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Introduction India based paint
manufacturing company
Creations and innovation of lewis berger
3rd largest paint manufacturer
2nd decorative paint player
Head quarter at kolkata
Has 10,000 dealers , across length & breadth of
India
CASE IN BRIEFCASE IN BRIEF
Berger success contributed to it’s two Berger success contributed to it’s two fieldfield
product
Consumer product
Industrial product
PRODUCT FEATURES
Industrialproduct
Consumerproduct
•Interior
•Exterior
•Every surface
•Plaster
•Metal
•Wood
• Protection coating
• General industrial
Coating
• Automotive coating
• Powder coating
QUESTION NO. 1
• WHAT SHOULD BE THE GENERAL PROMOTION STRATEGY TO BE TAKEN BY BERGER FOR ITS INDUSTRIAL CLIENT?
QUESTION NO. 3
• THERE ARE MANY SMALL REGIONAL PLAYERS IN THE MARKET. SHOULD BERGER GO FOR INORGANIC GROWTH BY ACQURING THEM?
QUESTION NO. 4
• IN WHAT OTHER AREAS, CAN BERGER DIVERSIFY IN NEAR FUTURE?
Types of Wood Finishes and their Market Share in India
Wood Finish Market in India
10%
30%
12%
48%
PU
Melamine
Alkyd
Lacquers &SpecialityProducts
General Promotion For Industrial Client
Berger has 3 types of industrial goodsProtectionGeneral industrial coatingPowder coating
Water Based PU Wood Finishes
Advantages :
• Environmentally safe
• Brushable
• Extra training not essential
• No odour (associated with Solvent )
• Not hazardous to health• Does not yellow over time
Disadvantages :
• Not as durable as Solvent
• More Expensive
• Less protection from moisture
Current and Potential Competition
• Current Competition:
Sheenlac ,Pidilite , Sirca , Linea Coats, ICA, MRF Tyres
• Potential Competition:
Goodlass Nerolac, ICI Paints, Berger Paints
Pricing:Type of Wood Finish Cost to the customer
(Labour+Material)
1) French polish Rs. 10 per square feet
2) Alkyd Rs. 15 per square feet
3) Melamine Rs. 30-40 per square feet
4) PU (solvent based) Rs. 80-120 per square feet
5) PU (water based) Rs. 120-150 per square feet
6) Polyester Rs. 200 per square feet
SWOT Analysis
Strengths
• Brand Image of Asian Paints
• Market Leadership (44 %)
• Distribution Network
• Inherent advantages of water based wood finishes
(environment friendly etc.)
Weaknesses
• Low Awareness about wood finishes.
• Inherent weaknesses of the product (less protection from moisture etc.)
Opportunities
• Boom in Construction Sector, especially international styles of living
• Consumers becoming conscious in terms of aesthetics and lifestyle.
Threats
• Non-wood materials like plastic, cane, acrylic, wrought iron etc. used for furniture.
• Materials like laminates being used to coat wooden surfaces.
INFORMATIVE( Thinker )
HABIT FORMATION(Doer)
SATISFACTION(Reactor)
AFFECTIVE(Feeler )
Consumer Survey
Consumer Survey Objectives
• How Consumers perceive the product on the involvement and thinking/feeling dimensions ?
• Who is the influencer / decider ?
• Consumers perception of Factors like Durability , Safety , Health, Environment and the price they are willing to pay for it.
Survey Details
• Sample size: 238
• Conducted in Mumbai, Delhi, Lucknow and Bangalore
• Questionnaire Method
• Convenience Sampling
• Sample profile : SECs A &B
• Statistical tool used : SPSS (v 11.5)
Decision-maker regarding brand
Decision-making of the brand of wood-finish
Decision-making of the brand of wood-finish
Others
Friends suggestion
Cheapest
Carpenter /polisher
Builder/Architect
Family
Pe
rce
nt
70
60
50
40
30
20
10
0
Ranking of the parameters: Cost of the wood finish
Ranking of the parameters: Cost of the wood finish
Very Important432Least Important
Pe
rce
nt
60
50
40
30
20
10
0
Importance of cost of wood finish
Importance of Brand
Brand of the wood-finish
Brand of the wood-finish
Very Important432Least Important
Pe
rce
nt
50
40
30
20
10
0
Preference of Finish
Matt vs Gloss
Matt vs Gloss
Gloss Finishes432Matt Finishes
Pe
rce
nt
50
40
30
20
10
0
Importance of durability
Durability
Durability
Very Important432
Pe
rce
nt
60
50
40
30
20
10
0
Importance of Ease of Application
Ease of application
Ease of application
432Least Important
Pe
rce
nt
50
40
30
20
10
0
Importance of Safety, Health and Environment (SHE).
SHE
SHE
432Least Important
Pe
rce
nt
50
40
30
20
10
0
Awareness of water-based PU
Awareness of water-based
Awareness of water-based
NoYes
Pe
rce
nt
120
100
80
60
40
20
0
Analysis of Consumer Survey
• Influencers: Carpenter, Polisher, Contractor
• Low frequency of painting / recoating the house
• Low awareness about wood finishes
• Very low awareness for Water-based wood finishes
Analysis (Contd.)
• Awareness about real impact of cost not clear.
• Matt finish preferred over gloss finish.
• Majority have concerns over safety , health & environment but are ambivalent on the investment they are willing to make for the same.
Note: Derived out of the open ended question in the questionnaire
Carpenters/ Polishers/ Contractors Interviews
( Sample Size : 3232
Location : Mumbai )
Water based wood finish …iske baare mein nahi suna..
Aaj Kal koi scheme nahin hai
hummare liye
Aaj Kal Matt finish ka hi zamana hai … Gloss finish
chalta hai …lekin matt finish usse zyada chalta
hai
Customer ko nahi maloom…sirf kareegar ko
pataa hota hai…
Finish hi sabse badiya hai…polish to low society ke log
karaate hai
Kai Baar Polish karte hue saans ki takleef ho jaati
hai..
Findings
• Finishes were considered more durable when compared with polish.
• Matt effect was better with finish than with polish.
• Matt finish was preferred over gloss by customers. Both SEC A and SEC B preferred matt finish.
Contd.
• General opinion was that Customer knowledge about product category was extremely low.
• There was a general view that solvent based wood finish was not safe and lead to allergy etc.
• Most respondents had no knowledge of water-based PU wood finish.
INFORMATIVE( Thinker )
HABIT FORMATION(Doer)
SATISFACTION(Reactor)
AFFECTIVE(Feeler )
ASIAN PAINT WOOD FINISHES
Target Segments
CarpentersPolishers
ContractorsInterior Decorators
End ConsumerSECs A & B
‘Lifestyle-oriented’‘Quality-conscious’
Positioning
“A premium easy to use wood finish which offers unmatched quality and is in harmony with nature .”
Tag Line
‘‘In harmony with nature’’
Brand Name :
Asian Paints
Nature’s Touch A Premium Brushable Water Based PU Wood
FinishRationale: The product is environment friendly and brings
out the natural beauty of the wood .
Pricing & Product
Pricing : Pricing should be at same level as that of
solvent based PU wood finish . Rationale : • Need to create awareness • Initiate trials • Maybe at later stage of PLC the price can
be revised upwards as volumes pick up.
NATURE’STOUCH
Product :
Benefits regarding durability must be equivalent to that of solvent based wood finish .
QUESTION NO. 2
• AT CONSUMER SEGMENT , CAN YOU THINK OF SOME INNOVATIVE,YET COST- EFFECTIVE PROMOTION AND DISTRIBUTION STRATEGY?
PROMOTIONAL STRATEGY
Objectives
B2B B2C
B2B communication strategy • To generate product awareness.• Give an incentive to influencer to push/suggest product.• To initiate trial.
B2C communication strategy•To increase knowledge about category.•To involve consumers in the purchase process.•To convert product from low involvement to high involvement.
Berger has 3 types of industrial goodsProtectionGeneral industrial coatingPowder coating
Berger can follow following promotional tools…………
General Promotion For Industrial Client
PROMOTIONAL TOOLS
ADVERTISING SALES PROMOTION
Public presentation
pervasiveness
Amplified expressiveness
communication
incentive
invitation
Media Selection for Advertising
• Magazines Special interest magazines like Inside
Outside, Design and Interior as well as inflight magazines.
• Direct Mail Mailers to customer database already
available with the company.
Contd.
• Internet– Website: Separate link on the company
website.– Banners: On related websites like
www.mumbaiconstructions.com• Outdoor
– POP displays. – Posters and sign-boards outside furniture
markets.
Promotion Strategy
• Glow-signs and other promotional material at large hardware stores.
• Conventions/Workshops for Architects and Interior Decorators
• Workshop for carpenters– To build awareness and product
demonstration and offer incentives to promote usage
Tie Ups
• Tie-up with Builders: Hiranandanis, Ansals, DLF- to promote product
usage in their fully furnished flats on sale. • Tie-up with Corporates and Hotels: To initiate talks for getting contracts for revamp
and maintenance of their office furniture.
• Tie-Up with major furniture manufacturers/retailers to use the product
PR Activities
• Press conference: journalists to be invited for an information and question-answer session. Press releases and press kits to be issued.
• Press Publicity : articles in the media about its eco friendliness , no negative effects on health and safety of users and applicators
Creative Strategy
The role of Creative Strategy would be to:
• Provide information.
• Establish the positioning. • Bring about change in consumer
behavior.
Media Budget
PR activities
Magazines
POP
Misc.
10 lacs
20 lacs
10 lacs
5 lacs
Alternative Distribution Channels
• Exclusive “Asian Paints-Furniture Clinics.”
• One furniture consultant per Clinic.
• Provision of labor, with Branded uniform, to provide doorstep service.
• ‘Furniture Corners’ in furniture retail outlets.
• Organized retailers like Shoprite, Big Bazaar, Lifestyle etc.
• Direct selling through the existing
Asian Paints helpline, Home Solutions.
• Large Building Contractors who provide furnished flats
Contd..
Call Asian Paints Home Solutions at 1 - 600 - 22- 5678 Premium Water Based PU
Wood Finish
Give your furniture Nature’s Touch…
Premium Water Based PU Wood Finish
Has your wood got the Nature’s Touch……………..For dealership and more detail:Call on Toll free no.: 1 - 600 - 22- 5678 Website:http://www.asianpaints.com
THANK YOUPRASHUN BISHVASH
RAGHVENDRA JADAUN
PRASHU TYAGI
RAGHVENDRA KUMAR RAI
PRIYANKA
NEERAJ