Beruflich Dokumente
Kultur Dokumente
Presented by :
Presentation Flow
Brief Overview of Case Development of Nivea as a brand ( 1912 to 1993)
Discussion on Q.1
Niveas brand image Niveas sources of equity Variation of brand image and equity across product class
Discussion on Q.2
Pros and cons of various options with Biersdorf Corporate branding Ad vs Umbrella Ad Role of Nivea cream advertising
Discussion on Q.3
Recommendations for Niveas future marketing program.
Case Overview
Biersdorf (BDF) is the manufacturer of NIVEA skin care and personal care products.
The Nivea brand is known worldwide but its a leading mass market brand in Europe.
NIVEA Creme - the first product introduced has over the years successfully extended
he Nivea brand to a full range of skin and personal care products.
Cosmed div. sought to strategies for the future keeping the market needs and heritage o f the Nivea brand in mind.
Beiersdorf at a Glance
Beiersdorf Branded consumer goods company Founded 1882 in Hamburg Global footprint with more than 130 affiliates 16,800 Employees worldwide 6.1 bn sales in 2006 Sales per Region Germany Europe w/o Germany Americas Africa / Asia / Australia
4
25 % 48 % 15 % 12 %
1912-1970 : Range of products - introduced and expanded under Nivea brand - maintaining a mono-product philosophy.
NIVEA Creme remained the companys premier product
1970-1993 : Extended the Nivea brand from the limited range of products - Nivea crme,Milk,Soap and Sun to a full range of skin care and personal care products 1993- 2006: At Beiersdorf, now one goal: To meet consumers' skin and beauty care needs. Every day. Throughout the world.
Toddler
Product Line NIVEA Visage DNAge Cell Renewal First Anti-Age Nivea Visage Face Care formulated for skin cell renewal Reduces DNA damage in the skin Patent pending formulas with combination of Folic Acid and Creatine
Product Line
Product Line
First Anti-Age Nivea Body Care for mature skin New formula with skins own Creatine Proven to reduce sagginess, wrinkles and dryness Opening up a new high potential segment for NIVEA body
Product Line
Product Line
NIVEA body Good-bye Cellulite Only three months after launch, Attained No 1 market position among all body care products in France, Belgium, Italy, Portugal and Turkey
Product Line
Product Line
NIVEA Hair Care New Assortment Further exploit huge market potential New shape and design to attract additional consumers New caring formulas to prove unique Beauty expertise Even stronger communication of consumer benefits
Q1
A. What is the brand image and sources of brand equity for the Nivea brand ?
10
11
Nivea name from Latin word- nives - snow Nivea products - blue color background with white lettering - extended from the NIVEA Crme tin Niveas core brand associations mildness and caring
12
New products
- Positioned with a promise to contain the core brand associations of NIVEA Crme - With some new benefit provided by the product
14
Q2
What are the pros and cons of the various options available to Biersdorf management? Should they run a corporate brand ad or umbrella a d for all their products? What is the role of Nivea skin cream ad? Should it be changed?
15
16
Corporate Brand
A successful Corporate Brand has: Corporate Image Role of Company/Corporate Brand in the adopted Branding strategy
The companys role in society - its reputation
Firm keep a high public profile - influencing and shaping more abstract types of associations
Corporate Brand Equity- Constituent responds more favorably to a corporate ad campaign as compared to an unknown company.
17
Nivea products
Biersdorf as a Brand
Never Introduced in market The "NIVEA Boys" poster campaign-1920 - introduced the modern blue and white packaging Till Date
Brand Awareness - No Recall - Never Heard Never Seen Brand Image No Niveaness i.e. Natural, Mild, Skin caring etc.
Hence Biersdorf as a Brand has negligible equity When compared to Brand Nivea
18
Professional wound care is spun off and contributed to a joint venture between Beiersdorf and Smith & Nephew. BSN medical, domiciled in Hamburg, is fou nded.
2002:
Florena becomes a wholly owned Beiersdorf subsidiary. The coopera tion dates back to 1989, and was intensified following the reunification of Ger many.
2003:
A new functional group organization focusing on the areas of brands, supply chain management, finance and human resources replaces the previous divisional organization.
2004: The new skin research center opens in Hamburg, underscoring the in
novative strength of the globally successful Beiersdorf group.
2005: Beiersdorf AG and Smith & Nephew plc realising the investment in B
SN medical sale to Montagu Private Equity.
19
People Speak
In many countries, consumers are convinced that Nivea i s a local brand, a mistake which Beiersdorf, the German makers, take as a compliment.
As quoted on leading brand consultancy Wolff-Olins' website, www.wolff-olins.com
Coca-Cola as a brand does not have a lot of extendibilit y. Whereas Coke means Coca-Cola, Nivea is not Beiers dorf.
MD of A C Nielsen's Global Services Division, on Nivea's brand extension successes
20
Family/Umbrella Brand
Family brands evoke a specific set of associations across related products w.r.t. : common product attributes, benefits and attitudes programs and values and corporate credibility to similar set of people and relationships. Family Brand is used when : Company level associations are less salient. Weak Corp. Brands Dissimilar Products - harder for the corp. brand to retain any product meaning
21
22
Market leader in skin creams and lotions in 28 countries, and in suntan products - 15 countries
23
Advertising Nivea
24
Advertising Nivea
NIVEAs visual identity - world-famous blue and white color
Combination.
NIVEA blue - is not just any old blue, but Ivocart NIVEA Blue B 65711
A special color mixed exclusively for NIVEA in a complex development process
= sympathy, harmony, friendship and loyalty. = external cleanliness as well as inner purity = ideal for honest and appealing brand NIVEA.
25
Advertising Nivea
Brand NIVEA
Closely linked to people Always adapted to current consumer needs Success - based on forward-looking product development.
26
Creme NIVEA is synonymous with protection and caring for the skin for
its Mildness, Reliability, Gentleness, Protection, High quality, and value for money
All these attributes are strongly associated with the NIVEA Brand ,curtsy - Creme NIVEA
28
-The return to more simplistic and holistic approach to life , -The desire to more fairness, openness & authenticity and belongingness
These were the values associated to NIVEA and particularly- Creme NIVEA
29
So the dominance of Creme NIVEA brand and its communicatio ns in creating NIVEA as a brand has been proven scientifically also, therefore : In our view this must be carried on & focus while advertisement must be maintained on Creme NIVEA, the BDFs flagship produc t. But it must now focus on experience effect in newer markets like India to expand Mainly through Nivea Creme
30
Q3
What would you do now? Provide recommendations to Ni vea concerning next steps in their Marketing Program?
31
Key approaches that Nivea could adopt to grow i. Market Penetration ii. New Product Development iii. Market Development iv. Diversification
32
Market Penetration
i.
Market Penetration
Selling more products involves either growing the market as a whole or taking market share from competitors.
Adjusting the marketing mix: Product - Reformulating products to make them more effective e.g. better at moisturising. Price - Reflecting good value but at a premium to retailers' own or private labels to represent quality. Place - finding new outlets through which to sell the products.
Promotion - finding more effective ways of reaching the target market, e.g. samples on beauty magazines.
33
NIVEA Lip Care is a good example of the way in which NIVEA is building an existing product in an existing market, i.e. market penetration. Despite the seasonal nature of demand for lip care products and their relatively low selling price. NIVEA lipcare has developed the brand through monitoring trends in the market and matching these with its existing core competencies in skin care.
34
ii. New product development Beiersdorf's investment across a broad range of existing product s illustrates its commitment to new product development which s hould be carried along. Focus on Core Competence of R&D to provide Quality Products Matching Science With the Consumer's Needs Developing new concepts for active ingredients against skin aging Higher focus on organic and Herbal formulations Communication to the larger audience highlighting the thrust on R& D.
35
Whilst only 27% has a face care regime (cleanse, tone, moisturise)
Women were looking for an easy, convenient, face care routine. NIVEA's Soft Facial Cleansing Wipes remove eye make-up and cleanse and tone in one simple step thus meeting customers known requirements. This is the basis of the product's success. Not surprisingly, NIVEA rapidly became the No.1 brand.
36
Market development
iii. Market development Clear Geographical Focus -To focus on clearly defined geographical priorities. Western Europe should remain in focus. China, Russia, Brazil, and India should be geographical priorities delivering superior growth. Should put more emphasis on sizeable regions, like Latin America and Asia. Should focus on dedicated solutions for some product categories to address local consumer needs.
37
The UK launch of NIVEA deodorant is a good example of market development within the NIVEA range. The UK deodorant market is currently worth 300m annually. It is a highly competitive market, dominated by one major manufacturer, Unilever, who account for over 60% of all sales. NIVEA identified a strong match between traditional NIVEA brand values and those required in a skincaring deodorant, i.e.: Protection Suitable for skin Mild/skin friendly Pleasant fragrance Reliable brand High quality. This allowed NIVEA to enter the market in the more specialist skin caring deodorant segment, away from the bigger, high-performance focused brands, with which the NIVEA brand image had fewer synergies.
38
Diversification
This is well illustrated by the development of the NIVEA FOR MEN range. This development resulted from several trends. These include: The softening and blurring of "male" and "female" gender roles. Increased spending on lifestyles with more people attending gyms and caring about their appearance. New media developments, e.g. the revolution in men's magazines provide direct contact with men through advertising.
39
NIVEA was the first mass-market brand to set out to develop male facial care/moisturising. The NIVEA FOR MEN range provides straightforward practical solutions to men's skincare needs. It targets men who value their appearance and who see it as a key contributor to self-confidence i.e. NIVEA has diversified into the male sector of the market.
40
Conclusion
In 60 years Creme NIVEA has made Nivea Brand synonymous to skin care
NIVEA must carry on propagating there Family Brand through Umbrella Ads so as to maximize upon the strong Brand Equity earned over decades.
41