Analyzing the Market of LUX

ANALYZING THE MARKET O LUX

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Letter of Tran&%ittal
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Shamim E. Haque
Senior Lecturer,
BRAC Business School
BRAC University;
66 Mohahali, !haa "#"#
!ear Sir,
$ith this %e are su&mittin' the re(ort )rom Section **" %hich %as a course requirement )or
the Business Communication course +BUS #*", that %e have taen this semester +S(rin'
#*"-,. .he title o) our re(ort is /Analy0in' the maret o) LU12. $e %ore3 on the analysis
o) the maret )or (o(ular &ran3 o) Unilever 4 LU1 in this re(ort.
Here is the re(ort )or your in3 (erusal an3 revie%.
Sincerely yours,
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9ishat 9a&ila 6 5!7 "#"*8#:#
$ali3 Alam 6 5!7"#"*8*8"
Ahna) ;han 6 5!7"#"*8"-"
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Sye3a Se)at Ashra) 6 5!7 "*#*8""8
:ontent&
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E1ECU.5>E SUMMAR? iv
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AR@!UC. SUMMER?, MAR;E. SEBME9.A.5@9,
.ARBE. MAR;E.59B A9! A@S5.5@959B "68
Aro3uct Cate'ory #
Maret Se'mentation #6-
.ar'et Maretin' -
Aositionin' -68
US59B .HE .AC.5CAL MAR;E. .@@LS 86C
Aro3uct :
Arice :
Alace 6
Aromotion 66C
A9AL?D59B .HE MAR;E. E@R LU1 C6=
Maret Share C6=
S$@. A9AL?S5S E@R LU1 F
C@9CLUS5@9S A9! REC@MME9!A.5@9S "*
B5BL5@BRAAH? "
59!E1 "6#
LI$T O ILLU$TRATION$
ig're& Aa'e
". Maret Se'ments +#.", #
#. Aositionin' Ma( +#.#, 8
-. Maret Share +8.", C
Ta/le
". Socio6Economic cluster se'mentation +#.", #
#. Location o) Unilever Ban'la3esh Lt3Gs 3ivisional %arehouses +-.#, 6
-. Estimate3 Annual Sales Revenue an3 Maret Share +8.", =
iii
EXE:UTI;E $UMMARY
Unilever is a multinational consumer (ro3uct manu)acturin' 'iant o(eratin' in over hun3re3
countries all aroun3 the 'lo&e. Unilever Ban'la3esh is the Ban'la3esh cha(ter o) Unilever,
%here the com(any hol3s 6*.C:H share %hereas the Bovernment o) Aeo(les Re(u&lic o)
Ban'la3esh hol3s -F.#:H share.
UnileverGs one o) the most (o(ular &ran3 is LU1. .hey se'ments LU1.Gs maret accor3in'
to 'eo'ra(hical locations. 5t )urther 3i))erentiates these se'ments into Socio Economic
Cluster +SEC, %hich taes into account the criteria o) e3ucation an3 (ro)ession %hich
ultimately measures the )inancial a&ility o) consumers. .he cluster is 3ivi3e3 into )ive (arts
startin' )rom A to E. Unilever tar'ets the ur&an an3 su& ur&an u((er mi33le class an3 mi33le
class se'ment o) the (o(ulation, %ho )alls un3er A to C o) SEC.
.actical maretin' tools, 8AGs, are eItensively use3 &y the com(any to maret LU1. .hou'h
LU1 is (ro3uce3 in Ban'la3esh, Unilever Ban'la3esh maintains the same stan3ar3 all
aroun3 the 'lo&e. .he (ro3uct is availa&le in siI 3i))erent )ra'rances un3er three 3i))erent
si0es. Since the 3eman3 )or &eauty soa( maret is to a 'reat eItent oli'o(olistic, variations in
(rice lea3 to (rice %ar %hich can eventually &rea 3o%n the com(anyGs maret share. .hus
Unilever cannot (rovi3e a &etter (rice than its com(etitors. But the (rice is a))or3a&le &y
most o) the (eo(le. Unilever Ban'la3esh has outsource3 its 3istri&ution channels to thir3
(arty 3istri&utors %hich allo% them to 3istri&ute LU1 in massive &uls amountin' to aroun3
ten million (ieces. 5t un3ertaes the lar'est (romotional activities in the &eauty soa( in3ustry.
.he &eauty soa( in3ustry has a )e% maJor (ro3ucers o) %hich Unilever hol3s maret share o)
sli'htly less than :*H. @ther com(etin' &ran3s lie .i&et, Aromatic an3 ;eya have starte3 to
have a stron' consumer &ase, &ut LU1.Gs (ro3uct )eatures 3istri&ution an3 (romotional
activities have create3 hi'h &ran3 loyalty )or %hich it is still the maret lea3er.
Unilever, %ith the ai3 o) its heavy (romotional activities, has &een a&le to (enetrate the
maret. But the other (ro3ucers in the in3ustry are (osin' a threat to%ar3s UnileverGs maret
share as they have move3 to%ar3s the rural masses o) the (o(ulation. .here)ore, Unilever
Ban'la3esh shoul3 un3ertae )urther ste(s such as movin' to%ar3s the rural an3Kor (oorer
se'ment; attract chil3ren +&y main' a s(ecial (ro3uct )or i3s, an3 other innovative
(romotional activities to retain its comman3 in the in3ustry.
i7

ANALYZING THE MARKET O LUX
INTRO1U:TION
Unilever is one o) the %orl3Gs lar'est an3 lea3in' multinational com(anies; Unilever
commence3 their &usiness activities on a lar'er scale &y settin' u( their )irst )actory in
9etherlan3s, in the year o) "=C#. @(eratin' in Ban'la3esh )or over the last )our 3eca3es the
com(any is tryin' to si'ni)icantly contri&ute to%ar3s the au'mentation o) the stan3ar3 o)
livin' &y &rin'in' %orl3 class hi'h quality (ro3ucts at the 3oor ste( o) their customers. .he
usa'e o) Unilever (ro3ucts &y over F*H o) the (eo(le in Ban'la3esh stan3s a testimony to
their success)ul o(eration. . .heir array o) (ro3ucts sho% that they (ro3uce househol3 care,
)a&ric cleanin', sin cleansin', sin care, oral care, hair care, (ersonal 'roomin', an3 tea
&ase3 &evera'e (ro3ucts un3er %orl3%i3e )amous &ran3 names $heel, LU1, Li)e&uoy, Eair
L Lovely, Aon3Gs, Close U(, , Li(ton, Li(ton .aa0a, Ae(so3ent, Sur) EIcel, an3 ReIona.
.his re(ort is an outcome o) an analysis o) maretin' strate'ies use3 &y Unilever Ban'la3esh
Lt3. .he main (ur(ose o) the re(ort is to )in3 %hat strate'ies the com(any uses to maret its
%orl3 )amous &eauty soa(, LU1, in Ban'la3esh; the (ositive an3 ne'ative as(ects o) those
strate'ies. .he re(ort )urther analy0es the (osition o) Unilever Ban'la3esh Lt3. in the toiletry
in3ustry in com(arison to its com(etitors. .he re(ort 3iscusses the (rocess o) usin' maret
se'mentation, tar'et maretin', the (ro3uct, (ricin', (romotional an3 3istri&ution strate'ies
an3 a com(etitive analysis.
!ro#'*t :ategory) Market $eg%entation) Target Marketing an#
!o&itioning
.his cha(ter 3escri&es the cate'ory o) the selecte3 (ro3uct. .he cha(ter is or'ani0e3 into )our
sections. Section " states un3er %hich cate'ory the (ro3uct )alls. Section # 3escri&es ho%
Unilever Ban'la3esh Lt3. 3i))erentiates the (o(ulation an3 cate'ori0es them into 3i))erent
se'ments. Section - analy0es %hich se'ment the com(any tar'ets an3 %hy they tar'et that
s(eci)ic se'ment. Einally section 8 3escri&es the (rocess throu'h %hich the com(any tries to
ca(ture a (lace in the &uyers min3 i.e. the (ro3uct (ositionin' metho3.
.
,
!ro#'*t :ategory<
LU1 )alls un3er the cate'ory o) toiletry (ro3uct as a &eauty soa(.
Market $eg%entation<
.he com(any claims that LU1 is the hi'hest sellin' &eauty soa( in Ban'la3esh. Moreover
some survey re(orts also reveal the same result.
.hou'h LU1 is the hi'hest sellin' &eauty soa( in Ban'la3esh, it 3oes not 'o )or tra3itional
mass maretin'. Moreover as a &eauty soa( LU1 3oes not even se'ment its maret accor3in'
to 'en3er.
ig're ,=. sho% that Unilever Ban'la3esh Lt3. se'ments their maret accor3in' to
'eo'ra(hical areas. .he (o(ulation o) the country is se'mente3 into three (arts %hich are
ur&an, su& ur&an an3 rural area consumers.
6
.he com(any )urther 3i))erentiate the 'eo'ra(hical se'ments accor3in' to Socio Economic
Cluster +SEC, i.e. e3ucation an3 5ncome. .he Ta/le ,=. overlea) sho%s the Socio Economic
Clusters the com(any uses.
.he SEC 3ivi3es the (o(ulation in )ive se'ments startin' )rom A to E, %here A cate'ori0es
the hi'hly e3ucate3 an3 hi'h income earners hol3ers, an3 sequentially in 3escen3in' or3er E
cate'ori0es the o((osite.
Target Market<
ig're ,=. sho%s that ur&an an3 su& ur&an mi33le class, an3 rural (oor (eo(le are the lar'est
(art o) Ban'la3esh (o(ulation. A research carrie3 out &y Unilever Ban'la3esh reveals that
ur&an rich (eo(le are more liely to &uy im(orte3 an3 eI(ensive (ro3ucts. Moreover rural
(oor (eo(le ten3 to &uy chea( (ro3ucts even %ithout evaluatin' its quality. Ho%ever ur&an
an3 su& ur&an u((er mi33le an3 mi33le class (eo(le ten3 to &uy a))or3a&le an3 quality
(ro3ucts.
LU1 is not a hi'hly eI(ensive &ut an a))or3a&le (ro3uct. .hat is %hy the com(any tar'ets
ur&an an3 su& ur&an u((er mi33le an3 mi33le class (eo(le %ho are the secon3 hi'hest
(o(ulation o) se'ment o) the country. Erom the se'mentation o) customer accor3in' to SEC
they tar'et cate'ory A, B an3 C, &ecause they are assume3 to &e )inancially %ell6o)) an3 can
a))or3 to &uy LU1.
!ro#'*t !o&itioning<
Unilever Ban'la3esh Lt3 o&taine3 a 'oo3 (osition in the &uyersG min3 throu'h &etter (ro3uct
attri&utes, (rice an3 quality, o))erin' the (ro3uct in a 3i))erent %ay than the com(etitors 3o.
.he com(any o))ers im(rove3 quality o) (ro3ucts in the in3ustry at an a))or3a&le (rice %ith
hi'h &ran3in', %hich ultimately hel(s to (osition the (ro3uct in the &uyersG min3 as the &est
quality &eauty soa(.
.he maret share o) the com(any in the &eauty soa( in3ustry is some%here aroun3
8-H.Since in the &eauty soa( in3ustry all (ro3ucts are o) same (rice Unilever cannot (rovi3e
its consumers %ith &etter (rice &ut it is in a 'reat (osition in re)erence %ith its (aca'in',
)ra'rances an3 (ro3uct 3esi'nin'.
3

A (ositionin' ma( o) the com(any is sho%n ig're ,=, to 3escri&e LU1Gs (osition in the
consumers min3 on t%o 3imensions, (rice an3 quality.
ig're ,=, has &een 3ra%n %ith in)ormation 'athere3 &y con3uctin' a consumer survey. 5t
states that thou'h in com(arison to its com(etitors the (ricin' o) LU1 is same &ut consumers
rate it as the (ro3uct %hich 'ives them the hi'hest quality. .his (ositionin' create3 a stron'
customer loyalty )or LU1, )or %hich it the maret lea3er in the in3ustry.
U$ING THE TA:TI:AL MARKETING TOOL$
.his cha(ter 3escri&es the %ay Unilever Ban'la3esh Lt3. use the tactical maretin' tools )or
maretin' LU1 in Ban'la3esh. .he cha(ter com(rises o) )our sections. Section -." 3iscusses
the (ro3uct attri&utes o) LU1. Section -.# visuali0es the (rice o) LU1 accor3in' to 3i))erent
si0e. Section -.- conce(tuali0es the 3istri&ution channel o) Unilever Ban'la3esh Lt3. .his
section inclu3es a ta&le that sho%s the location o) the com(anyGs %arehouses all aroun3 the
country. Einally section -.8 3iscusses the (romotional activities that the com(any un3ertaes
)or LU1.
4
!ro#'*t<
LU1 is an internationally reno%ne3 &eauty soa( &ran3 o) Unilever. .hou'h manu)acture3 in
Ban'la3esh )or the local maret &y Unilever Ban'la3esh Lt3, as an international &ran3, it
maintains an international quality )or the (ro3uct. Eormula 'iven &y Research an3
!evelo(ment 3e(artments in )orei'n countries, LU1 is (ro3uce3 in Ban'la3esh )rom
im(orte3 ra% materials lie so3ium soa(, 'lycerol an3 3i))erent eItracts accor3in' to )lavors,
comin' )rom Unilever (lants situate3 a&roa3.
LU1 is o))ere3 in Ban'la3esh in siI 3i))erent )lavors %hich areM LU1 Ener'i0in' Honey,
LU1 Bol3en Blo%, LU1 9ature Aure, LU1 @rchi3 .ouch, LU1 Almon3 !eli'ht an3 LU1
Aqua S(arle. .ain' into account the convenience o) its customers, the com(any
manu)actures all )lavors o) LU1 in three 3i))erent si0es, 8*'m, =*'m an3 "#*'m.
!ri*e<
.hou'h Unilever Ban'la3esh 'ives its LU1 customers a lot in terms o) the (ro3uct itsel), it
cannot (rovi3e a &etter (ricin'. .his is 3ue to some constraints in the &eauty soa( in3ustry.
Beauty soa( is a (ro3uct %ith a vulnera&le 3eman3 in Ban'la3esh. A chan'e in (rice has a
hi'h ris o) creatin' (rice %ar amon' the rivals %hich %ill eventually cause a loss o) (ro)it.
5ts (rices are almost equal to its com(etitor. Ta/le 6=. com(ares LU1Gs (rice %ith its maJor
com(etitor. Com(any carries out research on com(etitorsG (rice an3 &ran3 loyalty %hen it
)eels eItreme necessity o) chan'in' (rice. .he &ran3 loyalty test is an eI(loratory research
%hich is no%n as Bran3 Health Chec6U( +BHCU,.
>
!la*e<
Unilever Ban'la3esh Lt3. has a hu'e 3istri&ution channel )or LU1 all over the country as its
sales reach more than "* million (ieces a year. .he com(any has siI hu'e %arehouses, one in
each 3ivision o) Ban'la3esh, %here the (ro3uct 'oes a)ter they are manu)acture3 at ;alur'hat
)actory.
Ta/le 6=, sho%s the location o) its siI %arehouses in Ban'la3esh. .he com(any 3oes not use
its o%n )leet o) trans(ort )or 3istri&utin' its (ro3uct. Ho%ever, it has outsource3 its
3istri&ution (rocess to various thir3 (arty 3istri&utors, eIclusively 3e3icate3 to Unilever
Ban'la3esh Lt3. .hese 3istri&utors then su((ly the (ro3uct all over Ban'la3esh to a hu'e
num&er o) retailers. Even thou'h LU1 tar'ets the ur&an an3 su& ur&an mi33le an3 u((er
mi33le class (eo(le they are 3istri&utin' their (ro3ucts all over Ban'la3esh &ecause o) a
recent increase in 3eman3 o) its (ro3uct to all se'ments o) the (o(ulation.

!ro%otion<
Unilever Ban'la3esh un3ertaes hu'e (romotional activities to (romote LU1 %hich has
to((e3 the &eauty soa( in3ustry o) Ban'la3esh. 5t s(en3s almost #*H to #:H o) its 9et
Arocee3s )rom Sales +9AC, o) LU1 )or (romotional activities )or LU1.
5tGs certain annual (romotional cam(ai'ns lie LU1 Channel I Su(erstar an3 LU1
Channel I Annual Cinema A%ar3s has ma3e the (ro3uct a (art o) the 'lamour %orl3. Since
the "F-*s, over 8** o) the %orl3Gs most stunnin' an3 sensuous %omen have &een (rou3ly
associate3 %ith LuI a3vertisements. .hey 3o not only (romote LU1 in Ban'la3esh )or the
&eauty conscious )emales, it also (romotes the &ran3 )or males an3 the com(any (rove3 that,
&y inclu3in' %orl3 )amous male cele&rity Shahruh ;han )or their a3vertisin' cam(ai'n.
?
Unilever Ban'la3esh Lt3 s(en3s a hu'e amount o) money )or (romotin' LU1 throu'h .>
commercials, ne%s(a(er a3vertisements an3 &ill&oar3s. Moreover it also un3ertaes small
(romotional cam(ai'ns at 3i))erent schools, colle'es, universities an3 recreational (ars %ith
%inners o) its Donal Beauty Contests.
ANALYZING THE MARKET OR LUX
Eor &etter com(rehension o) Unilever Ban'la3esh, its maretin' strate'y, (ro3uct quality,
(ositionin' an3 (lacement, %e (resent here a com(arative analysis o) its com(etitors. .his
(art o) the re(ort illustrates the maret share o) 3i))erent com(anies in the &eauty soa(
in3ustry.
Market $hare<
.he &eauty soa( in3ustry in Ban'la3esh consists o) only seven maJor (ro3ucers. Unilever
Ban'la3esh Lt3 is o(eratin' in the in3ustry %ith its %orl3 )amous &ran3 LU1. @ut o) these
'iant com(anies Unilever Ban'la3esh Lt3 is the maret lea3er %ith a share o) aroun3 8-H.
9
ig're 3=. sho%s the maret share o) all the com(anies in the sector. Unilever Ban'la3esh
Lt3 is lea3in' the maret. .he other com(etitors are very com(etitive amon' themselves &ut
they cannot (ut a intense com(etition %ith Unilever Ban'la3esh Lt3, as they have maret
share much less than Unilever Ban'la3esh Lt3.
Ta/le 3=. overlea) sho%s a 3etaile3 3escri(tion o) the maJor com(etitors in the maret, their
o(eratin' &ran3, estimate3 annual sales revenue an3 maret share.
@ther com(anies in the in3ustry are not as &i' as Unilever Ban'la3esh Lt3 &ut they are
(osin' threat to the com(any &y a ten3ency o) a 'ra3ual increase in their maret share.
;ohinoor Chemicals %hich is o(eratin' %ith the &ran3 name .i&et is an eItremely )amous
&ran3 to the rural se'ment o) the (o(ulation an3 (ossess a si'ni)icant share in that se'ment
%hich is the lar'est (o(ulation 'rou( in Ban'la3esh. Moreover ;eya Cosmetics Lt3
o(eratin' %ith the &ran3 name ;eya an3 Mars L Allys Lt3 o(eratin' %ith the &ran3 name
Aromatic are also u(risin' &ran3s to &oth the rural an3 su& ur&an se'ment o) the (o(ulation.
Moreover a recent taeover o) Aromatic &y multinational consumer (ro3uct 'iant MAR5C@
%ho o(erates %ith )amous &ran3s in other in3ustries lie Aarachute Coconut @il is (osin' to
&e a threat to Unilever Ban'la3eshGs maret share.
@
$5OT ANALY$I$ O LUX
.he 'oal o) S$@. analysis is to match the com(any stren'ths to attractive o((ortunities in
the environment, %hile eliminatin' or overcomin' the %eanesses an3 minimi0in' the
threats.
Strength
High brand value, highest
popularity among
consumers
Weaknesses
Rural marketing missing,
cost efficiency
Opportunities
Huge resources, popularity
& strong distribution
channels
Threats
Other competitors who also
aiming to provide similar
products
$hile stu3yin' an3 collectin' in)ormationGs a&out Unilever Ban'la3eshGs LU1 &eauty soa(
%e )oun3 that there are s(eci)ic reasons %e can 3escri&e &ehin3 this S$@. analysis. Eirstly,
it is clear that LU1 have a nation%i3e &ran3 value as it is su((lyin' 3aily toiletry (ro3ucts to
us )or last )our 3eca3es. Besi3es, &ecause o) its lon' time (romotion an3 a3vertisin' F out o)
"* (eo(le o) our country is %ell a%are o) LU1 soa(s. .hese )acts truly stren'then the
(osition o) LU1 in the maret (lace.
Secon3ly, thou'h LU1 has a stron' 3istri&ution channel &ut they are missin' the rural
consumers %here other soa( &ran3s lie ;eya an3 .i&et success)ully maretin' their
(ro3ucts to rural consumers o) our country. A'ain, %hen LU1 is %illin' to (rovi3e
international quality it seems im(ossi&le to al%ays ee( the cost o) (ro3uction lo%er than
other com(etitors. .hese are the visi&le %eanesses o) LuI.
.hir3ly, as )or o((ortunities Unilever Ban'la3esh 3o have hu'e amount o) resources an3
stron' 3istri&ution net%orin' that can &e use3 as o((ortunities.
Lastly, Unilever Ban'la3eshGs LU1 has to com(ete %ith other local or international
com(etitors %ho are also %illin' to (rovi3e similar (ro3ucts %ith ever6im(rovin' quality.
.hey can create threats as they also %ant to &ecome maret lea3ers occu(yin' as much share
as they can cover.
.-
:ON:LU$ION$ AN1 RE:OMMEN1ATION
5n conclusion, as an international LU1 has 'aine3 (o(ularity aroun3 the %orl3 as %ell as in
Ban'la3esh. .he involvement o) 5nternational stars ma3e &ran3 success)ul. Erom the arrival
o) LU1 in Ban'la3esh it has earne3 hi'hest success %hich coul3 have ever earne3. 5ts &ran3
value other &ene)its has ma3e this &ran3 one o) the hi'hest 'rossin' &ran3 o) Ban'la3esh. All
most every tar'ete3 customer ha3 the eI(erience o) usin' this &ran3. 5ts a))or3a&ility ma3e it
the most relia&le &eauty soa( in Ban'la3esh.
5n this cha(ter the team %oul3 su''est some recommen3ations to Unilever Ban'la3esh Lt3.
to a3o(t more success)ul o(eration in Ban'la3esh.
5, Since a hu'e (ortion o) the rural (oor (eo(le is 3eman3in' LU1 in recent
3ays, Unilever Ban'la3esh Lt3 shoul3 eI(an3 their tar'et maret also to%ar3s the
rural (eo(le. .hey shoul3 also con3uct 3i))erent (romotional activities in rural
)airs an3 socially res(onsi&le (romotional activities to attract rural consumers an3
social a%areness .Because LU1 has 3i))erent sin ty(e soa( so no% i) they
(rovi3e 3i))erent ty(es o) &eauty soa(s )or male an3 )emale soa( un3er the same
&ran3 name i.e. LU1 it mi'ht increase their sales.
55, LU1 can intro3uce LU1 HERBAL. 5t can &e their (ro)ita&le one. Her&al
version can 'ra& i3s maret or sin conscious (eo(leGs maret.
555, Lastly, as Ban'la3eshi culture chil3ren have a hu'e say in sho((in' so they
shoul3 also (romote the (ro3uct to chil3ren lie their another &ran3 /!ove2.
.hese are the recommen3ations su''este3 &y team mem&ers to Unilever
Ban'la3esh Lt3. to a3o(t )or a more success)ul o(eration in Ban'la3esh %ith lar'e
maret share.
.
+I+LIOGRA!HY
". %%%.unilever.com
#. htt(MKK%%%.unileverea.comKour&ran3sK(ersonalcareKluI.as(
-. htt(MKK%%%.unilever.co.uKour&ran3sK(ersonalcareKluI.as(
8. Re(ort on /:o%"etition $*enario in +angla#e&h2, (a'e "=, (re(are3 &y Ban'la3esh
Enter(rise 5nstitute, <uly #**:.,
:.htt(MKK%%%.').&eKAro3uctsAn3ServicesKConsumer!ia'nostic.oolsKS(ecialAnalysesKBran3
HealthChecU(
6. htt(MKKla3yto&a&y.comKsho%.(h(NitemO"::

IN1EX
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Analy0in' the Maret, *C
+
Beauty Contests, *C
Bran3in', *-
1
!istri&ution Channel, iv
E
EIecutive Summary, iv
M
Maret Se'mentation, *#
Maret Share, *C
Maretin' Strate'ies, *#

,
N
9et Arocee3s )rom Sales +9AC,, *6
O
@((ortunities, *F
!
Aromotional Activities, iv
Aro3uct Cate'ory, *#
Aro3uct Aositionin', *-
Aaca'in', *-
R
Research an3 !evelo(ment !e(artment, *:
$
S$@. Analysis, *F
Stren'ths, *F
T
.ar'et Maretin', *8
.actical Maretin' .ools, *:
.hreats, *F
5
$eanesses, *F
Z
Donal Beauty Contests, *C