John & John Case

Topics: Marketing, Wal-Mart, Retailing Pages: 2 (585 words) Published: December 2, 2012
I. Problem:
The major issue that Johnson& Johnson (J&J) faces with its face powder is that despite the product’s innovation, a toiletry design and confidence in potential customers, it positions its product line as a cheap skin refresher by using supermarkets as main distributing channels and setting the price range of product cheaper compared to that of competitors sold in department stores, which damages its brand and profits. In order to ensure that J&J makes a success in launching new brand category product with profits, it needs to develop a marketing strategy to make more profits by changing its distribution channels, the price range higher and targeted customers under the toiletry concept.

II. Alternatives:

1) Position as a premium refresher through department stores channels + Raise awareness of a new product as a premium brand by severing relation with baby powder + Higher margin and potential to raise prices above original margins + Successful upper and middle level customers targeting with high value brand and synergy with J&J brand - High price and little difference with cosmetics may be unattractive to teen and young adults - Fierce Competition with current face powders sold (ex: Angel Face) in the department stores - Losing opportunity to use established strong distribution strength in supermarket channels

2) Position as a premium refresh for both young female and adults through department stores + Enlarging market by targeting both teen and young adults and older female, including mothers + Less pressure from mother’s opposed to their daughter’s using cosmetic face powder from compacts + End user’s enhanced purchasing power resulting from targeting older females - Young customer’s alienation from the product due to their tendency not sharing with old generations - More designs and functions for satisfying different kinds of customers in terms of age - Unpromising forecast about current cosmetic user’s...
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