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Natura v1 (1)

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Our marketing presentation on Natura Cosmetics a Brazilian Cosmetics company

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Natura v1 (1)

  1. 1. Ravi Kumar, Chandani Kathuria, Harpreet Kaur, 16/04/2012 Laetitia Moustie, Julie Roche Direct-sales marketing:NATURA building customer relationships 1
  2. 2. ABOUT NATURA? Co-chairman: Antonio Luiz Seabra and Pedro Luiz 16/04/2012 Passos. Headquarter: Sao Paulo Brazilian enterprise acting in cosmetics sector The world’s fifth largest market for these products 1969 1974 1989 2000 Founded by It went into Spreads in Ekos line: Luis Seabra direct-sales other Latin sustainable use in Sao Paulo American of Brezilian countries biodiversity Fiscal year 2009: Sales: $2,424.8M Net income: $390.9M 2 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  3. 3. BRAND CONCEPT Bem estar Bem: well-being-well 16/04/2012 Pioneers in Green Marketing Commitment to the truth Casa natura Focus on relational marketing by direct-sales 3 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  4. 4. SEGMENTATION- Geographic segmentation 16/04/2012- Human segmentation 2% of Natura sales in Chile, 98% of Natura sales in Brazil, Bolivia, Argentina, Peru, France, Mexico and Colombia.- Social segmentation-Productsegmentationin Brazil 4 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  5. 5. POSITIONING High prices 16/04/2012Eco- No Eco-friendly friendlybehavior behavior Low 5 prices Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  6. 6. PRODUCT: BRAND PORTFOLIO -900 products -Eco –friendly product and 16/04/2012 packaging -Valuable natural resources 6Ravi Kumar, Chandani Kathuria, Harpreet Kaur, LaetitiaMoustie, Julie Roche
  7. 7. PRICE: LOCAL PRICE STRATEGYProduct Price in Brazil Price in France 16/04/2012Ekos shower gel 17.40R$(7.5€) 11.50€Mama e bebe liquid 17R$for 200ml(7.32€) 14.50€massage lotionTododia body lotion 29.80R$(12.84€) 25. 50€ PLACE: DIRECT B2C Consultants Internet 7 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  8. 8. PROMOTION Retail stores: Paris, Mexico city: image / showcase Direct Sales through beauty Consultants Consultants’ blog Advertisements / advertising 16/04/2012 Internet- facebook, orkut, flickr Catalog / Magazine 8Ravi Kumar, Chandani Kathuria, HarpreetKaur, Laetitia Moustie, Julie Roche
  9. 9. KEY ISSUES 16/04/2012 Why consumers prefer to buy from consultants rather than internet? How to grow the network of consultants? How to recruit competent consultants? How to spread this concept abroad (foreign sales: only 3%)? 9 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche
  10. 10. Ravi Kumar, Chandani Kathuria, Harpreet16/04/2012 Kaur, Laetitia Moustie, Julie Roche 10
  11. 11. SOURCES 16/04/2012 www.naturabrasil.fr http://naturavendas.wordpress.com/a-natura/ http://natura.infoinvest.com.br/enu/2428/relatorioan ualcompleto_ingles_1008.pdf http://natura.infoinvest.com.br/enu/3613/CreditSuis se2011BrazilEquityIdeasConferenceV4.pdf Articles:- Nurturing Natura: International cosmetic news (03/2008)- www.emarketing.fr- www.GCImagazine.com 11 Ravi Kumar, Chandani Kathuria, Harpreet Kaur, Laetitia Moustie, Julie Roche

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