Johnson & Johnson

FLOW OF PRESENTATION

1.

Executive Summary

2.

Research Objectives
Research Methodology Analysis and Interpretation Conclusions and Recommendations

3.

4.

5.
2

Johnson & Johnson

Since their founding in 1886, they have grown to meet the health care needs of people worldwide. Through mergers, acquisitions and the formation of new companies, they have become the worlds largest and most broadly based health care company.

Visual Merchandising
1. Visual Merchandising is the art of displaying merchandise in a manner that is appealing to the eyes of the customer. It sets the context of the merchandise in an aesthetically pleasing fashion, presenting them in a way that would convert the window shoppers into prospects and ultimately buyers of the product. A creative and talented retailer can use this upcoming art to breathe in new life into his store products.

2. It educates the customers, creates desire and finally augments the selling process.

Product Knowledge
6 Categories

Brands

Skus

DISTRIBUTION CHANNEL

Baby Toiletries Market in India

Baby Toiletries

Before Bath

Bath Time

After Bath

Others

Massage Oil Hair Oil

Bar Soap Liquid Soap Shampoos Bubble Bath Powder

Lotions

Creams

Wipes

Gift Boxes

Executive Summary
Draw Mechanism for quantifying visibility Research- Primary & Secondary

Five Visibility Parameters Evaluation Inter & Intra Performance Analysis & Recommendation

Research Objectives
1.

Driving visibility quality and range of stock at

key accounts at west Delhi.

2.

Evaluate efficacy of current set up.

3.
9

Comparative study of various stores.

Methodology
Primary Source of Data:

The primary source of data was collected with the help of: -

10

Big Bazaar Wazirpur

Spences ; More ; Reliance Fresh Tilak Nagar

West Delhi Map

Spencers ; More ; Reliance Fresh

Spencers ; More ; Reliance Fresh

Spencers ; More ; Reliance Fresh

Spencers ; More ; Reliance Fresh

11

% occupancy of the shelf

Product availability, variety in sequence

Research Parameters
Products are placed in accordance with line of sight Product cleanliness, breakage, wastage

Dual Placement
12

Secondary Source of Data

World Wide Web

Computer Database of Johnson & Johnson

Newspaper Article
13

Analysis and Interpretation

14

3 Broad Segments
Economy: Rs 2 to 2.50 per pad

Mid : Rs 2.80 Rs 5 per pad

Premium: > Rs 5 per pad

Current J&J Portfolio

Role of brand Vol Sh. YTD 2006 (+/- vs 2005) 32.5% (-1.8%) 6.6% (0.2%) 7.7% (+5.5%) 1.9% (0.4%) MAT Vol. Growth 15.2%

Stayfree Secure Regular Stayfree Secure XL Stayfree Secure Dry Stayfree Drymax Ultrathin

Convert from Home-made

Upgrade from Secure Upgrade from Secure Upgrade from Secure and share gain from premium business

26.9% 124.7% 77.5%

Current Whisper Portfolio

Role of brand Vol Sh. YTD 2006 (+/- vs 2005) 9.3% (+2.3%) MAT Vol. Growth

Whisper Choice (Regular & Winged) (Popular Dry)

Upgrade users of Stayfree Secure

54.9%

Whisper Maxi & XL Wings (Premium Tier)

Whisper Ultra (Premium Tier)

Fulfill the protection needs of Hi-performance, full sized, product seekers

Fulfill the protection needs of active, Hi-performance product seekers

12.2% (-2.6%)

-3.0%

7.2% (-0.4%)

13.7%

Current Kotex Portfolio

Role of brand Vol Sh. YTD 2006 (+/- vs 2005) 5.1% (-0.9%) 5.0% (0.2%) 0.7% (0.6%) MAT Vol. Growth

Kotex regular (Popular Cottony) Kotex Style & Kotex Active (Popular Dry) Kotex Dri Comfort Ultra & Maxi (Premium)

Convert cloth users

13.8%

Upgrade users of Stayfree Secure Fulfill the protection needs of active, Hi-performance product seekers

16.0%

274%

SPENCER'S

Janak puri B-Block CBlock 4 3

Vikas puri F-Block 4 MBlock 4

Tilak nagar

Paschim Vihar

1. Product availability, variety in sequence.

2. Product cleanliness, breakage, wastage.

3. Dual Placement

4. Products are placed in accordance with line of sight principle.

5. % occupancy of the shelf

SCORE(out of 25)

21

20

21

21

20

Average Score for Spencer's

18

19

Reliance Fresh

Janak puri

Vikas puri

Tilak nagar

Paschim Vihar

1. Product availability, variety in sequence.

2. Product cleanliness, breakage, wastage.

3. Dual Placement

4. Products are placed in accordance with line of sight principle.

5. % occupancy of the shelf

SCORE(out of 25)

Average Score for Reliance Fresh

2.75

20

More

Janak puri c1 c4e 3 2

Vikas puri

Tilak nagar

Paschim Vihar

1. Product availability, variety in sequence.

2. Product cleanliness, breakage, wastage.

3. Dual Placement

4. Products are placed in accordance with line of sight principle.

5. % occupancy of the shelf

SCORE (out of 25)

14

12

14

13

13

Average Score for More

13.2

21

Big Bazaar

Wazirpur

Inderlok

1. Product availability, variety in sequence.

2. Product cleanliness, breakage, wastage.

3. Dual Placement

4. Products are placed in accordance with line of sight principle.

5. % occupancy of the shelf

2.5

2.5

SCORE(out of 25)

22.5

16.5

Average Score for Big Bazaar

19.5

22

Inter Comparison of Key Accounts

Key Accounts
Spencer's

Average Score for Key Accounts

18

Reliance Fresh

2.75

More

13.2

Big Bazaar

19.5
53.45

23

Interpretation

Intra Comparison & Inter Comparison

24

25

26

Intra Comparison - More

Paschim Vihar 20%

Janak puri 21%

c4e 18% Tilak nagar 20%

Vikas puri 21%

27

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Inter-comparision - Key Accounts

Big Bazaar 36%

Spencer's 34%

More 25% Reliance Fresh 5%

29

Conclusions

30

Recommendations
Visibility Parameters Implementation Implementation of IT tools MIS (IMS/SAP) Frequent Audit should be carried out(Manpower Induction) Encourage to keep Stocks by providing Benefits Establish Relation with Key Accounts

Thank You