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UNIVERSITY OF PETROLIUM AND ENERGY

STUDIES

3C
REPORT :
MARKETING MANAGEMENT
SHIVAM JAIN

CONTENTS
1. Proctor & Gamble :

Introduction of company
Finance status
Market share
Customers
Products
Area of operation
Product Mix

2. Johnson & Johnson :

Introduction of company
Finance status
Market share
Customers
Products
Area of operation
Product Mix

3. Amway :

Introduction to company
Finance status
Market share
Products
Customers
Area of operation

Product Mix

4. Strategies :
Pricing strategies
Promotion strategies
Distribution strategies

5. Conclusion :

PROCTER & GAMBLE


Procter & Gamble Co., also known as P&G, is
an American multinational consumer goods company headquartered in
downtown Cincinnati, Ohio, United States, founded by William Procter
and James Gamble, both from the United Kingdom. Its products include
pet foods, cleaning agents, and personal care products.
Procter & Gamble Co. provides branded consumer packaged goods to its
consumers around the world. Its products are sold primarily through
mass merchandisers, grocery stores, membership club stores, drug
stores, high frequency stores, and neighborhood stores which serve
many consumers in developing markets. The company also intends to
expand its presence in other channels, including department
stores, perfumeries, pharmacies, salons and e-commerce. It operates
through the following segments: Beauty, Grooming, Health Care, Fabric
Care & Home Care and Baby Care & Family Care.
P&G operates under three entities in India - two listed entities Procter
& Gamble Hygiene and Health Care Limited and Gillette India
Limited, as well as one 100% subsidiary of the parent company in the
U.S. called Procter & Gamble Home Products.

FINANCIAL STATUS REPORT:


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Total Revenue

20,792,000

19,018,000

20,559,000

22,655,000

Cost of Revenue

10,552,000

9,919,000

10,601,000

11,366,000

Gross Profit

10,240,000

9,099,000

9,958,000

11,289,000

6,327,000

5,972,000

6,500,000

6,706,000

973,000

Others

Total Operating Expenses

2,940,000

3,127,000

3,458,000

4,583,000

52,000

165,000

49,000

66,000

2,992,000

3,292,000

3,507,000

4,649,000

169,000

178,000

179,000

187,000

2,823,000

3,114,000

3,328,000

4,462,000

820,000

572,000

692,000

972,000

Operating Expenses
Research Development
Selling General and Administrative
Non Recurring

Operating Income or Loss


Income from Continuing Operations
Total Other Income/Expenses Net
Earnings Before Interest And Taxes
Interest Expense
Income Before Tax
Income Tax Expense
Minority Interest

Net Income From Continuing Ops

(30,000)

(41,000)

(27,000)

(44,000)

2,003,000

2,643,000

2,609,000

3,416,000

17,000

78,000

Extraordinary Items

Effect Of Accounting Changes

Other Items

1,990,000

2,579,000

2,609,000

3,428,000

1,990,000

2,579,000

2,609,000

3,428,000

Non-recurring Events
Discontinued Operations

Net Income
Preferred Stock And Other Adjustments

Net Income Applicable To Common Shares

(18,000)

MARKET SHARE:

PRODUCTS:
Fabric & Home Care, Baby & Family Car, Beauty Care, Health Care,
Deodorants, Beverages, Grooming And Other.

AREA OF OPERATION:
Worldwide (over 180 countries)

CUSTOMERS:
From Infants To Old Age People
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(PRODUCT MIX FOR PROCTER &


GAMBLE)
BEAUTY
CARE

FOOD &
BEVERAGES

Fat free
pringles
Sunny
delight
Tender leaf
tea
DEODRANT Pepto:
Bismol
Old Spice Hawain
Secret
Punch
Sure
COSMETICS:
Cover Girl
Oil Of Olay

SKINCARE:
Safeguard
Zest
Camay
Ivory

Sunny
Delight
Millstone
Olean

HEALTH
CARE

LAUNDRY
CLEANING

PAPER

ORAL CARE: DISH CARE


Cascade
Crest
Fixodent Ivory Dish
Joy

BABY
DIAPERS:
Luvs
Pampers

RESPIRATO
RY CARE:
Vitamin c
drops
Vaporabs
Vicks 44
Nyquil

TOWELS:
Bounty
Puffs
Royalle
Charmin

Gleem

LAUNDARY: TISSUES &


Bold
Bounce

Cheer

HARDSURF
ACE
CLEANERS:
Comet
Mr. Clean

HAIRCARE:
Pantene
Head &
Shoulders
Vidal Sasoon

JOHNSON & JOHNSON


Caring for the world, one person at a time...
inspires
And unites the people of Johnson & Johnson. We embrace research and
science - bringing innovative ideas, products and services to advance the
health and well-being of people. Employees of the Johnson & Johnson
Family of Companies work with partners in health care to touch the lives
of over a billion people every day, throughout the world.
Our Family of Companies comprises:
The worlds sixth-largest consumer health company
The worlds largest and most diverse medical devices and
diagnostics company
The worlds sixth-largest biologics company
And the worlds sixth-largest pharmaceuticals company

Selling makeup and vitamins to friends and family is a way of life at


Amway International. One of the world's largest direct-sales businesses,
Amway boasts more than 3 million independent consultants who sell its
catalog of more than 450 personal care, household, nutrition,
and cleaning products. It also sells the products and services of other
companies in 80-plus markets worldwide. Revival-like techniques are
used to motivate distributors (mostly part-timers) to sell products and
find new recruits to build the multi-level marketing platform. Operations
outside of the US generate about 80% of sales, mainly in Asia. Founder
Richard DeVos and the Van Andel family own Amway and its parent
company.

FINANCIAL STATUS REPORT:

Period Ending

29-Jun-2014

30-Mar-2014

31-Dec-2013

29-Sep-2013

Total Revenue

19,495,000

18,115,000

18,355,000

17,575,000

6,039,000

5,455,000

5,955,000

5,344,000

13,456,000

12,660,000

12,400,000

12,231,000

Research Development

2,005,000

1,831,000

2,411,000

2,042,000

Selling General and Administrative

5,481,000

5,183,000

5,917,000

5,314,000

4,000

18,000

338,000

178,000

Others

Total Operating Expenses

5,966,000

5,628,000

3,734,000

4,697,000

Cost of Revenue

Gross Profit
Operating Expenses

Non Recurring

Operating Income or Loss

Income from Continuing Operations


Total Other Income/Expenses Net
Earnings Before Interest And Taxes

(212,000)

(68,000)

(850,000)

(925,000)

5,754,000

5,560,000

2,884,000

3,772,000

128,000

136,000

134,000

105,000

Income Before Tax

5,626,000

5,424,000

2,750,000

3,667,000

Income Tax Expense

1,300,000

697,000

4,326,000

4,727,000

3,519,000

2,982,000

Discontinued Operations

Extraordinary Items

Effect Of Accounting Changes

Other Items

4,326,000

4,727,000

3,519,000

2,982,000

4,326,000

4,727,000

3,519,000

Interest Expense

Minority Interest

Net Income From Continuing Ops

(769,000)

685,000

Non-recurring Events

Net Income
Preferred Stock And Other Adjustments

Net Income Applicable To Common Shares

2,982,000

MARKET SHARE:

PRODUCTS:
Baby Care, Womens Health, Beauty, OTC, Oral & Wound Care, ASP,
Cardiovascular Care.

AREA OF OPERATION:
Worldwide

CUSTOMERS:
From infant to old age peoples.
Babies Are The Main Consumer.
Pharmaceutical

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(PRODUCT MIX FOR JOHNSON &


JOHNSON)
SKIN CARE

ORAL CARE

BABY &
CHILD
CARE

Cleansing
wipes
Refreshing
gel wash
Cleansing
lotion
Skin oil
Shower
gels

LISTERINE:
Antiseptic
mouthwash

Johnsons SPLENDA:
Splenda
baby
intense
sweetener
Splenda
cream
Destin
sugar blend
Splenda
relief
flavored
cream
Baby oil
coffee
Baby
BENECOL:
powder
Benecol
spreads
Baby
Benecol
lotion
smart chews

Moisturise
hand
creams

Anticavity
mouthrinse
Ultra clean
floss
Oral care strips
Oral care mist
Anticavity
fluoride rinse

Body

NUTRITIONAL SKIN & HAIR


CARE

washes

REMBRANDT:
Rembrandt
whitening kit
Whitening
mouthwash
Stain strips

Lactic:
Lacataid
eggnog
Lactaid
ice-cream

Intense stain
toothpaste
Intense fresh
mint

Lactaid
supplements
Lactaid
cottage
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ROGAINE:
Unscented
foam
Strength
solution
Topical
solution
CLEAN &
CLEAR:
Smoothing
facial scrub
Absorbing
sheets
Acne cleanser
Mark
treatment
Cleasing
facewash
Action
moisturizer
NEUTROGENA:
Gentle daily
cleanser
Post shave

cheese

toothpaste

lotion

AMWAY:
Over 52 years ago, two men had a dream
for a better life for their families. They
built a company on principles, people
and products that have touched millions
of lives around the world.
Amway (short for American Way) is an American company using multilevel marketing techniques to sell a variety of products, primarily in the
health, beauty, and home care markets. Amway was founded in 1959 by
Jay Van Andel and Richard DeVos. Based in Ada, Michigan, the
company and family of companies under Alticor reported sales of
USD$11.3 billion for the year ending on December 31, 2012the
seventh consecutive year of growth for the company. Its product lines
include home care products, personal care products, jewelry, electronics,
Nutrilite dietary supplements, water purifiers, air purifiers, insurance and
cosmetics. Amway conducts business through a number of affiliated
companies in more than a hundred countries and territories around the
world. Amway was ranked No.114 among the largest global retailers by
Deloitte in 2006, and No.25 among the largest private companies in the
U.S. by Forbes in 2012.
Amway combines direct selling with a multi-level marketing strategy.
"Independent Business Owners" (IBOs) may market products directly to
potential customers and may also sponsor and mentor other people to
become IBOs.

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FINANCIAL STATUS REPORT :

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MARKET SHARE:

PRODUCTS:
Vitamins & Supplements, Skin care, Make-up, Hair
care, Body care, And Oral care.

AREA OF OPERATION:
Worldwide

CUSTOMERS:
Richer Segment Of Class
Womens Are The Main Consumer

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BEAUTY
CARE

FOOD &
BEVERAGES

HOME
CARE

NUTRITION
BATH &
& WELLNESS BODY

MAKEUP:

BARS &
SNACKS:
Chocolate
nut roll
Peanut
butter
Mixed
berry
smoothie

AIR &
WATER:

BONE
HAIR
HEALTH:
CARE:
Cal mag D Satinique
Vitamin
shampoos
Satinique
D3
BRAIN
cleansers
HEALTH:

BEVERAGES
:
Fruit punch
Sugar free
orange

CANDLES & ENERGY:


Nutrilite
AIR
siberian
FRESHNERS
energy
:

Cheeks sun
kissed
luminous
Cheeks pink
passion
Concealer
deep dark
Concealer
tan

Concealer
fair
Maskara
mink

Maskara noir

E-Spring
water
purifier

Laundry
Cleaning:
SA8+
concentrated
Detergent

Be gone
absorber
Be gone air
freshner

Ocean health

HEART
HEALTH:
Protein
powder
Cholestrol
Health

MULTINUTRIENTS:
Nutrilite
mineral
Nutrilite
vitamin

(PRODUCT MIX FOR AMWAY)


PRICING STRATEGIES
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BODY
CARE:
Body series
bar soap
Body series
hand body
lotion

ORAL
CARE:
Glister
toothpaste
Natures
gate natural
toothpaste

Pricing strategies of Proctor & Gamble:

Competitive Pricing
Product line pricing
Cost plus pricing
Optional feature pricing
Attractive pricing
Distribution pricing

Pricing strategies of Johnson &


Johnson:
The prices were setted up for their products to help in fulfilling their
commitment. Ensuring a fair return to their stakeholders.
They work to keep their growth by hitting the sales in the world
through various kinds of promotions.
By providing high quality of products to nurses, doctors, parents, and
patients with as minimum price drop as they can.
Competitive rates were offered on various products depending upon
the needs and requirement of the consumer.

Pricing strategis of Amway:


USP Unique Selling Proposition pricing
Cutting down the production and delivery costs with the print-based
materials.
Members of were provided a slots of discounts ranging from 25-30%
on all Amway products. Selling those getting 25-30% of retail bonus
or incentive.

PROMOTION STRATEGIES
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Promotion strategy of Proctor &


Gamble:
All forms of advertisements.
Amway relies on promotions through famous personalities like; Tim
Foley, Sandra Bullock, Ron Dayne Ronaldinho etc.
Company has recently announced ad campaigns.
By providing demos of their products in social streets.
P&G is sponsoring more than 100 athletes.
Various promotional offers.
They have also launched thank you, mom campaign.

Promotion strategy of Johnson &


Johnson:
Launched Dubbed Cake Smash campaign through Instagram. As to
provide and share Interactive and Social expirience of infants first
birthday.
Broader social & video campaigns through youtube.
Educational Brochures.
Johnson & Johnson has expanded around 2.810 billion on advertising
in 2006 to 2010(approx.).
J&J promotes their baby care products by simply advertising their
products through images, commercials, and displaying images or
videos of infants; targeting parents.
By reaching their global market through promotions and campaigns
such as: earthWords- Moving towards a healthy future Promoting
greener products development, Worksite health programme
Various promotional offers.

Promotional strategies of Amway:


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By offering special prices on monthly basis on several products.


Amway give free samples to their corporate families and friends to
expose the market by converting them into IBOS.
Amway offers memberships for their patrons.
Newsletter and Bulletins on monthly and yearly basis.
Samples, coupons, money back, free gifts, demonstrations, two for
the price of one incentive techniques.
Magazines, newspapers, and poster sites and many more.
Amway Coaches Poll powered by USA TODAY Sports.

DISTRIBUTION STRATEGIES
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Distribution strategies of Proctor &


Gamble:
P&G broadens the market by slashing its no. of distributors down to

one tenth of its size.


P&G keep growing on ROI(Return On Investment) which resulted
in each distributor trying to extend its reach to push up volumes.
Within a limited number of distributers , P&G will also not need to
invest in C&F agents.
P&G is giving 6% margins to distributors
P&G is spending around 30-35% of its sales in advertisements &
promotions which is highest among others.
MANUFACTURER PLANT-C/F-DISTRIBUTOROUTLETS/SHOPS-END CONSUMER/USER.

Distribution strategies of Johnson &


Johnson:
J&J is positioning its new distribution channel to market for each
product like:
1. Supermarket
2. Hypermarket
3. Discount store
4. Corner shops
5. Internet
J&J is positioning its distribution channel as a great alternative to
door to door sales cookies, wrapping paper or candy.
Over 100 distributors have signed the agreement none of the publicly
traded medical distributors.

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Johnson and Johnson products can be found at the following retail


outlets: Target, Walgreens, Wal Mart, Vons and Eversave, to name but
a few.
DISTRIBUTION CHANNEL:
1200 Dealers
15,000 Sub-dealers
49 Branches
Numerous Franchisees
54 Modern Retail Outlets
39 Depots

Distribution strategies of AMWAY:


AMWAY is supporting and providing direct selling in the digital age.

AMWAY is riding a GEN Y wave.


Amway (short for the American way) is now one of the worlds
largest direct-selling businesses, with a global network of more than
3 million distributors in more than 100 countries.
URBAN Penetrations.
Strategic locations of warehouses.
Increase in wholesale chain in small towns so that they can achieve
their potential in combinations of people status.

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CONCLUSIONS
As we are living in a high profile modern way of living,
somehow this fact is unknown to most of us as middle or lower
class people.
As according to my report I must conclude that this also creates
a big gap in products which we are using or others are forcing to
use as big companies for all class of people.
As in this in have mentioned the top 3 major companies present
in this scenario as Proctor &Gamble, Johnson & Johnson and
Amway. All the companies has lot more comparasions to make
between each other but according to me each is different from
other on a minor change that may be quality or price or
durability or class for which product is made so we can have a
glance as : Amway is basically for high society personalities and
thats the main area they earn revenues from, while on other
hand Johnson & Johnson is related mainly with baby care
products in comparasions to other two companies in portfolio.
And at last proctor & gamble relates itself with every society of
personalities whether it is for high class, middle class or the
lower class. They all have to milestone positions after creating
many vast strategies to stand in the market and attracting
consumer to their products. Which help them to showcase
themselves as a global business.

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