HEAD & SHOULDER (P&G)

 TEAM MEMBERS-

 ASHISH
 RAJEEV
 SUMAN
 PRABHAT
 SEULY
 INTRODUCTION OF HAIR SHAMPOO

 The word Shampoo is derived from the Hindi word

“Champi”.

 The British loved the massage so much, they

started calling Champi as Shampoo
Competitor of Head & Shoulder……..

SUNSILK
MARKETING STARATEGY OF
HEAD & SHOULDER……………….
 PRODUCTS OR SERVICES
HEAD & SHOULDER SUNSILK
 PRODUCTS-  PRODUCTS-
1. Classic Clean 2-in-1 1. Sunsilk Stunning Black Shine
2. Smooth and Silky
2. Sunsilk Dream Soft Smooth
3. Cool Menthol
3. Sunsilk Hair Fall Solution

 SERVICES-  SERVICES-

1. A virtual school featuring a series 1. Sunsilk also provides Moisture

of humorous online courses to help Therapy Shampoo and Conditioner
men everywhere achieve deeper
thinking through healthy scalps and
great looking hair.
Market shares of Head & Shoulder and
Sunsilk
SALES

other Brand
28% Sunsilk
38%

Head & Shoulder

34%
UNIQUE SELLING PROPOSITION(USP)

Head & Shoulder Sunsilk

 One of the strongest contenders in  Popular hair care brand having

dandruff shampoo market. product for all types of hair.
 TARGET MARKET

Head & Shoulder Sunsilk

 Higher middle class people who are  Girls in the age group of 20’s
brand conscious, early adaptors
and who care about the overall
health of their hair
 PRICING STRATEGY
Head & Shoulder Sunsilk
 200ml Rs. 121  200ml Rs.156
 400ml Rs. 185  400ml Rs.218
 Than We calculated and  It shows that in respect of Sunsilk
Re-calculated, What was we Brand ,Head & Shoulder introduced
paying Rs 33 extra for 400 & 200 same pack in lowest price .
ml of bottles on Sunsilk.  And than ……………………..
 Than …………………………. Sunsilk Focus on small pack they

 4ml Rs. 1.5 are introduced new price range of

 7.5ml Rs. 3 small packets in market.

 90ml Rs. 60  5ml Rs. 1

 100ml Rs. 50
 100ml Rs. 69
 ADVERTISING STRATEGY
Head & Shoulder
 Head & Shoulder knows that
without advertising we can’t
survive in market.
 They knows information is must be
important in between target
audience and customers.
Sunsilk
 Sunsilk knows that without
advertising we can’t survive in
market.
 They knows information is must be
important in between target
audience and customers.
 SOCIAL MEDIA MARKETING STRATEGY

Head & Shoulder Sunsilk

 Now in those days the Social Media  They are also adaptable .
Marketing is one of the most and
 So they are also focusing on more
convenience mode of marketing.
and more Social media marketing
 Head & Shoulder knows this thing for giving more acknowledgement.
so they are target youth audience.
 Finally they are also use this Social
 Youth audience are very friendly media marketing sites……………….
with modern technology.
 Currently company are focusing on
facebook,twitter,flicker,google,yah
oo,youtube etc.
 PROMOTIONS STRATEGY

Head & Shoulder Sunsilk

 Promotion Mode………….  Promotion mode………….
1. T.V 1. Electronic Media
2. Internet 2. Print Media
3. Radio 3. Bill Boards
4. Magazines 4. Advertising Alliance
5. Pamphlets 5. Giving Free Samples
6. Bill Boards 6. Public Relations
7. Posters 7. Sales Promotions
8. News Papers 8. Word Of Mouth
9. Personal Selling 9. Events
10. Direct Selling 10. Telemarketing
 DISTRIBUTION STRATEGY

Head & Shoulder Sunsilk

 Sales through the franchise basis.  Target Customers are already
decided.
 Identification the target audience
 Distribution through Step by
 Sales through out Distributers, Step………..
Retailers , Wholesalers, etc.
1. Wholesaler
2. Distributers
3. Retailers
4. Personal Selling's
5. etc.
 STRATEGY FOLLOWERS
Head & Shoulders
 Head & Shoulders is 2nd market
leader with 34% share in hair
shampoo industry in worldwide
level.
 So they are adapting …………..
 Market Follower strategy
Sunsilk
 Sunsilk is the leader of hair
shampoo industry in worldwide
with 38% of market shares.
 So they are adapting ………………..
 Market Challenger strategy
HUMAN RESOURSE
STRATEGIES…………
GLOBALLY PRESENCE
Head & Shoulder Sunsilk
 World wide head & shoulder  Number 1 in Asia, Latin America
present in 59 countries. and the Middle East
 It is a anti dandruff shampoo &  Sales of more than €1 billion a
sales globally. year.
 Selling in 80 countries.
1. India  Also sold as Elidor, Hazeline, Seda
and Sedal.
2. China
 Recent Awards: Holds the Guinness
3. U.S.A
World Record for the most heads of
etc. hair washed and styled in one day.
NUMBER OF EMPLOYESS

Head & Shoulder Sunsilk

 P&G has 129000 employees  HUL has 16,500 employees
 For Head & Shoulder  For Sunsilk Shampoo 4,500
Shampoo=22,500 employees employees
TALENT ACQUISITION STRATEGIES
Head & Shoulder
 The top management on their
part spend 20-30 percent of their
time on planning to acquire top
talent in the industry.
Sunsilk
 HUL has consistently been ranked
as the best employer in many
surveys.
 Such an effective talent acquisition
strategy helps in building the
“brand equity” of HUL
TRAINING & DEVELOPMENT FOR CAREER
GROWTH
Head & Shoulder
 They are committed to the training
and development of their
employees throughout their
careers.
 P&G Beginnings - Engage, Connect,
and Empower - all sessions
designed to give deeper levels of
information about P&G history,
culture values and work life.
Sunsilk
 Specific program's ensure them build
expertise in their chosen career.
 In some areas they can study for
professional qualifications and, as
they progress, they will develop their
leadership capabilities.
 Employee will learn much of what
they need to know by working with
knowledgeable colleagues &
receiving regular coaching and
feedback.
EMPLOYEE ENGAGEMENT PROGRAMS
Head & Shoulder
 Our objective is to engage and
equip all P&G to build
sustainability thinking and
practices into their everyday work.
 We are driving efforts to make
sustainability top-of-mind for all
P&G employees, keeping personal
responsibility relevant both at
work and at home.
Sunsilk
 HUL maintain good communication
channels with employees through
company based information and
consultation procedures.
 HUL have several processes
instituted to ensure a two-way
communication channel.
SUCCESSION PLANNING
Head & Shoulder
 They are evaluated every six
months by their bosses, lateral
managers who have worked with
them.
 There are at least three possible
candidates for each major job,
including CEO.
Sunsilk
 As there has always been a strong
succession plan at HUL, the
company is not likely to be
impacted operationally.
 Top and middle management
should have longer tenures with
increased responsibilities at their
respective positions before they
move up the ladder.
RETENTION STRATEGIES
Head & Shoulder
 The company began to build
factories in other locations in the
United States because the demand
for products had outgrown the
capacity of the Cincinnati
facilities.
 Procter & Gamble began to market
a new product, an inexpensive
soap that floats in water.
 The company's leaders began to
diversify its products as well a
shortening made of vegetable oils
rather than animal fats.
Sunsilk
 The remuneration and reward
strategy is uniquely designed to
attract and retain talent
 Remuneration is competitive and
contemporary, with unique
elements that encourage long-term
careers.
 Low attrition is a compensation
structure that rewards retention
handsomely.
FINANCIAL STRATEGIES……
MERGER
 MERGERS………….

Head & Shoulder Sunsilk

 P&G(Head & Shoulder) merged  Unilever(Sunsilk) group merged

with Global Investment Limited is with US hair and skin care company
a Hong Kong based company . Alberto Culver.
ACQUISITION………….
Head & Shoulder Sunsilk

 In 2000 - BEN & JERRY’S  Unilever Acquired Sara Lee’s

HOMEMADE INC. Personal Care & European
Detergent Unit For $ 1.9 Billion.
 In 2000 - CRESSIDA, FOODS, SOAPS
& DETERGENTS.
Market Price /Share……………

Head & Shoulder Sunsilk

 Beauty and health care grew 9%.  Personal Products grew 12%.

 Hair-care business recorded a 32%.  Hair business grew with 34%.

CURRENT GROWTH RATE………….

Head & Shoulder Sunsilk

 The global Growth is grow by 38  Its growth rate by 23% to Rs 806

per cent by 2011 as per financial crore in 2011 and profit before
report, from 6.8 billion to 9.4 interest & taxes (PBIT) according
billion, according to the population to company's chief financial officer.
bureau.
FINANCE POSITION

1.)Probability Ratio = Gross Profit

Sales
Gross profit Sales Year
41,595 83,680 2012
41,245 81,104 2011 , for year 2012 = GP =0.497
2.)Current Ratio=Current assets sales
Current Liabilities
Current assets current liabilities year
21910 24901 2012 ,for year 2012
Current assets = 21910 =0.879
Current liabilities 24901
FINANCE POSITION

3.) Quick Ratio = Long Term Assets

Current Liabilities
Long term assets current term assets year
12356 24907 2012
Long term assets = 12356 = 0.496 ( for year 2012)
Current Liabilities 24907
4.) Super Quick Ratio = Cash
Current Liability
Cash Current Liability year = 4436 = 0.178 (for year
4436 24907 2012 24907 2012)
TURNOVER……………….

Head & Shoulder Sunsilk

 Net Turnover of Head & Shoulder  Net Turnover of Sunsilk (HUL)

(P&G)
Year Turnover
Year Turnover
2011 $82,559
2011 €25398
2010 $78938
2010 €22788