brand Mountain Dew and put lot of investment behind the brand. As a consumer I do not see any difference between Mountain Dew, Sprite and 7 Up. Limca was perceived a little different because it was cloudy. Pepsico was also confused on how to clearly differentiate Dew and 7 Up when consumers perceived both as similar.

The easiest way to end the confusion is to sideline the brand. 7 Up was thus sidelined for almost 8 years. In 2007-08, the company began to look into this brand. A new theme was prepared to take the brand away from Fido Dido and focus on another theme. The brand took the tagline " Bheja Fry, 7 Up try " which talked about the refreshing feeling of Seven Up . The campaign featured many Bheja Fry situations and how 7 Up can lift your spirits in those occasions.

This summer saw the extension of this theme. Pepsico realized that Lime Juice was the largest selling drink and most favorite flavor among Indians. So it started to pitch 7 Up as " The Lemon Drink " . The brand had the new tagline " Mood ko do Lemon ka Lift ".

In 2009, Pepsico launched another brand Nimbooz which is a drink having the original lemon juice taste. Nimbooz is launched as a brand endorsed by 7 Up.Nimbooz has been launched with the tagline " Ek Dum Asli Indian ". The brand is trying to compete with the ordinary lemon juice which is one of the favorite thirst quencher of Indian consumers. The question remains as to why a unsuccessful brand is used to endorse a new brand ?

The new launch is going to be further problematic for 7 Up. 7 Up has recently pitted for associating itself with Lemon Flavor. Now Nimbooz is saying that it is the original lemon drink. One is artifical and other is original .

What ever be the argument of the marketers, consumers seldom see the difference between a cloudy drink, a clear drink, artifical, flavored etc etc. These micro segmentation actually confuses consumers and force them to go for the simplest solution. Sprite became the largest selling beverage brand because it was simple for consumer to understand what that brand did.

Keep it Simple please.....

Orient Fans : More Air, Everywhere

Brand : Orient

Company : Orient Paper Industries Ltd

Agency : Mudra

Brand Analysis Count : 392

Orient is a very interesting marketing case study. This is a brand that shows how to create a sustainable differentiation in a market which is highly commoditized. Orient is a brand which has a long history. The company was started in 1940 

as Calcutta Electrical Manufacturing Co. In 1954, the company was taken over by CK Birla group.

Orient is one of the largest fan brand in India. It is also the largest fan exporter in the country. The Indian fan market is huge with an

 approximate size of 2 crore units being sold every year. But the market is dominated by the small industries which account for about 55% of the total market. 

The organized market is dominated by players like Usha, Crompton, Orient and Khaitan.These players are facing stiff competition from the local players who compete on the basis of price. The organized players try to defend their position banking on their brand equity.

The price competition was so huge that at one point of time all major brands launched a lower priced product range to compete with the local players.

Fan is an important consumer durable. It is one of the largest selling consumer durable category in India . Although the category is the largest selling one , consumers perceive the product more as a commodity with little or no differentiation among the various players.

In a way consumers were indifferent towards the brands. Urban and upper SEC segments preferred brands because of quality but lower SEC segments were more price oriented and preferred the local brands. Local brands had high equity because they advertised heavily in their market, gave more margin to the retailer and was significantly lower priced. As a consumer, one really could not evaluate the difference between a local made fan and a branded one. There was no compelling differentiation among the fan brands.

What Orient did was a masterstroke.

1993-1994 was a bad year for the brand.Faced with dropping sales, Orient had to do something to defend its position. The brand rightly identified the need for a clear differentiation. After a thorough research on the consumer, the advertising agency Mudra suggested that the brand focus on three core areas

Air Delivery

Sweep Area

Electricity Consumption

Thus born the famous acronym PSPO. PSPo stands for Peak Speed Performance Output. 

The brand has a formula for PSPO 

PSPO = [Total Air Delivered /Electricity Consumed] X incremental factor

Increment factor = Significant Air Speed X Specified Sweep Area Plan

In simple terms, this is a design which can deliver more air to a large area . Orient has designed its motor and blades in such a manner that the fan can cover more area and deliver more air.

More than the technology, the brand was smart enough to brand this new feature as PSPO. This is a classic case of Ingredient Branding. The brand had found its differentiation. According to marketing theory, a good differentiator has to be meaningful, sustainable and not easy to copy. PSPO was a meaningful differentiator. By branding it , Orient had made it proprietary and its competitor could not copy that.

Next came the challenge of communicating this proposition to the consumers. Orient used its resources to bombard its consumers with PSPO and its meaning.There were lot of TVC which continuously conveyed the acronym PSPO and its benefits and there was a strong recall and association with Orient & PSPO.

In 2004, Orient Fans was chosen as a supplier for Walmart which gave the brand an entry to the US market.

Despite the success, Orient continued to invest in the brand. In 2006 , the brand roped in the Ace Cricketer MS Dhoni to endorse the brand. A cricketer and a fan have no connection with each other but the purpose of the brand was to reinforce its brand and its association with Dhoni gave some brand recall. The association continues even today and recently there was an ad campaign featuring Dhoni . The new campaign is also focusing on the USP of PSPO. 

The brand has the tagline " More air, Everywhere " and its core proposition has remained the same all these years. This benefit proposition  or More Air, More Area and less Electricity is still relevant for the consumer. 

Orient and its PSPO is one of the most consistent brand campaign India has seen. The theme is running for almost 15 years and the brand managers are intelligent and wise not to tamper with the winning formula. That is the power of the big idea. When you have one , use it to the maximum.

Related Brand 

Khaitan

PS: There is  an interesting case on Orient PSPO by Mudra. Read it here 

Brand Update : Maggi

My favorite brand Maggi is now 25 years old. Born in 1983 , this brand has created a market for itself. Maggi is a brand which showed the power of marketing. This brand made noodles a household product. When many foreign food brands are trying to change Indian consumer's taste, Maggi bought in a silent revolution.

To mark its silver jubilee, Maggi is running a campaign " Me & Meri Maggi". The new campaign is designed to be interactive with the brand inviting from its consumers interesting stories about them and Maggi. For this, the brand have initiated a new website meandmeri.in. Consumers can write in their stories and lucky ones' photos will feature in Maggi Packs.

Maggi became successful because it understood consumers . The brand never wanted to change Indian consumer's habit. It did not had ambitions about changing Indian's breakfast or dinner preferences. What Maggi did was to slowly attach itself to Indian consumer's need without disruption.

Maggi was also closely watching consumer preferences.When consumers wanted healthy food, Maggi launched Atta Noodle variants that was healthy . More importantly this move addressed the concerns of Homemakers. The brand extended itself to multiple segment but without diluting the core brand equity.

Maggi over these years have made lot of mistakes. It made mistakes because the brand was willing to experiment. More importantly the brand learned from those mistakes and corrected itself.
Maggi also invested heavily in brand building. The campaigns for one of Maggi's products were always there in the media which kept the brand fresh in the mind of the consumers. Maggi personifies the basic principles of understanding consumers, innovating and investing in the brand.

Related Brand
Maggi

Brand Update : Minute Maid

Minute Maid, launched in 2007 is currently running a new campaign this summer. The brand had caught the Indian consumer's attention through its launch campaign " Where is the Pulp ". The launch campaign was so interesting that it encouraged the consumers to try this international brand from Coca Cola.

The brand had the positioning based on its Pulpy Orangy characteristic . You can really feel the orange pulp when drinking this . This makes the brand unique. The uniqueness makes this brand a niche because there will be many consumers who do not like that pulpy nature of the drink which is Minute Maid's USP.

This summer, the brand is trying to further reinforcing the positioning based on its pulpy-factor. But there is a big difference in the current marketing strategy. If you remember the launch campaign , the strategy was to drive home the USP of the brand. The ad was highly successful in communicating this basic differentiating point. the task of the commercial was to tell the consumer that Minute Maid has more Orange Pulp in it. And the ad communicated it prefectly.

Watch the first commercial here : Minute Maid- Where is the Pulp

The new commercial is now translating this USP into customer benefit. The current positioning is based on the benefit that this Orange Pulp gives to the consumer. The brand promise is that Minute Maid gives you the UPLIFTING Feeling. You feel energized and Uplifted when you drink Minute Maid. So the brand is trying out the equation Pulpy Orange = Uplifting Feeling.

Watch the new commercial here : Minute Maid 2009

The ad is simple and directly conveys the brand's promise. When you drink Minute Maid, oranges comes and lifts you up. The ad backed by good music keeps you glued to the screen and ofcourse there is the temptation to pick up a bottle of the product. A brilliant idea and a very good execution. Kudos to the team.

Related Brand
Minute Maid

Studds Helmets : Safety and Style

Brand : Studds

Company : Studds Accessories Ltd

Brand Analysis Count : 391

Studds is a brand that brings back memories of my two wheeler days. I hated helmets and I bet most of the youngsters do hate helmets. It is a glamour killer. What is the use of having an expensive bike and a handsome face when what those chicks will see is the dark full faced Red Helmet ???

My first helmet purchase was a grudge purchase. One fine morning, Kerala Government had a revealation that its citizen's head was very important. Government decided to  " enforce " the helmet rule and a fine of Rs 500 or more ( depending on the value of the head !) were to be imposed on those who chose to ride two wheelers without helmets.

There was a frantic run for helmets. At one point of time, there was a shortage of helmets and we guys had to play hide and seek with the traffic police who were determined to keep the keralites head safe. Those smart ones bought fake helmets from roadside and put ISI sticker on it. Some even used Cricket helmets to fool the cops.

The helmet game had been a regular feature in our state for a while. Government keep on enforcing and relaxing helmet rules in the state. Last year there was a directive that even the pillion riders should have helmets. This move created an uproar among the lady pillion riders who felt that their hair-style would now have to be at the mercy of their helmets. 

Having said that , majority of fatalities involving two wheelers is caused by head injuries . Helmets definitely is a life saver and I am of the opinion that the helmet rule should be enforced.

Studds is a major player in the helmet market in India . The Helmet market is estimated to be around Rs 200 crore but 85 % of the market belong to the unorganized segment. Studds is a major player in the organized helmet market in India.

Rs 200 crore seems to be a very small size compared to the size of our two wheeler market. India sells about 6 mn two wheelers in an year and that is a huge market for helmets. Helmet marketers are not able to tap this huge market .

One reason for that is the enforcement of the helmet rule across the country. Helmets are compulsory for two wheeler riders as per the Central Motor Vehicles Act Section 129. But this is not enforced in most of the states. 

The second reason is the lack of marketing effort on the part of helmet marketers to create an awareness among the riders about the need for helmets. Even in the states where the helmet rules are enforced, riders use helmets only to evade the cops. Hence they buy sub-standard helmets and put the ISI sticker on it. The helmet marketer are still dependent on the government to make the rule strict so that they can sell helmets without much effort.

It is in this context that Studds brand becomes interesting. Studds brand came into existence in 1970. The founder of this brand was Mr Ravi Khurana who was an R&D Head at Escorts at that time. He witnessed a fatal accident involving several of his colleagues during a test ride which prompted him to start a helmet manufacturing unit. 

Ironically in 1999, the group split into two and the Studds brand now rests with Studds Accessories Ltd and Ravi Kurana had to start a new company Ergo .

Studds is a well known and well respected brand in the industry. Without much advertising, Studds built a brand through positive word of mouth. The brand had a high perception of being a high quality helmet. It was able to charge a premium because of this thrust on quality.

Compared to other brand, Studds also was innovative interms of designs. My last helmet was Studds Ninja which I bought because of the stylish design.

Studds is not without competition. It faces competition from brands like Aerostar, AVG, Vega and host of local players. India is also witnessing the emergence of a new segment of premium helmets.

The single reason why the helmet market has not grown in value terms is the laid back marketing behavior of helmet makers. Despite being an important accessory, seldom we see any ad campaign from helmet marketers. No road shows or sponsoring of helmet-awareness campaigns. The marketers are still banking on the free lunch offered through enforcement of helmet rules by governments.

It is true that helmet is a messy accessory. It is heavy, it spoils the hair, it has to be carried around and unless you have an accident you seldom realizes its use. But it is a life saver for the biker. Every other excuse becomes irrelevant when it comes to the matter  of life and death.

It would have been wonderful if the helmet marketers come togther to increase the awareness and importance of helmet wearing among the riders. Studds could have done far better if it had invested heavily in brand building .

It is also interesting to note why two wheeler marketers have missed this opportunity for selling their own brand of helmets . 

All the marketers are waiting for the natural process of emerging segments which are conscious about the use of helmets. But in my opinion it is marketing laziness at its best.