3. Women love wine
and beauty
To sell products in
wine stores is
another way to
expand the market
Look deVine is
trying to expand its
market to online
sales market
The lip products of look
deVine were sold in
Walgreens Our team used careful
consideration in
determining key questions
of look deVine , and tried
our best to solve them
With our
recommendation, we
believe that look deVine
will succeed in online
market penetration
Wine
Inspired
Walgreens
Wine
Store
Online
IIT
…
look deVine Introduction
01
4. 1
3
4
The basic information about look deVine Lip Shimmers and it’s
products. Business canvas and key questions.
We used 3 types of analysis, industry analysis, consumer analysis, and
competitive analysis to develop marketing strategies.
3 main marketing strategies and several specific strategies for
look deVine Lip Shimmers.
Through business analysis and marketing strategies, we found out
several answers to solve the critical issues of look deVine Lip Shimmers
.
AGENDA
01. Introduction
02. Business Analysis
03. Marketing Strategies
04. Recommendations - Q & A’s
2
Executive Summary
5. Key Questions
How to help look deVine
increase its online sales?
Is the current brand image
consistent? Wine or Grape?
How to raise look deVine’s
brand awareness to increase
profits and penetrate online
markets?
Online Sales
Brand
Image
Brand
Awareness
Introduction
01
7. Features Industry Analysis
02
Products Price
∙ Look deVine ® Beauty is an all-natural line of
personal care and beauty products.
∙ Within the skin care line; we offer a wide array of
products including, facial scrubs, body and hand
lotions, eye cream, cleansing wipes and body
scrubs.
∙ Within the beauty care line, we offer tinted lip balms
(shimmers), tinted lip shines, SPF Lip balms.
∙ $6 for all kinds of lip shimmers
∙ $10 & $24 for lip shimmers buddle
∙ $6-$18 for body products.
Position Channel
∙ All natural personal care and beauty products for
daily use for all age.
∙ Beauty products mainly for women with lip balms for
men.
∙ Body products for all people.
∙ Official website accepts online orders
∙ Drug stores (Walgreens)
∙ Wine store
8. Industry Overview Industry Analysis
02
Sales
Rebound
Growing
Performance
Lip cosmetics segment posted gains of nearly 9% between 2012
and 2014, with sales poised to reach nearly $ 1.4 billion in 2014.
It is currently the strongest performing segment in growth, compared to
6.4% ($ 4.8 billion) growth for the facial cosmetics market and 4.2% ($
3.4 billion) gains for eye makeup during that same time period.
9. Demographic Industry Analysis
02
72% 50% 85% 45%
18-24
Lip Balm Lipstick Lipstick Lip Balm
Over 65 Senior
Demographic Users
• Gender
The majority usage of woman VS. the rising demand from men
• Age
Lip products are widely used by the teenage group
11. Consumer Overview Consumer Analysis
02
Current Target
Customer
18-55
Female
Analysis
Methods
Decision Making Process
Survey Analysis
12. Decision Making Process Consumer Analysis
02
01
02
03
04
Post Purchase
• Satisfaction
Purchase
• Physical Need
• Mental Need
Information
Collection and Filter
• Function
• Brand Image
• Other Features
Need Recognition
• Beauty
• Lip health
14. Consumer Analysis
02
Main product
consumer use: lip
balms, lip shine, lip
shimmer
Important
features impact
purchase: color
and scents,
antioxidants
and anti-aging
properties,
price, nature
For Existing Customer
Survey Analysis
15. Consumer Analysis
02
For Non Customer
Shop lip
product
location:
specialty
(sephora/ulta),
online, drug
store
Factors
influence your
purchase
quality,
function, price,
brand image
Survey Analysis
16. Additional Finding Consumer Analysis
02
Over 25 Wine New Target
Customer
• Female aged above 25 years old who love beauty and wine.
• They also care about the quality, color and scents
17. Survey Analysis Consumer Analysis
02
For Non Customer
Features
influence
using: color,
hydration,
taste/smell
Price
willing to
pay for lip
product:
above $6
if they like
it
18. SWOT Competitive Analysis
S W
O T
Competitive
Analysis
■ Mixed Up Brand Image
■ Weak Brand Awareness
■ No Auto-Delivery Sales Model
■ Limited Color Category
■ Mass Market Competitors
■ Low Industry Barrier
■ Growth Online Market
■ Nature Trend
■ Follower Advantage
■ Price Advantage
■ Nature Feature
■ Wine Feature
■ Diversity Sales Channel
■ Skin Care Products
02
19. Tom’s of Maine Burt’s Bee Aveeno Wine Country
Organics
Price Lower Lower Higher Simliar
Brand
Awareness
39 54 95 N/A
Competitors Competitive Analysis
02
20. Comparison between 3 brands
Wine Country Organics is
provide 8 colors lip tint and 1
color lip balm
deVine is provide 8 colors lip
shimmer, 2 colors lip shine
and 1 color lip balm
Burt’s Bee is provide 14
colors lip shimmer, 6 colors
lip shine and 9 colors lip tint
Products Categories
Wine Country Organics is only
focus on online sales
deVine sells its product in
some Walgreen and wine
store, and through internet
Burt’s Bee ‘s products are
sold in a great number of
retailer store , some boutique
store and online
Channels
The average price of Wine
Country Organics is $ 5.75
deVine’s average price is
highest, equal to $ 6.13
Burt’s Bee’s average price is
between $ 5.10 to $ 6.00
Average Price
Wine Country Organics
Look deVine
Burt’s Bee
Competitors Competitive Analysis
02
21. Social Media Overview03
40% 170
Minutes/month
53% 56% 54%
Frequency Search Sharing
Time Official Website
42
Billion
Engagement
Social Media Strategy
24. Strategies Social Media Strategy
03
Ensure Goals for Campaigns
• Increase website traffic
• Increase brand awareness
Create Engaging Content
Improve Customer Service
Focus On Networks that Add Value
25. Tactics Social Media Strategy
03
Delivery a strong brand
personality-wine inspired
Build relations with
customers
Using videos
Launching activities
and promotion
Creating meaningful
content
26. Growth Matrix Marketing Strategies Analysis
03
• Product frequency
of use
• Quantity used
• Prolong the
retention of buyers
• Better satisfy
diversify
customers
• Keep existing
customer loyalty
look
deVine
27. Niche Market Marketing Strategies Analysis
03
1
3
2
4
01. Identify your
niche market
Why niche market?
03. Determine
special needs
What makes your business so
special?
02. Access Customer
What are customers buying
from look devine?
04. Create content to
meet your audience’s
needs
28. Focus Strategies Marketing Strategies Analysis
03
Brand
Image
Rebuild
grape package alcohollogo
• Use wine bottle instead of grape
• Consistent logo name
• When spread wine feature, pay
attention to alcohol feature
.
• All the information about grape
should be change to wine
• A tube with wine bottle shape
29. Focus Strategies Marketing Strategies Analysis
03
01 02 03 04 05
Referral Programs Freebies Pro Story Telling
Car Wraps Social Media
Contests
06
PPC Advertising
How To Increase Brand Awareness
30. Recommendation Recommendation and A to Q
04
Brand Image
• High light the unique brand image “Wine Inspired Products”.
• Make consistence with brand name --- Look deVine, no matter
in social media, official website and product package.
• Redesign logo of Look deVine, use a wine bottle or wine glasses
to replace the grape.
• Communicate all our products are alcohol-free, highlight the
benefits like more moisture and Anti-Aging customers can get
from nature ingredients.
Brand Awareness
• Focus on using social media to get more brand
attention.
• Share more news and promotion information with
customers. Provide gift set during different kind of
festivals and holidays to get more attention and
sales.
• Referral Programs
• Car Wraps
• Freebies
• PPC (Pay Per Click) Advertising
Increase Online Sales
• Niche market strategy, look deVine products are
for wine and beauty lovers.
• Look deVine might do more on product innovation,
such as provide more color of lip shimmers or more
different kind of skin care products.
• Create membership point system.
• Social media Champion and promotion.
31. Recommendation Recommendation and A to Q
04
Brand Image
• High light the unique brand image “Wine Inspired Products”.
• Make consistence with brand name --- Look deVine, no matter
in social media, official website and product package.
• Redesign logo of Look deVine, use a wine bottle or wine glasses
to replace the grape.
• Communicate all our products are alcohol-free, highlight the
benefits like more moisture and Anti-Aging customers can get
from nature ingredients.
Brand Awareness
• Focus on using social media to get
attention.
• Share more news and promotion i
customers. Provide gift set during
festivals and holidays to get more
sales.
• Referral Programs
ducts are
innovation,
ers or more
