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1、,Kotex A Challengers Campaign,Kotex Soft-Dri Launch,Kotex was launched in Beijing in 1996. Whisper had been very active and overwhelming in communication. Consumers in the premium segment had strong preference to Whisper. Whisper is regarded as the standard for the category with premium and innovati
2、ve image. At the time J&Js Carefree had just launched.,Kotex Strategy,Opportunities From times of consumer U&A studies, we found there existing a segment of consumers which we called “Mixed Users” Mixed Users: use premium, high performance product, i.e. Whisper in heavy flow days, and use value bran
3、ds such as C&B or Anle in light days. The Mixed User is a transition segment in consumers upgrading process. This group is expanding rapidly and will become the biggest segment of urban consumers. If we can win this group of women, Kotex has good opportunity to grow.,Market Segmentation (1995),Marke
4、t Trend,- This upgrading movement is driven by consumer needs for better feminine protection as well as by their income improvement. - The base of premium group is now the smallest because of its high price, however it is the direction of the category development. - Mixed users will become the major
5、ity in neat future by attracting low-end-brand users.,Where Are Kotexs Opportunities,There are three possible opportunities where Kotex can cut into this market: A. C&B user upgrade to mixed user Kotex & C&B B. Mixed user of Whisper & C&B switch to Kotex C. Whisper sole user switch to Kotex,Kotex St
6、rategy (Contd),Consumer Needs They are very critical to the protection performance in the heavy flow days. They are outgoing career women and they wont let the period be a obstacle to their success. Our product Kotex has Prism - the blue transfer layer, it can pull fluid away from the surface quickl
7、y and absorb adequately therefore prevent side leakage.,Kotex Strategy (Contd),Consumer Promise Kotex with the magic Blue Strip, offers you a new level of protection, a feeling of security you never experienced. Creative Idea The core idea of “2nd Day” emerged in our IPT focus groups. This is an emi
8、nent idea that accurately catches our targets concern for security protection in their heavy flow days. “With Kotex I can perform my life perfectly even in the “2nd Day” of my period.”,Brand Platform of Kotex,Brand benefits Emotional benefits: Kotex is about the aspiration to contemporary Western ro
9、le models portrayed by Chinese women. Kotex acknowledges womens freedom to be self-expressive. Kotex helps them to be perfect in their career life. Physical benefits: Dependable security when most needed. Functional supports: Innovative protection features,Consumers Insight I am seeking perfect perf
10、ormance at all times. My period should never be an issue in comparison with other challenges in my life. I use the best product so that I wont have any concern to my period. Brand Personality Competent, Aggressive, Positive, Active,Brand Platform of Kotex,Product-Brand-Consumer Connection,A confiden
11、t woman is always the focus of people,Brand Platform of Kotex,Brand Print In the world of Kotex, women are full of confidence because they have reassurance to continue with their daily lives. Womanhood to them is a reward rather than an obstacle for pursuing an active life. Kotex women are shinning
12、characters, admired, appreciated and followed by their peers. They are active, outgoing, and have a positive attitude towards life. This attitude is infectious to others around her.,Brand Platform of Kotex,Kotex Soft-Dri Launch 45sec (Cellist),VO: Even my best friend has not noticed this is my secon
13、d day Because the new Kotex has added the magic one-way diffusion layer Even for heavy flow of the second day, Kotex can fully absorb and lock fluid deep inside the pad with no side leakage This is Kotexs secret of safety. The second day with heavy flow all counts on Kotex Tagline: Try Kotex, it is
14、really secure,Results,The Link Test The execution succeeded in achieving the advertising objectives of communicating the product benefits of Kotex. The product benefit/message received by target audience: Safety/Security 73% Kotex absorbs completely 56% Prevents side leakage 52% Good for heavy days
15、49% Has a one-way diffusing layer 34%,Results (Contd),Tracking Studies Results (launching campaign in May, 96) 1st (June, 96) 2nd (Sept. 96) Un-aided brand awareness 11.9% 44.6% Aided brand awareness 47% 70.6% Un-aided TVC awareness 10.3% 21.1% Aided TVC awareness 52% 70% Brand association 26.8% 45.
16、8% Preference 34.4% 53.3% Purchase intention 26.2% 42.5%,Kotex Soft-Dri Night Wing Ad Campaign,Kotexs TVCfor Night Wing product was first aired in April, 97 Concurrent with the Night Wing launch, a promotion of “Buy Kotex, get pictures” was conducted from Mar to May, with support of print ad and ann
17、ouncement by supers on TVC, consumer leaflets and counter stands in stores . The promotion is very successful with over 4,000 responses in Beijing. By June 1, Nightwing awareness in Beijing reached 37.5%.,Continue “2nd Day” as the Creative Core Idea for Nightwing Advertising,With the maximum protect
18、ion of Kotex Nightwing, you can carry on your life perfectly - the “Second Night” is just like any other night. Support: - The longest pad that prevents leakage, maximums night protection. - Better than the normal pads or competitive pads. - Transfer layer gives extra absorbency,Kotex Night Wing “Fr
19、iends“ 97,Host: Come, and have some coffee. Guest: Well, you are still keeping this photo. Host: To remember the time that I let you win the first. Guest: Woo, its so late! Host: Dont go, stay overnight. Guest: Well, Id love to but I really have to go. Host: Oh. It is the “second night!” Host: Dont
20、worry, we have Kotex! Host: In your second night, this pad is not longer enough.Kotex Night Wing is 2.7cm longer. Its extra-long design prevents back flow, and provides complete security. Guest: Today is your second day? Host: Try Kotex. Its really secure!,The “2nd Day” Campaigns achieved Good Resul
21、ts:,Up to June 97, brand awareness for Kotex in Beijing was 81%, just below C&B(95.0%), Whisper(97.5%) and higher than other brands (Carefree 37.5%, Laurier 16.5%) which were launched earlier than Kotex. The percentage of used most often went up from 4.0% in April to 7.5% in July 97.,The success of
22、C&B and Carefrees pantiliner launch showed great opportunity in this segment. Kotex intended to launch in mid 98 a superior product and to won leading position among premium brands. “Freshness“ is the key consumer drive for liner, and “Everyday Freshness“ is the key claim of all brands. The creative
23、 idea is to won “bathrobe“ as a symbol for “freshness“ in an unique and impactful way.,Kotex Pantiliner Ad Campaign,Bathrobe (Pantiliner) 98,FVO: Hey, thats me. Im not really wearing a bathrobe, its only feeling. Its the feeling of shower freshness that you bring along with you all the time. This fe
24、eling comes from the new Kotex Pantiliner, It has soft piece, the touch feeling is quite like cotton. It also has body form curve, Not only fresh, but also comfortable. The feeling is so good! Shower freshness bring along with you Kotex Pantiliner. Super: Shower freshness you bring along with you,Ov
25、erall Brand Performance,Due to corporate investment policies, Kotex had very limited investment for the resent 2 years Its product features have little improvement since launch. Meanwhile all key competitors have been very active introducing product improvements and new product forms. Kotex, however, has kept a steady market share of 5-6%. Tracking studies show that the communcation has helped in building a solid loyal consumer base for Kotex.,