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Introduction
Wide distribution network covering 2.8 million retailers across the country Strong overseas presence with 18% contribution to consolidated sales Success story is based on dedication to nature 3 major Strategic Business Units- Consumer Care Division (CCD), Consumer Health Division (CHD), International Business Division (IBD)
Objective
To understand the factors that influence purchase of Dabur Honitus cough drops and suggest recommendations that will help in increasing its market share by twofold in the next three years.
Aim
To study the Indian cough drops market and suggest strategies for improvement and increase of market share of Dabur Honitus.
Scope
The study was conducted from April 2013 to May 2013. The scope of this research is limited to the geographical region of Delhi NCR.
Chemist/Grocer
62%
Analysis: The above graph shows that for 38% of the respondents it was their own choice of cough drop they bought, 62% were recommended by the grocers/chemists.
Using since childhood. Say parents! 2% Television 36% Friends 55% Chemist 1% doctor 2% Don't Remember 2%
Newspaper 2%
Analysis: According to the data maximum people (55%) came to know about their brand of cough drop through friends and secondly from television which contributed 36% of the total share. This shows that advertising on television is very important for Dabur Honitus.
Importance of Attributes
oa t
The above chart shows the importance of the attributes in driving people to purchase their brand of cough drop.
ka en gi th ng Nu ol Co m be nt rO en t fV ar ia nt s
La st in
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Ta st
bi lit
Pr ic Br
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Ef i
ai la
Lo ng
Fa s
So
an d
Av
Pa c
re
Lo ya l
el
Th r
ty
Faster Relief
100% 83% 94%
Dabur Honitus
Strepsils
Vicks
Analysis: Dabur Honitus provides a faster relief to consumers than other lozenges. However, a point to note is that Honitus (100%) and Vicks (94.11%) have almost equal share in the market when it comes to this attribute.
Efficacy
Ef icacy
100% 75% 94%
Dabur Honitus
Strepsils
Vicks
Analysis: According to the samples, for all the Dabur Honitus users efficacy plays an important role in driving them to purchase it.
Long Lasting
92% 73% 94%
Dabur Honitus
Strepsils
Vicks
Analysis: This attribute drives the purchase of the consumers to a great extent. Lozenges like Vicks and Strepsils form 94% of the sample size in driving the purchase of such lozenges but Honitus contributes to only 73%. This shows that Honitus needs to work on this attribute to drive the purchase of the consumers.
Sore Throat
Dabur Honitus
Strepsils
Vicks
Analysis: The consumer samples demonstrate that 73% of Dabur Honitus users take Honitus because of sore throat while 88.23% of Vicks users take Vicks for sore throat. Thus, Dabur Honitus needs to focus on adding those variants in their lozenges to provide a better relief when it comes to sore throat.
Taste
Dabur Honitus
Strepsils
Vicks
Analysis: If we compare for 69.23% of Dabur Honitus users taste is the driving factor for their purchase but for 94.11% Vicks users it is their driving factor. This shows that Dabur Honitus needs to improve where taste is concerned.
Availability
Availability
94% 83%
46%
Dabur Honitus
Strepsils
Vicks
Analysis: This attribute of easy availability is the biggest weakness for Dabur Honitus (46%). Honitus might be ahead of other Lozenges in attributes like better taste and price, but it lacks in being easily available in the market. The highest visibility per the samples has been accounted for Vicks.
Improvements Metrics
Brand Awareness
Analysis: 100% consumers feel that Honitus should advertise its product more to increase its awareness in the market.
Availability
Analysis: The above chart shows that all the respondents believe that Dabur Honitus lacks in
terms of availability so it needs to improve on this part.
Taste
3.7
3.6
Vicks
Dabur Honitus
Analysis: The sample study highlights that Dabur Honitus has almost the same score that of Vicks i.e. 3.6 so it shows that its taste is satisfactory and need not be changed.
Efficacy
Dabur Honitus
47%
Analysis: As evident from attributes distribution table also, Honitus needs to gain the confidence of the consumers in being more effective than other Lozenges.
Packaging
3.4
3.5
Vicks
Dabur Honitus
Analysis: It can be seen in the graph that Honitus got a better score for packaging when compared with market leader Vicks that means Honitus need not change its packaging.
Menthol Content
Dabur Honitus
88%
Analysis: 88% of the sample size votes for improvement in the menthol content of Honitus while only 39% of the sample size feel this need for Vicks. This shows that increase in menthol content calls for an area of improvement.
Dabur Honitus
Strepsils
Vicks
Analysis: The above data shows that only 47% of the respondents feel that Dabur Honitus is effective as compared to Stepsils, which is the most preferred brand if effectiveness is to be taken since 92% of the respondents said that Strepsils is very effective.
Honitus
Push led 9%
100 jar 7%
yes 78%
Grocers
no 15%
yes 85%
Types of Stock Keeping Units for Various Cough Drop Brands (No. Of Cough Drops in Jars)
28.33%
Conclusions
Consumer Survey
The entire cough drops market is highly dependent on the climate conditions i.e. winters. The promotion and advertising of Dabur Honitus is not adequate and needs to be improved. The overall availability of the product in stores is not adequate. This is a major area of concern specially because Dabur Honitus is an OTC product, and its unavailability in the market shifts the purchase to its competitor. Thus this is a major reason for its overall lower market share. There are no advertisements or any other promotions for Dabur Honitus; there is advertisement for Dabur Honitus cough syrup. Thus people are aware of the Dabur Honitus brand, but because of its syrup, and thus are not aware about the availability of its cough lozenges in the market. It was observed through consumer survey that Dabur Honitus had low menthol content. 62% respondents are advised by the chemists and grocers to take cough drops. Point of sales is important in driving people to buy a product so Dabur Honitus should improve on this. Schemes of Vicks, which is the market leader, were higher than that of Dabur Honitus. It was observed that Dabur Honitus was not found in Groceries as compared to Vicks.
Market Survey
Channel Skew
It was observed that a large part of sales of Vicks comes from groceries and pan walas and Dabur Honitus does not cater to pan walas and groceries
Recommendations
Product Offering
The company should introduce jars with mixed variants i.e. menthol; lemon and ginger so as to increase the sales of the product. Similar to 130 lozenges Vicks refill pack Dabur Honitus can also come up with a refill pack. Dabur Honitus should improve its efficacy in order to drive consumers to purchase it.
Consumer
Create awareness of the product and thus increasing the sales. The company should create a perception of efficacy in the minds of the people like Vicks has created in its advertisements. New television advertisements can be shown to consumers claiming its high efficacy. Dabur Honitus should be advertised on television since 37% of the total respondents came to know about their brand through television. Since the data shows that Point of Sales helps in increase sales so Dabur Honitus can be kept in Dispensers in groceries and chemists and posters can be put to advertise.