marketing strategy of titan watches1
TRANSCRIPT
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MARKETING STRATEGY OF TITAN WATCHES
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MARKETING STRATEGY OF TITAN WATCHES
TITAN WATCHES
• Started in 1987
• Joint-venture between TATA and TIDCO
• Quartz watches
• Market leader
• Most admired brand for many years
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MARKETING STRATEGY OF TITAN WATCHES
Marketing environment
• In 1987
• HMT, the undisputed leader
• Synonymous with watches
• Established player
• PSU
• Leader in mechanical watches
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MARKETING STRATEGY OF TITAN WATCHES
PEST factors
• Political
• Economical
• Social
• Technological
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MARKETING STRATEGY OF TITAN WATCHES
Political
• Stable government
• Tinges of liberalization
• Government had started allowing foreign brands to enter Indian market
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MARKETING STRATEGY OF TITAN WATCHES
Economic
• GDP growth rate was close to 3%
• Inflation rates stable but higher
• Protected economy
• Still highly regulated
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MARKETING STRATEGY OF TITAN WATCHES
Social• Changes in lifestyle• Select exposure to MNC brands• Entry of Honda, Kawasaki• Indians highly patronizing foreign brands• Grey market• Burma Bazaar’s• Increasing aspirations• Good quality/foreign brands bought
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MARKETING STRATEGY OF TITAN WATCHES
Technological
• Better technological practices
• Quartz watches was the future
• Traditional mechanical watches
• Increasing preference for better technological products
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MARKETING STRATEGY OF TITAN WATCHES
COMPETITIVE ENVIRONMENT• HMT undisputed leader• Complacent• Changing worldwide trends• Preference for quartz• Declining market for mechanical watches• Indian consumers increasingly exposed to
foreign brands through grey markets
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MARKETING STRATEGY OF TITAN WATCHES
TITAN’s assessment• Absence of any other major competitor• Presence of HMT• Complacent• Higher market growth rates• Quartz-the future of watch market• Increasing share of grey market• Lack of innovation amongst domestic players
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MARKETING STRATEGY OF TITAN WATCHES
CONSUMER ANALYSIS
• 50% of the watches bought by consumers are used as gifts
• Consumers looking for trendy watches
• Look at watches as a statement of their personality
• Market did not have trendy, designer oriented watches
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MARKETING STRATEGY OF TITAN WATCHES
PILLARS-TITAN’s MARKETING STRATEGY
• Wants to be a leader
• Resources of Tata’s
• Positioning strategy
• Marketing mix
• Segmentation
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MARKETING STRATEGY OF TITAN WATCHES
Wants to be a leader
• To become leader
• ‘confront’ with the leader
• Take HMT head-on
• Why
• Had the resources to fight the leader
• Backing/resources of Tata’s
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MARKETING STRATEGY OF TITAN WATCHES
Positioning strategy
• Limited range of HMT
• Titan positioned watch as an ‘ornament’
• Statement of fashion
• Change the consumer’s perception of watches
• It could be gifted
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MARKETING STRATEGY OF TITAN WATCHES
Marketing Mix
• Product
• Price
• Place
• Promotion
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MARKETING STRATEGY OF TITAN WATCHES
Product• Quartz technology• Better product• Contemporary styles• Started with 750 designs• Faced dilemma• Mechanical versus quartz• Finally quartz• Avoid price competition with HMT• Do not want to confront a low-cost producer on
price.
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MARKETING STRATEGY OF TITAN WATCHES
Product
• Objective was to• Consumers buy more than one watch• Market size increases• Augment demand for watches
• Different range for different segments
• Introduce jewellery watches
• Indians buying designer jewellery abroad
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MARKETING STRATEGY OF TITAN WATCHES
Pricing• Unique benefits• Higher prices• Higher cost of manufacture• Latest plant, high investment• Avoid price confrontation with HMT• Avoid price war• Sell on differentiation
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MARKETING STRATEGY OF TITAN WATCHES
Place• Comes from positioning• How customers buy fashion items• Creating a showroom idea• Dedicated exclusive distribution• Investment in a showroom• Inline with product positioning• Prime locations
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MARKETING STRATEGY OF TITAN WATCHES
Promotion• Exploring relationships• Why• Gift items• Promotion themes explored• New relationships• Market research feedback• Focus on after sales network• Why• Poor feedback of consumers about service
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MARKETING STRATEGY OF TITAN WATCHES
Strategic Alliances• Timex tie-up• Titan’s strong presence in middle income
segment• How to increase presence in lower segments• Not presence• Dominated by mechanical watches• Presence of grey market• Sale of trendy watches
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MARKETING STRATEGY OF TITAN WATCHES
Strategic alliance with Timex
• Timex leader in mechanical watches
• Attack HMT through Timex
• Decimate HMT
• Make the competitor as weak as possible
• Attack from many flanks
• HMT loses heavily
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MARKETING STRATEGY OF TITAN WATCHES
RESULT
• Market leader in next five years
• Most envied brand
• Dominant market share
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MARKETING STRATEGY OF TITAN WATCHES
HMT ‘s defence
• Market leader
• How to defend
• Revamps its product line
• Launches Elegant series
• Launches quartz range
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MARKETING STRATEGY OF TITAN WATCHES
HMT’s strength • Low end• Launches digital watches• Rs 300-500• Showroom concept• 30 showrooms• Expand dealer network• Motivation of dealer
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MARKETING STRATEGY OF TITAN WATCHES
HMT
• Leads mechanical watches segment
• Lags quartz segment
Strengths
• Its infrastructure
• Technical manpower
• Inhouse manufacture of most parts
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MARKETING STRATEGY OF TITAN WATCHES
Modifications in Titan’s marketing strategy
• Why
• Changing environment
• Global competition
• New challenges
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MARKETING STRATEGY OF TITAN WATCHES
Global competition
• Swiss and Japanese brands
• Removal of restrictions on imports
• By 1998, restrictions were removed on imports
• Upheavel in domestic market
• Made imports favorable for high end watches
• Unfavorable to domestic player
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MARKETING STRATEGY OF TITAN WATCHES
Focus on semi-urban/rural markets• Over 66% of the population• Had developed variety of brands for various
segments in urban markets• Various price points• Mostly urban centered• Semi-urban and Rural markets• Distribution challenges• Increase number of outlets in semi-urban markets
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MARKETING STRATEGY OF TITAN WATCHES
Market Leader
Expansion of markets• Product innovation• Launch of Nebula, another range of all Gold
Watches• End of 1998• Aimed at well –to-do, 25 years plus segment• Rs 6000 to 32000
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MARKETING STRATEGY OF TITAN WATCHES
Titan launches Digital watches
• Digital Fastrack
• Young and sporty
• Cover flanks
• Break up with Timex
Timex
• High-priced and lack of distribution
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MARKETING STRATEGY OF TITAN WATCHES
• Globally youth was being targeted through digital watches
• Fastrack Digital collection on a fashion platform
• Multiple time zones
• Objective was to prevent competitors to enter from flanks
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MARKETING STRATEGY OF TITAN WATCHES
Launch of Dash
Expansion of markets• Exciting brand for children• 6 to 14 years• Attractive colors and designs• Positioning• Targeted at the child who has style and class, is
discerning and more importantly, wants to wear a new face.
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MARKETING STRATEGY OF TITAN WATCHES
• Children market nexplored
• 250 to 395 range for boys and girls
• Objective was to make consumers brand loyal at young age
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MARKETING STRATEGY OF TITAN WATCHES
Competitive advantage
• Early 2000s
• Low-price segments
• Semi-urban areas
• So far differentiation
• Low-price segments mean cost advantages
• How to cut costs35
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MARKETING STRATEGY OF TITAN WATCHES
Competitive advantage
• Cost advantages had to be developed
• Focus on cost
• Shifted on production
• Control labor and other production costs
• Better realizations by controlling costs
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MARKETING STRATEGY OF TITAN WATCHES
Learning • Understanding of environment• Successful positioning• Fighting a leader • Identifying competitive advantage• Changed its strategy with changing environment• Strategic alliances with a competitor-Timex (of
HMT)
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MARKETING STRATEGY OF TITAN WATCHES
Innovative marketing strategy was the main reason for successful strategy of Titan Watches