Marketing Practice blog is featured in ALLTOP.com. Alltop is the new venture of Mr Guy Kawasaki. Alltop is a content aggregator with a difference. It looks simple, uncluttered and does not overwhelm the readers compared to other site aggregators.
Check out the new site here : Alltop
Marketing Practice is featured in the small business section .
A big thank you to the ALLTOP team
Monday, March 17, 2008
Sunday, March 16, 2008
Brand Update : Kit Kat Chunky
Kit Kat has launched its globally successful variant Chunky in India this year. Kit Kat Chunky is a king size singl
e finger variant of KitKat.
Kit Kat Chunky was globally launched in 1999. The high profile launch was a result of an internal rejuvenation project ( project Tyson) to lift up the sagging Kit Kat brand. Kit Kat Chunky was an instant hit and was touted as Nestle's most high profile brand success in that decade.
The reason for the variant launch in 1999 was because of the lack of popularity of original Kit Kat among the 18-25 year old. Chunky made the brand popular again in that segment.
In India , the brand has been launched in two variants : African Choco and Hazel nut
The variant is being promoted through TVC. Watch the commercial here : Kitkat Chunky
The look of the product itself raised some questions in me. The product is so Un Kit Kat like . Instead of the famous four finger product you have a single finger chunky chocolate bar. The packaging is also entirely different from the original brand. Will it not affect the parent brand ?
The success of this variant globally shows the paradox of marketing. The success of Chunky itself contradicts the 'conventional ' wisdom of Brand Extensions that extensions should be in line with the original brand's core values and strengths. Here that rule is broken that too successfully.
Having said that I feel that one has to be very lucky to get away with that kind of extensions. In India the market for wafer based chocolates has been negligible. Although Perk and Kit Kat had initial volumes, these brands now occupy a negligible share in the total chocolate market. The reason for Chunky's launch is to address this issue. Compared to the wafer chocolate, Chunky is a full finger Chocolate with added crispies like nuts. The launch is from the insight that Indian consumers like to have more chocolate than anything else.
But Kit Kat Chunky is not the first brand to try out these products. I remember Cadbury's having a Chunky range which later faded in the market . Whether Chunky will raise the fortune of Kit Kat is some thing to watch for.
Related Brand
Kit Kat
e finger variant of KitKat.Kit Kat Chunky was globally launched in 1999. The high profile launch was a result of an internal rejuvenation project ( project Tyson) to lift up the sagging Kit Kat brand. Kit Kat Chunky was an instant hit and was touted as Nestle's most high profile brand success in that decade.
The reason for the variant launch in 1999 was because of the lack of popularity of original Kit Kat among the 18-25 year old. Chunky made the brand popular again in that segment.
In India , the brand has been launched in two variants : African Choco and Hazel nut
The variant is being promoted through TVC. Watch the commercial here : Kitkat Chunky
The look of the product itself raised some questions in me. The product is so Un Kit Kat like . Instead of the famous four finger product you have a single finger chunky chocolate bar. The packaging is also entirely different from the original brand. Will it not affect the parent brand ?
The success of this variant globally shows the paradox of marketing. The success of Chunky itself contradicts the 'conventional ' wisdom of Brand Extensions that extensions should be in line with the original brand's core values and strengths. Here that rule is broken that too successfully.
Having said that I feel that one has to be very lucky to get away with that kind of extensions. In India the market for wafer based chocolates has been negligible. Although Perk and Kit Kat had initial volumes, these brands now occupy a negligible share in the total chocolate market. The reason for Chunky's launch is to address this issue. Compared to the wafer chocolate, Chunky is a full finger Chocolate with added crispies like nuts. The launch is from the insight that Indian consumers like to have more chocolate than anything else.
But Kit Kat Chunky is not the first brand to try out these products. I remember Cadbury's having a Chunky range which later faded in the market . Whether Chunky will raise the fortune of Kit Kat is some thing to watch for.
Related Brand
Kit Kat
Thursday, March 13, 2008
Brand Update : Poppins
Poppins has launched a new campaign with a catchy slang " Doon Kya " . The new ad is aimed to create a v
iral ,anchoring the slang.
iral ,anchoring the slang.Poppins always had a irregular promotional strategy with short bursts of promotional investment. The latest being the campaign " Goli Rainbow Wali". According to agencyfaqs, the brands feel that it is alienated from the intended target market i.e 8-10 yr old.
In the new campaign , the brand give the message that Poppins has so many flavors that you will give it to everyone.
These days marketers are using catchy slogans to sustain the interest in the brand. Its not a new phenomenon and we know the catchy slogans of Pepsi , Coke ,Frooti etc but the difference here is that now marketers depend on local slang to catch the audience's attention.
The advantage of using a popular local slang ( usage) is that if successful, the slang can sustain the brand for a long time. The disadvantage is that in a country like India where we have different languages, local slangs cannot have a national appeal. For example in the Poppins' case, the usage " Doon Kya " is alien to South Indians and you maynot be able to find an appropriate local slang to substitute the original one.
The fact is that most of the time advertising agencies are not sensitive to the language diversity of our country . In my experience , I have seen many ads created by reputed advertising agencies being messed up by unprofessional dubbing. Even agencies does not bother to approach native dubbing artists for the ad. In most of the ads dubbed in my language - malayalam, the dubbing is done usually by a Tamilian and usually it sounds horrible.
For the Poppins ' Doon kya' also the kids in South Indian states may not be impressed with the idea. On the other hand, there is also a chance that these things catch up with the non-Hindi speaking customers but the odds are less.
Watch the Poppins ad here : Doon Kya
Related Brand
Poppins
In the new campaign , the brand give the message that Poppins has so many flavors that you will give it to everyone.
These days marketers are using catchy slogans to sustain the interest in the brand. Its not a new phenomenon and we know the catchy slogans of Pepsi , Coke ,Frooti etc but the difference here is that now marketers depend on local slang to catch the audience's attention.
The advantage of using a popular local slang ( usage) is that if successful, the slang can sustain the brand for a long time. The disadvantage is that in a country like India where we have different languages, local slangs cannot have a national appeal. For example in the Poppins' case, the usage " Doon Kya " is alien to South Indians and you maynot be able to find an appropriate local slang to substitute the original one.
The fact is that most of the time advertising agencies are not sensitive to the language diversity of our country . In my experience , I have seen many ads created by reputed advertising agencies being messed up by unprofessional dubbing. Even agencies does not bother to approach native dubbing artists for the ad. In most of the ads dubbed in my language - malayalam, the dubbing is done usually by a Tamilian and usually it sounds horrible.
For the Poppins ' Doon kya' also the kids in South Indian states may not be impressed with the idea. On the other hand, there is also a chance that these things catch up with the non-Hindi speaking customers but the odds are less.
Watch the Poppins ad here : Doon Kya
Related Brand
Poppins
Coffee With Sundar
Blogger Mr. Sundar was kind enough to e-interview me on his blog " Coffee With Sundar " . Where I talked about my blog and academics in general.
You can read it here : Coffee with Sundar
ahem .... It was my first e-interview as a blogger...
You can read it here : Coffee with Sundar
ahem .... It was my first e-interview as a blogger...
Tuesday, March 11, 2008
Airwick : Its Good To Be Home
Brand : Airwick
Company : Reckitt & Benckiser
Agency : Euro RSCG ( Malaysia)
Brand Analysis Count : 315
Airwick is the latest entrant into the Indian Home Air Freshener market. The size of the market is very small and agencyfaqs estimates the size to be around Rs 75 crore. The market is
dominated by players like Godrej Sara Lee which extended its car- freshener brand Ambipur into this category.
Airwick is a global brand which made its debut in USA in 1944. Ever since the brand has grown to become world's largest home freshener brand with an estimated brand size of Rs 6000 crore. The entry of this brand is expected to increase the penetration of this product category.
Airwick in a way has imported its entire global branding strategy into this market. The entire brand elements are being launched in the Indian market.
Airwick has been launched in India in three different format :
-Electrical Diffuser which looks similar to the mosquito liquidator . The diffuser is priced at Rs 125
-Aerosols priced at Rs 99
- Freshmatic Automatic Spray priced at Rs 799.
The brand is focusing on two major benefits : Odor elimination and Premium fragrance. The brand is targeting the SEC A ,A+ segments.
According to a report in Agencyfaqs, the brand has identified five consumer insights that shaped its entry strategy in India. The insights are that
Indian homes are
- smaller ,
-have attached toilets,
-Inadequate ventilation,
-No sunlight penetration
-Lack outdoor spaces to dry clothes.
These fa
ctors cause build up odors which also affect the mood of people living in those houses. The brand is being promoted on a basic premise that pleasant fragrance create pleasant Moods. The brand is taking the tagline " Its Good to be Home " . Globally also the brand has the same slogan.
What is more interesting about the brand is the promotion. The brand uses animated cartoon character in their campaigns.
The main heroes of campaigns running in India are
Mrs Octopus
Mrs raccoon
Mrs Kangaroo.
The ads are created by Euro RSCG Malaysia and only the language is made Indian. I have my own reservations about importing foreign campaigns to India but some how I liked the Big Idea of using animated characters to promote a adult - product.
From my experience , I observed two things about the ad :
a. Its clutter breaking . Because its different, you tend to notice the ad and also the brand.
b. If you have small kids, they will force you to watch this ad.
The characters are lively and has given the company lot of room for the creatives to work on especially on point of purchase materials and packaging. It can also develop unique sales promotion schemes taking advantage of these animated characters.
The ads have given instant brand recall but the campaign is not without disadvantages.
The major disadvantage is the the market for air-fresheners for home is nascent in India. Infact most of us are unaware of this product category. Infact the ad does not explain the category much and assumes that the customers are familiar with the products (while Indian consumers are not ). Frankly I first mistook it for mosquito repellent.
Having said that, the brand has lot of strengths. The brand can leverage the distribution strength of Reckitt & Benckiser and the changing demographics aswellas lifestyle has thrown up immense opportunities for products like Room Fresheners. Infact I foresee that the commercial customers like Hotels, restaurants, offices , retail etc will be the major takers for these products initially.
The challenge for this brand is to penetrate the middleclass where it will be fighting the good old incense sticks, and perfumed floor cleaners. The cost is also little prohibitive but the strategy that will be adopted will be to price the Diffuser low to increase the penetration of this product category. The major task will be to change the customer's perception about odor. I think that Indian consumers take the odor inside rooms for granted (except for bathrooms) . Infact we never think about it unless it is too much stingy. We also associate cleanliness and fragrance together so we may have never thought of room fresheners.
But the fact is that we like our homes to have pleasant fragrance. So the slogan rightly captures the idea " Its good to be home "
Agency : Euro RSCG ( Malaysia)
Brand Analysis Count : 315
Airwick is the latest entrant into the Indian Home Air Freshener market. The size of the market is very small and agencyfaqs estimates the size to be around Rs 75 crore. The market is
dominated by players like Godrej Sara Lee which extended its car- freshener brand Ambipur into this category.Airwick is a global brand which made its debut in USA in 1944. Ever since the brand has grown to become world's largest home freshener brand with an estimated brand size of Rs 6000 crore. The entry of this brand is expected to increase the penetration of this product category.
Airwick in a way has imported its entire global branding strategy into this market. The entire brand elements are being launched in the Indian market.
Airwick has been launched in India in three different format :
-Electrical Diffuser which looks similar to the mosquito liquidator . The diffuser is priced at Rs 125
-Aerosols priced at Rs 99
- Freshmatic Automatic Spray priced at Rs 799.
The brand is focusing on two major benefits : Odor elimination and Premium fragrance. The brand is targeting the SEC A ,A+ segments.
According to a report in Agencyfaqs, the brand has identified five consumer insights that shaped its entry strategy in India. The insights are that
Indian homes are
- smaller ,
-have attached toilets,
-Inadequate ventilation,
-No sunlight penetration
-Lack outdoor spaces to dry clothes.
These fa
ctors cause build up odors which also affect the mood of people living in those houses. The brand is being promoted on a basic premise that pleasant fragrance create pleasant Moods. The brand is taking the tagline " Its Good to be Home " . Globally also the brand has the same slogan.What is more interesting about the brand is the promotion. The brand uses animated cartoon character in their campaigns.
The main heroes of campaigns running in India are
Mrs Octopus
Mrs raccoon
Mrs Kangaroo.
The ads are created by Euro RSCG Malaysia and only the language is made Indian. I have my own reservations about importing foreign campaigns to India but some how I liked the Big Idea of using animated characters to promote a adult - product.
From my experience , I observed two things about the ad :
a. Its clutter breaking . Because its different, you tend to notice the ad and also the brand.
b. If you have small kids, they will force you to watch this ad.
The characters are lively and has given the company lot of room for the creatives to work on especially on point of purchase materials and packaging. It can also develop unique sales promotion schemes taking advantage of these animated characters.
The ads have given instant brand recall but the campaign is not without disadvantages.
The major disadvantage is the the market for air-fresheners for home is nascent in India. Infact most of us are unaware of this product category. Infact the ad does not explain the category much and assumes that the customers are familiar with the products (while Indian consumers are not ). Frankly I first mistook it for mosquito repellent.
Having said that, the brand has lot of strengths. The brand can leverage the distribution strength of Reckitt & Benckiser and the changing demographics aswellas lifestyle has thrown up immense opportunities for products like Room Fresheners. Infact I foresee that the commercial customers like Hotels, restaurants, offices , retail etc will be the major takers for these products initially.
The challenge for this brand is to penetrate the middleclass where it will be fighting the good old incense sticks, and perfumed floor cleaners. The cost is also little prohibitive but the strategy that will be adopted will be to price the Diffuser low to increase the penetration of this product category. The major task will be to change the customer's perception about odor. I think that Indian consumers take the odor inside rooms for granted (except for bathrooms) . Infact we never think about it unless it is too much stingy. We also associate cleanliness and fragrance together so we may have never thought of room fresheners.
But the fact is that we like our homes to have pleasant fragrance. So the slogan rightly captures the idea " Its good to be home "
Saturday, March 08, 2008
Smyle : It does Wonders
Brand : Smyle
Company : Maneesh Pharmaceuticals
Brand Analysis Count : 314
Company : Maneesh Pharmaceuticals
Brand Analysis Count : 314
Smyle is one of the popular brands in the OTC market in India. This 60 crore brand earlier belonged to Kopran Pharma and was later sold to Maneesh Pharmaceuticals Ltd.
Smyle as the name suggests was firts launched in the Oral care market. Its most popular product was Smyle Mouth Ulcer Gel. Smyle was one of the first OTC ayurvedic Mouth Ulcer Gel. The product achieved instant popularity because of its effectiveness.
Mouth Ulcers are a common irritating disease . The reason for mouth ulcers can be many : digestive problems, vitamin deficiency, accidental biting, use of heavy antibiotics etc. Once it is there, it causes severe pain and one will not be able to eat anything till the ulcer get cured. Normally we used to treat this ourselves using some home remedy like applying coconut oil etc. Usually one will resort to medical advice only in case of severe ulcers.
But the medicines that are usually prescribed for Mouth Ulcers tastes too bad and often smells bad also. Th
is has opened up a new untapped market for a user friendly product.
Smyle Mouth Ulcer Gel had lot of advantages. First was that it tasted pretty OK and hence the customers did not mind using the product again and again. Secondly Smyle was ayurvedic and hence perceived to be side - effects free. Thirdly , the product was very effective.
These advantages created lot of equity for this product. But the market was small and Smyle Gel was essentially a niche brand. Smyle ulcer gel was promoted heavily through TV and print ads. I still remember a TVC which shows a guy screaming with pain inside a cinema hall while having a popcorn.
What was interesting is the way in which the brand owners extended the brand " Smyle " . I don't know the exact hierarchy of the launch of these extensions but here is the list of brand extensions of Smyle :
Smyle Mouth Ulcer GEl
Smyle Toothpaste
Smyle Prickly heat powder
Smyle throat reliever
Baby Smyle range of baby soaps
Baby Smyle baby powder
Smyle Lozenges
Smyle vaporub
Smyle Freshness talc
Smyle first aid kits
Smyle band-aid
Smyle nasal inhaler.
All these products were launched in a span of four years. Common sense says that the brand extensions was too many too fast.Smyle extending itself into powder and baby products does not make sense because the parent brand Smyle does not have a strong brand equity to support these category extensions.
Marketing theory suggests that inorder for a brand to extend into multiple categories, the parent brand should have strong relevant brand equity aswellas brand values. Smyle as a parent brand did not had such extendable brand equity. What Smyle had was a successful product.
Smyle Toothpaste made sense because Smyle was associated with Oral-Care . But there also the brand did not invest on building a positioning platform but tried to become a price- warrior. Fighting the giants like Colgate, HUL and Dabur needs more than low price.
While the throat lozenges and cough syrup extensions had a connection with oral-care, the brand had to break into the strong hold of power brand like Vicks. Smyle throat reliever had a USP of Gargle and Gulp property but I feel that the brand lacked power to compete with Vicks.
Having extended so much into so many products, Smyle may have shown an increase in the cumulative sales but in the long run, there is a chance that the brand may bleed itself to death. With out developing a core brand, too much energy has been spent on these brand extensions. Successful umbrella brands like Vicks and Johnson & Johnson have unmatched core- brand strentgh which Smyle lacks. Smyle as a brand had lot of advantages like a good brand name and a successful product . The brand could have leveraged the Smyle name and could have built a strong brand image taking some time . For example Smyle can take meaning of Smile from relief, enjoying life , freedom from pain , instant relief etc. Once that core values are built, these extensions could have worked . I am not saying that the extensions of Smyle has failed but I have a feeling that the brand will be wasting too much money over building these individual extensions since Smyle lacks a core equity.
For every brand manager, its always a dilemma choosing between investing in a brand Vs showing high sales figures. In this era of managing brands on a quarterly basis, investing in building brands takes the back seat.
Smyle as the name suggests was firts launched in the Oral care market. Its most popular product was Smyle Mouth Ulcer Gel. Smyle was one of the first OTC ayurvedic Mouth Ulcer Gel. The product achieved instant popularity because of its effectiveness.
Mouth Ulcers are a common irritating disease . The reason for mouth ulcers can be many : digestive problems, vitamin deficiency, accidental biting, use of heavy antibiotics etc. Once it is there, it causes severe pain and one will not be able to eat anything till the ulcer get cured. Normally we used to treat this ourselves using some home remedy like applying coconut oil etc. Usually one will resort to medical advice only in case of severe ulcers.
But the medicines that are usually prescribed for Mouth Ulcers tastes too bad and often smells bad also. Th
is has opened up a new untapped market for a user friendly product.Smyle Mouth Ulcer Gel had lot of advantages. First was that it tasted pretty OK and hence the customers did not mind using the product again and again. Secondly Smyle was ayurvedic and hence perceived to be side - effects free. Thirdly , the product was very effective.
These advantages created lot of equity for this product. But the market was small and Smyle Gel was essentially a niche brand. Smyle ulcer gel was promoted heavily through TV and print ads. I still remember a TVC which shows a guy screaming with pain inside a cinema hall while having a popcorn.
What was interesting is the way in which the brand owners extended the brand " Smyle " . I don't know the exact hierarchy of the launch of these extensions but here is the list of brand extensions of Smyle :
Smyle Mouth Ulcer GEl
Smyle Toothpaste
Smyle Prickly heat powder
Smyle throat reliever
Baby Smyle range of baby soaps
Baby Smyle baby powder
Smyle Lozenges
Smyle vaporub
Smyle Freshness talc
Smyle first aid kits
Smyle band-aid
Smyle nasal inhaler.
All these products were launched in a span of four years. Common sense says that the brand extensions was too many too fast.Smyle extending itself into powder and baby products does not make sense because the parent brand Smyle does not have a strong brand equity to support these category extensions.
Marketing theory suggests that inorder for a brand to extend into multiple categories, the parent brand should have strong relevant brand equity aswellas brand values. Smyle as a parent brand did not had such extendable brand equity. What Smyle had was a successful product.
Smyle Toothpaste made sense because Smyle was associated with Oral-Care . But there also the brand did not invest on building a positioning platform but tried to become a price- warrior. Fighting the giants like Colgate, HUL and Dabur needs more than low price.
While the throat lozenges and cough syrup extensions had a connection with oral-care, the brand had to break into the strong hold of power brand like Vicks. Smyle throat reliever had a USP of Gargle and Gulp property but I feel that the brand lacked power to compete with Vicks.
Having extended so much into so many products, Smyle may have shown an increase in the cumulative sales but in the long run, there is a chance that the brand may bleed itself to death. With out developing a core brand, too much energy has been spent on these brand extensions. Successful umbrella brands like Vicks and Johnson & Johnson have unmatched core- brand strentgh which Smyle lacks. Smyle as a brand had lot of advantages like a good brand name and a successful product . The brand could have leveraged the Smyle name and could have built a strong brand image taking some time . For example Smyle can take meaning of Smile from relief, enjoying life , freedom from pain , instant relief etc. Once that core values are built, these extensions could have worked . I am not saying that the extensions of Smyle has failed but I have a feeling that the brand will be wasting too much money over building these individual extensions since Smyle lacks a core equity.
For every brand manager, its always a dilemma choosing between investing in a brand Vs showing high sales figures. In this era of managing brands on a quarterly basis, investing in building brands takes the back seat.
Subscribe to:
Posts (Atom)