Surf excel vs ariel
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INTER FIRM ANALYSIS
SURF EXCEL V/S ARIEL
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Total market size in India- Rs 8800 crores
Total Volume-Rs 2.3 Million Tonnes +98% penetration in India
Consumption Pattern:Urban-55%(14% using washing
machine)Rural-45%
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MA
JOR
PLAY
ER
S
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HUL V/S P&G
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OUR MISSION
“ We have a mission to add Vitality to life.We meet everyday needs for nutrition, hygiene and personal care with brands that help people feel good, look good and get more out of life.”
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OUR VISION
“We strive to be leaders in all platforms with a passion to win, maintaining trust in the masses following the principles of Integrity and mutual independency in the way of life to value personal mastery and to seek the best,”
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OUR MISSION “ We will provide branded
products and services of superior quality and value that improve the lives of the world’s consumers. As a result, consumers will reward us with leadership sales, profit, and value creation, allowing our people, our shareholders, and the communities in which we live and work to prosper.”
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PR
OD
UC
T 1
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Surf brand made by HUL
Surf was intoduced in 1959 after brand RINSO
failed in India
One of the oldest detergent in India
Competition emerged from low priced detergents
in 1970’s
Revolutionary change in 1990’s
through various ad campaigns
Surf excel leads the premium wash category in India
Trying to expand its product line
Discovering new markets
His
tory
in In
dia
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Low Lather detergent powder
Dissolves in hard water containing salts such as Calcium or Magnesium
Has a special feature of converting hard water into soft water
Available in packages ranging from 200g to 4kgs.
SU
RF Q
UIC
KW
AS
H
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FRONT LOAD Front Load washing
machines are expensive and require proper maintainence
Has “Low Suds” formula, desingned to create remove stains without causing excess foam
SU
RF E
XC
EL
MATIC
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TOP LOAD Inspite of using a
washing machine there was a need to hand wash and scrub tough stains, hence Surf Excel Matic Top Load
Designed to work in high water environment inside a top load washing machine
SU
RF E
XC
EL
MATIC
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Only liquid detergent in the Surf variants
Specially meant for woolens, baby clothes, crepes etc.
It is available only in 200 ml variant
SU
RF E
XC
EL G
EN
TLE W
AS
H
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Rin was reintroduced as Surf Excel Bar in 2006
Introduced to counter Tide Bar
Rin Supreme focused on whiteness platform whereas this bar focused on stain removal
Available in size of 100g to 800g
SU
RF E
XC
EL B
AR
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aD
vertis
em
en
t stra
teg
ies
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LALITAJEE CAMPAIGN Launched in
1970 Tagline -“Surf ki
kharidari main he samazhdari hai”
Ad focused on being best detergent in Indian market.
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DAAG DHOONDTE REHH JAAOGE Launched in 1990 Tagline – “ Daag dhoondte rehh jaaoge” Innovative advertisement Was instrumental in capturing a
reasonable market From here surf excel focused on stains
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JAISE BHI HO,DAAG AACHE HAI NA Launched in 1996 A all together new campaign launched
after success of the previous campaign This ad again focused on stain removal
power
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SURF EXCEL HAIN NA This campaign was introduced in 1999 Had an intention to make consumers
rely on Surf Primary objective of building trust Secondary objective of becoming a
leader
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DO BUCKET PAANI AB ROZANA HAI BACHANA New technology
launched to promote reduced water consumption
Featured Shabana Azmi
A new and interesting perspective to a detergent introduced
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2005 TILL DATE..
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PR
OD
UC
T 2
- A
RIE
L
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HIS
TO
RY
IN
IND
IA Launched in 1991 by Procter & Gamble First to introduce ‘Compact Detergent’
technology Introduced ‘Smart Eye’ technology for
stain removal Available in different variants
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PR
OD
UC
T
RA
NG
E
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Multiple cleaning systems
Contains pink noodles, green and blue speckles which have the power of bar, brush and blue
Can be used for hand wash and top load machines
AR
IEL
CO
MP
LETE
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Combines with Ariel Complete cleaning properties
Along with stains works on germs upto 99.9%
Can be used for hand wash and top load machines
AR
IEL
AN
TIB
AC
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Combines with Ariel complete properties
Has advanced perfume technology
Long lasting fragrance for 24 hours
Suitable for handwash and top load technology
AR
IEL 2
4 H
OU
R
FR
ES
H
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Meant for washing machine
Works on difficult collars and cuff areas
Recommended by LG Washing Machine
AR
IEL
MATIC
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Has colour lock technology
Removes stains & prevents from fading
Suitable for handwash and top load washing machines
AR
IEL C
OLO
UR
AN
D
ST
YLE
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Mark
etin
g &
A
dvertis
ing
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Ariel has not concentrated much on television advertisement
Popular punchlines, “ Ariel ki dhulai, dilo ko pass laayi”
Partnership with LG washing machines (It considers ariel detergent the best for
its washing machine) Partnership with Manish Malhotra for
promotion of the detergent
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COMPARISION OF THE
PRODUCTS
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Ensure Top of Mind Increase Usage frequency Launching variants for washing machine R&D for new products
MA
RK
ETIN
G
OB
JEC
TIV
ES
Common Objectives:
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GROWTH OPPORTUNITIES SKU’s – Stock Keeping Units
Sachet packs (Rs. 2) of Surf and Ariel are targeting mass market consumers, convenience and affordability
Targeting Upwardly Mobile group with increase in disposable incomes
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COMPETITIVE ADVANTAGESSWOT ANALYSIS
SURF EXCEL
• Strong R&D.
• Offers & Schemes.
• Strong Distribution Channel.
ARIEL
• Global brand presence.
• Less number of intermediaries in distribution channel.
STRENGTHS
WEAKNESSES
SURF EXCEL
• Expenses On Advertising.
ARIEL
• Less Offers & Schemes
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SWOT ANALYSIS
OPPORTUNITIES FOR BOTH
THREATS TO BOTH
• Competition from organized and unorganized players.
• Increased level of price competition.
• Penetration in rural areas.
• Both Can Increase Their Frequency Of Usage.
• New Consumer Markets
CONSUMER SATISFACTION & RESEARCH
Rating7/5
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Surf - Experienced Player - Competitive Advantage with well laid distribution and retail
network - Innovative advertising approaches - Willingness to venture out with new variants
Ariel - Strong first mover advantage in the Pricing War - Entrenched firmly in minds on basis of superior cleaning quality
- Need to bring out new variants- focus on aggressive advertising important
Both need to venture out: - Explore Rural Markets - Invest in Research for Niche Products - Find New Consumer Categories - Fight Regional Players with a Customized Market Plan
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