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The company
Headquartered in Paris, founded in 1907 by Eugene Schueller. Started off to sell synthetic hair dye and is currently the world leader in the cosmetics industry, known for its research efforts. Operations span over 50 countries. Company is also involved in dermatology and pharmaceuticals.
Situation
Set up in India in 1991 On reviewing Indian operations of LOreal, it has been found that the company has been losing money and still is in the investment phase. Need for an assurance about future growth and profitability prospects. Key area of concern to evaluate strategies followed to tap the Indian market.
Internationalization
Started exporting since 1910. Expanded beyond France and Europe only after late 1960s Expanded to US markets in 1980 and by 1995, saw immense growth. Now, almost 81% of its revenue comes from outside France.
Thus, it can be said that they have clear strategies for expansions in the global market and if localization of products is done, India would develop as a market.
Global Marketing
Huge task!! 500 Brands, 2000 products and 80,000 SKUs. 200 product launches every year Prominent position in 3 main channels: 1. Mass market at different levels 2. Professionals through salons 3. Selective channels like department stores and perfumeries
Brand Development
Three critical factors:
Positioning
Followed a hybrid positioning strategy. It is both a corporation as well as a brand signature. Positioning is French, technology, a bit elitist and top of the mass market in terms of pricing. Tagline: LOreal, Because Im worth it Used various brand names Garnier, Maybelline, Ralph Lauren to continue the positioning of LOreal.
LOreal in India
Entered in 1991. New sector of TG women in the emerging markets who want more sophisticated mass market products, affluent and sensitive to style and fashion. Started with Hair Care products Garnier introduced. Low penetration initially Expansion of the market
LOreal in India
Dealer penetration increased and expenditures on advertising and promotions also increased. After a gap analysis, conditioners were introduced. Hair colourants came into existence Banking on the factor that hair colourants satisfied customers will trust the brand as a whole and thus consumption of other products would also increase.
LOreal in India
Gradual development of the product. Salons were introduced. New brand Majirel was launched. Skin care products was fast growing. Synergie skin care range was launched. Eight products in its line Positioned as a product with an alliance of science and nature.
Marketing in India
Focused on educating the consumer. Apart from education and communication of product image, retailing was considered. Merchandise specially designed shelf definers, special dispenser unit Advertising focused on reassurance of quality and credibility and not only lifestyle. Diana Hayden, Miss World 1997 Brand Ambassador.
Thank You!