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Segmentation Targeting Positioning Differentiation of Toothpastes
Segmentation Targeting Positioning Differentiation of Toothpastes
Targeting
Positioning
Differentiation
of
Toothpastes
Group Members:
Debopriyo.
Girish Kumar.
Indraneela.
Janmajaya .
Hari Thirumal.
Deepak Ritti.
1
Toothpaste Market-India
India has Rs 3500-crore toothpaste
market.
2
Toothpaste Market Share - India
(2013)
Others
10.4% HUL
21.0%
Dabur
14.3%
Colgate
54.3%
3
Per Capita Toothpaste
Consumption (in grams/per year)
600
542
500
400
304
300 255 244 Per Capita
Toothpaste
200
127 Consumption (in
100 grams/per year)
4
Sensodyne
5
Segmentation
Jayant Singh, Executive V-P, Marketing,
GSK Consumer Healthcare, India, said, “On
the basis of a segmentation study, we found
there is a need for products that offer clear
and focused benefits for varied oral care
problems.”
6
Targeting
Sensodyne is targeted at people having
sensitive teeth. It is premium products given
that they are priced higher than regular
toothpastes.
8
Differentiation
Glaxo SmithKline’s spokesperson said,
“When Sensodyne entered India in 2011,
research found 17% adults acknowledging
sensitivity problems. At the end of 2012,
32% people claimed to have suffered from
sensitivity at least once. This clearly
indicates that people are aware about the
problem and willing to do something about
it.”
Competitors
• Colgate Sensitive
• Pepsodent Sensitive
• Himalaya Sensitive 10
Colgate-Sensitive
11
Segmentation
As the market leader and expert in oral
care in India, Colgate has remained
steadfast in its commitment towards
innovation and introducing the best-in-
class technology for the consumers in
India and across the world. Tooth
sensitivity is an oral condition that affects
up to 57 per cent of consumers
worldwide.
12
Target
Mainly targeted on urban upper & middle class
who suffer from tooth Sensitivity
13
Positioning
Colgate Sensitive toothpaste soothes the
nerve ends and builds a protective shield
providing both relief from sudden shocks of
pain and long term sensitivity protection with
regular use.
http://www.youtube.com/watch?v=gkhxJ1kkbSw
http://www.youtube.com/watch?v=dkORFv2oPdo
14
Differentiation
The first and only toothpaste clinically
proven to provide instant and effective long
lasting relief from Sensitivity.
Helps maintain the natural whiteness of the
teeth
Instant pain relief within a minute
Advanced toothpaste uses the break-
through Pro- Argin technology. It has
arginine, an amino acid naturally found in
saliva, and calcium carbonate.
Arginine in the unique formulation provides
superior protective oral health benefits. 15
Colgate
16
Segmentation
• Rural Segment
Geography • Urban Segment
• Kids
Demography • Young
• Elders
17
Targeting
Max Fresh – For people who want fresh
breath
19
Differentiation
The Colgate brand is synonymous with oral
care.
20
Variants
Dental Cream Active Salt
Total Fresh Energy Gel
Herbal Max Fresh
Kids Cibaca
Advanced Whitening Sensitive
21
Pepsodent
22
Segmentation
Pepsodent is a brand for ‘Aspiring’ as well as
‘Striving’ i.e. for both mid and mass
segments
The Segmentation has been done as:
Geography
• Rural Segment
• Urban Segment
Behavior
• Benefits – Type of Oral Problem
Demography
Age – Kids,Youngsters,Elders
Income – Low Price, Medium Price, High 23
Targeting
Pepsodent is targeting the adult male/ female
and kids by different varieties of products.
24
Positioning
Pepsodent is positioned as long-lasting
protection from germs; it could fight germs for
hours after brushing
Research suggested that mothers worry
about what their kids eat, especially when
they are away from them, and its impact on
their dental health. Using that insight,
Pepsodent launched the ‘Dishoom Dishoom’
ad that said: Let Pepsodent fight germs for
you.
http://www.youtube.com/watch?v=RH7YfcrVPBs
25
Positioning
Advertisement Campaigns
28
Dabur
29
Segmentation
Dabur segmented people based on
psychographic segmentation
A non-flouride toothpaste.
35
Segmentation
The company in its survey found that
consumers were looking for toothpaste
which would offer them multiple benefits
36
Targeting
The company has found a loyal consumer
base as the company right from the start
has advertised itself as ‘herbal care
products’
http://www.youtube.com/watch?v=kUxeRfcSH54 37
Positioning
Complete care toothpaste ad placed heavy
weightage on the benefits of ‘Antioxidants’
38
Differentiation
The product distinguishes itself from others by
saying about the benefits of natural herbs and
the use of antioxidants
39
Thank
You
40