SUNSILK &

Its Branding
Strategies
Tina Umnia Hussain
Assistant Professor
M.H. School of Business
Presidency University

July 29, 2010

Isfaq Khan
Group Leader
Student of M.H School of Business

Dear Sir,
Subject: Submission on report “Sunsilk and its branding strategies ”.
This is to inform to you that we are truly & deeply grateful for being provided this report with
all the knowledge during lectures that has further contributed in my report to understand
intricate aspects of courses that we completed till now. This report has also given us the
prospect to get the overall reflection about Sunsilk and its branding strategies.
Beyond any doubt, this term paper has enriched us with knowledge & information that
contributed to elevating our experience. We have given our best effort at every stage of
perception & completion of this report.
Therefore, we pray and hope that you would be kind enough & aspect this report & oblige
thereby.

Sincerely,

Group: 01

Members of the group:

Md. MahabubAlam ID: 082028025 …………………………….
IsfaqKhan ID: 082110025 …………………………….
Farjana Mukbul ID: 082079025 …………………………….
Mehedi Hasan ID: 082230025 …………………………….
Sayma Sultana ID: 082229025 …………………………….
 Report on

SUNSILK & Its Branding Strategies

Marketing Management

Course Code: MKT 307

Prepared for

Tina Umnia Hossain

Assistant Professor, BBA Program

M.H. School of Business

Submitted by

Md. MahabubAlam ID: 082028025

Farjana Mukbul ID: 082071025

Isfaq Khan ID: 082110025

Sayma Sultana ID: 082229025

Mehedi Hasan ID: 082230025

Submission Date: April 7, 2010

 SUNSILK
&
Its Branding Strategies
 CONTENTS

PARTICULARS PAGE

LIST OF ILLUSTRATIONS ………………………………………………………………………………..………………IV

ACKNOWLEDGMENT ………………………………………………………………………………………..………………V

EXECUTIVE SUMMARY ……………………………………………………………………………………………………VI

INTRODUCTION …………………………………………………………………………………………………………..…1

METHODOLOGY………………………………………………………………………………………………………………3

BACKGROUND OF THE COMPANY…………………………………………………………………………………4

HISTORY OF SUNSILK SHAMPOO…………………………………………………………………………..…………5

POINT OF PARITY (POP)…………………………………………………………………………………………………7

POINT OF DIFFERENCE (POD) ……………………………………………………………………………..…………7

BRANDING STRATEGY ……………………………………………………………………………………………………8

TARGET MARKET OF SUNSILK ……………………………………………………………………..…………………9

IDENTIFYING COMPETITORS ………………………………………………………………………………..………10

COMPETITIVE STRATEGIES FOR SUNSILK………………………………………………………..……………12

COMMUNICATION TOOLS OF SUNSILK…………………………………………………………………..………14

RECOMMENDATION………………………………………………………………………………………………………16

CONCLUSION……………………………………………………………………………………………………………….…17

ANNEXURE ……………………………………………………………………………………………………………………18
LIST OF ILLUSTRATIONS

FIGURE PAGE

1. MARKET SHARE …………………………………………………………………………………..…… 11

2. MIND SHARE …………………………………….……………………………………………………………..…… 11

3. HEART SHARE …………………………………………………………………………………………….…………12

4. SALES REVENUE AND SOCIAL RESPONSIBILITY ………………………………...………………… 16

 Acknowledgment

The preparation of this report is a sound example of teamwork. The experience is a valuable
one because not only did the report increase our understanding and knowledge on the
assigned topic, i.e. ‘SUNSILK & Its Branding Strategies’. It also taught us important
lessons of how to incorporate out theoretical knowledge to enhance the understanding of
practical implications. In addition, it also gave us a thorough opportunity to learn from others;
despite conflicting ideas, the teams managed to join efforts and reach unanimous decisions at
the end. It re-defined our skills of working with others to reach a final goal, and improved our
communication as well as tolerance levels.

However, this would not have been possible had we not been given the opportunity to present
this report. Therefore, we would like to express the deepest appreciation to our course
instructor, Ms. Tina Umnia Hossain, Assit. Professor, who has been a continuous source of
guidance throughout the report and has always been there to answer our quarries.
 Executive summary

The summery describes the history, mission, vision, purpose, and Sunsilk’s total brand and
how company manages these brands for segmentation, targeting, and positioning. This report
tells us that how company selects their segmentation, targeting and positioning strategy for a
specific product Sunsilk shampoo. This report tells that what are the pricing, promotion, and
packaging strategy of Sunsilk shampoo. It also mentions that what are the version of Sunsilk
shampoo launch into the market according to consumer need and evaluation.

What competitive strategies Sunsilk follows is also included in this report. Marketing
programs and promotional activities are clearly and briefly covered in this report. Another
vital element such as: market leader, market challenger and market follower are identified
clearly. Mind share, market share and heart share are also included here, which helps to
understand about consumer perception about the product.

Finally, in the end recommendations are given that what strategy should Sunsilk follow to
meet the strategies and market share of their competitors.
 Introduction:

Sunsilk is a hair care brand, primarily aimed at women, produced by the Unilever group.
Sunsilk is Unilever’s leading hair care brand, and ranks as one of the Anglo-Dutch
conglomerate's “billion dollar brands". Sunsilk shampoos, conditioners and other hair care
products are sold in 69 countries worldwide.

Sunsilk is sold under a variety of different names in markets around the world including
Elidor, Seda and Sedal. The brand is strongest in Asia, Latin America and the Middle East
and is the number one hair care brand in Brazil, Argentina, Bolivia, Sri Lanka and Thailand.

Key facts

 Number 1 in Asia, Latin America and the Middle East

 Sales of more than €1 billion a year.

 Selling in 80 countries.

 Also sold as Elidor, Hazeline, Seda and Sedal.

 Recent Awards: Holds the Guinness World Record for the most heads of hair washed
and styled in one day.          
Objective:

 To know about the Sunsilk.

 To know about the difficulties faced by the Sunsilk.

 To know about the growth strategies used by Sunsilk.

 To about the various promotional strategies of Sunsilk.

 To know about the 4 P’s of Sunsilk.

 Methodology

In order to reach in our destination or complete the report with proper and relevant
information we collected data from several sources. We collected data from both primary and
secondary section. In primary section we prepared a questionnaires relating with different
topics and making a general perception how people think about Sunsilk . In secondary
section, we collected information from internet, promotional materials, and articles.
 Background of the Company

Unilever is a multi-national corporation, formed of Anglo-Dutch parentage that owns many

of the world's consumer product brands in foods, beverages, cleaning agents and personal
care products. It was created in 1930 by the merger of British soap maker Lever Brothers and
Dutch margarine producer Margarine Unie. In the 1930s the business of Unilever grew and
new ventures were launched in Latin America. Since then Unilever has made tremendous
growth, going through economic crises like the First World War and the Great Depression.
Today the company is fully multinational with operating companies in over 100 countries,
employing about 179000 employees. With the onset of the 21st century, Unilever
implemented a strategy known as ‘Path to Growth’ to transform business and to launch their
Vitality mission.

With 400 brands spanning 14 categories of home, personal care and foods products, no other
company touches so many people's lives in so many different ways. 150 million times a day,
someone somewhere chooses a Unilever product. From feeding one’s family to keeping one’s
home clean and fresh, Unilever brands are part of everyday life.

Unilever’s mission is to add Vitality to life. It meets every day needs for nutrition; hygiene
and personal care with brands that help people look good, feel good and get more out of life.
 History of Sunsilk Shampoo

Launched in 1954, in the UK, Sunsilk had quickly become Unilever’s leading international
shampoo brand. By 1959, it was available in eighteen countries worldwide. In the 1980’s,
Pakistan had a largely under-developed market in terms of personal care products. The launch
of Sunsilk in 1983 introduced FMCG industry in Pakistan to redefine the lives of its people.

Sunsilk introduced in 1989 with three variants related to hair type endorsement of a hair
stylist was the first step in building the image of brand as health care expert. With the
competition of local and multinational companies due to rationalize of excise duties, Sunsilk
has not been able to take market share. To strengthen the brand UPL decided to prelaunch
Sunsilk premium range consisting of four variants in January 2000. Due to need of shampoo
for oily hair and dandruff unilever launch a new variant of Sunsilk having citrus extracts.

The range consists of Sunsilk:

Yellow Sunsilk with Bio Proteins from Vegetable Extracts:

Normal hair needs wholesome nourishment. New Sunsilk with Bio Protein extracted from
Vegetable milk has nutrients that deeply penetrate each hair strand, to nourish it leaving hair
strong and beautiful.
Black Sunsilk with Melanin from Plant Extracts:

Dull hair needs a rich black shine. New Sunsilk with Melanin extracted from plants serves this
purpose very effectively. It helps in the growth and retention of the black color of hair, giving it
a rich black shine.

Green Sunsilk with Fruitamins Vitamins from fruit Extracts:

Thin and limp hair needs extra body and volume. New Sunsilk with Fruitamins has natural
extracts from fruit that contains Vitamins. These vitamins help in giving extra body, shine and
amazing manageability to the thinning and lifeless hair.

Pink Sunsilk with yoghurt proteins:

Dry hair needs wholesome conditioning, extra shine and style.

New Sunsilk with yoghurt proteins makes the dry hair full of
life. Its especial ingredients moisturize each hair right to its tips
leaving it shiny and beautiful.

Orange Sunsilk with active nutrients from Citrus Extracts:

The advanced formula of orange Sunsilk is the result of the latest research. This shampoo is
especially designed for oily hair type that looks flat and greasy due to the excess of moisture.
New Sunsilk with active ingredients from citrus extracts cleans the excess oil off hair while its
nutrients deeply penetrate each hair strand to nourish it.
Point of parity (POP)

Points of parity are associations that are not necessarily unique to the brand but may in fact
be shared with other brands. For an offering to achieve a point of parity on a particular
attribute or benefit, a sufficient number of customers must believe the brand is “good
enough” on that dimension. Like others SUNSILK consists of such POPs:

Dream soft & Smooth

Stunning Black Shine
Lusciously Thick & Long
Anti-Dandruff Solution
Hair Fall Solution

Point of Difference (POD):

Points of difference are attributes or benefits consumers

strongly associate with a brand, positively evaluate, and believe
they could not find to the same extent with a competitive brand. With point of difference, the
brand must demonstrate clear superiority. For instance: Apple (design), Volvo (safety),
Energizer is the largest lasting battery.

We found that PODs for Sunsilk is Co-creation formula created by exprts. They came with
this idea to grab the market and to be superior in the market. From 2009 Sunsilk started
working with a number of professional hair "experts" to develop new and improved products.
Each hair “issue" variant links to an "expert”with the relevant specialist hair knowledge. For
example, Dr Francesca Fusco, a New York dermatologist, co-created a “hairfall” variant for
the brand. The lineup also includes: Jamal Hammadi for Black Shine, Rita Hazan for Vibrant
Colour, Teddy Charles for Plumped Up Volume, Thomas Taw for Damage Reconstruction,
Ouidad for Defined Curls and Yuko Yamashita (known for Japanese hair straightening) for
Perfect Straight.

Branding strategy:

The branding strategy for a firm reflects the number and nature of common and
distinctive brand elements applied to the different product sold by the firm. Branding strategy
involves deciding the nature of new and existing brand elements to be applied to new and
existing products.

Branding Decisions: Branding strategy is one of the most vital decisions taking by
marketers. It is a strategy, which brings lots of positive feedback for a firm. The first
branding decision is whether to develop a brand name for a product. Today, branding is
such a force that hardly anything goes unbranded.

Unilever follow individual name for setting brand name for their different products, such
as Sunsilk, Dove (Shampoo), Ponds, Fair & lovely, Dove for skin care. Unilever get a
major advantage of an individual name strategies that the company does not tie its
reputation to the products. So, if any brand fails or appears to have low quality, the
companies name or image is not hurt.

Brand Elements: Brand elements can play a number of brand building roles. Band
elements are those trademarkable devices that identify and differentiate the brand. Most
strong brands employ multiple brand elements. Marketers choose brand elements to
build as much brand equity as possible. Brand elements such as: memorable,
 meaningful, likable, adaptable and protect able. We describe those elements in short as
follows:

 Memorable: every consumers mind catches the brand name. Their marketing
programs set the brand name in consumers mind. Their short brand name such
as: Dove, ponds, Sunsilk etc are easily memorable.

 Meaningful: Every consumer has a clear meaning about Sunsilk. Consumer

thinks about Sunsilk as a product which solve their problem relating with hair.

 Likable: From our research we found that most of the people like the brand
verbally and visually.

 Protectable: The brand name is legally and competitively protectable. The

brand retain their trade mark rights and not generic.

 Adaptable: another fact which we saw in Sunsilk. Different pack size and
new formulas are easily accepted by the consumers.

Target market of Sunsilk:

The main target market of Sunsilk is females between the ages group 16-40 belonging to the
lower and middle income classes. But in their promotional activities, they cover the whole
market irrespective of these classes.

Sunsilk target its market on the basis of consumer buying behavior, income level, and
purchasing power of people. For which quantity of the product can be changed according to
the income and purchasing power of the consumers as in case of Sunsilk 120ml and 5ml
packs are also available to target low income groups.
 Identifying competitors

Pure competition: Sunsilk

VS
exists in the pure competition.

Analyzing competitors: The new Sunsilk shampoo aims to fulfilling the need of its target
market by offering a high quality, assessment of concept in term of acceptability, credibility,
and perceived benefits that it offers a healthy choice shampoo alternative to target customer.

Classes of competitors:

In urban areas, Sunsilk is acting as a market challenger against Head & Shoulder. Sunsilk
has got the advantage of keeping their prices lower than Head & Shoulder shampoos but
Head & Shoulder has captured a bigger share of the market due to its intense promotional
activities.

Competitor review:

The major competitor of Sunsilk in rural areas is BIO AMLA and in urban areas Sunsilk
mainly cutthroat of Head & Shoulder. The main advantage of BIO Amla is herbal
composition, low prices, which attract rural market but in term of quality they are far behind
Sunsilk shampoo. In urban areas Sunsilk acting market challenge with Head & Shoulder.
Sunsilk has got the advantage of keeping their prices lower than P&G but P&G has captured
a large market share due to its intense promotional activities. Generally, Cute work as a
market follower as it doesn’t go for any innovative action.

Market share: Sunsilk as a market competitor, they are steadily gaining market share. At
present market situation, they capture 34% of total market share.

Figure: Market Share

Mind Share: to buy a shampoo rational consumers firstly think about Sunsilk due to the
promotional strategies of Sunsilk. So that Sunsilk rapidly increase their mind share.

Figure: Mind Share

Heart Share: Due to reach product and marketing attributes & features Sunsilk’s mind share
in total competitive market is higher than any other brand. Consumer would like to choose
Sunsilk as their first choice.

Figure: Heart Share

Competitive Strategies for Sunsilk

Defining the strategic objective:

The Sunsilk Shampoo aims at fulfilling the needs of its target market by offering a high
quality, assessment of the concept in terms of its acceptability, credibility and perceived
benefits, that it offers a healthy choice shampoo alternative to the targeted consumer. The
theme of the product shall be anchored around the motto.

Expanding the total market:

Sunsilk is very sensitive to increase its market. It’s sometime very challenging for a firm to
expand its total market. Sunsilk basically wishes to increase new customer and more usage.
New customers: Sunsilk trying to attract buyers who are unaware of the product or who are
resisting it because lack of such features. Sunsilk using market penetration strategy, new
market segment strategy and geographical expansion strategy for searching new consumers.
Very attractive advertising and other propositional activities perform a vital role in this case.

More usage: Sunsilk recently increase the amount, level and frequency of consumption. It
also improves packaging and redesigns the product. It offers larger package sizes and makes
the product more available. They emphasize more on marketing program, which inform the
consumer about the brand and it frequently develops the product which also spurs new uses.

Choosing General Strategy:

1. Flank Attack: Sunsilk can follow segmental strategy. In market Head & shoulders
targeting mainly high and middle class people but big portion in lower class consumer
could not adopt their product. So, Sunslik targeting the lower class, who have lower
income and launch new product at a lower price.
2. Frontal Attack: Sunsilk can launch new shampoo combining conditioner, anti-
dandruff, and shinning in a one product as follow as Head & Shoulders.
3. Bypass Attack: Sunsilk can introduce anti-dandruff shampoo and provide an extra
conditioner in a package.
 Communication Tools of Sunsilk

There a number of ways to advertise both local and global brands in the market. Some of the
very common means through which advertisement is done include:

Electronics Media:

Electronic Media has been the major factor in determining the global
success of Sunsilk. In today’s world where an average middle class
individual has access to 30 to 40 channels through the cable minimum, he
has the ability to view different types of advertisement just flipping the
channels. Thus the consumer of today is so well posted on the fact that
whenever a new product is launched, is it in the United Kingdom or in the
United States, a consumer living in Asia would be well aware of the features of the products
and he would know who the company is targeting.

Print Media: Print Media advertisement is one of the

common ways of advertising. The print media including
the magazines, newspapers and brochures are relied upon
a lot. In print media, the importance of placing the
advertisement plays an imperative part in increasing the
sales of the product.

Billboards:
Billboards have become one of the most influencing ways to advertise in our world.
Everyone can see a whole advertisement like you watch on your own televisions or the type
of moving and animated type of advertisements that you can see on the billboards happen
to be very much in fashion.
Sunsilk also has nearly all of its products on the
billboards when either it’s launching a new ad, coming
up with price promotions or re launching any product.
These ads seem to be appearing all the time, which is really good for the company, as they
are easily attracting the customers in every possible manner.

Giving out free Samples:

When the new Sunsilk Black was introduced, what the company did was, to create awareness
amongst the youth they went to schools and colleges and distributed free samples of the
products and gave out little brochures which told the qualities that the product had and the
proper method of getting a black and shiny hair look.

Advertising Alliance:
AOL Time Warner and Unilever announced their multi-
million dollar advertising alliance. AOL Time Warner, the
world's largest advertiser, announced a multi-million dollar
enhanced cross-platform advertising and marketing partnership
under which AOL Time Warner will bring Unilever's wide array
of leading consumer product brands to millions of consumers through innovative marketing
campaigns across AOL Time Warner's broad range of online, on-air and print media in 2002.
 Recommendation

1. The Sunsilk is a global company and each country has own culture, so Sunsilk should
drive according to local preferences and needs because it is really necessary in today
economic crisis to capture huge market share. Sunsilk can arise and ensure social
responsibility in the society, so they would establish themselves in customer mind and
customer would be loyal about Sunsilk. To ensure social responsibility and
highlighting benefits they provide Sunsilk can raise their revenue. Sunsilk must focus
on social responsibility, to maintain image among customers, mainly advertisement
covers huge expenses of Sunsilk, but we recommend them to cut their advertisement
expenditures, in the economic crisis and should more focus on social responsibility.
To ensure social responsibility and highlighting benefits they provide Sunsilk can
raise their revenue.

Figure: Sales revenue and social responsibility

2. People are familiar with Sunsilk, however they are not interested in whether it is a unilever
product or not. Through extensive marketing methods unilever should make people aware of
the fact that it is a Unilever Product and not just any product so that the brand loyalty
increases and people purchase its product due to its brand name and not just the product
name.
 Conclusion

Sunsilk has huge potential of rural market 72% of total population but not yet develop a
successful strategy to penetrate this market. The success of Sunsilk emulated which captured
the rural market by two strategies- Develop strong distribution structure and Adopting
packaging and pricing. Sunsilk increase buying of raw material so that it does not have to
suffer devolution and continuously increase in tariff rates. They introduced a smaller 100mi
pack of Sunsilk in order to capture lower income segment. Sunsilk enter into web marketing.
They should increase frequencies of advertising by electronic and print media. They should
introduce 2 in 1 shampoo plus conditioner which demand huge potential market.

Finally, taking every thing in account we can say that if Sunsilk emphasize more on social
responsibility and create more attractive marketing programs, they can grab huge number of
customers.
 Annexure

 www.unilever.com

 www.unilever.com.pk
 www.millwardbrown.com
 www.google.com
 www.wikipedia.com
 www.ac.com
 Unilever financial statement 2007-08
 www.scribd.com
 www.slideshare.net
 www.tractionplatform.com