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Dr Amit Rangnekar
www.dramitrangnekar.com
Case Learnings
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Paras Pharma
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Paras Pharma
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Paras Portfolio
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Pain
Cold
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Skin
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PositioningA
of top brands- as Multipurpose
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products
Gap Analysis
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Multipurpose focus
Headache
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Joint Pain
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Back
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Muscle
Pain
Moov
NPL 1986
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Feminine
D colour to appeal to Indian women
Lami-tube with a carton
Research findings
13% Indian homes use 'Rubs' or
'Balms'
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Moov Strategy
GI
Cough/Cold/Allerg
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Pain
Skin
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Lifestyl
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Moov- Rationale
Vision- presence in every Indian home, as a womans true
friend
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Promotion
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1997- Consolidation
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One woman's brand conviction
converts another to
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'Aah se aha tak',
('from pain to relief)
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Communication- slice-of-life situations
process
Promotion
1999- Research on the Indian housewife- deepen understanding
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society
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2001
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Dramatised housewifes tireless
commitment towards her highly
dependent family
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cision-maker in
old.
Established
as
the backacheMoov
specialist and
sawa
an upswing
ul times,
st everyone at
d on this insight,
o men, as well.
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The communication
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Page 2
Blockbusters 2002
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Impact
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Exports to 20 countries, 40X NMS e
growth
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2002, Paras A/S 28% - Rs 34
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crore on sales of Rs
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190 crore
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2002
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users as women often tolerated backaches
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Strategy- link communication
to relief & rest,
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encourage consumers
to use Moov often
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Make Moov
a regular habit
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Research- infrequent usage among current
Brand laddering
Abstract
Competent
Housewife
Emotional
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Trust &
dependence
Functional
Back pain
relief
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Moov makes me a
better housewife
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I keep my family
happy, thanks to
Moov
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2007
1- Minute, Moov ki Maalish
From relief to preventive relief
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Moov N&S 15gm gel @Rs 35, 30gm @Rs 67, 35 gm Spray @
Rs 65
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2009
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active haldi & 10 other natural ingredients
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Positioned for 'Cough during
cold' or 'sardi waali
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khaansi
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2 SKUs - 60 m
ml for Rs 32.00, 100 ml for Rs 48.00
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2010-11 NPL
2010 Moov Heat Belt
50+ chronic & severe
backache sufferers
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Print Ads
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Price Points
Paras
Gm
Pack
MRP
25
Cream
36
50
Cream
65
80
Amrutanjan
Amrutanjan
Cream
65
Balm
20
Balm
37
Balm
50
45
Balm
60
10
Cream
20
50
Cream
60
10
Balm
24
30
Balm
60
30
Cream
69
55ml
Spray
109
Balm
22
18
Balm
38
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25
35
Iodex
Zandu
Volini
Tiger
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GSK
Emami
Ranbaxy
Elder
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105
35
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Spray
Place
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3000 stockists
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750
salesmen
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ti 10,00,000 retailers
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Exports 40 countries
Brand Extensions
Line Extensions
50gm Family
pack
25gm Regular pack
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15 gm Upgraders pack
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5 gm Economy
pack
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Spray
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Brand
Extensions
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Heat Belt
Gel
Moov Sales Rs Cr
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Positioning rationale
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Focus on key segment- Positioned as back pain reliever, not for general pain
Central benefit- relief from backaches, demonstrable evidence, emotional
connect
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Brand strategy
Brand
identityReliable family
friend
Brand
imageback pain
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Perceptionback pain
specialist
Positionback pain
relief
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Functional
VP- relief
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Quotes
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OTC medicine marketers
like Paras enjoy
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higher profitability
margins: 15-18%
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compared to about 8-10% in ethical drugs
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Dabur Executive
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Failures
Stopache cream balm
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Brand management
learnings
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References
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Reckitt Benckiser to buy Paras Pharma for $726 million Michael Erman & Sumeet Chatterjee/Reuters
13Dec10
Actis raises stake in Paras Pharma, to appoint new CEOS Kalyana Ramanathan & Harit Mehta /
Chennai/AhmedabadMarch 31, 2008
www.paraspharma.com
Mudra's 'Moov' to counter that pain in the neck Arcopol Chaudhuri on Aug 20, 2009, Advertising, India
Savia Jane Pinto, afaqs!, Mumbai, September 29,Sequoia invests $12 mn in Paras Pharma
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