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PROJECT REPORT ON
Marketing strategy of Dabur Vatika Hair Oil &
Dabur Chyawanprash
SUBMITTED IN PARTIAL FULFILLMENT OF THE
REQURITMENTS FOR THE AWARD OF THE DEGREE
OF BACHELORS OF BUSINESS ADMINISTRATION
(BBA)
TO
GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY,
DELHI
MENTOR
Mrs.ANJALI SINGH
SUBMITTED BY:
RAHUL RANA
ENROLLMENT NO.
09514217088
BBA-3
CERTIFICATE
(Internal Guide)
Mrs. ANJALI SINGH
Lecturer, JIMS
DECLARATION
RAHUL RANA
ENROLLMENT NO. 0951421708
Thanking you ,
RAHUL RANA
BBA 3
0951421708
TABLE OF CONTENT
Chapter-1 Introduction
1.1
Executive Summary
1.2
1.3
Company Overview
1.4
FINANCIAL REPORT
1.5
Company History
1.6
1.7
SWOT Analysis
2.2
Overview of Vatika
2.3
2.4
2.5
Advertising
2.6
3.2
3.3
3.4
4.2
4.3
4.4
4.5
4.6
4.7
4.8
4.9
4.10
4.11
Recommendations
5.2
References
EXECUTIVE SUMMARY
This report aims at analyzing and reporting on the marketing strategies of Dabur India
Ltd (DIL) for the brands Dabur Vatika Hair Oil and Dabur Chyawanprash
The Vatika brand was launched in 1995 with Vatika Hair Oil as its first product. In the
very first year of its launch it crossed Rs. 100 million in turnover. Over the years, Vatika
has come to be amongst the companys highest selling brands. Vatika is a comparatively
young brand but is already acknowledged for the qualitatively influential and pioneering
role that it has played in the evolution of the categories it has had a presence in. Dabur
Chyawanprash is the leader in the Chyawanprash category and enjoys a market share of
61 per cent. In 50s Dabur pioneered the concept of branded Chyawanprash and since has
invested heavily in product development, clinical studies and consumer awareness. The
product is essentially a health supplement.
This report is not aiming at the overall marketing mix or the marketing strategy of Dabur
India Ltd, but is an attempt to analyze the marketing mix of Dabur Vatika Hair Oil and
Dabur Chyawanprash.
The report also enlists various recommendations based on BCG Growth Share Matrix
analysis, Ansoffs Product Matrix Expansion Grid, SWOT Analysis etc. This analysis has
been done on the basis of the information gathered from the company website and other
online resources and books and articles.
10
Rural
135
153
72
627,000
3.3
An average Indian spends around 40 per cent of his income on grocery and 8 per cent on
personal care products. The large share of fast moving consumer goods (FMCG) in total
individual spending along with the large population base is another factor that makes
India one of the largest FMCG markets.
11
Rapid urbanization, increased literacy and rising per capita income, have all caused rapid
growth and change in demand patterns, leading to an explosion of new opportunities.
Around 45 per cent of the population in India is below 20 years of age and the young
population is set to rise further. Aspiration levels in this age group have been fuelled by
greater media exposure, unleashing a latent demand with more money and a new
mindset.
12
COMPANY OVERVIEW
Over its 120 years of existence, the Dabur brand has stood for goodness through a natural
lifestyle. An umbrella name for a variety of products, ranging from hair care to honey,
Dabur has consistently ranked among Indias top brands. Its brands are built on the
foundation of trust that a Dabur offering will never cause one harm.
The trust levels that this brand enjoys are phenomenally high. While Ries and Trout may
ask What does Dabur stand forshampoo or digestive tablets? The answer is fairly
simple, it stands for Indias fourth largest fast moving consumer goods company that both
consumers and trade respect and trust unequivocally, and which has an annual turnover of
over Rs 15 billion.
The company has kept an eye on new generations of customers with a range of products
that cater to a modern lifestyle, while managing not to alienate earlier generations of
loyal customers.
Dabur is an investor friendly brand as its financial performance shows. There is an
abundance of information for its investors and prospective information including a daily
update on the share price (something that very few Indian brands do). Theres a great
sense of responsibility for investors funds on view. This is a direct extension of Daburs
philosophy of taking care of its constituents and it adds to the sense of trust for the brand
overall.
13
FINANCIAL REPORT
Rs (Crores)
2006-2007
2005-2006
1280.22
1159.02
165.02
113.44
0.20
165.02
113.44
13.00
8.75
4.00
3.49
0.05
00.26
147.97
101.14
81.12
66.12
--
2.50
0.83
1.82
231.74
169.76
General Revenue
25.15
22.50
Capital Revenue
1.56
28.63
17.17
42.96
40.07
9.77
7.34
125.23
81.12
231.74
169.76
14
1884
Birth of Dabur
1896
Early 1900s
Ayurvedic medicines
1919
1920
Expands further
1936
1972
Shift to Delhi
1979
1986
1992
1993
Cancer treatment
1994
Public issues
1995
Joint Ventures
1996
3 separate divisions
1997
1998
2000
COMPANY HISTORY
PRODUCT LINE
Foods
Real
Real Activ
Hommade
Lemoneez
Capsico
Shankha Pushpi
Dabur Balm
Sarbyna Strong
Personal Care
Hair Care Oil
Oral Care
Babool Toothpaste
Skin Care
Gulabari
17
STRENGTHS
Strong
WEAKNESS
presence
in
well
defined
Low Penetration(Chyawanprash)
High price(Vatika)
competitive advantage
IT Initiatives
Ayurveda specialties)
Core
knowledge
of
Ayurveda
as
OPPORTUNITIES
THREATS
Untapped Market(Chyawanprash)
Market Development
Export opportunities.
Innovation
class
Creating
additional
consumption
pattern
18
New Entrants
Threat
from
substitutes
(like
OVERVIEW OF VATIKA:
The Vatika brand was launched in 1995 with Vatika Hair Oil as its first product. In
the very first year of its launch it crossed Rs. 100 million in turnover. Over the years,
Vatika has come to be amongst the companys highest selling brands.
It was joined in 1997 by Vatika Henna Cream Conditioning Shampoo and later, in
2000, by Vatika Anti-Dandruff Shampoo. In 2003, brand sales crossed Rs. 1,000
million. From the companys perspective, Vatika is expected to continue to drive its
growth in the years to come. With its innovative offerings, the brand aims to become a
frontrunner in the market for hair care and skin care products.
Vatika is a comparatively young brand but is already acknowledged for the
qualitatively influential and pioneering role that it has played in the evolution of the
19
categories it has had a presence in. Currently, the total annual sales of Vatika products
are over Rs. 1,000 million. Of this, Vatika Hair Oil enjoys a 6.4% market share in the
coconut hair oil category (Source: ACNielsen ORG-MARG, 2003).
Vatika has not just been successful in garnering a premium image but, today, stands as
the preferred and trusted brand of 11.1 million users (Source: IRS Household Data).
20
POSITIONING
Total hair Care brand:
The product innovation was fed by the vital consumer insight that many women in
contemporary India are worried about hair problems caused by
Product
Price
Place
Promotion
Product
Price
Promotion
Product
List Price
Variety
Discount
Quality
Financing
Design
Features
Brand
Channels
Promotion
Location
Public Relations
Inventory
Schemes
Sponsorships
Credit Terms
Internet
Marketing
Names
Advertising
Place
Services
21
&
PRODUCT:
22
Available in:
Bottles
Flip cans
PRICE:
In the traditional coconut hair oil category, which presumably had price sensitive
consumers, Vatika Hair Oil with its value added proposition henna, amla and
lemon in a pure coconut oil broke this myth when it launched at almost a 100%
premium to the market leader; even with such a pricing strategy it was able to
garner a significant share from the leader in the very first year of its launch.
The table above shows that Dabur Vatika is one of the highest priced of hair oils
since it targets the higher income class and also that the prices have remain
unchanged since 1999.
23
PRICE/QUALITY MATRIX
Price
Quality
High
Middle
Low
Luxury Segment
Premiere
High
Offering
VATIKA
Overpriced
Average
Real Bargain
Unhappy Customers
Cheap Goods
Middle
Make
Low
The
Sale
and Run
PLACE
Vatika products including Vatika Hair Oil are sold in 38 countries through more
than 15 lakh retail outlets and 5,000 distributors who service the entire country
Daburs distribution network extends beyond India in the following countries as well:
24
Distribution Network
Australia
Asia
Middle East
25
PROMOTION:
Vatika the key focus brand of the company has always been well supported.
The company realized early that, from the perspective of brand building, it was
vital to invest in this brand.
.
Vatika Hair Oils first promotion: It focused on the key benefit beautiful hair
without hair problems that came about as a result of the extra nourishment
through the value addition of henna, amla and lemon-derived additives.
Creating conceptual awareness: In the initial phase of the communication, the
marketing objective was to create conceptual awareness about the new product
the goodness of coconut oil enriched with natural herbs. Vatika was firmly
established as the leader in the new category of value-added hair oils and its
promotion campaign was so successful that the product segment itself came to be
identified with Vatika.
26
COMPETITOR ANALYSIS
The key competitors of Dabur in the Hair Oil segment are Keo Karpin, Emami, Bajaj,
Marico, HLL which together with Dabur have about 64% of India's domestic market.
Dabur is one of India's largest player in the hair oil segment and the fourth largest
producer of FMCG. It was established in 1884, and had grown to a business level in 2003
of about 650 million dollars per year. Dabur Hair Oils have a market share of 19%.
We have tried to analyse the competition for Dabur in the Hair Care segment as follows:
Keo Karpin, a fifty-year old brand, is a pioneer in the light hair oil category. The
pleasantly perfumed hair oil has its main market in the Hindi belt and also has significant
presence in eastern and western India. Its share is 6% of the total hair oil market.
27
Emami has existence in hair oil market through Himani Navratan oil and Himani Oil.
Emami has taken Madhuri Dixit as brand ambassador for emami oil and Amitabh
Bachchan for Himami Navratan Oil. Overall it has a share of 4% in hair oil market.
Bajaj has two flagship oil brands - Bajaj Brahmi Amla and Bajaj Almond Drops
currently have a value share of 19 per cent and 12 per cent in their respective oil
categories as per ORG-Marg. Besides, the company has also decided to enhance its retail
presence by nearly 20 per cent from the existing 5 lakh retail outlets in an attempt to
reach the rural parts. Overall it has a market share of 4% in hair oil market.
Maricos Parachute is premium edible grade oil, a market leader in its category.
Synonymous with pure coconut oil in the market, Parachute is positioned on the platform
of purity. In fact over time it has become the gold standard for purity. Parachute's primary
target has been women of all ages. The brand has a huge loyalty, not only in the urban
sections of India but also in the rural sector. It has a market share of 28%.
HLL has two products, Clinic Plus Hair Oil and All Clear Clinic Hair Oil. Overall it has
a 3% share in hair oil market.
28
Parachute
Keo Karpin
Nihar
Dabur Vatika
Parachute
Keo Karpin
Nihar
Dabur Vatika
29
4. What are the primary reasons for which you use this particular brand?
Non sticky
Brand Loyalty
Fragrance
Price
6.
TV
Internet
Word of Mouth
Go for a substitute
75 ml
150 ml
300 ml
Availability
Price
Family size
Storage
30
Once in 15 days
Once a month
Yes
No
31
PREFERRED BRAND
SATISFACTIONLEVEL
32
Marico
HLL
Keo Karpin
Dabur Vatika
Marico
HLL
Keo Karpin
Dabur Vatika
Brand loyalty
Price
Availability
No reason
High income
Middle income
Low income
33
Price discounts
Others
Price discounts
Others
Yes
No
Yes
No
34
35
36
SEGMENTATION
Dabur Chyawanprash is the market leader in the Chyawanprash segment. It comes under
the category of health supplements. The segments that it considers are growing kids,
competitive youth, ever busy housewives and the aged.
For the growing kids: In today's competitive environment, the children are under high
pressure to excel.
For the competitive youth: Modern life keeps the youth busy and demands them to be
active and efficient.
For ever-busy housewives: The 'homemaker' needs to be fit in order to shoulder all
responsibilities.
For the aged: Old age weakens a person physically and mentally.
After segmenting the population into these categories it aims to keep them fit and healthy.
TARGETING
Traditionally, chyawanprash was supposed to be a health supplement for the aged and
kids. Dabur Chyawanprash (DCP) is now targeting adults, housewives, youth and
kids .This it is trying to achieve through its promotion activities by making Amitabh
Bacchan and Vivek Oberoi do the endorsement act. Amitabh has been projected as a
user of Chyawanprash attempting to establish the relevance of DCP amongst the adults in
todays demanding lifestyle. Vivek, who represents an urban ambitious non-user with a
mindset that Chyawanprash is not for him, meets his moment of truth when outperformed
by a young Chyawanprash user, thus reaching out to kids. His final conversion from a
non-user to a Chyawanprash user connects with the Youth. These two ads compliment
each other and connect very well with the targeted consumers
37
Product
Price
Place
Promotion
Product
Price
Promotion
Product
List Price
Variety
Discount
Quality
Financing
Design
Features
Brand
Channels
Promotion
Location
Public Relations
Inventory
Schemes
Sponsorships
Credit Terms
Internet
Marketing
Names
Advertising
Place
Services
PRODUCT
38
&
Dabur Chyawanprash is the leader in the Chyawanprash category and enjoys a market
share of 61 per cent. In 50s Dabur pioneered the concept of branded Chyawanprash and
since has invested heavily in product development, clinical studies and consumer
awareness. The product is essentially a health supplement.
Known as the elixir of life, Chyawanprash has (clinically) proven benefits in
maintaining smooth body functioning. The principal ingredient Amla (Indian
Gooseberry) acts as an anti-oxidant and immuno-stimulant. Dabur Chyawanprash helps
in stimulating immune system, relieving stress, improving stamina, fighting aging
through anti-oxidant property, improving lung function, fighting respiratory infections &
building resistance to disease. It is these properties that make Dabur Chyawanprash a
preferred choice for its users.
Ingredients of Dabur Chyawanprash
Vishwast
Amla,
Ashwagandha,
Hareetaki,
Dashmul,
Ghrit
health
beneficial
and
several
Special
Vishwast
fortified
with
additional
herbs
The figure above shows the evolution of the packaging of Dabur Chyawanprash.
39
like
A little boy suggests his brother to have Dabur To which the brother replies,
Chyawanprash everyday.
Running with super energy the boy dives into the river. ...the big brother also dives in
Not to be left behind...
he
gets
tired
COMPETITOR ANALYSIS
The key competitors of Dabur in the Chyawanprash segment are Baidyanath, Zandu and
Himani, which together with Dabur have about 85% of India's domestic market.
40
Dabur is India's largest Ayurvedic medicine supplier and the fourth largest producer of
FMCG. It was established in 1884, and had grown to a business level in 2003 of about
650 million dollars per year, though only a fraction of that is involved with Ayurvedic
medicine. Dabur Chyawanprash (herbal honey) has a market share of 61%.We have tried
to analyse the competition for Dabur in the Chyawanprash segment as follows:
Sri Baidyanath Ayurvedic Bhawan Ltd. (Baidyanath for short) was founded in 1917 in
Calcutta, and specializes in Ayurvedic medicines, though it has recently expanded into
the FMCG sector with cosmetic and hair care products; one of its international products
is Shikakai (soap pod) Shampoo.Its Chyawanprash has a market share of 10%.
Zandu Pharmaceutical Works was incorporated in Bombay in 1919, named after an
18th-century Ayurvedic. The company focuses primarily on Ayurvedic products (in 1930,
pharmaceuticals were added, but the pharmaceutical division was separated off about 30
years later).
The Emami Group, founded in 1974, provides a diverse range of products, doing 110
million dollars of business annually, though only a portion is involved with Ayurvedic
products, through its Himani line; the company is mainly involved with toiletries and
cosmetics, but also provides Chyawanprash and other health products. Its market share is
12%.
CONSUMER QUESTIONAIRRE-DABUR
CHYAWANPRASH
Dear Respondent,
41
Thanks for sparing few minutes to fill this questionnaire, which will help us to study the
consumer perception for chyawanprash.
Any information provided by you will strictly be used for Academic Purpose.
1. Which brands of Chyawanprash are you aware of?
Zandu
Himani
Baidyanath
Dabur
Zandu
Himani
Baidyanath
Dabur
4. What are the primary reasons for which you use this particular brand?
Health
Brand Loyalty
Taste
Price
TV
Internet
Word of Mouth
Go for a substitute
1 kg
500 gm
250 gm
Availability
Price
Family size
Storage
43
Once a month
Yes
No
PREFERRED BRAND
44
SATISFACTION LEVEL
45
46
47
DISTRIBUTION
Supply chain: Dabur has steadily improved its procurement and distribution systems to
achieve a significant reduction in material costs. Dabur has an extensive supply chain and
distribution network that has grown and spans 29 factories, 47 stocking points, 4 zonal
offices, a dozen manufacturing locations, six mother-warehouses and over 50
Carrying and Forwarding Agents(CFAs) that distribute more than 1,000 SKUs to
several thousand stockists and dealers.
MIS: An in-house developed, easy-to-use, Intranet based data-warehouse displays asof-yesterday sales, stock, receivables, banking, and other MIS. Over 5,000 ASP pages
meet almost all reporting requirements and make this a single source of MIS for all levels
of decision makers.
VSATs: This Success paved the ground for the company's supply chain initiative. Fiftyfive Ku Band TDMA VSATs were used to link primary distributors to the system.
Factories were hooked up using PAMA (Permanent Assigned Multiple Access) VSATs.
At some locations VPNs had to be used because it was not possible to set up a dish. The
integrated primary and secondary system has a number of unique features. The features
like tight integration of schemes, stockists credit limit control, automated banking of
cheques, and online cheque reconciliation have obvious advantages in the primary
distribution. These are basically extensions to the MFG/PRO ERP system and not core
customizations. The integrated system allows each Area Manager to plan for the month's
sales forecasts, stockists performance, and sales officers' performance. The integration
allows better control on pipelines in primaries and secondaries, brings down inventories,
and offers better control on production and sales against a confirmed forecast. The idea is
to increasingly shift focus from primaries to secondaries. Schemes based on secondary
volumes will help control secondary pipelines and sales. Primary sales will therefore
come from a resultant 'pull' from secondary replenishments. Further, sales order servicing
can be improved by taking orders through the Internet, and by setting stocking norms and
replenishing stocks to improve ROI of stock holders.
48
DABUR
In the past, the sheer diversity of Dabur's product portfolio has made an evaluation of
the company's prospects quite difficult.
Dabur's FMCG business contributes over 70 per cent of Dabur India's current revenues.
Within the FMCG business, Dabur India focusses on three key product groups family
products, healthcare and FMCG exports. The family products portfolio boasts of quite a
few market leading brands Dabur Amla and Vatika hair oils, Vatika shampoo, Dabur
Honey, and Dabur Lal Dant Manjan.
Dabur India also has well-recognised brand names and an established distribution set-up
in the healthcare business with brands such as Dabur Chyawanprash, Hajmola, Pudin
Hara and Dabur Lal Tail. Given Dabur's acknowledged strengths in ayurvedic healthcare,
the scope for expansion in each of these product baskets is considerable.
Though in the recent years, the growth from Dabur's FMCG portfolio has been
sedate, due to sluggish rural demand and intense competition from a host of regional
50
brands and counterfeit products. However Dabur's operating profit margins have been
more or less constant over this period.
However, the FMCG business is Dabur's cash cow contributing over 70 per cent of
Dabur India's current revenues. The business has consistently generated high cash
flows and called for minimal incremental investments. The overall growth in hair oil
industry has been 7% whereas growth in branded coconut oil has been 10%.Vatika
hair oil has a market share of 19% and Dabur Chyawanprash has a 61% market
share and is the market leader. Both of these are therefore Daburs cash cow.
51
RECOMMENDATIONS
Be the preferred company to meet the health and personal grooming needs of our
target consumers with safe, efficacious, natural solutions by synthesizing the deep
knowledge of ayurveda and herbs with modern science.
Vatika hair care centre: On the lines of Maricos Kaya Skin Clinic, Dabur could
start a venture called Vatika hair care centre which would provide total hair care
solutions. It could have hair care experts to solve hair problems. Services could
include dandruff treatment, straightening of hair, treatment for split ends,etc.
53
RESEARCH METHODOLOGY
As the purpose of the project report is to analyse the consumable products successfully
launched in the last three years. The data was collected both with the help of primary as
well as secondary sources.
For primary data, I proceeded with the drafting of the questionnaire for consumers was
structured as undisguised, & Personal -interview retailers. Distributors & wholesalers and
it was handed personally by me to the respondents to be analyzed.
The questionnaire method was useda)
b)
Questionnaire provides versatility and solutions can be obtained by just asking the
questions.
c)
d)
Secondary data was also collected personally by me, which the company has furnished
for the general public. The secondary data was gathered with the help of various
magazines, newspapers, journals, brochures and also through the internet. For secondary
sources no field work was employed.
54
In order to amplify the empirical findings from primary and secondary sources, a survey
was conducted both of consumers and retailers Distributor & Wholesalers in order to
gauge the market opinion.
The questionnaire was of multiple choice and the pattern of questions was as simple as
possible. With every question, multiple choices were given and respondents were asked
to select one of them. The questionnaire technique was structured and not disguised as the
questions followed one pattern and reason behind the questionnaire was stated properly.
All the questions were directly related to the subject.
55
Sample size for customers were 150 in number and the universe comprised of all
the consumers within the geographical region of Delhi.
2.
Sample size for retailers were 40 in number and the universe comprised of all the
consumers within the geographical region or Delhi.
3)
Sample size for Distributor & Wholesaler were four in number & the universe
comprised of all the consumers within the geographical region of Delhi.
No other field work was employed to gather the information. The questionnaires were
distributed to the respondents and the data was collected through primary and secondary
sources.
The statistical technique such a Pi-chart and percentages were used in analyzing and
interpreting the data.
56
CONCLUSIONS
The Chyawanprash Industry is yet to capture the beverage market in full swing. Packed
Chyawanprash followed by Amla, Ashwagandha, Hareetaki, Dashmul, Ghrit and
several
Other herbs and herbal extracts. The market. The consumers patriotic love for tea and
coffee is unfared. Chyawanprash are yet to establish their supplement use in the average
household here in lies the great opportunities. Within the market, it is safe to conclude
that dabur has hit off rather well with the masses. Dabur has clearly lost it head start
advantage and thereby acquiring just 35% of the market share while others enjoy rest of
the market share. This could be well attributed to dabur successful ATA (Availability,
Taste and Affordability) marketing module, the attributes most rated by the consumers.
Lack of publicity has hampered the growth progress of
advertising is needed to promote Chyawanprash and vatika hair oil brand .The brands
such as that of Chyawanprash by vednath,
Minute- made and also US food giantssDel Monte are ready to hit the Chyawanprash
market very soon.
Vatika hair oil has no major competition except an Australian Product Tobasco. As a
new product so people are not able to digest it yet Dabur is getting 8 crores from Vatika
hair oil in which accounts for 4 crores, Lemoneez 1 Crore & others 3 Crores .
As the strategies of the companies keeps on changing, be it in Chyawanprash industry,
a company has to create perceptions and cover them into realities.
It is an expensive
Chyawanprash
better to stress on quality rather than on decreasing price to increase sales and profit. To
increase market share Dabur should give slight price benefit on Dabur brand so that
customers of other Juice brand should switch from other brand to Dabur brand.
57
As vatika hair oil is a new product introduced by Dabur and as Dabur is getting excise
benefit from the Government so Dabur should pass slight Price benefit to the target
market so that target market should use the vatika hair oil and adopt it in making daily
food thereby increasing the market share of vatika hair oil.
58
REFERENCES
Books:
Marketing Management: Twelfth Edition Philip Kotler & Kevin Lane Keller
Websites:
www.google.com
www.dabur.com
www.tutor2u.net
www.brandchannel.com
www.blonnet.com
www.superbrandsindia.com
59