Sales Promotion

Presented by:

Vrushali Bhavana Vivek

Balraj Aditya Ragesh

Padmanabh
 INDEX
1. The Promotional Mix
2. 4 P's of Marketing
3. What is Sales Promotion?
4. Advertising v/s Sales Promotion
5. Objectives of Sales Promotion
6. Reasons for Rapid Growth of Sales Promotion
7. The Pull & Push Strategies
8. Sales Promotion Tools
9. Advantages / Disadvantages of Sales Promotion
10. History / Financial Figures of Colgate
11. Sales Promotional Techniques used by Colgate
12. History / Financial Figures of Dabur
13. Sales Promotional Techniques used by Dabur
14. History of DentaWhite
15. Sales Promotional Techniques used by DentaWhite
THE PROMOTIONAL MIX
 What is Sales Promotion?
A good definition of sales promotion would be as follows:

“An activity designed to boost the sales of a product or service. It

may include an advertising campaign, increased PR activity, a
free-sample campaign, offering free gifts or trading stamps,
arranging demonstrations or exhibitions, setting up competitions
with attractive prizes, temporary price reductions, door-to-door
calling, telemarketing, personal letters on other methods”.
 SALES PROMOTION

• The term Sales Promotion broadly refers to all those promotional activities
which are undertaken to stimulate interest, trial or purchase of a product by
the end user or other intermediaries in between. Besides advertising and
personal selling, all other activities undertaken to promote a product can be
classified under sales promotion!

•According to the Institute of Sales Promotion,

"Sales Promotion comprises that range of techniques used to attain
sales or marketing objectives in a cost effective manner by adding value to a
product or service either to intermediaries or end users, normally but not
exclusively within a defined time period."

•Almost every Company uses Sales Promotion techniques at some stage of

the product life cycle since sales promotion techniques provide a strong
incentive to BUY!
 SALES PROMOTION

• Sales promotion describes promotional methods using special short-term

techniques to persuade members of a target market to respond or undertake
certain activity.  As a reward, marketers offer something of value to those
responding generally in the form of lower cost of ownership for a purchased
product

• (e.g., lower purchase price, money back) or the inclusion of additional value-
added material (e.g., something more for the same price).

• Sales promotions can be directed at either the customer, sales staff, or

distribution channel members (such as retailers)
 ADVERTISING V/S SALES PROMOTION

Sales promotions are often confused with advertising.  For instance, a

television advertisement mentioning a contest awarding winners with a free
trip to a Caribbean island may give the contest the appearance of advertising. 
While the delivery of the marketer’s message through television media is
certainly labeled as advertising, what is contained in the message, namely the
contest, is considered a sales promotion.  The factors that distinguish between
the two promotional approaches are:

1. whether the promotion involves a short-term value proposition (e.g., the

contest is only offered for a limited period of time), and
2. the customer must perform some activity in order to be eligible to receive the
value proposition (e.g., customer must enter contest). 
The inclusion of a timing constraint and an activity requirement are hallmarks
of sales promotion.
 Objectives of Sales Promotion
Sales promotion is a tool used to achieve most of
the five major promotional objectives
• Building Product Awareness
• Creating Interest
• Providing Information
• Stimulating Demand
• Reinforcing the Brand
 REASONS FOR RAPID GROWTH OF SALES PROMOTION

• Increasing Competition
• Customers Have Become More Price Sensitive
• Sales Promotions Generally Create An Immediate Positive Impact On Sales
• Products have become more standardized
• Consumer Acceptance
• Advertising Has Become More Expensive And Less Effective
• Trade Has Become More Powerful
• Emphasis On Sales Volumes
• Sales Promotions Maximizes Profits
• Introducing An Element Of Interest
• Impulse Buying Is Increasing
• Sales Promotion Specialists Are Available  
• Excess Stocks
 THE PULL & PUSH STRATEGIES
PULL STRATEGY :

The objective of such promotional efforts would be to create sufficient

consumer demand to pull the product through the channels, that is the
consumers are encouraged to demand the product from retailers who in
turn place orders with wholesaler or manufacturer to meet the consumer
demand. 

A pull strategy is appropriate when

• The product demand as high.

• It is possible to differentiate the product on the basis of real or emotional
features.
• Brand consumers show high degree of involvement in the product
purchase, 
• There is reasonably high brand loyalty and
• Consumers make brand choice decision before they go to the store.
 THE PULL & PUSH STRATEGIES
PUSH STRATEGY :

If a firm decides to use push strategy, its efforts are directed at resellers
and the manufacturer becomes very dependent on their personal selling
abilities and efforts. The promotional efforts are focused at pushing the
product through the distribution channels. The communication to resellers
is generally through trade circulars or the sales
force.                                                                                       

A push strategy is appropriate when

• Product categories where there is low brand loyalty

• Where many acceptable substitutes are available in the market. 
• Relatively new products are to be launched
• When the brand choice is often made in response to displays in the stores,
• The product purchase is unplanned or on impulse and
• The consumer is familiar and has reasonably adequate knowledge about
the product. 
 SALES PROMOTION TOOLS

• Consumer Promotion Tools.

• Trade Promotion Tools.

• Business And Sales-Force Promotion Tools.

 Consumer Promotion Tools
Consumer sales promotions encompass a variety of short-term promotional
techniques designed to induce customers to respond in some way.  The most
popular consumer sales promotions are directly associated with product
purchasing.  These promotions are intended to enhance the value of a product
purchase by either reducing the overall cost of the product (i.e., get same product
but for less money) or by adding more benefit to the regular purchase price (i.e.,
get more for the money). 

Major Consumer Promotional Tools:

• Samples
• Coupons
• Cash Refund Offers (rebates)
• Price Packs (cents off deals)
• Premiums
• Frequency Programs
• Patronage Programs
• Prizes (contests, sweepstakes, games)
• Free Trials
• Product Warranties
• Tie-in-Promotions
• Cross-Promotions
• Point-of-Purchase Displays and Demonstrations
 Trade Promotion Tools
Trade Sales Promotions are used to “push” a product through the channel by
encouraging channel members to purchase and also promote the product to their
customers.  For instance, a trade promotion aimed at retailers may encourage
retailers to instruct their employees to promote a marketer’s brand over
competitors’ offerings.  With thousands of products competing for limited shelf
space, spending on trade promotion is nearly equal that spent on consumer
promotions.

Major Trade Promotional Tools:

• Price-off (off-invoice or off-list)
• Allowances
• Free Goods
• Point-of-Purchase Displays
• Advertising Support Programs
• Sales Incentives or Push Money
• Trade Shows
 Business And Sales-Force Promotion Tools

The use of sales promotion is not limited to consumer products marketing. In

business-to-business markets sales promotions are also used as a means of moving
customers to action. However, the promotional choices available to the B-to-B
marketer are not as extensive as those found in the consumer or trade markets.
For example, most B-to-B marketers do not use coupons as a vehicle for sales
promotion with the exception of companies that sell to both consumer and
business customers

Major Business And Sales-Force Promotional Tools:

• Trade Shows and Conventions
• Sales Contests
• Specialty Advertising
 ADVANTAGES / DISADVANTAGES OF SALES PROMOTION

ADVANTAGES :
– Price discrimination
– Effect on consumer behavior
– Effect on trade behavior
– Regional Differences
– Induce Consumers to try a new product

DISADVANTAGES :
– Increased price sensitivity
– Sales may hit a post-promotion dip
– Quality image may become tarnished
– Merchandising support from dealers is doubtful
– Short-term orientation
 HISTORY
• From a modest start in 1937, when hand-carts were used to distribute Colgate Dental Cream, Colgate-
Palmolive (India) today has one of the widest distribution networks in India – a logistical marvel that
spans around 4.5 million retail outlets across the country, of which the Company services 1.5 million
outlets directly. The Company has grown to a Rs. 1300 crore plus organization with an outstanding
record of enhancing value for its strong shareholder base. The company dominates the Rs. 2400 crore
Indian toothpaste market.

• Since 1976, Colgate has worked in close partnership with the Indian Dental Association (IDA) to spread
the message of oral hygiene to children across the country under its ‘Bright Smiles, Bright Futures’
Schools Dental Education Program. This program has successfully reached more than 70 million school
children covering around 1,30,000 schools in 250 towns across the country since its launch. The
program focuses on children so that the message of good oral hygiene is carried home to families and
the community at large. In 2004, as an additional effort to create awareness for good oral hygiene ‘Oral
Health Month’(OHM) was introduced. Since its launch, OHM is conducted each year during September /
October, where free dental check ups are conducted by Colgate in partnership with IDA across the
country. OMH is conducted in designated towns and cities to establish and promote the importance of
good oral hygiene, OHM is Colgate’s mass consumer contact program.

• The strong relationship and the trust of generations of consumers, trade and the dental profession built
over decades of operations in India has made Colgate a trusted household name. In 2003 Colgate was
ranked as India’s Most Trusted Brand across all categories by Brand Equity’s Most Trusted Brand Survey
– a position it has held in succession for four consecutive years from 2003 to 2007. Prior to this, Colgate
was also rated as the #1 brand by the A&M – MODE Annual Survey for India’s Top Brands for eight out
of nine years during the period 1992 to 2001.
 MILESTONES
1806 - William Colgate starts a starch, soap and candle business on Dutch Street in New York City.
1817 - First Colgate advertisement appears in a New York newspaper.
1857 - Upon the death of founder William Colgate, the company is reorganized as Colgate & Company under the management of Samuel
Colgate, his son.
1864 - B.J. Johnson opens a soap factory in Milwaukee, WI which later becomes the Palmolive Company.
1873 - Colgate introduces toothpaste in jars.
1896 - Colgate introduces toothpaste in a collapsible tube.
1906 - Colgate & Company celebrates its 100th anniversary. Product line includes over 800 different products.
1911 - Colgate distributes two million tubes of toothpaste and toothbrushes to schools, and provides hygienists to demonstrate tooth
brushing.
1930 - On March 13, Colgate is first listed on the New York Stock Exchange.
1953 - Colgate-Palmolive Company becomes company's official name.
1968 - Colgate toothpaste adds MFP Fluoride, clinically proven to reduce cavities.
1972 - Colgate acquires Hoyt Laboratories, which later becomes Colgate Oral Pharmaceuticals.
1983 - Colgate Plus toothbrush is introduced. Today over 1.6 billion Colgate toothbrushes are sold annually worldwide. If you lined them up
end to end, they would circle the globe 16 times.
1985 - Colgate-Palmolive enters into a joint venture with Hong Kong-based Hawley & Hazel, a leading oral care company, which adds
strength in key Asian markets.
1989 - Annual Company sales surpass the $5 billion mark.
1992 - Colgate acquires the Mennen Company. Today, Mennen products are sold in over 52 countries. Colgate Total toothpaste introduced.
1996 - Bright Smiles, Bright Futures oral health education program expands to 50 countries, and today reaches over 50 million children
annually.
1997 - Colgate Total toothpaste is introduced in the U.S. and quickly becomes the market leader. Only Colgate Total, with its 12-hour
protection, fights a complete range of oral health problems.
2004 - Colgate acquires the GABA oral care business in Europe, with its strength in the important European pharmacy channel and its ties
with the dental community.
Today … , with sales surpassing $13 billion, Colgate focuses on four core businesses: Oral Care, Personal Care, Home Care and Pet Nutrition.
Colgate now sells its products in over 200 countries and territories worldwide.
COLGATE - STATISTICS
FINANCIAL STATISTICS
 SALES PROMOTION TECHNIQUES
Consumer Promotion Tools

Colgate Maxfresh Cooling Crystals

Before Promotion: 150 gm Rs.50/-
With Promotion Offer: 150g + 80g + Free whitening toothbrush.
Amount : Rs. 50/- (150g) + Rs. 29/- (80g) = Rs.79/-

Colgate Active Salt

Before Promotion : 200 gm___________, only 50 gm Rs. 15/-
With Promotion Offer : 200g + 50g (worth Rs.15/-) = Rs. 52/-
Amount : Rs. __/- (200g) + Rs.__/- (50g) = Rs.82/-

Colgate Strong Teeth All Round Decay Protection

Before Promotion : 200 gm Rs. 54.
  With Promotion Offer: 200g + 100gm + Extra Clean Toothbrush
Amount : Rs. 54/- (200g) + Rs.28/- (100g) = Rs.82/-
 SALES PROMOTION TECHNIQUES

Trade Promotion Tools

•Rs.20/- off on purchase of 12pcs of 50gms toothpaste.

•Get a scratch card with every purchase of 100gms toothpaste.

 HISTORY
The story of Dabur began with a small, but visionary endeavor
by Dr. S. K. Burman, a physician in Bengal. His mission was to
provide effective and affordable cure for ordinary people in
far-flung villages. With missionary zeal and fervor, Dr. Burman
undertook the task of preparing natural cures for the killer
diseases of those days, like cholera, malaria and plague.

The mission continues...

Soon the news of his medicines traveled, and he came to be known as the trusted
'Daktar' or Doctor who came up with effective cures. And that is how his venture
Dabur got its name - derived from the Devanagri rendition of Daktar Burman. Dr.
Burman set up Dabur in 1884 to produce and dispense Ayurvedic medicines.
Reaching out to a wide mass of people who had no access to proper treatment. Dr. S.
K. Burman's commitment and ceaseless efforts resulted in the company growing from
a fledgling medicine manufacturer in a small Calcutta house, to a household name
that at once evokes trust and reliability. Dabur India Ltd. made its beginnings with a
small pharmacy, but has continued to learn and grow to a commanding status in the
industry. The Company has gone a long way in popularizing and making easily
available a whole range of products based on the traditional science of Ayurveda.
And it has set very high standards in developing products and processes that meet
stringent quality norms.
 MILESTONES
• 1884 - Established by Dr. S K Burman at Kolkata
• 1896 - First production unit established at Garhia
• Early 1900s - Production of Ayurvedic medicines
• 1930 - Automation and upgradation of Ayurvedic products manufacturing initiated
• 1936 - Dabur (Dr. S K Burman) Pvt. Ltd. Incorporated
• 1940 - Personal care through Ayurveda
• 1949 - Launched Dabur Chyawanprash in tin pack
• 1970 - Entered Oral Care & Digestives segment
• 1978 - Launches Hajmola tablet
• 1979 - Commercial production starts at Sahibabad, the most modern herbal medicines plant at that
time
• 1984 - Dabur completes 100 years
• 1988 - Launches pharmaceutical medicines
• 1994 - Comes out with first public issue
• 1994 - Enters oncology segment
• 1994 - Leadership in health care
• 1998 - Burman family hands over management of the company to professionals
• 2000 - The 1,000 crore mark
• 2002 - Dabur record sales of Rs 1163.19 crore on a net profit of Rs 64.4crore
• 2003 - Dabur demerges Pharmaceuticals business
• 2005 - Dabur aquires Balsara
• 2006 - Dabur crosses $2 bin market cap, adopts US GAAP.
• 2006 - Approves FCCB/GDR/ADR up to $200 million
DABUR - STATISTICS
FINANCIAL STATISTICS
 SALES PROMOTION TECHNIQUES
Consumer Promotion Tools
Dabur Red Toothpaste
Before Promotion : 200 gm Rs. 53.
  With Promotion Offer: 200g + Binaca Toothbrush
Amount : Rs. 53/- (200g) + Rs.18/- (brush) = Rs.54/- against Rs.71/-

Dabur Babool Toothpaste with Natural Calcium

Before Promotion : 190 gm Rs. 27.
  With Promotion Offer: 190g + Binaca Toothbrush
Amount : Rs. 27/- (190g) + Rs.15/- (brush) = Rs.27/- against Rs.42/-

Before Promotion : 190 gm Rs. 27.

  With Promotion Offer: 190gms + 190 gms
Amount : Rs. 27/- (190g) + Rs. 27/- (190g) = Rs.44/- against Rs.54/-

Dabur Babool Neem Toothpaste

Before Promotion : 185 gm Rs. 35.
  With Promotion Offer: 185g + 50g + Toothbrush
Amount : Rs. 35/- (185g) + Rs.12/- (50gm) + Rs.15/- (brush) = Rs.35/-
against Rs.62/-
 SALES PROMOTION TECHNIQUES
Trade Promotion Tools
MARKET SHARE
DENTAWHITE
 DentaWhite
DentaWhite was formed by a group of 7 friends
in 2004.
It was started as a toothpaste manufacturing
company which later started manufacturing
toothbrush and other oral care products.
It has a market share of 5.2% today as against
4.1% in the previous year.
 SALES PROMOTION TECHNIQUES
Consumer Promotion Tools

DentaWhite Herbal Toothpaste

Before Promotion : 200 gm Rs. 50/-.
  With Promotion Offer: 200g + 100g + DentaWhite Toothbrush
Amount : Rs. 50/- (200g) + Rs. 30/- (100g) + Rs.12/- (brush) = Rs.70/-
against Rs.92/-

Before Promotion : 200 gm Rs. 50/-.

  Promotion Offer : Bring the empty tube and get a travel pack worth Rs.9/- free.

Before Promotion : 150 gm Rs. 42/-.

  Promotion Offer : Rs.5/- off.
Amount : Rs. 42/- (150g) = Rs.37/- against Rs.42/-

Limited Edition – 100gms DentaWhite Strawberry flavored toothpaste for the same
price of Rs.30/-
 SALES PROMOTION TECHNIQUES
Trade Promotion Tools

• Buy 40 pcs of 200gms DentaWhite Herbal Toothpaste and get 3

DentaWhite Toothbrush worth Rs.12/- each free.

• Buy 50 pcs of 100gms DentaWhite Herbal Toothpaste and get additional 3

absolutely free.

• On Window display of DentaWhite products get 5% discount on the

purchases for next 2 months.