Findings from Retail ObservationFamily Singles• Prefer buying large volume packs to • Buy on need basis save (i.e. Go for bundled packs) • More concerned about convenience• Seek value for money and ease of use• Look for offers and discounts • Few of them picked up what was• Carefully evaluate the offers and decide visible to them.• Few of them were extremely brand • Though most of them had a loyal and looked for a specific brand. preferred brand, very few of them These consumers evaluated offers took the pain to look for their within the same brand and went for preferred brand when not available. the ones which offered more value for Most of them picked up one of the money. popular brands that was visible.• Few others didn’t mind switching between brands for better offers and • Very few of them looked for specific discounts. brandsWhat was common among both the audience was that both were brandconscious. All most all the correspondents preferred popular brands overnewly introduced brands despite great offers.
Findings from Direct Interview A customer with his family was shopping. He picked up Lifebuoy. When asked he told that he liked A customer with his wife was Lifebuoy and he preferred it over purchasing hand wash. He scanned all other brands. When asked about the available brands displayed and then his favorite variant in Lifebuoy he settled for Santoor . When enquired he replied that he had not tried all told as he found a good offer with the variants available. Santoor. He was earlier using Dettol and he looked around for an offer pack in Dettol, when he did not find the offer pack he switched to a new brand. He also went on to justify his purchase by telling that Santoor has apricot and Two girls were shopping they looked around. First glycerin which was something he they scanned Santoor offer pack, then checked out desired in a hand wash. Lifebuoy. Then they walked away only to pick up Lifebuoy in an other section. When interviewed, one of the girls replied that she had earlier used Lifebuoy and that Lifebuoy is a more trusted brand. When enquired about Dettol she replied that Dettol is A group or friends were shopping they equally preferred, and that she randomly picked up picked up 3, 185ml pouch’s of Lifebuoy. Lifebuoy as she noticed it first. When asked about the When suggested about picking up a variant she told she just picked up nature just900ml Can instead, which would be more randomly there was no logic behind it. When asked economical they replied telling that its about bundle packaging or offer packs instead of a was more convenient to use pouch pouch the other gal replied that its different withbased on their usage. Their decision was family buying and different when you are living single. based on ease of use and convenience.
Dettol: Be 100% Sure “Healthy Handwash”Quantity(ml) Packaging Variants Price (Rs) Type Current Offer185 Pouch All 35 Refill Buy 3 get 1 free @ Rs105/-250 Plastic Bottle All 59 Dispen- One dettol Ser 185ml pouch free250 Bottle+Pump Original, 450 Dispen- New entry Cucumber Ser250 Bottle Original, 99 Cucumber900 Container All 155 Refill + 1, 185ml refill pouches of different variants
Fem HandwashQuantity(ml) Packaging Variants Price (Rs) Type Current Offer180 Pouch All 30 Refill250 Plastic Bottle All 60 Dispen ser1000 Container All 149 Refill +250ml Dispenser free (cross bundling)5000 Container All 580 Refill
Current existing sizesProduct Packaging Variant Price in Type Offer Rs185ml Pouch All 34 Refill215ml Dispenser Total & Active 54 Dispenser Free soap Fresh (Cross Variant of Lifebuoy) Dove soap200ml Dispenser Care & 49 Dispenser Free Soap Natural (Cross Variant Lifebuoy) Dove Soap900ml Can All 147 Refill Rs.99