Page 121 - Marketing Management

98 PART 2 CAPTURING MARKETING INSIGHTS

of “makes me feel like a smart shopper,” its marketers used those insights to develop their “Save
Money, Live Better” campaign. Gillette’s Venus razor has become the most successful female shav-
ing line ever—holding more than 50 percent of the global women’s shaving market—as a result of
insightful consumer research that led to product design, packaging, and advertising cues that better
satisfied female shaving needs. 3

Venus Razor As part of a $300 million budget for the development of its first
razor designed solely for women, Gillette conducted extensive consumer research and per-
formed numerous market tests.The razor, called Venus, was a marked departure from previous
women’s razor designs, which had essentially been colored or repackaged versions of men’s
razors. After research revealed that women change their grip on a razor about 30 times during
each shaving session, Gillette designed the Venus with a wide, sculpted rubberized handle offering superior
grip and control, and an oval-shaped blade in a storage case that could stick to shower walls. Research also
indicated that women were reluctant to leave the shower in order to
replace a dull blade, so the case was made to hold spare blade cartridges.
When Gillette research later revealed four distinct segments of women
shavers—perfect shave seekers (no missed hairs), skin pamperers, prag-
matic functionalists, and EZ seekers—the company designed Venus
products for each of them.

Gaining marketing insights is crucial for marketing success.
If marketers lack consumer insights, they often get in trouble. When
Tropicana redesigned its orange juice packaging, dropping the iconic
image of an orange skewered by a straw, it failed to adequately test
for consumer reactions, with disastrous results. Sales dropped by
20 percent, and Tropicana reinstated the old package design after
only a few months. 4
We define marketing research as the systematic design, collection,
analysis, and reporting of data and findings relevant to a specific mar-
Extensive consumer research was keting situation facing the company. Spending on marketing research topped $28 billion globally in
crucial to the success of Gillette’s 2009, according to ESOMAR, the world association of opinion and market research professionals. 5
Venus series of razors designed Most large companies have their own marketing research departments, which often play crucial
exclusively for women. roles within the organization. Procter & Gamble’s Consumer & Market Knowledge (CMK) market
research function has dedicated CMK groups working for P&G businesses around the world to
improve both their brand strategies and program execution, as well as a relatively smaller, central-
ized corporate CMK group that focuses on a variety of big-picture concerns that transcend any spe-
cific line of business.
Marketing research, however, is not limited to large companies with big budgets and marketing
research departments. Often at much smaller companies, everyone carries out marketing research—
including the customers. Small companies can also hire the services of a marketing research firm or
conduct research in creative and affordable ways, such as:
1. Engaging students or professors to design and carry out projects—Companies such as
American Express, Booz Allen Hamilton, GE, Hilton Hotels, IBM, Mars, Price Chopper, and
Whirlpool engage in “crowdcasting” and are sponsors of competitions such as the Innovation
Challenge, where top MBA students compete in teams. The payoff to the students is experi-
ence and visibility; the payoff to the companies is a fresh sets of eyes to solve problems at a
fraction of what consultants would charge. 6
2. Using the Internet—A company can collect considerable information at very little cost by
examining competitors’ Web sites, monitoring chat rooms, and accessing published data.
3. Checking out rivals—Many small businesses, such as restaurants, hotels, or specialty retailers,
routinely visit competitors to learn about changes they have made.
4. Tapping into marketing partner expertise—Marketing research firms, ad agencies, distribu-
tors, and other marketing partners may be able to share relevant market knowledge they have
accumulated. Those partners targeting small or medium-sized businesses may be especially