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PRAXIS BUSINESS SCHOOL

Brand Dossier of Garnier Fructis

Submitted By: Debasish Devkumar Padhy Sumedha Dutta Namit Sachdeva Sumit Khandelwal
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Contents
Sl.no. Particulars Page No. 1. Early History of the brand and its Evaluation over 3 time 2. 3. Initial Positioning and Repositioning 5

Advertising , Sales Promotion and Segmentation 6 Followed By the Brand

4.

Analysis of product and generic competition to the 10 brand.

5.

Strategies Adopted over the time by Brand to tackle 13 competition or prime market expansion

6. 7.

Distribution Strategy followed by the Brand

15

Summary regarding the future directions of the 16 brand

8. 9. 10. 12. 13. 13. 14.


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References List Of Hypothesis to be tested List of Information Required to be collated. Data collection method Sample plan and Sample Size Method Of Data Analysis Questionnaire

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INTRODUCTION TO GARNIER
Garnier is an international company and is a mass market cosmetics brand of L'Oreal that has a line of extensive range of beauty products. The company sells and researches upon cosmetics products that are meant for body care, skin care, hair care, hair color and other beauty products. Products by Garnier ensure the customers that beauty is all about "taking care of yourself". It is sold in several markets around the world.

1. EARLY HISTORY OF THE BRAND AND ITS EVOLUTION OVER TIME


Garnier is a worldwide company affiliated with 29 other brands owned by L'Oreal. L'Oreal, based in France and the United States, has been in operation since 1909. It now owns five divisions including Garnier. The first Garnier product was made by Alfred Garnier in 1904, a hair tonic, when people still used soap on their hair. Besides this, Garnier has been the first to produce sun-care items (in 1936) and the first to make a permanent home hair color (in 1960). Today Garnier is the number-one brand in Europe using natural ingredients. The full company name, Laboratories Garnier, originated in the 1920s as a producer of hair care products made with organic ingredients. Garnier continues that mission today, as all of its products are made with natural ingredients. The L'Oreal Group has owned Garnier since 1965. Garnier came to India in 1992 and crafted a special place for it in the Indian market .This is one global brand which has understood the dynamics of Indian market. Garnier came to India with its Ultra Duox range of shampoos. The brand is a mass market brand from Loreal. Loreal started its operations as a joint venture with MJ Group. Later in 1994, the company started its own operations. Globally Loreal is a company that is famous for its product innovation. Garnier too has built its brand by launching new products on a regular basis. Garnier is now present in a diverse range of personal care product categories. It is present in the hair-care and skin-care segments. The brand has two sub-brands: Garnier Fructis and Garnier Ultra Doux. Fructis is an interesting sub-brand which has clicked in the Indian market because of its positioning as a fruit based product. In 2003, GARNIER made spectacular breakthroughs in the major growth driver countries (not only Mexico, Brazil and the Russian Federation, but also Australia, India, Thailand and Taiwan),
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and it made its first appearance in China. In each case, the product range has been adapted to match the market opportunities available. In all these countries, the population is very young and eager for new, original and international products.The successful launch of Garnier Fructis shampoos and hair-care products on the American market was the major event in 2003, enabling GARNIER to become a global brand in its own right.Recently Garnier launched another new innovative product in the Indian market - Garnier Shampoo + Oil 2 in 1 shampoo. This is something that Indian consumer has never seen before.

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2.INITIAL POSITIONING AND SUBSEQUENT REPOSITIONING


I. INITIAL POSITIONING LOral entered India in 1992 with Garnier Ultra Doux Shampoo. It was chosen as a flagship brand in India because its natural-ingredient story was a fit in a country with a history of Ayurveda and natural remedies. The entry strategy it adopted was competitive pricing. Devoid of any differentiation, the brand languished. It couldn't dent the shares of Hindustan Unilever and Procter & Gamble. In the meantime, the market place got tougher with the entry of homespun rivals like Dabur and CavinKare

II. REPOSITIONING Repositioning of Garnier was done when Garnier ultra doux gave pathway to Garnier Fructis and Garnier Synergie to Garnier Skin naturals. The prices were set at a slight premium over mass brands such as Hindustan Unilever's Lakme or Sunsilk. It linked functionality to its price tag. Garnier then started innovating different kinds of products to satisfy all types of consumers. Thereby they started Garnier Fructis which offered nine different hair care products in order to cater to the numerous hair care needs of its consumers. In doing so, Garnier Fructis has decided not to target specific types within its benefit segmentation but to mass market to all.
The parent company LOreal got its biggest breakthrough when it rethought hair colors for the Indian market in 2002. Its Garnier Nutrisse had failed to strike a chord with the consumers. When the brand came to the bigger need gaps, they decided to create products for India. That was when it launched Garnier Color Naturals which came in a Rs -99 hair-coloring kit with blacks and browns. In 2004, LOreal came out with Garnier Fructis shampoo and conditioner. It was an international product, but the formulae were all for India. With Garnier Fructis Long & Strong in 2006, the brand played with the braid as the imagery and immediately connected with the contemporary Indian consumer. The look was international but the product still spoke about long and strong plaits. Another innovation came in 2009 when LOreal launched Garnier Fructis Shampoo + Oil which eliminated the need of two separate hair-care routines. Such a product cannot be marketed in any other country because hair oil is not used outside the Indian subcontinent. And it became the highest-selling Garnier Fructis variant. By persevering in conditioners with Garnier Ultra Doux and then Garnier Fructis, LOreal has a head-start over others. Hindustan Unilever can now be seen trying hard to catch up in this rapidly-growing segment with Dove. 5|Page

3. ADVERTISING, SALES PROMOTION AND SEGMENTATION STRATEGY FOLLOWED.

I. ADVERTISING GARNIER FRUCTIS Tagline: 1)Take care. 2)For hair that shines with all its strength.

Garnier Fructis product advertisement currently uses media outlets such as magazines, newspapers, Internet, television, and radio. The Garnier Fructis ad is a classic shampoo advertisement. In the commercial, a woman with broken dull hair cant have fun at a party. After washing her hair with Garnier Fructis shampoo, her hair becomes shiny and healthy. She not only has beautiful hair, but she is now able to have fun, play with a couple of guys and obtain some lip lock action from one of them. The Garnier Fructis ad shows that supposedly, if a girl wants a life of fun and boys, washing her hair with Garnier Fructis shampoo is all she needs to do. It gives the idea that a girl needs long luscious hair to have a guy or a boyfriend. This ad does a good job of attacking ones desires. Girls do want to have a life of fun and to be able to attain a boyfriend; this is the life many girls wish to have. Obviously Garnier Fructis shampoo cannot give anyone this, but again, it does do a good job at calling at these desires.

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II. SALES PROMOTION

Garnier follows a very popular technique to advertise and market its products that is the Viral Marketing policy. Viral marketing is a term coined to define the productive ways a marketing message is made available. The beauty of this marketing technique is that none of it requires any marketing. Customers, who have caught the virus, do the selling. Viral marketing describes any strategy that encourages individuals to pass on a marketing message to others, creating the potential for exponential growth in the messages exposure and influence. Like viruses, such strategies take advantage of rapid multiplication to explode the message to thousands, to millions. When Garnier launched its Fructis shampoo, they latched on to the idea. The firm had to introduce the aspect of five time stronger hair and the firm had a braid competition whereby consumers could register on a site and create a knot on the Fructis brand, as part of their entry into the contest. Garnier has featured endorsements by Bollywood stars for publicity. Garnier, over the years, has become one of the most popular brands in cosmetics. For the promotion of the Garnier products, the company has chosen a prominent and internationally famous Bollywood face Kareena Kapoor to give hair care tips to the customers. Kareena Kapoor has been chosen for Garnier endorsement because of her popularity and her confidence and to make it more reachable to the youths of India. By sales promotion Garnier Fructis is able to reach Rs 117-crore market for hair conditioners, 4.6 per cent of the fiercely-contested Rs 2,887-crore shampoo market.

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III. SEGMENTATION STRATEGY Segmentation refers to a process of bifurcating or dividing a large unit into various small units which have more or less similar or related characteristics. Basis of Market Segmentation

Gender The marketers divide the market into smaller segments based on gender. Both men and women have different interests and preferences, and thus the need for segmentation. Garnier have also used this basis of segmentation.

Garnier have launched a product specifically for men, Garnier MEN. Then in order to give more to the consumers they have conditioners, along with the shampoo, face wash, moisturizer and oil control + moisturizer. The brand have wide range of products meant for women: Garnier Hair Shampoo & Conditioner-Fructis Shampoo, Fructis Anti Dandruff Shampoo, Fructis Conditioners as well as other skin care products.

Age Group Division on the basis of age group of the target audience is also one of the ways of market segmentation.

The products and marketing strategies for teenagers would obviously be different than kids. Keeping this in mind Garnier opens up new segment with shampoos for Kids, Garnier Fructis Kids hair Sporty Strawberry Shampoo. Garnier targeted the segment between age group say (514), which either uses baby shampoos or shampoos for 18 and above. It has also positioned itself as a no tears no tangle just strength shampoo, which again communicates that shampooing is fun to do with no crying and tears.

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Income Marketers divide the consumers into small segments as per their income. Individuals are classified into segments according to their monthly earnings. The three categories are: High income Group Middle Income Group Low Income Group

Garniers main target categories are high income group and middle income group with products with price range from Rs 3/- for 7.5 ml sachet. Types of Market Segmentation

Psychographic segmentation The basis of such segmentation is the lifestyle of the individuals. The individuals attitude, interest, value help the marketers to classify them into small groups. Garnier Fructis Anti Dandruff, the dandruff control segment includes people from all age groups with the exception of children, since children have their own product specially meant for them. These people are healthy-hair conscious, which is visible in their lifestyle, because they tend to use this product above average. Garnier Fructis Color shield, the color protection segment is mainly comprised of young people, teens, and a high volume of the adult population. This segment reflects people with active lifestyles who are very color conscious.

Behavioral Segmentation It deals with the loyalties of the customers towards a particular brand which help the marketers to classify them into smaller groups, each group comprising of individuals loyal towards a particular brand.

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Overall, Garnier Fructis Daily Care is completely satisfying needs and wants simply because it provides a terrific hair care and a sense of uniqueness when it comes to the shampoo choice, and this is why their customer loyalty remains outstanding. Garnier uses some sort of segmentation strategy to group existing and prospective customers. Marketing segmentation is based on the premise that a particular marketing strategy will be most effective if the market as a whole can be divided into subgroups, with each subgroup unique in its needs, wants, and preferences for products and services. Garnier Fructis focuses on four identified segments: one particularly concerned with dandruff control, one with color protection, another with moisture and nutrition, and yet another with control of frizz, waves and curls.

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4. ANALYSIS OF PRODUCT AND GENERIC COMPETITION TO THE BRAND


I. Product: Garnier Fructis Anti-Dandruff Shampoo Unique double-action formula. Natural extracts and vitamin B3. Basic cleaning for all hair types and invigorates hair and scalp.

Major competitor: Head & Shoulder 100% flake free hair. Effective ways to help eliminate dandruff symptoms. Fresh, zingy scents and the rich formula leave hair feeling soft and manageable.

II. Product : Garnier Fructis Color Shield Specially formulated for color-treated hair. Keeps hair silky and soft. Innovative double-action formula combining acai berry. Major competitor: Pantene Color Preserves Shine Shampoo Contains micro-polishers that smooth and refinish the outer layer of color-treated hair. Gentle cleaning surfactants remove scalp oil and build-up without being harsh to vulnerable, colored hair. The advanced formula helps protect color, while helping to restore brilliance.

III. Product : Garnier Fructis Daily Care Active fruit concentrate. Vitamin B3, B6, fructose and glucose. Nourishes, strengthens and smooth. Keep it balanced and healthy-looking.
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Major competitor: Pantene Pro-V Classic Care 2 in 1 shampoo & condition. Cleaning and conditioning benefit. Formulated with gentle cleansing agents. Removes build-up and leaves hair shiny. Leave hair against hair damage.

IV. Product : 2 in 1 Shampoo Plus Conditioner Both cleanses and conditions. Multi-vitamin formula hydrates without buildup or weigh down. Good for people with shorter style that need to be cleaned and maintained. Style balance Typical product: Garnier Fructis Sleek & Shine Shampoo Specially created for smooth dry, unmanageable hair. Contains Nutritive Fruit Micro-Oils - an innovative combination of apricot, avocado oils, and vitamins B3 and B6.

Major competitor: Pantene Last Volume Hairspray Provides humidity defense to lock in styles for maximum all-day hold Leaves your style full of healthy, lasting volume and protects from moisture. Tresemme Naturals Finishing Spray Get natural-looking hold and natural benefits with this new non-aerosol spray Unique lightweight spray formulas, with organic extracts, keeps your style in place all day. V. product: Garnier Fructis Shampoo for kids Big broad smile on the faces of mommies. Strengthening the hair and prevent against damage and remove the tension of the mommies. kids soft and easy to manage and it is tested that it does not give any to the eyes of children.
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Major competitor: Johnson & Johnson "Nothing But Tears" Contains only the most abrasive of natural ingredients and is nearly impossible to rinse from a baby's screaming face. "healthy dose of reality."

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5. STRATEGIES ADOPTED OVER TIME BY GARNIER FRUCTIS TO TACKLE COMPETITION OR PRIME MARKET EXPANSION.
Garnier Fructis is an interesting sub-brand of Loreal which has clicked in the Indian market because of its positioning as a fruit based product. Garnier Fructis Marketing Communication Strategy was introduced in 2003.Garnier Fructis was LOreals answer to its major competitors such as Unilever and P&Gs mass-market products. Garnier Fructis entered the hair care market with its sleek and bright green bottles of extra creamy shampoo that smelled like fruits and was infused with natural ingredients. With its salon-inspired line of shampoos that ranged from dandruff control to colour protection, Garnier Fructisobjective was to capture market share in a wide range of benefit-oriented segments of the hair care market. Garnier has built its brand by launching new products on a regular basis. When the consumer sees regular new product flow from the brand, it creates a sense of excitement within the consumer which will prompt them to stick to this brand. Garnier launched another new innovative product in the Indian market - Garnier Shampoo + Oil 2 in 1 shampoo. Shampoo and oil are something that is not supposed to work together. But Garnier has thought of a plan to integrate two diametrically opposite things that would suit Indian market, who prefers oiling hair. Another interesting marketing strategy adopted by Garnier is its advertising execution. It uses a blend of foreign and Indian models and themes for its campaign. Garnier ads can be termed as localized international advertising which has a global touch but does not appear alien to Indian realities. The brand uses a careful blend of celebrities and models in their campaigns without relying much on their individual persona. Their products are always the stars in their campaigns. In August 2010, Garnier launched the men hair care product, Garnier Fructis Anti-Dandruff Shampoo. To promote the product, Garnier named hockey star Steven Stamkos as the new face for the brand in Canada. The promotion featuring Steven Stamkos was launched in April, when hockey season is at its peak in Canada. It will feature Stamkos announcing a contest to hockey fans: "Take your best shot with Fructis Anti-Dandruff and come hang out with me in Tampa". The brand will offer a unique experience with the famous hockey player: a chance to win a trip for four to Tampa Bay for 2 nights, 4 front row tickets to a game and a lunch with Steven. As per Sheila Morin, the brand-director of Garnier Canada, this new Fructis Anti-Dandruff line will
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target men of age group 18-45 as Canadian men are very passionate about Hockey. Steven Stamkos best fits the Garnier values : he is young, dynamic, successful and easily accessible. Thus Garnier used the perfect time as well as perfect face for launching its men hair care product. In April 2011, Garnier Brand announced an exclusive partnership with Teracycle, Inc., the manufacturer eco-friendly products from non-recyclable waste materials. Garnier is the first to provide such a comprehensive solution to personal care and beauty packaging waste anywhere in the world - considering that personal care and beauty products account for 1/3 of all landfill waste. In addition to diverting packaging from landfills, the Personal Care and Beauty Brigade will help to recruit new members and to educate communities to help make a difference. For every unit of waste collected, Garnier will contribute two cents to the charity of the individual's choice. As part of a larger corporate responsibility program, TerraCycle will repurpose all collected personal care and beauty packaging, reusing it to build eco-friendly playgrounds across the U.S. To promote its TerraCycle partnership and the launch of Fructis Pure Clean shampoo and conditioner, in April 2011 Garnier started an mobile marketing program called The Cleaner Greener Tour. Its purpose is to educate consumers to think differently about waste, and to learn simple ways to make a positive impact on the environment. Extensive education, digital and social media efforts supported this partnership. The tour started in Times Square in New York City on April 11 and continued into the following cities: Cincinnati, OH at Earth Day Cincinnati (April 16); Nashville, TN at Main Street Festival (April 30-May 1); Fort Worth, TX at Mayfest 2011 (May 5-8); and Detroit, MI at Green Living Festival (May 13-15). Recently Garnier Fructis had launched its first biodegradable hair care line: Garnier Fructis Pure Clean. To promote it, Garnier lighted up Dundas Square with eco-friendly lights on 29th & 30th June 2011 and invited the visitors know about the everyday green practices that the brand follows for personal care. Thus, this brand focuses on customer and are organised to respond effectively to changing customer needs. They constantly works on innovating new products line as per the requirement and changing environment and hence, is always a challenge for its competitor.

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6. DISTRIBUTION STRATEGY FOLLOWED BY GARNIER


To run a company in profit the place factor out of the 4ps of marketing mix plays a very crucial role. This includes decisions about where to sell the product or concerns about where the customers are, and how to get to them. Garnier success in the cosmetic industry is due not only to their high quality, but also to the corporations marketing efforts to make sure their various brands have a strong market presence. Garnier does not want to gain distribution with excessive reliance on trade deals or higher than normal retail gross margins. Garnier product lines extensively distributed in as many different types of retailers and outlets as possible. For Garniers current products, 35% of sales come from independent drugstores, 40% from drug chains, and 25% from food stores. Garnier being an important brand of LOreal in both hair care and skin care is available all round the globe easily. In Indian market the hair care products of Garnier like Garnier Fructis, ultra doux etc is available in both organized and unorganized retail shops in India. The high end skin care products like Nutritionsite are available only in selected retail outlets in country. In India Garnier manufactures its products in Pune whereas its registered office is in Mumbai. To popularize its product line LOreal has occupied brand corners in many big malls and retail outlets in which Garnier products get a major chunk. LOreal has tie ups with many big beauty salons and parlors who can promote and sell its products. Over the past decade the company has trained more than 30,000 hairdressers in India in the use of its products. And it has helped to establish about 300 salons in the past five years. The theory is simple: If there is no natural demand for your goods, stimulate it. We have created a profession and a market, Didier Villanueva, LOral Indias country manager, said. If you train people they will use your products.. Garnier are being pushed hard in India, where the company estimates there is a market of 50 million. Garnier products are easily available for sale on many websites in India.

Manufacturer

Wholesaler

Retailer

Consumer

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7. SUMMARY REGARDING THE FUTURE DIRECTIONS FOR THE BRAND


Garnier Fructis is one of the leading Brand in personal and beauty care products all over the world. The smart pricing, innovative products, heavy and innovative investment in brand marketing has enabled this brand to create a special place in personal care industry. Its eco-friendly approach in generating new products will always keep it in one of the top position in the market.

Presently, Garnier Fructis target to the upper middle class and the rich section of the society. So, in future, the brand is also planning to develop products to target the lower middle class to increase its sales and market penetration. Garnier is planning improve its channel by adding the feature of buying online directly from its site. To increase sales, Garnier is also planning to contact the branded salons so that they can use it and recommend it to their customers. Garnier is also trying to focus on two way communication with customers by listening and learning instead of one-way communication, telling and selling. Garnier is planning to have online or in store survey form with their products along with some discount coupons or offers so that they satisfy the purpose.

Thus, looking after the present marketing strategy as well as worldwide market share and the future directions, we could conclude that the brand, Garnier Fructis will remain as one of the top brand in personal and beauty care industry.

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8. REFERENCE
Marketing Management By Philip Kotler www.garnier.com/ Teracycle, Inc.: Private Company Information

BusinessWeekhttp://investing.businessweek.com/research/stocks/private/snapshot.asp?pr ivcapId=11882957 Garnier Fructis Pure Clean Tour @ Yonge Dundas Square - RedFlagDeals.com Forums http://forums.redflagdeals.com/garnier-fructis-pure-clean-tour-yonge-dundas-square1051928/ http://marketingpractice.blogspot.com/2010/01/garnier-take-care.html

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PHASE 2

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List of hypotheses to be tested


I. Garnier Fructis provides substitute for natural ingredients used for hair nourishment.
Garnier Fructis use various natural ingredients like fruit AHAS, fruit oils, bio-active ceramide complex, cranberries, bamboo extract fortifying complex, wheat germ and jojoba oil, eucalyptus, aloe Vera, fructose and glucose, extract of green tea, rose, apricot, avocado oil, grape seed oil, vitamin B3 and B6 etc as its main component of its hair care product. These components also give the shampoo a fruity essence. There is a large population who believes that natural ingredients are best for hair care. And Garnier Fructis use various natural ingredients as its main component of its hair care product. So, we want to find out whether Fructis with its composition is seen as a substitute.

II. Garnier Fructis makes the hair long and Strong and Shines with all its strength.
Garnier Fructis shampoo contains fructose, glucose and vitamin B3 and B6 that strengthens the hair fiber from within. It smoothes the hair fiber from root to tip and helps protect against the effects of humidity. Its active fruit concentrate provides every level of the hair with fortifying active that help strengthen the hair from within and improve shine on the outside. Garnier Fructis positioned itself as a shampoo that is For hair that shines with all its strength. So, we are trying to find out whether it has achieved consumers share of thought and whether they consider Garnier Fructis as a shampoo for providing long, strong and shiny hair?

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List of information to be collated


Customers awareness about the product. What are the expectations of the consumers from the product shampoo? What instigate the customer to buy Garnier Fructis in particular and shampoos in general? Do people really think of Garnier Fructis replacing natural ingredients for hair care? Is use of natural ingredients seen as an advantage in shampoos? Is Garnier Fructis a customers choice when they want their hair to become long and strong.

Data Collection Method


Questionnaire Method: It consists of list of written questions in a definite order. There are two basic types of questions: Closed-ended : In this we provide a suitable list of responses (e.g. Yes/No). Open-ended: In this we do not provide the respondent with a set of answers.

On-line Survey Method: In this we obtain information by receiving responses either by mail or through social networking site. It is used when there is geographical constraint. Questionnaire will be sent through the mail and link for the collection of data.

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Sampling Plan and Sampling Size


Garnier Fructis uses the benefit segmentation approach and it is a product for the masses. We plan to take a sample of people consisting of all age groups. Since, Garnier Fructis is a shampoo that uses natural ingredients as its main component, so, we will try to find out whether general people uses Garnier Fructis when they think of using something that is natural. Garnier Fructis tagline: For hair that shines with all its strength. We will also try to find out that does the general mass consider Garnier Fructis as a shampoo for providing long, strong and shiny hair? So, we are planning to survey 80 people from all age group. We will try to cover samples from all over India. For collecting data from other places in India, we will use online survey method. The sample planning will help us to analyze our hypothesis properly.

Methods of Data Analysis Graphical Representation:


Pie Chart: We can use pie chart to know the preferences of the people. This will help us to know market share of Garnier Fructis as compared to other shampoos as well as what quality a customer looks for in Garnier Fructis. Thus it will help us to analyze our hypothesis.

Histogram: We can use histogram to know what specialty of shampoo a customer looks while purchasing it . This will help us to analyze our hypothesis Garnier Fructis makes the hair long and Strong and Shine with all its strength". It can also be used to compare the market share of Garnier Fructis with other shampoos.

Likert Scale:- Through Likert scale we can come to know the desirable choices that the customers makes. Does the customers strongly agrees, agrees, neither agree or disagree, disagree or strongly disagrees.

Rank Correlation: Spearman's rank correlation coefficient measures the degree of


similarity between two rankings, and can be used to assess its significance.

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QUESTIONNAIRE
1. What do you use to clean your hair? a. Shampoo b. Soap c. Herbals and Fruit extracts d. Others (Please specify).....

2. Kindly specify the brand of hair care that you currently use:

3. Following are some of the attributes of a shampoo. Kindly let us know, how important do you feel these attributes are for you. Rate the attributes in the order of importance ( rate 1 for the least important and 5 for the most important attribute) a. Ingredients in the shampoo b. Ability to make the hair shiny c. Ability of the shampoo to remove dandruff d. Ability of the shampoo to make the hair stronger e. Ability of the shampoo to make hair longer

4. What brand comes to your mind when you think of "Long and Strong Hair"?

5. Listed below are some of the brands of shampoo. Which brand do you associate the line Long and Strong Hair with: a. Pantene b. Clinic all clear c. Head and shoulder d. Garnier Fructis e. others specify (
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6. If you are asked to change your shampoo will you go for it? a. No, never b. May be. If I will get better product, I may be willing to change. c. Yes 7. Following is a statement about Garnier Fructis. Kindly select the option that reflects your opinion. Garnier Fructis contains natural ingredients which can replace traditional way of cleaning hair a. Strongly disagree b. Disagree c. Neither disagree nor agree d. Agree e. Strongly agree

8. Listed below are some of the factors that may influence you to switch to Garnier Fructis. Rank the factors in the order of their influence on you ( rank 1 for the most influential factor and 4 for the least influential factor) a. Advertisements b. Packaging c. Natural Ingredients d. Fragrances

Name: Age: Gender:

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phase 3

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HYPOTHESIS
List of Hypothesis:

I. Garnier Fructis provides substitute for natural ingredients used for hair nourishment.
There is a large population who believes that natural ingredients are best for hair care. And Garnier Fructis use various natural ingredients like fruit AHAS, fruit oils, bio-active ceramide complex, cranberries, bamboo extract fortifying complex, wheat germ and jojoba oil, eucalyptus, aloe Vera, fructose and glucose, extract of green tea, rose, apricot, avocado oil, grape seed oil, vitamin B3 and B6 etc as its main component of its hair care product. So, we want to find out whether Fructis with its composition is seen as a substitute.

II. Garnier Fructis makes the hair long and Strong and Shines with all its strength.
Garnier Fructis positioned itself as a shampoo that is For hair that shines with all its strength. So, we are trying to find out whether it has achieved consumers share of thought and whether they consider Garnier Fructis as a shampoo for providing long, strong and shiny hair?

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PRIMARY RESEARCH
Sample Size : 104

Percentage Distribution of Sample Size

Shampoo User Non Shampoo User

Percentage Distribution of Garnier And Other Shampoo User


Pantene Garnier Sunsilk Dove Others Clinic Plus Head and Shoulders Loreal

6% 9% 17% 22% 14% 6% 10% 16%

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Analysis Of The Hypotheses Question Wise


Hypothesis I : Garnier Fructis provides substitute for natural ingredients used for hair nourishment. To analyse this hypothesis questions 3,6,7 and 8 were used.

Analysis of question No. 03 : Following are some of the attributes of a shampoo. Kindly let us know, how important do you feel these attributes are for you. Rate the attributes in the order of importance ( rate 1 for the least important and 5 for the most important attribute)

Average of the Ratings of the attributes


4.5 4 3.5 3 2.5 2 1.5 1 0.5 0 INGREDIENTS IN ABILITY TO THE SHAMPOO MAKE THE HAIR SHINY ABILITY OF THE SHAMPOO TO REMOVE DANDRUFF ABILITY OF THE SHAMPOO TO MAKE THE HAIR STRONGER ABILITY OF THE SHAMPOO TO MAKE HAIR LONGER 3.778846154 3.471153846 3.355769231 4.153846154 4.211538462

For analysis of this question we have used histogram. Here the ability of the shampoo to make the hair stronger has scored more than the ingredients in the shampoo. So, Garnier Fructis
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should make the consumer aware this attribute and should increase its importance in the mind of the consumer to increase its positioning as a substitute for natural ingredient. Hence, it indirectly proves our hypothesis wrong.

Analysis of question No. 06:

If you are asked to change your shampoo will you go for it? e. No, never f. May be. If I will get better product, I may be willing to change. g. Yes

5% 16%

May be. If I will get better product, I may be willing to change. No never

79%

yes

From this pie chart we found that 79% of the respondents were ready to change their brand if they get a better one. Hence, these respondents are not brand loyal. Hence, these percentages of people can serve as the target customer for Garnier Fructis.

Analysis of question No. 07:

Following is a statement about Garnier Fructis. Kindly select the option that reflects your opinion. Garnier Fructis contains natural ingredients which can replace traditional way of cleaning hair

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60 50 40 30 20 10 0 Strongly Agree Agree Neither Agree nor disagree Disagree Strongly disagree

Strongly Agree Agree Neither Agree nor disagree Disagree Strongly disagree

For analysis of this question we have used the Likert Scale and web have assigned a value of +2 for strongly agree, +1 for agree, 0 for neither agree nor disagree, -1 for disagree and -2 for strongly disagree. And the total sum is positive. So, it supports our first hypothesis. From the above graph we can see that thought the maximum number of respondent is neutral but more number of respondent are in favor of the opinion that Garnier Fructis contains natural ingredients which can replace traditional way of cleaning hair. Hence, it proves our first hypothesis right. Analysis of question No. 08:

Listed below are some of the factors that may influence you to switch to Garnier Fructis. Rank the factors in the order of their influence on you ( rank 1 for the most influential factor and 4 for the least influential factor) h. Advertisements i. Packaging j. Natural Ingredients k. Fragrances
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Ranking of Factors Influencing Purchase of Garnier Fructis


45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 1 2 3 4 15% 17% 28% 21% 20% 18% 20% 22% 15% 24% 18% 31% 27% ADEVERTISEMENTS PACKAGING NATURAL INGREDIENTS FRAGRANCE 39% 40% 42%

In this question we have used Spearmans rank co-relation to analyse which factors influence more the consumer when they purchase Garnier Fructis. From the graph we can find that 39% of the customers have rewarded 1st rank to natural Ingredient which means for them natural ingredient is one of the most important factors determining their purchase of Garnier Fructis. Natural ingredients are followed by advertisements 28%, fragrance 17% and packaging 15% in the most critical parameter. With Spearmans correlation, keeping natural ingredients as the independent variable, the dependent variables are advertisements with a negative correlation of 0.574, packaging with a negative correlation of-0.229 and fragrances with a negative correlation of-0.145. It means that with any increase in the number of respondent who ranks natural ingredients as rank 01, the other variables will move down as a rate of the Spearmans Correlation that we have found.

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Hypothesis II :
Garnier Fructis makes the hair long and Strong and Shines with all its strength. To analyse this hypothesis questions 3,4 and 5 were used.

Analysis of question No. 03: Following are some of the attributes of a shampoo. Kindly let us know, how important do you feel these attributes are for you. Rate the attributes in the order of importance ( rate 1 for the least important and 5 for the most important attribute) As already shown above we can see that the ability of the shampoo to make the hair stronger has scored more than other attributes. Hence, this attribute plays a major role in selection of a particular brand of shampoo. Since, Garnier Fructis have positioned itself as a shampoo that makes the hair stronger, so, it can cater this need of customer.

Analysis of question No. 04: What brand comes to your mind when you think of "Long and Strong Hair"?

4% 7% 12%

3% 8% Garnier Fructis Head & shoulders 56% Pantene Sunsilk

10%

L'oreal Clinic Plus Others

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This was an open ended question asked to the respondent. In this question we have used pie chart and we found that about 56% of the respondents believe that Garnier Fructis is associated with long and strong hair. Thus, it supports our second hypothesis. Analysis of question No. 05: Listed below are some of the brands of shampoo. Which brand do you associate the line Long and Strong Hair with: f. Pantene g. Clinic all clear h. Head and shoulder i. Garnier Fructis j. others specify ( )

Percentage distribution of brands which provides "Long and Strong hair"


Garnier Fructis Clinic All Clear Head & Shoulders Pantene Others

12% 11%

6%

68% 3%

From the above pie chart we can analyze that maximum percentage of respondent relate Garnier Fructis with long and strong hair. Thus, it supports our second hypothesis.

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Net take away


In hypothesis 1 we tested whether Garnier attracts customer because of its natural ingredient content. after analyzing the net take away we got that yes Garnier influence customer because of its natural ingredient content . Hence, our first hypothesis has been proved right. In hypothesis 2 we tested whether Garnier Fructis makes the hair long and Strong and Shines with all its strength. After testing and analyzing the net take away we got that Garnier positioning as "strong and long hair" proves our hypothesis right.

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