IIM SAMBALPUR

2022- 2023

Hush Puppies

End-Term Project

Under the guidance of

Prof. Poonam Kumar
by
Group C8
Nandani Kalani 2022MBA167

Neha Rawat 2022MBA168

Anubhav Topno 2022MBA132

Abhishek Yadav 2022MBA125

Indian Institute of Management, Sambalpur, Odisha, 768019

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Project Objectives and Methodology:
Objective: The primary objectives of this project are to understand the marketing strategy of
Hush Puppies from its origin to the present day. To suggest some strategies and marketing plans
to reposition Hushpuppies as a casual footwear brand.

Methodology:
In order to analyze the Marketing of Hush Puppies, the following are the methodologies that are
being used for the project:

1. SWOT Analysis:
Strength, Weakness, Opportunity, and Threat Analysis is the tool that helps the Organization
understand the market scenario of the product and service. Both organizations and their
stakeholders use this tool.

2. Bullseye Model:
The bullseye model is a business model that emphasizes customer centricity by focusing on
customer segments and the needs they have. This model is focused on understanding the
customer's needs and wants and then creating products and services to meet those needs.

3. 4P’s Model
The four Ps are often referred to as the marketing mix. They encompass a range of
factors that are considered when marketing a product, including what consumers want,
how the product or service meets or fails to meet those wants, how the product or service
is perceived in the world, how it stands out from the competition, and how the company
that produces it interacts with its customers.

4. STP model
A marketing strategy known as segmentation, targeting, and positioning (STP) rethinks to whom
and how you should advertise your goods. It sharpens, making your marketing communications
more pertinent to, and more individualized for, your target audience.

5. PESTLE

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 Introduction

The footwear label Hush Puppies was launched in the market by Wolverine Worldwide. The
shoes were first conceived as a more relaxed and at-ease substitute for the standard formal
footwear of the time. The label has become a symbol of easy going cool throughout the years,
and is today considered a major player in the world of high fashion in its own right.

Hush Puppies was started in 1958, when the only shoes people could wear were uncomfortable
dress shoes, even on the weekends. They were a cure for "barking dogs," which are painful feet.
They gave the world casual shoes and a more casual way of life, and made shoes to help them
quiet down their dogs. Hush Puppies are are all about comfort, and their Bounce Technology
platform helps them keep coming up with new ideas.

Pigskin was pliable and soft, but it was not durable enough to be used in Wolverine's work boots.
Instead, the business manufactured a pair of casual shoes out of the pigskin and marketed them
as a comfort brand. Hush Puppies' relaxed lifestyle attitude resonated with the expanding post-
war American suburbia, leading to the production of one million pairs by mid-1959 and ten
percent market share by 1963.

In 1994, when annual sales had dropped to 30,000 pairs, Hush

Puppies saw an unexpected renaissance among New York
City's youth, who began buying them at droves from
independent shoe shops and wearing them in the city's trendy
clubs and bars. When fashion designers John Bartlett, Anna
Sui, and Joel Fitzpatrick began included them in their designs,
the shoes quickly became popular with celebrities such as
Kenneth Clarke, Princess Diana, Jim Carrey, Sharon Stone,
David Bowie, Tom Hanks, Ellen DeGeneres, and Sylvester
Stallone.

The global shoe company Hush Puppies has its headquarters

in the Midwestern city of Rockford, Michigan with its stores
in more than 100 countries. The Wolverine also acquires
rights to use the Hush Puppies brand for licensed products
including clothing, toys, and accessories. Hush Puppies'
mascot is a basset hound named Jason, which is why the
breed is sometimes called "hush puppies."

Over the course of its history, Hush Puppies has never

stopped working to broaden the range of products it offers by
developing and releasing fresh designs and sourcing novel

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components. It currently offers a diverse selection of items, such as formal shoes, sandals, boots,
and casual shoes, amongst others. In addition, the firm has released a variety of limited-edition
collections, such as the Heritage Collection, which is a tribute to the beginnings of the company.

In addition, Hush Puppies has a long-standing dedication to environmental responsibility. Since

2011 it has been a member of the Sustainable Apparel Coalition, and since then it has undertaken
a variety of actions to lessen the impact that it has on the environment. This includes decreasing
waste and the use of ecologically friendly materials in the company's shoes, such as organic
cotton and recycled rubber.

As a result of the brand's shoes being featured in several well-known movies and television
series, Hush Puppies has evolved into an iconic name in the footwear industry in the United
States. In addition to this, it is well-known for its advertising campaigns, which frequently
include well-known personalities. In recent years, the corporation has begun to shift its emphasis
toward digital marketing, reaching out to clients through social media and other digital
platforms.

During the epidemic, Hush Puppies not only conducted a campaign called "Share Optimism,"
but the company also gave away 5,000 pairs of shoes to elderly individuals who were placed in
quarantine. Customers that wear Hush Puppies range in age from 25 to 105 years old on average.
The campaign, which was branded "We Heart Grandparents," was made available to all
customers; however, Hush Puppies strongly suggested that customers purchase the shoes for
their grandparents. The only thing that was required of them was to input their email address in
order to get a discount coupon.

The creation of a powerful and ubiquitous brand has been a fruitful endeavour for Hush Puppies.
It is a firm that has remained loyal to its beginnings by continuing to produce shoes that are both
comfortable and fashionable, making them suitable for wearing with a wide variety of different
outfits. It has been able to maintain its relevance in a market that is always shifting because to
the company's dedication to sustainability and its inventive marketing initiatives. The company's
dedication to making high-quality shoes while maintaining a distinct brand identity will continue
to be the driving force behind the company's growth and development as it moves forward.

Product Portfolio Analysis Hush Puppies

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Since its founding in 1958, Hush Puppies has grown to become a preeminent American footwear
brand recognized all over the world. The company has been making quality footwear for men,
women, and children for over 60 years, and its signature classic casual design is well recognized
and admired. There is a large selection of footwear, boots, sandals, and extras available from
Hush Puppies.

The footwear brand Hush Puppies is available for customers of all ages, including men, women,
and children. Men can choose their footwear from a diverse range of options, including dress
shoes, sneakers, boots, and other types of shoes. The casual shoe collection includes a wide
variety of slip-ons, loafers, boat shoes, and sandals in a variety of styles. The dress shoes come in
a broad range of designs, from cap toes and monk straps to oxfords and derbies. While boots
may be found in a broad variety of forms and sizes, sneakers can have either a classic or a
contemporary appearance.

A wide variety of dress shoes, sandals, boots, and sneakers are included in the women's
selection. Dress shoes come in a wide variety, from wedges and loafers to stilettos and pumps.
The sandals may be purchased with either a flat sole or a high heel. There are three different
height options for the boots: ankle, mid-calf, and knee-high. Both traditional and up-to-date takes
on the look of the shoe can be purchased.

The shoe collection for children features many different styles of footwear, including sandals,
boots, dress shoes, and athletic shoes. The casual shoes come in a wide variety of designs,
including slip-ons, loafers, and boat shoes, among others. Dress shoes include anything from
formal loafers and oxfords to Mary Janes and a variety of other dressy shoe types. The sandals
may be purchased with either a flat sole or a high heel. There are three different height options
for the boots: ankle, mid-calf, and knee-high. Both traditional and up-to-date takes on the look of
the shoe can be purchased.

Neo Casual: The 'Neo Casuals for Neo Leaders' campaign by Bata India for Hush Puppies
honors modern-day "Neo Leaders" who have been instrumental in driving good change and
serving as role models for other leaders via their innovative and forward-thinking methods of
management.

Neo Leaders are easily recognizable by their open-minded approach to management and their
unwavering support of trendy footwear in the office. Launch of the Neo Casuals Collection,
which was created and curated with the tastes of these Neo Leaders in mind.

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Loafers: The latest in comfort technology is integrated into loafers, and supple leathers, suedes,
and nubucks are used to create them. Hush Puppies offers a wide variety of loafers in bold colors
and prints, perfect for the office or a day out and about.

Semi Formal: The latest trend in semi-formal shoewear is a pair of flats or slippers with extra
cushioning and a supple, flexible material.

Oxfords: Oxfords are a type of shoe designed specifically for men that offers a step up in quality
above the competition. Oxfords come in a wide variety of materials, including suede, knit, and
leather.

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Sneakers: Sneakers are built with supple, flexible fabrics, padded insoles, breathable linings,
and non-slip outsoles. The sneakers range from the retro to the cutting edge. The Rain Sneaker is
the same great shoe, now with the added convenience of being waterproof. They may be worn at
both casual and semiformal events.

Hush Puppies’ product portfolio is comprehensive and provides customers with a wide variety of
stylish, comfortable shoes, boots, sandals, and accessories. The brand’s commitment to quality,
comfort, and style has helped it become one of the most recognized footwear brands in the
world.

Target Group Analysis

The segmentation, targeting, and positioning model for defining a target segment for the product
offerings of Hushpuppies.
● Segmentation You'll have more clarity about who will benefit from your
product and how if you divide the audience up into smaller groups based on
unique characteristics. You may focus your communications and make them more

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 pertinent to target audiences by having this clarity.

On the basis of the four segmentation options, Hushpuppies can segment the entire
market into several recognizable segments.

1. Demographic Segmentation
Hushpuppies caters to quite a few varying segments across various demographic
segments on the basis of :

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● Gender: Hushpuppies targets the male population largely due to its offerings being
male formal and casual shoes. Hushpuppies needs to diversify its portfolio by
adding more options to its offerings for females.

● Age: The brand’s primary focus is working individuals in their late forties who are
looking for comfort and classic footwear styles. Over the period of time brand has
tried to lure the younger population by introducing more quirky and youthful
designs.

● Income: Hushpuppies as a brand is affordable for people falling in upper-middle

class or the higher strata of the socio-economic class. The prices are a little too
high to get the price-sensitive consumers of India, the Indian middle class which
also constitutes for the majority of the population.

2. Behavioural segmentation
On the basis of buying behavior and spending pattern of the customers towards the
category plays a major in determining the segment brand needs to target.
● Purchase Behaviour
● Occasion-based Purchases
● Benefits Sought
● Customer Loyalty

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2.Targeting
After segments are decided we choose the ones which are worth pursuing and
investing resources into that can give us significant resources. Some of the factors
to be considered while selecting a target segment are size, reachability,
profitability, and benefits.
Here hushpuppies can target

3. Positioning
It is about your product from the standpoint of the client, whereas segmentation
and targeting are about the customers. Consider positioning to be the link between
your product and the audience. At this point, you should conduct a competitive
study, determine your value proposition, and present it to your target audience.

The 4P’s Model of HushPuppies

1. Product
Thousands of goods are available from Hush Puppies' luxury shoe and footwear line in
numerous nations. Products from Hush Puppies can be divided into two main categories:
shoes and accessories for shoes. These products are marketed at the premium and middle
market segments. Shoes come in a variety of styles for both men and women, including
sandals, flats, ballet flats, slip-ons, sneakers, boots, heels, wedges, soft style, and classic
comfort. Other Hush Puppies goods that are offered have distinct value propositions, such
as cushioned and breathable, memory foam, flexible, reduced fatigue, shock absorption,
etc. There are no sub-categories of shoes for children, though. Hush Puppies offers a
variety of accessories, such as handbags, scarves, slippers, and shoe care items. In every
market, the brand is renowned for its superior quality and sturdiness.

2. Price
Even though the items are made in global manufacturing hubs like China and India where
production costs are low, the brand's prices are higher than other brands since it primarily
targets middle-class sectors and does not target the mass market. Thus, the premium
pricing in its marketing mix is applied to the men's range with a price range of ₹1099 to
₹10,999 in order to justify the quality and its standards. Although Hush Puppies' target
clients are not particularly priced aware, the company nonetheless uses psychological
pricing in addition to premium pricing for its range of items.

3. Place

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 Hush Puppies brand is licensed to third parties which are engaged in the complete
manufacturing, marketing and distribution of the products sold around the world. Thus, in
India, the brand is licensed to Bata. Further, Hush Puppies has licensing agreements for
individual products as well such as Elan Polo International which is the brand’s slipper
licensee for US and Canada, and UGA fashion S.A. which is the handbag licensee for
Mexico. Hush Puppies products are sold in over 165 countries worldwide through
exclusive brand retail outlets as well as multi-brand retail outlets. Further, the brand has
its own e-commerce website which operates in over 28 countries
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4. Promotion
The Hush Puppies brand is marketed through a variety of media, including print
advertisements in newspapers and magazines, TV commercials, outdoor advertisements,
and TV commercials. We invented casual, which appears in all of their brand
communications, is their tagline. Additionally, the Hush Puppies brand engages in sales
promotion activities like seasonal sales and discount sales. Additionally, because the
brand is leased to third parties, the parties are free to run their own sales promotions.
Additionally, the business provides customer support that may be called in the event of
any problems. The Hush Puppies marketing strategy is now complete.

PESTLE Analysis
Political Factors
Since the year 1958, Hush Puppies has been one of the most well-known brands of footwear in
the United States. It continues to have a strong presence in a wide range of markets across the
world.
The corporate business plan has to take into consideration the diverse political realities that are
prevalent in each of the nations in which the company does business. For instance, the
government of India is keen to provide a hand to companies that operate in the leather and
footwear industries. The government of India is taking steps to boost the amount of goods that
are sent out of the nation in this particular industry. In addition, a cash incentive package of 26
Million Indian Rupees has been made available to the companies. In addition, a significant
percentage of children under the age of 18 participate in educational programmes leading to
careers in this sector of the economy. Even though there is a prohibition on the killing of animals
by the government, there has been a huge decline in the amount of leather that is accessible. In
order for Hush Puppies to improve both its market share and its advantage over the competition,
it is necessary for the company to have an in-depth knowledge of every facet of the products it
manufactures. In addition, the manufacturing as well as the retailing of footwear are subject to a
variety of taxes, levies, and regulations, all of which have an effect on the footwear industry.

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Hush Puppies has to be extremely cautious when organising its business processes and
procedures so that it does not generate excessive paperwork and suffer a reduction in income.

Economic Variables:
In the garment and footwear industry, client buying behaviours are significantly impacted by a
broad variety of economic factors, such as inflation, unemployment, income, and level of
education. These factors may have a direct or indirect impact on a company's bottom line.

The decisions that individuals make about their way of life and the things that they buy are
influenced by a number of demographic factors, including age, gender, location, culture,
profession, and a few other factors as well. As a direct and immediate result of an increase in the
quantity of discretionary income that was made available to customers after the conclusion of
COVID-19, both consumer spending and sales of Hush Puppies saw large upticks. Pricing
strategies and demand strategies are both influenced by the severe competition that exists in this
industry, which is comprised of a variety of different types of firms, ranging from tiny,
unorganised operations to massive, worldwide giants like Clarks and Aldo. The success of this
brand, in addition to its profitability, is significantly influenced by macroeconomic factors such
as the exchange rate, tariffs on imports and exports, and other concerns of a similar kind.

Factors Relating to Society:

Society has a significant effect on the decisions that individuals make in reference to the things
that they acquire. A variety of demographic characteristics, such as age, gender, class status,
traditions, income level, employment standard, and employment standard, all have an effect on
the choice of footwear and the manner it is worn. Age and gender are two other factors that must
to be taken into consideration. People of a more advanced age tend to choose footwear with
cushioned soles because they think they make walking easier and more pleasurable. On the other
hand, individuals of a younger generation choose patterns that are more intricate and long-
lasting. When it comes to footwear, men and women have quite diverse interests and preferences
from one another. By using the STP that is most suited to their needs, Hush Puppies has the
ability to widen their appeal to clients and increase their position as market leaders. This may be
accomplished in light of the conditions described above. The organisation is tasked with growing
its market share in a systematic manner while simultaneously taking into consideration all of the
pertinent socioeconomic factors.

The following are examples of some of the more technical characteristics of Hush Puppies that
were taken into consideration during the PESTLE analysis:

The improvements in technology have been of significant help to the footwear industry,
especially in terms of the dependability and efficiency of its manufacturing processes. Hush
Puppies devotes a significant portion of its resources to the investigation and creation of ground-
breaking footwear designs in order to fulfill the needs of an exceptionally diverse clientele.

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Customers in this day and age who are savvy with technology are searching for accessibility,
online savings, convenience, and a range of options; as a result, companies need to carefully
analyze the internet channel. In addition to its e-commerce sales and distribution activities, this
corporation also maintains a substantial presence online in the field of internet marketing. To
raise its market share, the brand must first sell more of its products than any other brand and then
work to strengthen its presence on the internet.

Legal Factors:
With relation to the PESTLE Analysis of Hush Puppies, the following are the legal problems
that need to be addressed:
In the PESTLE examination of Hush Puppies, the following are some of the legal problems that
are discussed:
In order to guarantee that an organization's intellectual property rights are appropriately secured,
it may be essential to update the legal structures and practices of a nation or market. How Hush
Puppies conducts its business could be influenced by laws addressing various issues, including
discrimination, copyright, consumer protection, and others. For this shoe manufacturer to be
permitted to engage in commercial activity in a nation, it is essential that all of the country's legal
difficulties be handled. In some retail situations, the antitrust laws of various states in the United
States may differ, which is similar to the situation in India in many respects. Even patents are
required in order to stop widespread duplication and cloning, two practices that have the
potential to be harmful to the Hush Puppies footwear company. It's possible that a considerable
number of fixes and designs that are poorly constructed, counterfeit, or copied might have an
influence on sales and people's knowledge of the brand. As a direct consequence of this, the
status of this brand in the consumer market will suffer as a direct result. The business is
responsible for resolving any and all possible legal difficulties, including any and all potential
lawsuits that may result. It is feasible that this business may place the protection of its legal
rights at the very top of its list of priorities, even while it pursues growth in a small number of
important sectors.

Environmental Factors:
When conducting its PESTLE analysis, Hush Puppies made it a point to consider the following
environmental factors as thoroughly as possible:
Many different components of the environment need to be taken into account for Hush Puppies
to achieve success in any market. Some of these problems include recycling, environmental
limits, increasing temperatures, global warming, and pollution of the air and water. Numerous
national governments place a high priority on the reduction of carbon emissions and the
promotion of waste reduction. The production of footwear requires the use of a variety of
hazardous materials, such as chemicals and poisons, in addition to the combustion of fossil fuels,
which has a large and detrimental impact on the natural environment.

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It is necessary for this corporation to have a strategy for doing business that will assist society,
the economy, and the environment. To get an advantage over one's competitors in the market,
recycling should be combined with several other waste management tactics. This has the
potential to boost both the loyalty of existing customers and the brand's equity, which, in turn,
will raise both productivity and profitability.

In conclusion, the PESTLE analysis of Hush Puppies revealed that the company's commercial
success might be attributable to various diverse elements. These factors include: When you have
access to this information, it is easy to assess the importance of various external business issues
for every particular brand.

SWOT Analysis

Strengths:

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 ● Well-Established Brand: Bata Hush Puppies has been in business for close to 20 years and is a
trusted name in the industry. It has built a strong reputation in the eyes of its customers and is
currently the industry leader in the Indian footwear business.

● Wide Range of Products: The company offers a large selection of goods for people of all ages.
For both men and women, it provides a selection of designs and patterns.

● Product durability and great quality are provided by the brand. The product line was created to
meet customer demands and is renowned for its comfort and elegance.

● Innovative: The business consistently creates and introduces new styles and designs that appeal
to customers.

● Wide Distribution Network: Leading shops and online merchants make up the brand's broad
distribution network. The brand's audience is increased as a result.

WEAKNESS:

● Lack of Awareness: Despite being on the market for over two decades, the brand must still build
a significant presence in the thoughts of consumers. It requires the visibility and acknowledgment
of footwear industry leaders.

● Limited Market Presence: The brand's market presence is limited. It is not available at all of the
top offline and online merchants.

● Price: The price of this brand's items is greater than that of other market-leading brands. This
limits the attraction of the brand to a segment of consumers.

● Restricted Coverage: The brand's coverage in rural regions must be enhanced. It has failed to
reach the rural market and is largely found in metropolitan areas.

Opportunities:
● Increasing the Size of Its Distribution Network, Thus Making It Available to a Wider Audience
Having relationships with large corporations and online retailers may help you achieve this goal.
● The company has room to increase its product offering by developing and releasing fresh looks
and formats that resonate with shoppers.
● The goal of advertising and promotional activities is to increase brand awareness.
● To boost the brand's profile in the market, it might collaborate with major retailers and online
marketplaces.
● The firm may expand its reach into underserved regions by forming partnerships with local
merchants and offering discounts to their customers.

Threats:
● Competition: The brand is up against severe competition from other market-leading
brands in the sector. Because of this, keeping the brand's portion of the market will be
simpler.

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 ● Shifting Fashions Changing fashion in the footwear business might potentially have a
negative influence on the brand. If the company begins to follow emerging fashions,
there is a possibility that it could lose clients.
● Price Competition: The company might lose customers to other brands if they engage
in price competition.
● An Excessive Dependence on Wholesalers: The distribution network plays a
significant role in the brand's ability to penetrate the market. It will affect the brand's
sales if the distributors cannot provide or access the markets that are wanted.
● Low-Priced Competitors Online Retailers: The expanding presence of competitors
that provide items at lower prices poses a threat to the company's brand.

Bull’s Eye Analysis

The objective of making bullseye is to improve the understanding, that what is the positioning of
our brand. The brand mantra, Point-of-parity, and Point-of-difference are defined in two inner
circles, and these two circles are the heart of the Bullseye.
What benefits do customer drives from our product? Keeping this aspect in mind, we have
defined POD and POP. Substantiators or Reason to believe(RTB) circle shows demonstrable
support for POD and POP. The last outer circles have two essential concepts: Executional
properties and Visual identity and brand Values. These two concepts are our brand's intangible
and tangible aspects that influence the customer.

BRAND MANTRA
POINTS-OF-PARITY VERSUS POINTS-OF-DIFFERENCE
A sufficient number of customers must think the brand is "good enough" on that dimension for
the offering to reach a point of parity on that quality or benefit. With points of parity, there is a
zone, range, or acceptance. Although consumers must believe the brand performs adequately on
that specific feature or advantage, it does not necessarily need to be perceived as being on par
with other brands. If they do, they could be willing to base their assessments and judgments on
other variables that might be better for the brand.

SUBSTANTIATORS
The Company’s products that deliver the promised qualities of comfort and longevity are the
substantiators or the reason to believe in them.

VALUES AND PERSONALITY

The values include being fun and cheerful brand that offers comfort along with style that’s up to
date with today’s fashion.

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 Values/personality/character

Substantiator Thoughtful
Caring s

Introduced
casual to the Points-of-
world parity
casual
footwear

Brand
mantra

Shoes you can live in

Share
Optimism soft suede, comfortabl
campaig relaxed e, colorful
n footwear and
brand casual
Points- of- shoes
difference
5,000 pairs of shoes were given by Hush
Puppies to elderly individuals confined
during the pandemic.
Association
with dogs
name

Executional properties/Visual
Identity

Competitor Analysis
There are many brands that are in competition with Hush puppies are given following:
● Nike
● Adidas
● Woodland
● Clarks.

By looking at the competitor, we can identify how Hush Puppies is different from others; by
looking into this aspect we will be able to check the POP and POD.

Communicating POPs and PODs-Individual characteristics and advantages, both good and
negative aspects, frequently. Unluckily, consumers frequently want to increase both negatively
associated benefits or traits. Dealing with trade-offs is a significant component of marketing's art
and science, and positioning is no exception.

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A brand association's desirability, deliverability, and differentiability are the three factors that
determine whether it can actually serve as a point of differentiation—followed by several
important factors.

Desirable to consumer-Customers must believe the brand association is relevant to them

personally. Additionally, consumers need to be given a convincing argument and an intelligible
justification for why the brand can provide the intended benefit.

Deliverable by the company-To practically and successfully establish and sustain the brand
association in the minds of consumers, the corporation must have the internal resources and
dedication to do so. The marketing strategy and product design must support the desired
relationship. Does establishing the desired association call for substantive changes to the product
or merely shifts in the consumer's perception of the product or brand? The latter is usually
simpler to create.

Differentiating from competitors-Consumers must also see the brand association as superior to
and distinctive from related competitors. Any feature or advantage connected to a good or
service can serve as a point of differentiation for a brand as long as it is sufficiently appealing,
attainable, and distinctive. To be a true point-of-difference, the brand must, however, clearly
outperform the competition on an aspect or benefit. Customers must be persuaded.

-Consumers define category points-of-parity as characteristics or advantages that they believe are
necessary for an authentic and credible offering inside a particular product or service category.
They stand for necessary—but not sufficient—conditions for selecting a brand.

Competitive points-of-parity are associations created to counteract the brand's alleged flaws.
Role-playing competitors' stances and assuming their intended points of difference is a valuable
technique for identifying major competitive points of parity. The PODs of competitors will, in
turn, recommend the brand's POPs. It might be instructive to conduct consumer research on the
trade-offs people make while making purchases.

Competitive Research

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Stores in India

Hush Puppies, Mangaluru

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Insights from the Website

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