Professional Documents
Culture Documents
EXECUTIVE SUMMARY
1. INTRODUCTION
3. RESEARCH METHODOLOGY
4. INDUSTRY PROFILE
7. BILIOGRAPHY
8. REFRENCES
Executive summary
About the project
Within a short span of the last five-six years, the use of cosmetics by
Indian consumers has increased significantly with more and more
women and men taking greater interest in personal grooming,
increasing disposable incomes, changing life styles, influence of
satellite television and greater product choice and availability.
The skin care market in India is estimated at US$ 180 million. Within
the last decade, this segment has seen many consumers slowly shift
from the mass to the premium end of the market. The penetration
rate is high in the skin-care segment as compared to color
cosmetics. In the skin-care segment, price and volume played an
equal role in value growth. Moisturizing lotions, fairness creams and
face cleansers are the popular categories in the skin-care segment and
account for approximately 60 percent of the skin-care segment. The
major players in this segments are Lakme, Ponds, Fair & Lovely of
the HUL group with a 50 percent market share, followed by players
such as J.L. Morison that markets the Nivea range of products in
India, Godrej and Revlon. Penetration levels of international
cosmetics brands in India are still low. Foreign brands currently
constitute only 20 percent of the market. A major reason for low
penetration of international brands can be attributed to high pricing.
These companies initially gained sales on their international brand
image, however, repeat purchases were not forthcoming and to retain
their sales growth, several foreign companies reformulated price
strategies to tap the large Indian middle class. Urban women in the
middle and upper income groups in the age range of 23-50 is the
target group for international brands, as this group looks for better
products and is willing to pay a premium for international quality
products. Industry estimates suggest that there are close to 10 million
such women in India.
Chapter 3
RESEARCH METHODOLOGY
The research is based on:-
Primary Data
1) Questionnaire
Secondary Data
Internet
Company Reports& Broachers
Magazines
Newspapers Articles &journals
Brand awareness,
Price level,
Visibility of brand personality.
Expectancy of Communication
All these factors were the prime criterion for selecting (Which
brand??), Short listing and ranking (level of trustworthiness? or most
favoured ) which had helped us for identifying the winner in
cosmetics industry.
Objective
HYPOTHESIS
In this report our null hypothesis and alternative hypothesis are stated
below:
RESEARCH DESIGN
Our research is based on the Exploratory Study.
Sample design
CHAPTER 4
COMPANY PROFILE
Half a century ago, as India took her steps into freedom, Lakme,
India's first beauty brand was born. At a time when the beauty
industry in India was at a nascent stage, Lakme tapped into what
would grow to be amongst the leading, high consumer interest
segments in the Indian Industry - that of skincare and cosmetic
products. Armed with a potent combination of foresight, research and
constant innovation, Lakme has grown to be the market leader in the
cosmetics industry. Lakme today has grown to have a wide variety of
products and services that cover all facets of beauty care, and arm the
consumer with products to pamper herself from head to toe. These
include products for the lips, nails, eyes, face and skin, and services
like the Lakme Beauty Salons.
A brand that has over 5 decades talked of beauty is none other than
Lakmé. Launched in 1952, it offered a range of cosmetics with nail
polishes & lipsticks from the early 80’s. Lakmé also understands the
importance of maintaining and accentuating a women’s natural
beauty, for this it has introduced a range of skincare products from
1987. These ranges have been constantly innovated to bring
specialized beauty care and complete the range for the definitive
women.
Chopra accepts that distribution has been the company's Achilles heel
for some time: ''The supply-chain hasn't been as robust as it should
have been, but that has been the result of our efforts to reposition and
reintroduce the brand.'' The positioning bit, although complex, is
clear: Ponds is Lever's primary skincare brand; Lakmé, its aspirational
colour cosmetics brand, which also has a presence in skincare.
The 'aspirational' qualification would mean Lakmé would compete at
what the company terms the 'upper-mass' (premium) end of the colour
cosmetics spectrum (products priced between Rs 85 and Rs 250)
where a slew of competitors, ranging from Revlon (through Modi
Revlon) to Chambor, are already slugging it out. Says Meghna Modi,
26, Executive Director, Modi Revlon: ''The numbers say it all.
According to ORG-MARG's retail audit, we have an 84 per cent share
of the premium end of the colour cosmetics market.'' Chopra is quick
to rubbish this claim; he says ORG-MARG does not have a
representative sample of the 60,000 outlets through which colour
cosmetics are sold in India.
Still, it is conceivable that Lakmé's new-found aspirational strategy
could have been brought about by competitors like Revlon and
Maybelline, which targeted this segment. Indeed, the company's non-
transfer lip-colour range follows in the wake of Maybelline's launch
of a similar range, and its new nail-enamel colours come soon after
Maybelline and Revlon launched their nail-enamel range. The
company's defense is that it takes at least 15 months from the
conceptualization to the actual launch of products.
And fashion consultants like Meher Castelino believe the brand
commands an edge at the high-end: ''By appropriating the fashion
platform for itself, Lakmé has entrenched itself at the glamour-end.''
Strengths :
local brand of specific relevance to India.
Strong R&D capability, well linked with business.
Integrated supply chain and well spread manufacturing units.
Ability to deliver Cost Savings.
Access to Unilever global technology capability and sharing of best
practices from other Unilever
Weaknesses :
Price positioning in some categories allows for low price competition.
Varying quality range in its products.
Falling Quality of Lame salons
Opportunities :
Brand growth through increased consumption depth and frequency of
usage across all categories.
Upgrading consumers through innovation to new levels of quality and
performance.
Building brand image by collaborating with top designers in Lakme
Fashion week
Threats :
Aggressive price competition from local and multinational players.
Spurious/counterfeit products in rural areas and small towns.
Non Existence of brand image in long Run
Everything a girl wants
Lakme products
Colours
From the spicy shades to the flattering look, Lakme offers a range of
products in the face, lips, eyes and nail segment for the beauty
aficionados.
Face
Lips
1. Lakmé Kajal:
2. Lame Insta Eyeliner eyelids
3. Lakme Lakmé Shimmer Eye Cube:
Nails
Skin
For radiant skin Lakmé is there to pamper your skin with specialized
products for the diva in you.
Cleansing
Moisturizing
The range comprises of lotions to keep your skin healthy and younger
looking.
CHAPTER 5
INDUSTRY PROFILE
VISION
The Shahnaz and the Biotique brands dominate the premium herbal
cosmetics segment in India, estimated at USD 100 million.
. Since liberalization, many international brands like Avon, Burberrys,
Calvin Klein, Cartier, Christian Dior, Estee Lauder, Elizabeth Arden,
Lancome, Chambor, Coty, L'Oreal, Oriflame, Revlon, L'Oreal,
Yardley, Wella, Schwarzkopf, Escada, Nina Ricci, Rochas, Yves St.
Laurent and Japanese cosmetics company, Shiseido have entered the
Indian market. The prices of most foreign brands have been fairly
high, which has deterred average Indian consumers. International
brands cater to a segment that can broadly be classified as the
urban higher income group.
Market Trends
Cosmetics and toiletries are not just the domain of women any longer
and Indian men too are increasingly taking to the use of more and
more body sprays, perfumes and other cosmetics and toiletries. With
rising demand from men, the Indian market is getting enlarged and
many players are coming out with cosmetic products especially skin
care products for men. The market size of men's personal care
segment is estimated at approximately US$ 165million, with Gillette
having the largest market share. Other major players in this segment
include Godrej, J.L. Morison and HLL. The growing demand for
men's cosmetics have made many direct selling companies such as
Modicare and Amway to launch new products for men.
In the last five/six years, there has been a renewed craze for herbal
cosmetic and personal care products, especially in the skin care
segment with the growing belief that chemical-based cosmetics are
harmful. Shehnaz Hussain, Biotique, and Lotus Herbals are the major
players in this segment. Many companies also expanded their range to
include herbal variants..
Import Market
Costs for importing products are much higher than producing it in the
country. India allows entry of imported cosmetics without any
restrictions but the average import tariff on cosmetics products is
currently very high at 39.2 percent. This makes imported products
very expensive for most consumers. Most foreign cosmetics
companies selling premium brands have had a difficult time
developing the low volume premium market in India. Many had to re-
work price strategies towards the mass segment. Price is not the only
reason responsible for their problems. Poor assessment of the size of
the upper middle and high-income groups, and price sensitivity even
within these groups, had added to their problems.
Competition
Sales Prospects
Prior to March 31, 1999, India had cosmetics and toiletries on its
restricted list of imports and a special import license was required for
import of cosmetics and toiletries into the country. This regulation
has now been done away with and, India today, permits import of
cosmetics and toiletries without any restrictions. This has made
the Indian market more attractive to foreign cosmetic companies.
Imports have been made easier, but not necessarily cheaper.
Chapter 6
Questionnaire
Brand Loyalty
No 82%
Yes 18%
20 20
10
Column2
Eyes Lip Color Nail Face
Enamel
Price Level
High 30 %
Low 5%
Optimun 65%
Revlon 22%
Oriflame 18%
Blue heaven 8%
L'Oreal 39%
Lissome 7%
Others 6%
No 83%
Yes 17%
products?
Expectations
More Product Range More Shades
Better Packaging All the above
1%
17%
47%
35%
CHAPTER 7-
FINDING & ANALYSIS
Observed(O) Expected(E) (Oi-Ei)2 χ2 {(Oi-
Satisfaction Ei)2 / }
level
Excellent 16 20 16 0.8
Good 20 20 0 0
Average 55 20 1225 61.25
Poor 5 20 225 11.25
Neutral/Cant 4 20 256 12.8
Say
Overall Satisfaction
χ2=86.1
Table value=9.49
Since the table value is less than the χ2.
So the Ho is rejected.
Loyalty
χ2=40.96
Table value=3.84
Since the table value is less than the χ2.
So the Ho is rejected.
Advocasy
χ2=4
Table value=3.84
Since the table value is less than the χ2.
So the Ho is rejected.
Advertising/Communication effect
χ2=43.56
Table value=3.84
Since the table value is less than the χ2.
So the Ho is rejected.
Price Level
χ2=54.503
Table value=5.99
Since the table value is less than the χ2.
So the Ho is rejected.
CHAPTER 8
RECOMMENDATIONS
Promotions beyond fashion week
The brand should not lose its focus away from cosmetics. It can
proved to very detrimental.
For vast reach unlikely, in the short-term. “Some sort of an alliance
or co-branding with the salons that already exist may, perhaps, have
been a better strategy.
The general perception is that company-owned salons are expensive.
Though Lakme beauty salons are reasonably priced, it has not been
communicated well enough.
CHAPTER 9 –CONCLUSION
Since the Null hypothesis is rejected therefore it states that the customers
are not satisfied well with the lakme products . This would be the major
cause of lose of market share in the country. Another reason is the
upcoming of Regional brands in the country that is making lakme loose its
sheen. Therefore the company should take in strategic steps and planning
to revive its brand image accordingly.
The local cosmetics and toiletries industry generally involves mixing and
formulation processes, using imported ingredients. Many of these
companies are contract manufacturers, mainly for products such as
shampoo and conditioners, other hair care products, perfumes, and
cosmetics.
.
BIBLIOGRAPHY
Kotler Philip , Keller Lane Kevin marketing , prentice hall of
India , 2005
S.P Gupta , Business Statistics, 14th edition , 2005
Business Statistics , J. K Sharma , edition 2005
Tata Mc graw-Hill Edtion , Business research methods , Donald
R.Cooper , Pamela S. Schindler.
References
www.hindubusinessline.com
www.lakmeindia.com
www.hll.com
www.economictimes.com
www.financialexpress.com
Annexure Questionnnaire
Market Survey For Lakme Products
Name :
Age :
Sex :
Address :
State/Province:
Contact No. :
1. What inspire you to go for Lakme ?
o Colour/Shades
o Price
o Packaging
o Versatility
o Others
o Yes
o No
3. Do you Think Lakme provides quality Products to its
customers?
o Yes
o No
o Can,t Say
o Lucky Draws
o Free Bonanza
o Discount Coupons
o Others
o High
o Optimum
o Low
o Cosmetic stores
o Drug/Pharmacy
o Supermarket
o Beauty Salon
o Others
12. What changes you would like to see in the Lakme products?
o More product range
o More shades
o Better packaging
o All of the above
In 1995, Lakmé Ltd (a Tata Group company) and HLL formed a 50:50
venture Lakmé Lever that would market and distribute Lakmé's products.
In 1998, Lakmé sold its brands (and the 50 per cent it owned in the JV) to
HLL, renamed itself Trent and entered a different business (retail). Only,
the years between 1995 and 2000 saw HLL wrestling with several issues
with a bearing on Lakmé's future. A brand that has over 5 decades talked of
beauty is none other than Lakmé. Launched in 1952, it offered a range of
cosmetics with nail polishes & lipsticks from the early 80’s. Lakmé also
understands the importance of maintaining and accentuating a women’s
natural beauty, for this it has introduced a range of skincare products from
1987. These ranges have been constantly innovated to bring specialized
beauty care and complete the range for the definitive women.
A brand that has over 5 decades talked of beauty is none other than
Lakmé. Launched in 1952, it offered a range of cosmetics with nail
polishes & lipsticks from the early 80’s. Lakmé also understands the
importance of maintaining and accentuating a women’s natural
beauty, for this it has introduced a range of skincare products from
1987. These ranges have been constantly innovated to bring
specialized beauty care and complete the range for the definitive
women.
Lakme Lever had revived its youth-oriented brand, Elle 18. Having
put the brand on `maintenance' mode, this division of HLL was
focusing on Lakme.
"In the first three years, Elle 18 registered sharp growth rates and the
purpose was to create a new segment of consumers," said Mr Chopra.
At that point of time, Elle 18's main competitor in the youth-based
cosmetics market was Tips & Toes, a brand that is almost no n-existent
today.
Pricing
With a pricing that is almost one-third that of Lakme, Elle 18, of late,
has also unleashed a campaign based on its products.
"There was a change in our strategy in the past. While Lakme has
been high on innovation, Elle 18 has been on maintenance mode. The
brand has been growing at a lower rate than Lakme. But now we are
now relooking at Elle 18 as there is still no brand that is so sharply
positioned on the youth platform," said Mr Chopra.
"The overall beauty market has been growing between 15-20 per cent
but we have been growing higher than the market."
However, it is the salon business that has been registering the highest
growth rates for Lakme Lever. "With a small base, our salon business
has been growing the fastest," Mr Chopra said.
There are plans to have 100 Lakme salons by the end of the year from
the existing 92 salons across the country.
Problems
Increasing Competition
Recommendations