Surf Excel

DAAG ACHE HAI !! Presented BySuman Sharma Raviraaj Wade Sunny Kharote Rucha Muranjan

BRAND EVALUTION

• Launched in 1959 & first in Indian detergent powder mkt. • It was the first Fast Moving Consumer Goods (FMCG) for Detergent. • Surf was the first brand of detergent that was advertised on TV. It is advertised on more than 300 channels across the globe . • Introduced the concept of bucket wash to housewives who up till now used to washing clothes with laundry soap bars. • Brand to set up a one-stop shop - called Care line - for people seeking solutions to their varied laundry problems.

BUILDING BRAND • Surf Excel, launched in 1954, is one of the oldest detergent powders in India. Initially, the brand was positioned on the clear proposition of “washes whitest”. • Surf Excel underwent various changes in its Brand Communication; from ‘Lalitaji' to 'dhoondte reh jaaoge' to 'jaise bhi daag ho, surf excel hai na', and is today communicated on the platform of 'Dhaag achcha hai'. • 2006 saw a unique marketing move from HLL. Rin Supreme bar is being migrated to Surf Excel.

• Surf Excel may have slipped in the rankings, but Surf Excel remains the most popular detergent! • For any other brand, it would have been difficult to convince the customers about the product with such a paradoxical statement, which says ‘Daag achhe hain’ very confidently

• Right from ‘Lalitaji’, representative of the true-blue cost-conscious Indian woman, till the inspiring storyboards of today, Surf Excel has done it all and in style! • HLL to revise Surf Excel pricing - A change in the pricing strategy for HLL Surf Excel brand, which dominates the Rs 5,000 crore detergent powder market, seems to be on the cards. • HLL is now reworking the Surf Excel strategy by moving away from positioning the brand on functional benefits, to building an emotional connect.

• To start with, HLL has signed up South African cricketer Jonty Rhodes to be the Surf Excel endorser and has lined up a Rs 10 crore promotion over a three month period. • HLL Aims To Turn The Tide, Slashes Surf Excel Price • HLL was facing competition from the mediumpriced detergent brand from P&G — Tide

• Surf Excel is currently running two campaigns riding on the popularity of the "Daag Ache Hain" ( Dirt is good) campaign. • The new campaign too strikes a chord with the consumers. Power of a "Big Idea”. • The second campaign takes a cue from the World cup. The ad features a group of kids preparing for World Cup 2015. • HLL is aiming at gaining another 15 per cent marketshare in the Rs 350-crore premium detergents market. • The company has re-packaged the product using brick packaging which is a first among detergents in the country.

30 125g gms ms

1k g

2k g

MAJOR PLAYERS • HUL ( blue, Quick wash, Automatic) • Nirma • P&G ( Tide,Arial) • Henkel India (Mir, persil, porwall, vernel, purex) • Reckitt Benckiser ( Varnish)

FIGHTING COMPETITION • The latest move comes in the wake of the high profile launch of Tide detergent bar. • Tide and Ariel always created problems for Surf and Rin. The migration of Rin Supreme bar to Surf Excel bar is aimed at countering Tide. • HLL has announced a drastic reduction in price by Rs 20 per kilo on Surf Excel, its premium detergent brand, making it cheaper than competing brand Ariel from Procter & Gamble (P&G). price cut, from Rs 155 to Rs 135 per kg.

FIGHTING COMPETITION • Approaching new markets. • Switching consumer from existing products. • Launching product extention / product variant. • Changing from rational appeal to emotional appeal. • Price slash.

DEMAND ANALYSIS Law of demand : Law of demand states that the amount demanded of a commodity and its prices are inversely related, other factors remaining constant. Factors affecting demand: • Price of the product, • Price of substitutes and complements, • Income of the household, • Taste and preference of the household, and • The amount annually spent on advertisement of the product.  

BRAND EQUITY • Surf Excel holds 38% of the 5000 crore detergent market. • It is undisputed market leader.

SWOT Analysis STRENGTHS: • Strong R&D • Different offers and schemes. • Strong distribution channels • Strong marketing

WEAKNESS: • High expenses on advertising • Not environmental friendly • High prices • Low awareness in rural market

OPPORTUNITIES: • Penetration in rural market. • Increase in the frequency of usage. • New consumer market. Price Index

Size

Market growth

TO NEAREST COMPETITOR Unilever brand Relative share

PREMIUM

15%

++

Surf Excel

2.4

MIDPRICED

25%

++

RIN

1.8

MASS

60%

+

Wheel

1.4

Price

THREATS: • Competition from organised and unorganised players • Increase level of competition

THANK YOU!!!..