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Hips Feel GoodDove's Campaign for Real BeautyDurian, Inc. SyndicateLa Ode Arief Akbar - Ryan Koesuma - Wahyu KumoroBrand StrategyUnilever Brand StrategyThen World¶s largest producer but lacked a unified global identity. Brands managed in a decentralized fashion Years of slow performance Lack of sound corporate strategy Numerous low-volume brands Small global presence compared to competition Mediocre performance in emerging markets An initiative to create an overall umb
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Hips Feel GoodDove's Campaign for Real Beauty
Durian, Inc. SyndicateLa Ode Arief Akbar - Ryan Koesuma - Wahyu Kumoro
Brand Strategy
Unilever Brand StrategyThen Now
• World’s largest producer but lacked a unified global identity.
• Brands managed in a decentralized fashion
• Years of slow performance
• Lack of sound corporate strategy
• Numerous low-volume brands
• Small global presence compared to competition
• Mediocre performance in emerging markets
• Reduce portfolio to 400 “core” brands
• Path to growth Initiative (brand building and brand development – separate functions)
• Concentrate on product innovation to fuel internal growth
• An initiative to create an overall umbrella brand across all Unilever’s brands
Unilever Brand Strategy
Problems
• Global decentralization brought problems of control.• Unilever lacked a global identity.• Product categories had checkered identities.
Embarked on a 5 year strategic initiative “Path to Growth”:
• Narrowing from 1600 brands down to 400.• Selected “Masterbrands”, mandate to serve as umbrella
identities over a range of product forms.• Global brand unit for each “Masterbrand”.
Unilever Brand Strategy
Objective: Bring top of the mind awareness
Strategy: Use advertising that connects with consumer needs
• Let the consumer know more about the product’s uses• Shifted from an out-and-out house of brands to endorsing all its products
linked to its corporate logo.• Converged the marketing of disparate arms due of the lack of brand
recognition.• Dove's extension into deodorant - long-term strategy built to set global
"master" brands.• In 2005, developed a Brand Imprint to help Lifebuoy, Pepsodent, Close Up
develop their social missions.• Since 2002, became more visible to shoppers, with corporate logo
appearing on the back of all our product packs.
Masterbrand: Dove“If you are not crystal clear what the brand’s mission is, you cannot control what happens when people amplify it. Everyone working on Dove knows these words by heart. They know that the mission statement does not say Dove is about women feeling more beautiful, but that Dove is about more women feeling beautiful. Our notion of beauty is not elitist. It is celebratory, inclusive, and democratic.”
- Philippe Harousseau, Unilever VP Brand Development
“For too long, beauty has been defined by narrow, stifling stereotypes. Women have told us it's time to change all that. Dove agrees. We believe real beauty comes in many shapes, sizes and ages. That is why Dove is launching the Campaign for Real Beauty.”
- campaignforrealbeauty.com
Masterbrand: DoveHistory of Dove:
• 1940’s – Formula for Dove Bar (Mild Soap)
• 1950’s – Refined to original Dove Beauty Bar
• 1960’s – Launched in the market
• 1970’s – Popularity Increased as a milder soap
• 1980’s – Leading brand recommended by Physicians
• 1990’s – Dove beauty wash successfully launched
• 1995 - 2001 – Extension of Dove’s range of products
Masterbrand: Dove
Problems
• Declining Sales, lost in crowded market
• Increased competition (L'oreal, Olay, P&G, Nivea, Johnson & Johnson)
• Resulting advertising clutter
• Stagnation in one or two categories, In spite of increase in product range
• Need for Brand Positioning, evolve brand image without losing their existing customer base
Market Research:Consumer Insight
Only 2% described themselves as beautiful
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
47% said they were overweight, trend increases with age
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
68% believed that the unrealistic standard of beauty set by the media would never be achieved
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
75% wished that media would portray more diverse measure of physical attractiveness
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
79% said that beauty could be achieved through non-physical apperance
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
48% strongly agree with: "When I feel less beautiful, I feel worse about myself in general."
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
45% believed that beautiful women have greater opportunities in life
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
26% have considered plastic surgery (54% in Brazil)
Research Study - "The Real Truth about Beauty: A Global Report" (2004)
Brand Values, Positioning, and Communication Objectives
Dove's Brand & Communication Strategy
Importance of situational influences, emphasis from product-related variables to consumer-related variables Brand Audit in 2003:Product benefit: natural ingredients, moisturizing performanceEmotional benefit: dated and old-fashioned
Focus: Self-Esteem, Feel Good
Objectives:• Increase market share through improvement of the brand image• Develop an outstanding marketing campaign• Retain the functional strengths of the brand• Engage customers and differentiate from other competitors
Dove's Target Market
• Target group was women aged 30-39
• These women had not yet used skin-firming products but were starting to reach the age where wrinkles and cellulite
• This group also likely has young daughters, for whom self-esteem issues are a real concern for their mothers
• Dove also incorporated self-esteem building tools for young girls
Dove's Brand Equity & Development
Much affliation and attachment, creates patronage
(Dove Self-esteem Fund)
Women love and trust the dove brand, use the brand to develop self-esteem
Mild, moisturizing, 1/4 cleansing cream
World No. 1 Cleasing Brand. Has depth and breath in the market
Dove's PoP & PoD
"Beauty. It's not about glamour or fame. It's about every woman and the beauty in each of us. That's what Dove is all about. And that's why more women trust their skin to Dove."
PoP: Cleanses, Mild Soap, Moisturizer
PoD: "It's not about glamour of fame", "True beauty could be found in many forms, sizes and ages", "real" women for ads, emphasis on the ethical aspect of beauty, "self-confidence" moral aspect, emotional ties
Dove Brand PositioningWhy?
Won't dry out skin like soapWould emphasis on the ethical
aspect of beauty
For Whom?Women aged 30-39
Had not yet used skin-firming products with wrinkles and cellulite
problems
What?Hair care: Shampoo, Spray and Gel
Skin Care: Soap and MoisturizerDeodorants
CompetitorsL'Oreal
Oil of OlayJohnson and Johnson
The Body ShopNivea
Dove's Positioning in 1950s
Product• First Dove product at Beauty Bar - Launched in 1957• It claimed not to dry out the skin the way soap did• Technically not soap at all, formula came from military research• Feature: 1/4 Cleansing Cream• Benefit: Won't dry out skin like soap
Marketing and Advertising• Blend of marketing communication tools: TV, print media and billboards• "Dove soap doesn't dry your skin because it is one quarter cleansing cream"• Used natural looking women to convey the benefits of the product
Outcome• As a result of Dove positioning itself as being in the beauty Industry and
focusing on functional benefits as well as a successful marketing mix • Dove became one of the America’s most recognizable brand icons
Dove's Early Print Ads
1960s
1970s
1980s
Dove's Positioning in 2006
Product• Hair care: Shampoo, Spray and Gel• Skin Care: Soap and Moisturizer• Deodorants
Real Beauty and Self Esteem Campaign• Appealed to aesthetic needs of the consumers• Did not focus on functional benefits, but on need to feel good• Used oversized models, elderly women to convey the message
Outcome• Shift from broadcast media to digital media, YouTube & Blogs• Film “evolution” viewed by 3 million visitors in 3 months• Marketing communications gave Dove a wide exposure
Brand Communication Campaign, Modes, Implementation and
Measurement
Dove's Communication Campaign• April 2004 launched “DOVE FIRMING LOTION”
o Ads named as “LETS CELEBRATE CURVES”
• Sept 2004 launched "GLOBAL CAMPAIGN"o It was renamed as “CAMPAIGN FOR REAL BEAUTY” (CFRB)
"[...] to make more women feel beautiful every day, by widening today's stereotypical view of beauty and inspiring women to take great care of themselves."
Core Message: "No models -- but firm curves"
CFRB - ATL: Billboard
source: http://www.nytimes.com/imagepages/2008/07/07/business/07doveA.ready.html
CFRB - ATL: Magazine
source: www.thirdwayblog.com
CFRB - ATL: TV Commercial
CFRB - ATL: Web Ads
CFRB - ATL Results: Newspaper
source: www.uncivilsociety.org
CFRB - ATL: Dove Super Bowl Video Ad• Target: 8-17 years old girls• Reason: Address eating disorder in target age, directly
linked to low self-esteem• Objective: How to make a difference in how girls felt about
themselves• Campaign Association: Dove Self-Esteem Fund
Video source: http://www.stupidvideos.com/video/superbowl_xl/Superbowl_06_Dove_Self_Esteem/
CFRB - PR: The Dove Self-Esteem Fund
CFRB - PR: Uniquely ME! Program
• Target: 8-14 years old girls• Objective: Help build self-confidence• Partner: U.S. Girl Scout troops• Campaign Association: Dove Self-Esteem Fund
CFRB - BTL: Interactive WebsiteOBJECTIVE: Amplify Engagement & PR
Views:• User-generated content, discussion boards
News and Information:• Films, quotes, press reaction to campaign, survey quotes
Campaign:• Audience shown how advertising developed
Fund raising / The Dove Self-Esteem Fund:• Objective: to boost esteem of 5M females• International body of experts
No products were featured
Results• Genuine debate and participation• 700% uplift in sales following initial campaign• Good PR
CFRB - BTL: Interactive Website
Market Segment:• Young mother• Teenagers
CFRB - BTL: Interactive Website
Vote Models for Local Billboards
CFRB - BTL: Interactive Website
Building Knowledge on Self-esteem
CFRB - BTL: Interactive Website
The Dove Self-Esteem Fund
CFRB - BTL: Interactive Website
The Dove Self-Esteem Fund
Measurements & ResultMilward Brown's Brand Audit (2005):• Attributes: "Open", "Active", "Self-Confident", "Fun", "Energetic", "Confident"
Results:• Reached premium segment• 800 newspaper and magazine articles• Market share increased in six European core markets from 7.4% (2003) to
13.5% (2004)• 4000 visitors to website everyday• Sales of firming lotion in UK rose by 700%• Sales in the US went up by 11.4%• Total Sales for the Dove Brand rose 6%• Number of visitors to website increased by 200%• Grand EFFIE award for advertising effectiveness• Positive response from the masses
CFRB - Activation: Dove 'Evolution' movie
Video source: http://www.vimeo.com/15858539
CFRB - Activation: Dove 'Evolution' movie
The ‘Evolution’ movie was created on demand of Unilever Canada and posted on YouTube by its creator Ogilvy & Mather Toronto 6th of October 2006.
Target MarketPrimary: Women 30-39Secondary: Girls & Teenagers
Objective• Further engagement and differentiation with competitors• Touch the lives of 70,000 girls in Canada towards the global objective of touching over
1,000,000 girls by 2008 over the world (achieved in 2 months)• To do so in a meaningful way by providing tools, resources, educational materials that
can make a real and lasting difference• Drive mass awareness of the workshops and available materials, reaching Canadian
women through viral email blasts, word of mouth, on-line advertising and PR.
ModesSocial Media (Youtube) and WoM
CFRB - Activation: Dove 'Evolution' movie
Implementation:• Besides being posted on YouTube, an e-mail with a link to the movie was sent to
460,000 people in Canada, • Followed by targeted e-mails to 15,000 women who attended a DSEF workshop. • An online media plan focusing on woman’s websites supported the launch of the
movie.• A targeted PR and Media campaign was developed to coincide with LA Fashion
Week to maximize share of conversation for the campaign.• Press releases, a DVD with the ‘Evolution’ movie as part of the goodie bag ...
generated mass PR coverage (e.g. publication in several talk shows, television programmes, newspapers and magazines)
Results:• 7,990,801 views on YouTube upload, more than 30,000 testimonials about ‘real
beauty’ on the campaign website • 68,905 search results for “Dove Evolution” on blogsearch.google.com• The movie is launched in more than 40 countries• The winner of two Grand Prix and one Epica D'Or awards - Cannes Lions
International Advertising Festival• Sat of a “evolution-frenzy” online, including numerous videos
CFRB - Activation: Dove 'Evolution' movie
• The movie shows a sequenced photo shoot of a female average-looking model done by professionals, this including the styling, make-up, the shoot itself, and the additional retouching done by computer.
• The goal of the film was to show the truth about the advertising media, and how they distort our perception of natural beauty.
• Uses the existing social networks as distribution base.
• Relies on the word-of-mouth principle, where the receiving audience will either distribute the message by conversation, or social media networking.
CFRB - Activation: Dove 'Evolution' movie
CFRB - Activation:Dove 'Evolution' movie - Measurement
Source: InSites Consulting
CFRB - Activation:Dove 'Evolution' movie - Measurement
Source: InSites Consulting
CFRB - Activation:Dove 'Evolution' movie - Measurement
Source: InSites Consulting
CFRB - Activation:Dove 'Evolution' movie - Measurement
Source: InSites Consulting
Web Site Views and Demographics
source: www.alexa.com
Superbowl 2006 Ad
Evolution Movie
Google Searches
Adjustment Input:Dove's Campaign SWOT Analysis
Strength
Unconventional strategy& effective advertising
High Level of Emotional Engagement
Weakness
Women featured are comparatively slim
Use of idealized images in other brands under the same flagship/Contradictory in
nature (with Unilever's Axe)
Opportunities
Target male customers
Cross-culture advertising throughout the globe
Threat
Risk of being a brand for “fat girls”Copied by the competitors / PoP
thanks for attention
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