TUPPERWARE ppt

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Selling & Negotiating

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TUPPERWARE’S CASE STUDY: 

TUPPERWARE’S CASE STUDY MAYUR BODWADE C-11 NILESH PATIL C-16 ONKAR KULKARNI C-18 SANTOSH PAWAR C-32 MANISH GOTHOSKAR C-48

COMPANY HISTORY : 

COMPANY HISTORY founded in 1946 by Earl Tupper. In 1958, Tupper sold the company to Rexall Drug. In 1996, Tupperware became a publically owned company. In 1999, company’s sales totaled over $1bn. In 2000, headquartered in Orlando, Florida. The company is publicly traded on the NYSE and reported sales of $2.2 billion in 2008.

PRODUCT PROFILE : 

PRODUCT PROFILE Manufacturers and sellers of plastic food serving, storage and preparation foods. Also produces educational toys, serving products & gifts. Well recognized for designing top-quality, innovative products . Products differs in various markets due to dissimilarities in cultures, life-styles and needs.

MARKETING STYLE: 

MARKETING STYLE During 1950, used idea of “TUPPERWARE PARTY” for marketing their plastic products. Modern marketing tools used after 1996 for customers who had either no access to or no interest in attending a typical party & also for prospects. Tools like…. TV shopping Kiosks E-Commerce Direct mail

Questions???: 

Questions??? Brownie Wise revolutionized the way Tupperware sold its products. Discuss the role played by her in Tupperware’s success in the United States. In India, Tupperware felt that a direct demonstration to customers was essential in creating awareness & building up a customer base. Why did Tupperware feel that India was a good market and what steps did it take to directly contact the customers? How do you justify sales innovation model.

Brownie’s role: 

Brownie’s role B rownie’s role behind successes of “Tupperware Party” Demonstrate product feature & Handle of Product Popularity & Promotional activity Educate people i.e. to minimize awareness of product uses more acceptable to women than door-to-door sales

INDIAN MARKET: 

INDIAN MARKET By Women, For Women:Estab.Women workforce, "party plan” approach, “life-transforming” experience as Tupperware ladies India is a developing country, worlds largest middle class population stayed. Eventually, customer embraced through "party plan” No any strong Local competitor Steel mfg.are main competitor Good Feature Product in aspirable price Kiosk,TV shopping,e-commerce,Direct mail Targeting Kichenware “Wealth of Wellness "positioning message.

SALES INNOVATION: 

SALES INNOVATION Introduction “Tupperware Party”plan Never negotiate competitor by introducing innovative product DOOR to DOOR Usability Meets Durability: Product innovation TV Shopping,Kiosk,E-commerce,Direct Mail Women as a sales force

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