&

Present

75 Years of Dettol
A Case Analysis Contest

In association with

The Marketing Club of MDI

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75 years of Dettol

Dettol, the brand synonymous with protection from germs, had for long been voted as Indias most trusted brand. In September 2008, the marketing team of Dettol was reviewing the brands performance in its 75th year of existence to formulate a three-year plan. Dettols growth trend had been slow but steady over the years and a number of initiatives taken in the recent years had started yielding results. The brand started its journey in 1933 as antiseptic liquid, but over the years, it has been extended to a number of product categories like toilet soaps, liquid handwash, liquid bodywash, shaving cream and plaster strips. The growth trend in the last few years had been encouraging with shares showing an accelerated upward growth in most categories, but the team felt share gain could be much faster. The brand team decided to further build on the growth trajectory and set itself a visionary target - that of doubling Dettols overall share in next three years in the combined market of the product categories it is present in (Antiseptic Liquid, Bar soaps, Liquid Handwash, Bodywash). The team knew that it had to address various challenges to achieve its ambitious target viz. consumers saw the need for germ kill only in specific situations, resulting in irregular usage and seasonality. The brand had to fight in a competing environment in which new variants and re-launches were used for driving growth, it was critical to determine what & where should be the business thrust to optimize the marketing spend and further accelerate the brand growth.

Company Background
Reckitt Benckiser India Ltd (RBIL) is a fully owned subsidiary of Reckitt Benckiser Plc., worlds No.1 Company in household cleaning. Reckitt Benckiser Plc came into being with the merger of Reckitt & Colman Plc with Benckiser NV in 1999. The company has operations in 60 countries, sales in 180 countries and has had net revenues in excess of $5.5 billion. Reckitt Benckiser India Ltd (RBIL) manufactures and markets a wide range of products in Personal care, Pest control, Shoe care, Antiseptics, Surface care, Fabric care and other categories. Amongst its many well-known brands are Dettol, Mortein, Harpic, Cherry Blossom, Lizol, Disprin, Robin powder, Colin, etc. Most of these brands are either number 1 or number 2 in their respective categories in India.

*Unless otherwise stated, all data given in the case refers to trade channel tracked by AC Neilson, supplied by Reckitt Benckiser India Ltd.

This case is prepared by Prof. Vinod Kalia of Management Development Institute, Gurgaon for the Dettol case study contest organized by Reckitt Benckiser India Ltd. in association with MDI-Marquity. The case is not intended to serve as a source of primary data, or effective or ineffective management. The author would like to thankfully acknowledge inputs from the brand team of Reckitt Benckiser India Ltd. and Ms. Smriti Kataria, Ms. Charuta Ambardekar and Mr Karan Sood, students from MDI PGPM class of 2009.

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RBIL distributes all its products through its common distribution channel, which has a wide and deep reach in the markets and is a key strength of the company. The channel is managed by a wellstructured sales force, responsible for achieving sales for the entire product portfolio of more than 150 Stock Keeping Units (SKUs).

Brand Dettol
The brand Dettol was launched in India in 1933 in the Antiseptic liquid form as a treatment for cuts and wounds. For almost the first 50 years, Dettol was present only as an antiseptic liquid. Although it was being used in hospitals and nursing homes for first aid and disinfectant uses like cleaning wards, washing linen, etc. Consumers were also using it for bathing, mopping, shaving and other secondary purposes. While it started its journey as the cuts and wounds brand in the country, over the years it had taken over the role of protector from germs in every situation. Dettol Antiseptic Liquid has some strong, distinct associations-first and foremost is its trademark smell. Who can miss the characteristic Dettol smell that has been the reassurance to many a childs scraped knee! Consumers recognize the smell enough to refer to a medicinally clean room as Dettol like smell. In the book, Planning of Power Advertising, Anand Halve mentions, It is a safe bet that you will be able to tell the smell of Dettol liquid on a cut with the reassuring tingling sensation which tells you it has begun to work. Savlon on the other does not have the same burning sensation, (and is) very often seen by consumers as ineffective . The second characteristic is its amber gold color. The third is the clouding effect that appears when it is added to water. Dettols packaging is distinct in its very own way. The green & white colours are associated with hospitals. All Dettol products have a sword on the pack, which is a symbol for fighting germs and infection. Over the years, the clouding action and the sword have become synonymous with the brand and have been creatively used in Dettol advertising. Consumers see Dettol as an expert, as something which is effective and versatile and guarantees protection from germs. It has been likened to a bodyguard who protects them from the unclean and unhygienic outside world. The brands versatility stems from multiple uses of the antiseptic liquid which offers protection in so many different forms. Usage of the brand gives rise to many emotions in the consumers minds. From making them feel safe and secure about the well-being of their family to making the mother feel that she has done the best for her family, the brand evokes positive imageries and emotions. Thus, it is only fitting that the brands tagline says - Be 100% Sure. Over the years brand Dettol has been extended and has made its presence felt in a number of product categories. While Antiseptic Liquid was the category where the brand was born and where it

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continues to command a dominant market share of 85%, its revenue growth is significantly driven by its presence in the other product categories of toilet soaps(or bar soaps), Liquid handwash, Body wash, Shaving Cream and Plasters too (see Exhibit 1 for the complete portfolio). Each of these markets are at varying stages of evolution, so while in one market the brand - as the leader - had the responsibility of driving overall market growth, in other markets, the brand strategy had been to garner share. Fundamental to all the categories was existence/creation of a consumer need for germ protection satiated by Dettols trusted promise.

Markets for various categories - The Antiseptic liquid market

The Antiseptic liquid market in India is estimated at Rs. 120 Crores in 2007(see Exhibit 2a for category sales). The market is dominated by Dettol Antiseptic Liquid, which has close to 85% share. Johnson & Johnsons Savlon is the other significant player with a market share of 13%. A few years back, this market saw introduction of Suthol brand antiseptic liquid from G.D. Pharma (makers of Boroline). Dettol Antiseptic Liquid is under pricing control of a Govt. authorized body (see Exhibit 2b and 2c for market share & pricing). Communication: Dettols communication in the initial years was via medical detailing material, print advertisement in popular press and medical journals. This was followed by TV advertisements centered on first aid application for many years. U&A study showed that while First Aid use in the households had a near 100% penetration, many homes were using it for secondary purposes. In order to exploit this potential in 2005, the message strategy saw a shift to communicating secondary usages like adding Dettol to bathing water, disinfecting the floors, nappy rinsing etc. In early 2008, the brands communication took another step forward with its Aapka Dettol Kya Kya Karta Hai campaign that showcased how brand users across the country had formed their own special bond with the brand using it whenever and wherever they felt a need for disinfection. Antiseptic Liquid is a well-penetrated market, given its use in first aid, and is sold in over 16 lac outlets in the country (see Exhibit 2d for distribution details). Over the years, the product has been extended for other disinfection uses like adding to bathing water, disinfecting baby nappies, adding to water while mopping etc. and at present secondary usage contributes more volumes of Dettol Antiseptic liquid than the primary first aid usage. Other Players in the antiseptic liquid market: Savlon: It is the key direct competitor in the Antiseptic Liquid market. It was launched with no sting with Savlon campaign. It attempted to pull the consumer base towards its product promise of non-sting. In Feb 2005, it started with a new 70% doctors prefer Savlon advertisement with heavy media support. However, brands share has more or less remained stagnant over the years. Since beginning of 2007, Savlon has been off air.

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Suthol: G.D. Pharma launched Suthol antiseptic liquid in April 2006 in their stronghold state of West Bengal, which was positioned on soothing sensation, from irritation due to prickly heat, mosquito bites, after-shave, etc. Both TV and print media were used to promote the brand in West Bengal during the launch phase. The brand has shown strong share gain mainly in the East. In 2007, the brand was rolled out to other states, with heavy print support in Delhi & West Bengal, but with little success beyond East.

Markets for various categories - The Bar Soap Market

The Bar Soap Market in India is worth Rs. 6550 Crores (see Exhibit 3a for category size). With a 100% penetration, the soap market has been volumetrically stagnant in the last few years. However, value wise, the market has been growing owing primarily due to price increases and to some extent a movement from economy brands to brands that are mid-priced or premium priced (see Exhibit 3b for category drivers). The Indian bar soap market has a large number of players that use different appeals to connect with their consumers. The market can be classified into about ten different appeals such as Beauty, Health, Fairness, Freshness, Herbal etc. While the market is dominated by beauty players (52% share), health platform constitutes approximately 23% of the total market (see Exhibit 3c for share and sales of the different classifications of soaps). Dettol Soap was launched in India in the early 80s. The launch was based on consumer feedback on Dettol Antiseptic Liquid, where secondary usage of the product always came up. Since many consumers used Dettol in their bath water, the company thought of offering Dettol in a more convenient form of soap. Dettol Original was the launch soap, which initially found limited acceptance from consumers. Its sales picked up after a changed positioning (please refer Communication section for details). By 2000, it saw limited success but its market share had started stagnating. Research on brand equity revealed that while Dettols equity remained very strong on germ protection, the products relevance in the consumers choice for a bathing soap was getting limited. It was also gathered in the consumer research that while loyalists loved Dettol soap for its trademark fragrance, it was being rejected by a big chunk of consumers as a regular bathing soap bar. The brand team felt a need to launch variants in Dettol Soap given that sensorial measures like fragrance, moisturized soft skin, etc were key drivers when it came to consumers choosing their soap brands. Dettol Skincare soap was thus launched in January 2004 - A white colored soap, offering Dettols protection with moisturizers to nourish the skin. This was followed by the third variant Dettol Cool in February 2006, which offered trusted Dettol protection with menthol to help feel refreshed and revitalized. Dettol occupies a 4.9% share (Full year 2007) in this market. Its major competitiors are Lifebuoy, Lux, Santoor, Savlon, Godrej No 1, etc (see Exhibit 3d for value & volume brand shares). The stronghold

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and dominance of these brands and their distribution, varies across regions and urban and rural markets (see Exhibits 3e and 3f for region-wise value shares and distribution for major brands).While some brands are strong across the market, others have their strongholds in only some of the regions in the country. Dettol variants have contributed incrementally to Dettol soap sales and now make up about 25% of total Dettol soap sales. However, given its heritage and years of existence, Dettol Original Soap continues to be the lead variant, and top of mind when it came to Dettol Soaps (see Exhibit 3g for variant contribution for Dettol and some major competitors). To suit the needs of different consumers, Dettol and its competitors are available in different pack sizes and combo-pack offers (see Exhibit 3h for pack size wise contribution). Pricing also plays a big role in this market that can be segmented as economy, mid-price and premium. Each player is present in different sizes, and hence tries to straddle different pick up prices. Dettol soap has a premium price versus other key players in the market. This has limited Dettol penetration in the lower end of the market. To overcome pricing barrier, small pack was launched in 2007, priced at Rs. 6. This helped in gaining further share (see Exhibit 3i for pricing details). Household penetration and consumer preferences towards Dettol vary across regions and seasons (see Exhibits 3j,3k and 3l for Brand Dettol seasonality, reasons for usage and dislike). Key Players in the soap market: Lifebuoy: Post a major positioning change in 2002 from male victorious health to family health in the bar soap market, Lifebuoy relaunched itself in March 2004 with improved product and new claim of 100% better germ protection*, and since then has been trying to make strong its equity on germ protection through various communication and new product launches. In February 2005, Lifebuoy has launched a new campaign adding a layer of social good in its communication with a tagline of Have no Fear. In November 2007 another new ad was launched comparing vs. beauty soaps in general. Lux: It relaunched itself in 2004, with better packaging graphics and upgraded variants in line with the global range. It was highly visible on-air with a range of Aishwarya Rai copies. Post decline of share in early 2005, Lux launched a new campaign in Sep 2005 with Shahrukh Khan and four prominent film actresses to commemorate 75 years of Lux, via special Promo packs & new pack graphics. In Feb 2007, it again launched a new campaign, Surat bhi, Khoobsurat bhi. It launched new variant copies in Q2, 2008 (Peach cream & Strawberry cream) offering fruit based skin care. Santoor: It comes up with regular renewal of its copies (one every year) communicating skin that looks younger than its age proposition. It launched a new white variant in September 2007.

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Savlon: In the soap category, it is positioned on the Gentle Protection proposition. Its share has remained flat at 0.6% over the years. Godrej No. 1: It has had a very low key TV activity, relying mostly on regional print in select states. It frequently airs advertisement featuring popular soap-star Jassi.

Dettols Communication: Dettol Original soap was launched on the platform of Mild and gentle skin care with the selling proposition as Give your family the loving care of Dettol Soap. However, the brand failed to take off since a mild soap from the Dettol stable did not make sense. Even after two years of launch, Dettol soap could not make its presence felt. In mid 80s, an exhaustive consumer research was undertaken with the objective of finding reasons for dissatisfaction among consumer and the result was the understanding that a consumer need platform has to be built for a special bathing soap based on Dettols core strengths and not on the mild and gentle skincare platform. After in-depth consumer research, it was seen that consumers were open to the idea of using Dettol Soap when they faced extreme dirt conditions. Hence, it was felt that Dettol Soap needs to be positioned for occasions that are special, but not rare in everyday life. These could be based on exposure to dirt and germs, pollution, heat, sweat etc. Another challenge was to create a positioning that managed a fine balance between a cosmetic and therapeutic medicated position. The final positioning that was decided was: Dettol protection comes to you and your family in the form of a soap for those daily occasions when a specially clean germicidal bath is necessary. WHEN NO ORDINARY BATH WILL DO DETTOL SOAP THE 100% BATH The advertising was thus developed along these lines and Dettol Soap was re-launched. The advertising clicked with the consumer. Dettol soap sales reacted very positively to this new communication. Dettol sales grew year after year, with communication being renewed periodically to keep consumer interest in the brand promise alive. Over the years, the communication was moved along this gradient of educating consumers, on how they pick up germs throughout the day and only Dettol soap can give the required protection everyday. Research showed that there was huge hand wash usage of the brand and moreover the usage was highly seasonal with highest usage seen in peak summer and monsoon months when consumers felt visibly dirty and hence associated the period with the presence of germs. The result was that while a high number of consumers used Dettol soaps during specific germy situations, they moved out of the

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brand to the regular soaps in the market once the felt need for germ protection was over. Moreover, while consumers accepted that germs might be presented, the linkage of germs to the illnesses they cause was limited. In order to address this, a new educative campaign, was launched in 2007 with the objective of driving everyday relevance of Dettol soap. As part of this campaign, seasonal hooks were used to establish germ relevance - summer, monsoon, and winter. Consequences of germ pick up were more explicitly voiced. Dettol soap witnessed a sharp surge in sales with the new advertisement (see Exhibit 3m for soap communication).

Markets for various categories - The Liquid Handwash Market

Dettol introduced the Liquid Hand Wash in 1994. It was known that many consumers use Dettol Soap for cleaning hands. Dettol Liquid Soap gave the consumers a soap in a more modern and convenient format for handwash. In hand washing, the need for germ protection is top most on consumers mind. Due to its early and continued efforts in building the segment and given the strength of the parent brand Dettol, this segment was historically dominated by Dettol Liquid Hand wash. The size of the liquid hand wash market is relatively small Rs. 59 Crores by end of 2007(see Exhibit 4a for market size in volume and value). Although incidence of hand wash in a day is quite high, penetration of liquid handwash is still low in India (estimated as 10% of all Urban House Holds in 2007), bar soaps being typically used for washing hands. The key reasons for low penetration of the category are expensive/low value for money. Amongst users, the motivators are protection from germs followed by convenience of use. Given category building efforts, the penetration has been showing a steady increase. Dettols major competitors in this segment are Lifebuoy, Palmolive, Savlon, Santoor, FEM, etc (see Exhibits 4b for brand shares). The segment is broadly split in two formats: i) Dispensing Format: Pump Packs ii) Refilling Formats: Refill sizes (varying from 200ml to 5 ltr) The category evolution has been based on the increasing penetration of the Pump pack over a period of time. The dispensing pack dominated the market with over 60% contribution (2005). Over the last three years, the refill segment has flourished as regular consumers re-purchase the refill pack after entering into the segment via the Pump pack. However, the awareness for refill packs is still low. A large base of consumers still re-purchases the Pump pack instead of using a refill pack (see Exhibit 4c for pricing details).

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In building the segment, Dettol has played the role of the market leader and the innovator. In 2005, it was the first player to launch the Pouch refill pack. As the market evolved and the Pouch refill segment grew, all the other competitors entered the pouch refill segment in 2007. Similarly, the latest product innovation offering from Dettol has been the launch of the small pump pack, at a lower pick up price, in the first quarter of 2007. There are multiple product innovation opportunities from the international stable of Dettol hand Wash which the brand team is evaluating for future launch. As per consumer research, the number 1 category driver for hand washing has been need for protection from germs. Additionally, consumers look for product attributes like nice fragrance and softness. Another characteristic of the hand wash market is its disproportional dependence on the Modern distribution channel, ie. Self-service stores. Close to 25% of the category business comes from this channel. The self-select environment of the target consumer has multiple implications for the brand. Variants become a key driver for widening the consumer choice set in such a shopping pattern. Dettol Liquid Hand wash currently has three variants, namely, Original, Skincare and Sensitive. Other players also have multiple variants with Lifebuoy having four and Fem having eight. The liquid hand wash portfolio is sold via all three distribution channels of the company, namely: (a) Modern Trade self-service channel (b) Direct Distributors in large towns (c) Sub Stockist network for reach into smaller towns. The distribution for both category and Dettol Hand Wash has been on a rising curve with more than three lac outlets stocking the hand wash segment (see Exhibit 4d for distribution details).. Players in the Market: Lifebuoy: It became a serious player in Liquid handwash market in Q3, 2006. Its share went up from 9.3% to 19.8% for the year 2007. Positioned on a protection from germs platform it carries the tagline of have no fear in the Liquid handwash segment too. Other than Dettol, it is so far the only significant player that invests in the category. With media support and strong promotional support, supporting its relaunch, it has made quick gains in this segment. FEM: Fem, from Ivory chemicals, was historically the key brand in liquid soap category. It used to be the strong number two brand until recently. However, it has lost share heavily since the Lifebuoy Handwash relaunch. The brand is positioned on the platform of soft hands and moisturizing care of Fem. In 2007, it launched a premium range of products under a sub brand of Fem Cool Angel (three variants, priced at Rs.79/- for 250ml pump pack).

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Palmolive: Palmolive launched handwash in October 2003 with a premium pricing and imported stocks. In Oct 2006, they dropped prices from Rs. 90/- for 300ml Pump to Rs. 55/- for 250ml Pump. While the brand is supported by promotions mainly in the modern trade, it is not active on air. Savlon: It launched its handwash in March, 2005 on the gentle protection platform. It currently has a 2% share. It is not supported on air. Santoor: As a strong player in the bar soaps market and with a high market-share in the South, Santoor launched the Liquid Hand Wash in January 2007, along with media support.Post that, the brand has been off air. The liquid hand wash category has seen a sharp increase in the competitive environment with new players entering in 2007 and big brands like Lifebuoy getting active. As the liquid handwash category grows, given the usage of single product for handwashing and bathing in many homes, more and more bar soap players are launching liquid handwash. Chandrika & Margo are two such new entrants, but with no strong marketing support, they are yet to make their presence felt. Communication: Dettol hand wash communication has always focused on the core brand positioning of protection from germs. Over the years, the message of need for hand washing and the risk of germs has been highlighted in various daily germ pick up situations (see Exhibit 4e for the 2005-2007 advertisements).

Markets for various categories -The Bodywash Market

Dettol bodywash was launched in 2005 for further penetration into related categories and progression into the urban market. The Body Wash market is a small but fast growing category. Its category size was Rs. 16 Crores in 2007. For the last 3 years, the CAGR has been near 30% (see Exhibit 5a for category size). The market is dominated by a few key players namely, Lux Body Wash, Palmolive and Dove (see Exhibit 5b for volume and value brand shares). The current user profile of Body Wash is upper SECs who reside mainly in Metros. The user profile currently also has a slight female skew and the association of the product usage is with feelings of indulgence and pampering oneself. The category is considered premium due to its high priced products (refer Exhibit 5c for the price chart). Given the size of the market, the support behind the category has been overall at a rather low level. The overall penetration in India is a meagre 1%. However, trends in other semi-developed markets

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show that shower gels clearly the body-wash market of the future. In many developed countries, use of soap is changed to bodywash format (almost to 50%). Players in the market: Lux: It launched the MTV range Friday Night Fever and ran spots on MTV Palmolive: It has launched the Spa range with two variants Thermal and Firming Dove: Has picked up in the bodywash market and launched a new product in 2007 Communication: Lux Body Wash did a big bang advertising launch in 2004 with celebrity endorsement (Kareena Kapoor). That year the category grew by 135%. The other advertiser in this segment was Palmolive, which has been advertising on a low but regular basis. Both brands used niche channels and occasionally use targeted magazines. Dettol launched its campaign in May07 Pleasure for the Senses, Protection for the Body. Currently, Dettol Body Wash is distributed by the company in the top six metros and in the self-service stores only.

Other Categories
Shaving Cream: Dettol launched its shaving cream in 1996.This has also been another successful extension for the brand. The insight into developing this product came from the use of Dettol Liquid in shaving water. Plaster: Dettol Plaster is an important brand in the basket since it is directly used in first aid and hence adds to the first aid range and core equity of the brand. The major competitor in the category is Band-Aid from Johnson and Johnson. At this point in time, these two segments are not the focus for the team.

Other initiatives
One of the key challenges on use of Dettol has been low consumer awareness on germ pick up situations. Recognizing the same, the team is evaluating how hygiene awareness can be increased further. Apart from communication the initiatives that are currently undertaken are: 1. Dettol Surakshit Parivar: An on-ground consumer contact program, where young mothers are educated on good hygiene practices and school children are educated on hand wash habits.

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2. Dettol is working with Global Hygiene council, a council working towards increasing hygiene awareness across countries. The results of and recommendations from the studies done are shared through the mass media. 3. Periodic advertorials on good hygiene practices, threat of illnesses, hygiene habits, educational advertorials, etc are some of the other initiatives.

Looking Ahead..
Brand Dettols growth trend had been steady over the years. In the last few years, there had been an acceleration in its growth, but the team felt that with the right strategies in place, it could leverage the growth momentum it had built in recent past. It was looking forward to finalizing various marketing strategies and initiatives to help it achieve its ambitious objectives.

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Exhibit 1
The complete range of products under Brand Dettol

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Exhibit 2
Antiseptic Liquid market

2a. Market Size 2005 Market Size Value (Rs Crore) Market Size Volume (Kilo Ltr) 90.1 5719 2006 103.3 6499 2007 120.2 7339

2b. Market Shares

Market Share (Value) Dettol Savlon Suthol

2005 86% 13% 0%

2006 85% 13% 1%

2007 84% 13% 2%

2c. Pricing for Dettol & Savlon for different sizes in Rs. Dettol 10.8 17 Savlon 12.5 19.5

50 ml 100ml

2d. Distribution for Dettol in 2007

All India Northern Region Eastern Region Western Region Southern Region

Distribution (no of outlets) 16,07,669 6,03,245 3,80,580 2,37,720 3,86,126

Volume Offtake ( Mn. Litres) 6.43 1.29 1.18 1.40 2.56

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Exhibit 3
Bar soap market
3a. Market Size 2004 Volume(Tons) Value(Rs crore) 5,35,217 5768 2005 5,37,923 5921 2006 5,43,884 6046 2007 5,47,215 6548

3b. Category ( Bathing soap ) drivers for consumption

Category Driver : Bar Soap (body)

Trust Pleasant fragrance Brand for me High quality Cleans effectively Modern Leaves skin soft Lathers well Good VFM Is gentle on my skin Ideal for whole family Suitable for everyday Innovative products Lasting fragrance Rinses easily Effective killing germs Natural ingredients Protects against infection Kills viruses Recommended by medical profession 0.2 0.25 0.23 0.36 0.35 0.34 0.34 0.32 0.32 0.32 0.32 0.32 0.32 0.31 0.3 0.29 0.29 0.29 0.29 0.4

Connection Germ Protection Efficacy Value Innovative Experience Gentle

Note: Each individual parameter is rated from a scale of 0 to 1. These parameters are grouped as shown.

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3c. Toilet Soap Classification

Sales revenues of major brands in 2007

Classifications Baby Beauty Fairness Freshness Haircare Health Herbal Others Skincare Total Toilet Soap

2007 value share 2.8% 52.3% 0.7% 3.4% 0.3% 23.3% 8.2% 4.3% 4.7% 100.0%

Major brands JOHNSON'S BABY LUX SANTOOR GODREJ NO 1 BREEZE NIRMA REXONA NIMA JO MYSORE SANDAL DYNA CINTHOL LIRIL LIFEBUOY DETTOL SAVLON HAMAM MEDIMIX MARGO PEARS DOVE

Classifications Baby Beauty Beauty Beauty Beauty Beauty Beauty Beauty Beauty Beauty Beauty Freshness Freshness Health Health Health Herbal Herbal Herbal Skincare Skincare

2007 value in Rs crore 149.7 1139.5 447.7 427.3 409.4 251.1 194.1 155.1 111.9 96.5 45.9 145.5 71.8 1151.0 322.5 37.7 202.0 175.6 62.4 242.5 68.1

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3d. Market shares of major brands by value and volume

Market Share Value (%) Dettol Lifebuoy Lux Santoor Breeze Godrej No 1 Savlon

2004 3.7 18 16.8 4.8 7.4 4.1 0.4

2005 3.9 18.4 15.7 5.4 6.7 4.8 0.6

2006 4.3 18.3 17.5 5.9 6.5 5.6 0.6

2007 4.9 17.6 18.2 6.8 6.3 6.5 0.6

Q1'05 3.3 19 16 5.3 6.7 4.5 0.5

Q2'05 4 19 15 5.1 6.7 4.6 0.6

Q3'05 4.4 18 16 5.7 6.9 4.9 0.6

Q4'05 4 18 16 5.6 6.5 5.3 0.6

Q1'06 3.7 19 17 5.2 6.6 5.3 0.6

Q2'06 4.8 18 18 5.9 6.3 5.3 0.7

Q3'06 4.6 18 18 6.3 6.3 5.9 0.6

Q4'06 4.2 18 18 6 6.6 5.9 0.5

Q1'07 3.9 18 18 6.2 6.1 6.2 0.5

Q2'07 5 17 19 6.6 6.2 6.5 0.6

Q3'07 5.6 17 18 6.9 6.6 6.9 0.6

Q4'07 5.2 18 18 7.5 6 6.5 0.5

Market Share Volume (%) Dettol Lifebuoy Lux Santoor Breeze Godrej No 1 Savlon

2004 2 21.8 14.2 4.1 11.5 5.5 0.2

2005 2.3 22.2 13.5 4.9 9.9 6.6 0.3

2006 2.6 21.6 15.5 5.4 9.5 7.8 0.4

2007 3 20.9 16.2 6.2 9.2 9.1 0.3

Q1'05 1.8 23 14 4.6 10 6.1 0.3

Q2'05 2.3 23 13 4.6 10 6.3 0.3

Q3'05 2.7 22 14 5.2 10 6.7 0.3

Q4'05 2.5 22 14 5.2 9.6 7.2 0.3

Q1'06 2.2 23 15 5 9.6 7.2 0.3

Q2'06 2.9 21 16 5.4 9.3 7.4 0.4

Q3'06 2.8 21 16 5.7 9.3 8.3 0.4

Q4'06 2.6 21 16 5.4 9.7 8.3 0.3

Q1'07 2.3 21 16 5.7 9.1 8.6 0.3

Q2'07 3.1 21 17 6 9.2 9.2 0.4

Q3'07 3.5 21 16 6.3 9.6 9.6 0.4

Q4'07 3.1 21 16 6.8 8.7 9.2 0.3

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3e. Region Wise value share of major brands 2007 East

All India TOILET SOAPS value in Rs crore* LIFEBUOY LUX SANTOOR GODREJ NO 1 DETTOL BREEZE PEARS NIRMA HAMAM REXONA MEDIMIX JOHNSON'S BABY CINTHOL NIMA JO MYSORE SANDAL DYNA DOVE MARGO LIRIL

North

West

South

6548 17.6 17.4 6.8 6.5 4.9 6.3 3.7 3.8 3.1 3.0 2.7 2.3 2.2 2.4 1.7 1.5 0.7 1.0 1.0 1.1

1581 17.3 13.2 13.1 8.1 10.3 9.1 3.6 2.3 1.9 0.9 1.3 1.2 1.6 1.2 1.6 1.0 0.9 0.9 0.8 0.9

1091 26.4 19.6 8.7 7.3 5.1 2.3 2.7 2.6 2.0 0.9 1.9 1.5 2.3 0.5 1.5 1.1 1.3 1.1 0.4 0.8

1787 18.6 19.4 7.8 5.5 6.4 8.0 3.5 4.1 2.8 2.5 2.1 1.0 2.2 1.3 1.3 0.9 1.1 0.9 0.8 0.6

2088 15.4 13.9 14.6 7.8 7.2 5.1 4.5 4.0 4.0 3.2 3.9 2.0 2.0 1.3 1.0 0.9 1.0 0.6 NA 0.6

Reckitt Benckiser India Ltd.:

75 years of Dettol

Geography-wise value shares (%) for major brands All India Towns Class 1 2006 2007

All India Metro 2006 2007 TOILET SOAPS value in Rs Crores* DETTOL Dettol Small Packs Dettol Large Packs LUX Lux Small Packs Lux Large Packs LIFEBUOY Lifebuoy Small Packs Lifebuoy Large Packs SANTOOR Santoor Small Packs Santoor Large Packs

All India Rest of Urban 2006 2007

All India Rural 2006 2007

All India (Urban+Rural) 2006 2007

1,339 1,450 1,012 1,078 1,040 1,140 2,655 2,881 6.5 7.1 4.9 5.5 4.5 5.5 2.9 3.4 0.0 6.5 17.9 2.0 15.9 14.1 1.8 12.3 3.9 0.2 3.7 0.1 7.0 18.0 2.2 15.8 13.1 2.0 11.0 4.9 0.4 4.5 0.0 4.9 17.7 2.3 15.5 14.7 2.5 12.2 6.2 0.5 5.7 0.1 5.4 18.8 3.0 15.8 14.0 2.8 11.2 7.0 0.8 6.1 0.0 4.5 16.1 2.1 14.0 16.5 2.7 13.7 4.7 0.4 4.3 0.1 5.4 16.5 2.4 14.1 15.5 3.0 12.6 5.7 0.6 5.1 0.0 2.9 17.8 4.7 13.2 22.6 7.0 15.6 7.2 0.9 6.3 0.1 3.3 18.8 5.9 12.9 22.0 7.7 14.3 8.2 1.5 6.7

6,046 4.3 0.0 4.3 17.5 3.2 14.3 18.3 4.3 14.0 5.9 0.6 5.3

6,549 4.9 0.1 4.8 18.2 4.0 14.2 17.6 4.8 12.8 6.8 1.0 5.9

*Note: Figures are rounded off

3f. Distribution for the top brands in terms of number of outlets (table1) ;no of dealers (table 2) Table 1 Body soaps Dettol Lifebuoy Lux Santoor Breeze Godrej No 1 Savlon 2004 57,29,961 20,43,810 40,37,418 36,97,472 11,63,726 26,08,078 10,71,294 5,90,696 2005 59,14,089 19,28,221 42,60,275 38,57,883 12,35,822 26,41,925 12,29,297 6,53,858 2006 60,75,797 18,95,077 45,08,039 42,65,473 13,16,524 24,74,234 13,84,032 5,61,717 2007 62,44,942 21,96,611 46,24,383 42,21,792 14,29,301 24,10,057 14,81,902 6,07,843

Reckitt Benckiser India Ltd.:

75 years of Dettol

Table 2

All India Metro

All India Towns Class 1

All India Rest of Urban

All India Rural

All India (Urban+Rural)

2006 TOILET SOAPS DETTOL Dettol Small Packs LUX Lux Small Packs LIFEBUOY Lifebuoy Small Packs SANTOOR Santoor Small Packs

2007

2006

2007

2006

2007

2006

2007

2006

2007

7,10,977 54.7

7,65,497 57.5

6,81,077 47.1

7,16,910 48.8

9,72,667 41.3

9,74,185 46.7

37,11,031 21.1

37,88,334 25.1

60,75,773 31.2

62,44,918 35.2

0.2 83.6 46.1 80.9

7.5 82.3 43.9 80.2

0.4 76.2 38.9 76.8

5.6 73.7 32.2 71.2

0.4 70.1 26.2 72.0

4.2 69.5 25.6 69.5

0.2 66.6 29.3 73.0

3.7 63.0 29.6 74.5

0.2 70.2 30.0 74.2

4.5 67.6 29.5 74.0

42.1 32.8

50.2 32.8

35.9 27.1

40.0 28.4

30.3 20.5

39.7 21.8

41.8 18.8

49.6 20.1

39.3 21.7

47.0 22.9

10.6

12.6

10.1

11.9

5.8

7.5

9.7

11.9

9.2

11.3

Reckitt Benckiser India Ltd.:

75 years of Dettol

3g. Variant contribution to market shares for key players Dettol Cool Skin Care Original 2005 0 0.5 3.3 2006 0.3 0.5 3.5 2007 0.5 0.5 3.8

Lifebuoy Skin Guard Clear Skin DeoFresh Nature Care Total/Strong 2005 0 0.2 0.9 0.7 1.7 14.9 2006 0 0.3 0.7 0.9 1.3 15.1 2007 0.1 0.3 0.4 0.5 1.3 15

Lux Pink White International Black Festive Glow Aqua Haute Pink White Glow Crystal Shine Provocateur 2005 8.5 4.7 0.9 0.9 0.7 0 0 0 2006 7.9 6.4 0.9 0.7 0.9 0.6 0 0.1 2007 7.7 7.1 0.8 0.6 0.5 0.7 0.4 0.3 0.1

Reckitt Benckiser India Ltd.:

75 years of Dettol

3h. Pack size wise Contribution Pack Size 0-50g 75g 90-125g 150g Multi/Promo Pack Total Category 16% 11% 39% 3% 32% 100% Dettol 3% 45% 12% 0% 40% 100% Lifebuoy 28% 1% 55% 0% 16% 100% Lux 24% 11% 52% 2% 12% 100% Santoor 16% 0% 70% 3% 11% 100%

3i. Price chart for key players Size(g) 35 70 120 42 90 115 45 75 100 125 MRP(Rs.) 7 18 29 5 12 14 5 10 17 21.5

Dettol

Lifebuoy

Lux

Reckitt Benckiser India Ltd.:

75 years of Dettol

3j. Brand Dettol: Seasonality

Dettol Soaps : Low Penetration & share in off season months

HH Penetration % (Urban)
16.0 14.0 12.0 10.0 8.0 6.0 4.0 2.0 0.0
Q1 '05 Q2 '05 Q3 '05 Q4 '05 Q1 '06 Q2 '06 Q3 '06 Q4 '06 Q1 '07 Q2 '07 Q3 '07 Q4 '07

Val Share%
6 5.7 5.5 MS VAL 5 4.7 4.5 4.2 4 3.5 3 JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 3.6 3.8 4.9 5.4 5.6 5.4 5.3 5.1 5.1

2005

2006

2007

Note:The graphs show a trend in house-hold penetration of Dettol in urban areas and value share (actual & expected) in the soap market

Reckitt Benckiser India Ltd.:

75 years of Dettol

3k. Region-wise seasonality for Dettol soap consumption

Germ Relevance - a key reason for low consumption

Seasons when Dettol soap is used
34 52
12 2 10 0 51 37 8 3 19 10 3 18

I use it the same amount all year round

70 70

Mainly in Rainy Season

Mainly in Winter

North

East

West

South

Mainly in Summer

Reasons for using Dettol soap in a particular season

North (105)
There are more germs at this time of year I need it for different things at this time It's smell is suited to that time of year It is more easily available at this time
3 1 8 3 22 78

East (124)
94

West (49)
90

South (32)
65

18

21

Reckitt Benckiser India Ltd.:

75 years of Dettol

3l. Dettol: Reasons for dislike (if any)

Dettol Dislikes
What if anything do you dislike about Dettol

Beauty Users

Germ Protection Users

Herbal Users

Base:
Too Expensive Strong/ Harsh Unpleasant Fragrance Not for everyday use Not effective at killing germs

1270
10 5 5 4

277
12 4 3 3

81
4 6 4 1

Note: The base represents the number of respondents interviewed, while the other figures in the table indicate percentage of respondents who have given a particular reason for dislike

Reckitt Benckiser India Ltd.:

75 years of Dettol

3m. Communication for Dettol soaps

Summer Advertisement

Monsoon Advertisement

Reckitt Benckiser India Ltd.:

75 years of Dettol

Winter Advertisement

Reckitt Benckiser India Ltd.:

75 years of Dettol

Exhibit 4
Liquid Handwash market
4a. Market Size 2004 Market Size (Value,Rs. Crore) Market Size (Volume,Kiloltr) 26.3 1430 2005 27.8 1626 2006 39.4 2185 2007 58.7 3236

Recent Quarters Market Size (Value,Rs. Crore) Market Size (Volume,Kiloltr)

Q1'06

Q2'06

Q3'06

Q4'06

Q1'07

Q2'07

Q3'07

Q4'07

8.4 478

9.4 513

9.9 542

11.8 651

13.9 764

13.9 758

15.8 865

15.2 850

4b. Market shares of leading brands Yearly Dettol Lifebuoy Fem Savlon Palmolive Santoor 2004 53% 0% 29% 13% 0% 2005 58% 4% 27% 2% 6% 0% 2006 54% 10% 26% 2% 4% 0% 2007 51% 20% 17% 1% 7% 0%

Recent Quarters Dettol Lifebuoy Fem Savlon Palmolive Santoor

Q1'06 54% 8% 29% 2% 4% 0%

Q2'06 54% 8% 29% 3% 4% 0%

Q3'06 56% 11% 26% 2% 3% 0%

Q4'06 53% 14% 21% 1% 5% 0%

Q1'07 50% 17% 21% 1% 7% 1%

Q2'07 50% 19% 19% 1% 7% 2%

Q3'07 51% 20% 16% 1% 7% 2%

Q4'07 50% 23% 11% 1% 7% 2%

Reckitt Benckiser India Ltd.:

75 years of Dettol

4c. Price Chart for various pack sizes Format Brand Dettol Dettol Lifebuoy Fem Palmolive Santoor Dettol Lifebuoy Fem Palmolive Santoor Dettol Lifebuoy Fem Palmolive Santoor MRP 55 38 40 55 55 55 30 25 29.5 35 27 150 125 159.5 150 150 Size (ml) 250 135 200 250 250 250 200 180 200 250 180 1000 900 1000 1000 1000

Pump Pack

Pouch Refill

Large Refill

Reckitt Benckiser India Ltd.:

75 years of Dettol

4d. Availability Trend with respect to the number of outlets

350000 300000 250000 200000 150000 100000 50000 0
'0 6 Ja n' 07 M ar '0 7 '0 6 Se pt '0 6 Se pt '0 7 Ju l '0 7 Ja n' 08 M ar '0 8 Ja n' 06 M ar '0 6 ay '0 6 Ju l N ov ay '0 7 y' 07 No v

LHW
*LHW stands for Liquidhandwash

Dettol

Lifebuoy

Fem

Palmolive

4e. Communication

2005

2006

2007 - current

Reckitt Benckiser India Ltd.:

75 years of Dettol

Exhibit 5
Bodywash market
5a. Market Size 2005 Value (Rs crores) Volume (kilo ltr) 9.2 329 2006 12.2 436 2007 16.3 580

5b. Market shares for major brands by value and volume Market Size (Value) Palmolive Dove Lux Fiama Di Wills Fa Dettol Market Size (Volume) Palmolive Dove Lux Fiama Di Wills Fa Dettol 2004 52% 38% 2005 44% 5% 42% 2006 41% 5% 44% 2007 37% 15% 41%

2004 50% 39%

4% 2005 43% 4% 45%

6% 2006 37% 3% 50%

4% 2007 36% 12% 45%

4%

7%

4%

5c. Price chart for major players

Brand Lux Lux Palmolive Palmolive Dove Dettol Dettol

Size(ml) 250 125 250 130 250 250 125

Price(Rs.) 70 40 90 45 125 85 45

Per 100 ml 28 32 36 34.6 50 34 36

Price Index* 100 114 129 124 179 121 129

*Note: Considering the cheapest per 100 ml pack as 100, the price indices for competitive brands in various pack sizes has been calculated.