Marketing Strategy Tender Care Diaper
Marketing Strategy Tender Care Diaper
Analysis of case study
Tender care diaper
Suggested Strategy-Diaper Rash Strategy
Break even analysis of the three strategy
Diaper Rash strategy
No of Doctor and Nurses in USA
400,000
No of Doctor and Nurses in California
11%*400000
44000
Mailing List($60/1000)
2640
Cost to print and mail a broucher cover letter and post card($250/1000)
11000
Sample Diaper $400/1000
17600
Demonstration Cost $6 Per 2.5 doctor
105600
Convention and advertisement
30,000
Total Fixed cost
166,840
Contribution margin per diaper- .09 cents
Break even Quantity- TFC/Contribution margin
=166840/.09 =1853777 diaper
=1.8mn
Total California Market
No of Kids in California
1.21mn
No of diaper used daily per child
Total No of Diaper daily
4.84mn diaper daily
Depend upon the time of launch of the product we can also calculate the market share require to break even.
The special Occasion strategy
No of House hold in California 11% 900,000
990,000
No of Organisation in California 11% *30000
3300
Mailing Cost $50/1000
49665
$250,000 in Baby magazine
250000
$500000 in Direct mail
500,000
Total Cost
799665
Contribution Margin per diaper – .06cents per diaper
Break even quantity- 799665/.06=13327750
=13.2mn
Head on strategy
Since we don’t have adequate data regarding the amount of money spend on each of the media like television/magazine /other media except the ratio which is 60:30:10
So we are assuming that they have to spend at least half of what the other major player are spending in the market
As per the case study P&G spend annually $40mn in advertisement and Kimberly spend $19Mn in advertisement
From a safe side even if we consider Kimberly figure for California market it comes to $2.09mn
If RMM want to spend half of it it would be approximately $1Mn
So breakeven quantity for RMM in head on strategy= $10,00000/.03=33.33mn diaper
Benefits and drawbacks of each of the strategy
The benefit and drawback of each strategy has been evaluated on the basis of following Constraints
Capital-Although stock issue will help them to raise the capital but they will use California market as pilot sales market to make maximum use of investors fund and minimize risk
Risk- The Tender Care Diaper will form the platform for all future new product offering and failure In this case will jeopardize their strategy and will force them to change their strategy
Time-The products need to be launched as early as possible to give RMM the first mover advantage and to capitalize on maximum revenue generation potential
Competition-Depending upon the strategy Tender Care Diaper has to compete with directly or indirectly with the established player like P&G and Kimberly
FDA Approval- depending upon the strategy RMM is opting FDA approval will prove to be hindrance to the marketing plan
Benefit and Draw back of each strategy-
Diaper