Brand Update : Is Santoor testing a new positioning ?

Santoor, one of India's largest brand has been on a roll these days. Recently, the brand became the second largest selling soap by volume, toppling HUL's Lux ( Source). The success of the brand is attributed to the consistency and focus in brand building.

Recently an interesting twist has happened in the brand's approach to positioning. The brand relaunched its Santoor Gold in a new avatar. Santoor Gold was launched in 2015 as a premium variant differentiated by the presence of Sakura extracts and saffron as the ingredient. The product was launched initially in the southern states like AP. Three years later, the variant is relaunched. This time the sakura extract is missing and prominence are given to the saffron and sandal ingredient.
More importantly, the ad of this variant does not follow the core positioning of the parent brand - the mistaken identity.

This is a drastic change in terms of the brand's positioning strategy.

Watch the old ad of santoor gold here










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The earlier campaign of Santoor Gold followed the mistaken identity theme. The question remains as to why the brand chose to tread a new path for its variant? One scenario is that the brand is testing a new positioning different from the age-old one with the new variant. The second scenario is that the brand chose to have a new positioning for the variant targeting a much younger crowd.
However, theoretically, it is always better to have the variants following the positioning theme of the parent brand otherwise the synergy of the brand-line promotions will be lost.

Prepair : Be Prepared

Brand: Prepair
Company: Vini Cosmetics

Brand Analysis Count: #585

Recently Vini Cosmetics Ltd, which is famous for the Fogg brand, launched a new brand Prepair ant-ageing segment. The Indian anti-aging market is worth around Rs 1500 crore ( as per Business Standard) and around Rs 2600 crore as per IIFL. The market is at a nascent stage but is expected to grow owing to the aging population and expansion of the category by marketers. 

The market already has seen global brands like Olay in the past. However, Olay was skimming the market with its premium positioning. Later the market witnessed the entry of HUL with Ponds Age Miracle range and Nivea with Q10 Plus. But these global brands tried their luck in the premium space of the segment. 

Vini Cosmetics has probably spotted the gap in the market and has launched the brand Prepair aiming at the larger pie of the segment at a lower price point. Prepair is created as a family brand endorsing multiple products in the anti-aging segment. The company has launched Prepair regenerating skin cream for women as Prepair 4050. For men, the company has launched Prepair 40+; probably men won't mind if the brand says openly that it is for the age group of 40 above. The brand name is a compound brand name or Lexical brand name combining Prepare and Repair. The tagline is Be Prepared. 

The brand is launched with ads that are aimed at category development. The ads are plain-vanilla informative in its execution. 

There are separate campaigns for male and female segments.
The large FMCG market in India offers a lot of opportunities for niche products. The Indian market is such that these niche markets often grew to become large segments. Vini Cosmetics is betting on the anti-aging personal care segment as one which has the potential to grow big.

Too Yumm! : Eat Guilt-Free

Brand: Too Yumm!
Company: Guilt Free Industries ( Sanjiv Goenka Group)

Brand Analysis Count :# 584

Too Yumm! is a brand which created a lot of interest during the IPL 2018. This is a new brand from the RP-Sanjiv Goenka group. It's for a long time such a big ticket launch is happening in the FMCG space. 

Indian salted snacks market is worth Rs 23000crore as per Economic Times. The salty snacks market is further divided into following sub-segments; India namkeens valued at Rs 9500 crore, Potato Chips valued at Rs 5500 Crore, Extruded snacks valued at Rs 4300 crores and Bridges valued at Rs 3400 crore. (Read the ET report here)

Too Yumm! is positioned as a healthy alternative to the existing potato-based chips dominated by Lays. As India moves towards more healthy snack options, the new brand aims to take advantage of this trend. 

Since Too Yumm! is fighting the giants like Pepsico, the brand has taken an aggressive stance. It has roped in the Indian cricket team captain Virat Kohli as the brand ambassador. Virat was recently in news for declining to renew the Pepsi contract. He has taken a stance that he would endorse only products which are promoting good health. (Source: NDTV). So getting Virat to endorse Too Yumm! is a big coup of sorts. 

The brand is positioned as a guilt-free healthy tasty snack. The introductory advertisement was very loud in conveying the message of a guilt-free snack. 

The brand uses the tagline " Eat Lot, Fikar Not"  and the terms " Fikar Not" is retained in the subsequent campaigns which means worry not. The brand later followed up with the launch of multi-grain chips which has the proposition of baked not fried benefit. 

The ads also had some shock value with a fitness icon like Virat endorsing chips and also the visuals showing him non-stop munching. In the later part of the ads, the endorser clarifies on the healthy nature of the product. 

In a marketer's perspective, the brand has ticked all the right boxes. The company has enough cash to burn in promotions. The brand has chosen the right brand ambassador and the positioning is also relevant in this environment. The brand is also priced at par with the going rate. Currently, the brand is available only in select cities. 

The challenge for the brand is to sustain the differentiation. The proposition of a healthy snack is not defendable since the competitor can easily launch their own versions. Secondly, the momentum contributed by the high profile brand ambassador is also not a long-term solution. 

Too Yumm! is all poised to ride the healthy snack food trend for now. 

Brand Update : Patanjali is making Colgate Confused !

Patanjali's Dant Kanti has really made the market leader Colgate in a tight spot. The aggressive promotions and the positioning based on Ayurveda has slightly dented the market share of Colgate. More than the market share, the Ayurveda push may shift the parameters on which the consumers decide on the toothpaste purchase. 

During the initial phase, Colgate tried to counter the Dant Kanti's challenge by strengthening the existing variant  Colgate Herbal and Colgate Salt. But that did not make an impact on the forward march of Dant Kanti. 

Colgate then used the flanker brand Cibaca to fight the challenger. Earlier, when the price warriors like Anchor and Babool challenged Colgate, the market leader used Cibaca to neutralize the threat effectively. This time, the same strategy was used by launching Cibaca Vedshakti which boasted of the natural content. The flanker brand was priced at almost 30% lower than Dant Kanti. 

The strategy seemed to have failed. Recently Colgate launched another variant Colgate Swarna Vedshakti in the Ayurveda space. This time the market leader is launching a direct attack on the competitor with the flagship brand. 

The variant is priced at a premium to the challenger brand. The new variant is positioned as a toothpaste that combines traditional with modern. 

The ads follow the testimonials from mothers to build authenticity to the brand. The current campaign is aimed at increasing the adoption of the brand. 

Now Colgate has two variants with the similar brand name ( or part)- Colgate Cibaca Vedshakti and Colgate Swarna Vedshakti with different prices. My hunch is that Colgate is migrating Vedshakti to the parent brand and may discontinue Cibaca Vedshakti in near future.

Colgate has realized that Dant Kanti is not about fighting on price. Patanjali is making the Ayurveda segment of the toothpaste market which was a niche in to a mainstream segment. If such a shift happens then Colgate's leadership position will be under threat. Colgate probably had done the right thing by fighting Dant Kanti with its flagship brand. 

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