Estee lauder dissertation


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Estée Lauder Companies, Incorporation. founded by simply Estee Lauder and her husband Paul in 1946 started selling off four skincare invented by simply her chemist uncle in beauty salons and hotels. The enterprise founded their initial department store accounts with Saks Fifth Method in Ny in 1947. By 1960, Estee Lauder was a global manufacturer and marketer, selling their products in the famous Harrods Department Store working in london. In the future years, they will opened outlets in Central America, Denmark, Hong Kong, Italy, Spain, Sweden, Belgium, New Zealand and Switzerland.

Today, Estee Lauder markets its products through different brands much more than 140 countries and territories. It also holds the global license for fragrances and cosmetics. The organization consists of a assortment of prestige brands targeted at a diverse selection of buyers.

The group’s portfolio of brands contains the most recognized labels to get mature buyers (Estee Lauder, Clinique, Prescriptives, Aramis, and La Mer), eco-correct labels (Aveda and Origins), along with hip brands (M.

A. C., Bobbi Brown, Tommy Hilfiger, Donna Karan, Stila, Jo Malone, Bumble and Bumble, Kate Spade, jane, Darphin and Smashbox). The Estee Lauder Companies is an organization which engages in the manufacturing, promoting, and sale for several beauty items.

The company is divided into 4 sectors, skincare, makeup, perfume, and hair care. Estee Lauder is based in New York City and currently employs 32, three hundred people. These products are mostly advertised through malls, specialty retailers, upscale perfumeries, pharmacies, salons and spas, and spars. Additionally goods are sold by company owned or operated free position stores and through ecommerce in selected countries. The company is still regulated by the Lauder relatives, which handles about 70 percent of the voting shares. Estee Lauder’s son is currently the chairman in the board of directors.


The case analysis efforts to determine the most reliable strategies Estee Lauder need to use in the Philippines. To look for the main target of this circumstance the experts focuses on difficulties components of the case analysis that happen to be as follows:

A. Market Evaluation

1 . As to the extent will the Filipino consumer will support or work with Estee Lauder products? installment payments on your What are market profiles from the target users of Estee lauder inside the Philippines? 3. What are the data needs from the Filipino buyer to move their appui to Estee Lauder goods?

B. Complex technical analysis

1 . Based upon the demands of the Filipinos what might consist the standard collection of Estee Lauder items that should be placed into Philippine markets? 2 . Where the feasible locations which will effectively notify and marketplace to the Philippine consumer the Estee Lauder products?


The main objective on this study should be to determine the best strategies Estee Lauder must use in the Philippines employing market evaluation and complex technical analysis.

A. Marketplace Analysis

1 . To determine the notion of the Filipino consumer on Estee Lauder products vs . other beauty product opponents. 2 . To verify the demographic single profiles of the goal users of Estee lauder in the Philippines. 3. To determine the information requires of the Filipino consumer to divert all their patronage to Estee Lauder products.

A. Technical Analysis

1 ) To present the possible collection of Estee Lauder goods that should be placed into Filipino markets? installment payments on your To story possible places that will properly inform and market for the Filipino customer the Estee Lauder items.


A. Analysis from the Macro environment

1 . Demographic Environment

Within the next 20 years, there is an expected growth of product sales of cosmetic products because approximately 70 , 000, 000 people around the globe will reach an income that will enable them to order such kind of product. Over the following 40 years, the aging process population on the globe will multiply by 2 . 5 times. With an increase in the world’s maturing population, life expectancy would boost too.

installment payments on your Social and Technological Environment

Social environment is a broad concept which can be affected by almost all factors to be considered for making analysis inside the Macro environment of the firm. There is a significant factor that may affect sale of products easily. Majority of the Filipino buyers especially those who live in the National Capital Region might support goods easily due to practice known as mental colonialism. What is brought in is better. Naturally it is! Filipinos tend to patronize imported products most especially the ones that are known for years. In fact , products made by the Estee Lauder Company are offered in some regarded malls all over the Metro Manila region. Whether it is cosmetics or perhaps fragrances; client will acquire it so long as they have the money. Social media affects Filipinos notion about a one thing. If there is one thing that Estee Lauder to focus on in trying to caught more attention from Filipinos, it will probably be in the social networking.

I have realized that they cannot be seen in the TELEVISION commercials, r / c or even produce ads. They look in print advertisements but hardly ever with the local magazines. Seeing that Estee Lauder is based in London, cosmetics are generally designed for the white persons. This company ought to create makeup that are compatible with the Asian skin specifically to the Filipinos. Filipinos are interested in social networking sites that could be an advantage of Estee Lauder to advertise goods internationally easily and can listen to feedbacks with just a just click.

Since Estee Lauder rates ranges by mid-high to high, only a few Filipinos can pay for to have a single product on their pockets. Mid-range to elite persons may patronize the product continually but not those who find themselves tight with all the budget. Filipinos should be aware that though it could be a little expensive, the check spent will probably be worth every merchandise. It has been a practice that those who won’t be able to have these products, change to an counterfeit of the first. I believe, these products should be innovated even more exactly where in all Filipinos can afford to work with Estee Lauder products within their daily routine. They need to know the huge difference between the first and the bogus. What is it? We need to see it yourself. 3. Economy

All groups of the cosmetics industry revealed growth inside the Philippines in 2008/2009, relating to Euromonitor. Beauty and personal care revenue were US$2. 26bn, a 2% climb year on year. The highest growth was in colour makeup (7. 9%), skin care (6. 3%), deodorants (4. 3%), hair care (4%) and aroma (2. 9%). The mass market is prominent in the Philippines, accounting pertaining to 96. 3% of all bath and showering sales. Since elsewhere inside the southeast Cookware region, the main players happen to be foreign multinationals – Unilever, followed by Procter & Wager, L’Oréal, Estée Lauder and Shiseido, according to the trade affiliation Chambers of Cosmetics Market of the Philippines (CCIP). In the beauty and personal care sector, Colgate-Palmolive is a third largest company, behind Unilever – who in 2009 adopted a technique of offering smaller-sized product packaging, targeted at middle and lower income consumers – and Procter & Gamble, according to Euromonitor.

The economic slow down in the Korea has prompted growth in direct offering. Companies including US-owned Avon and Philippines-based Ever Bilena Cosmetics followed commitments to boosting income through savings and tapped into a female labour market keen to boost household earnings. The market is apparently remaining radiant. Between January 2009 and January, 2010, 511 new cosmetics products were released in the Israel, according to advertise research group Mintel – the highest amount (176) was at skin care, accompanied by soap and bath items (131) and hair items (108).

M. Competitive Examination

1 . Intensity of the Competition Among Existing Competitors

Estée lauder’s brands face wonderful competition inside the cosmetics market. Internationally that competes with Loreal, Avon, Revlon, At the Arden and Bare Escentuals. Though there are a great number of competitors in the industry, Estee lauder consists of different products that competes on each of your of them. Estée Lauder’s all natural products confront competition via Bare Esentuals. Its midrange products remain competitive against Revlon, Avon, and Elizabeth Arden. Additions to these kinds of competitors would be the local businesses in the Philippines like Ever before Bilena and Careline. Rivalry intensifies since there are a lot of companies which can be in to beauty items. Competition much more intense as a result of local brands that use selling price cuts or perhaps other marketing tactics to boost unit volume.

And because many Filipinos happen to be thrifty, rivalry is stronger when the cost incurred by customers to change their purchases from one brand, like Estee Lauder to another, like Careline, are low. Competitors could easily get a close competition with some UN products. Yet because of its variants of beauty products Estee lauder possesses, this still rises above the other folks internationally. It is professional make-up brands, M. A. C. and Bobbi Brown confront significantly less competition because of their goal marked of specialized clients. In more than 25 years, Ever Bilena is one of the number one Philippine brand. It includes penetrated an industry dominated simply by global leaders, and have manufactured products best suited for each of our Filipina buyers with foreign quality by affordable price.

Ever Bilena and Careline serve products that are way too low-cost compare to ESTE and other foreign beauty businesses. Ever Bilena and Careline target market are different from the target industry of UN. They target teenagers who require beauty products for everyday employ. It outwits EL selling off their products in an exceedingly low price. Each of our country is recognized as as third world so along with that it offers EB and Careline the edge among rivals because of the market it targets, simply the Masa.

Estee lauder is known for its status and expertise in beauty items. EL has been in the market for years. They may have gained devoted customers as time pass by, and as quality of their products improved along with it. They received an edge between other competition just by the name it provides. But in the Philippines, people who cannot afford sophisticated beauty products will certainly not patronize Estee lauder products. It’s a really tough conclusion EL possess in the Israel, but it nonetheless stand the opportunity in competing with other local products due to colonial mentality of the Filipino, love for foreign products. 2 . Danger of the Fresh Entrants

Regionally, the hurdle is excessive but we are able to say that there is a great potential for any other aspiring businessman to into the market. Economies of scale act as a great obstacle to entrance, and with EL, its sales within the past few years. The Estee Lauder Companies Inc. today reported a strong monetary performance because of its fourth quarter and fiscal 12 months ended 06 30, 2012 based on the financial assertion posted by means of internet. Consistent with these information gathered, we can say that the stability of the business is very solid that turns into a barrier for new entrants. The capital need established on the market by Estee Lauder is very large which it becomes a frustration for the new companies going to enter the market. Another hurdle is the Estee Lauder product differentiation. It gives different products that create a barrier by forcing traders to incur expenditure to overcome existing customer loyalties.

New traders must use a great deal of money to get over this buffer. Filipinos will usually patronize products that are cost-effective and with good quality. They can enter the sector by taking the shape of extreme price-cutting and increased in advertising. Estee Lauder is known as as expensive beauty products intended for the Filipinos. Only handful of can afford to get fragrances, epidermis cares and make-up Estee Lauder gives. If the new entrant permeates in the market with the technique of offering its products within a relatively low- price, it will eventually definitely rate of growth Filipino buyers. Watson natural beauty care, quickly took Philippine patronage by selling different selection of products within a low prices. The barrier is very high with regards to reputation and quality. But also in the Korea, the door in entering the industry is very much open to those people who are willing to create quality goods in affordable prices.

3. Bargaining Power of the Buyers

The consumers can easily bargain in this industry given that they are the potential buyer’s purchases certainly are a sizable percentage of the selling industry’s total sales. The products are insignificant to the quality of the user’s product or service. Them being acquired is adequately standardized amongst sellers that not only can easily buyers find alternative sellers.

4. Negotiating Power of the Suppliers

Suppliers do not play a big rotate and have little bargaining electric power in this industry. Big brands like Estée Lauder develop essential materials in their individual R&D department, and only outsource basic and non-value-adding chemical compounds and product packaging.

5. Hazards of Item Substitute

As a rule, the lower the price tag on substitutes plus the higher the coffee quality and performance of substitutes, the greater intense are definitely the competitive demands posed by alternative products. We all Filipinos choose the ones that are almost cost-free that gives us the same result that a high priced product offers. We are one of the most resourceful contest. Filipinos happen to be naturally imaginative and imaginative people.

Filipinos can invent a lot of things to substitute virtually any products just so they can reduce costs. We are likewise fan of herbal items which is the consequence of our getting authentic Filipinos. Along with these suggestions, the threats of merchandise substitute are very high in the Philippines. Nevertheless Estee Lauder produce a brands, Aveda and Clinique, which usually focus on producing products created using natural ingredients and anti-allergens, many will still go for the naturals, literally, to generate their pores and skin or frizzy hair really good.



5. Intense competition in makeup has increased and market initiators with quality providers can be a serious menace to the company. * New entrants, although the market offers considerably fully developed in the sense which it has captured customer loyalty, but you can room to get improvement in this field. 5. Counterfeit items affect the product sales of the branded commodities. 9%, according to the Global Congress in Combating Faking, of all the universe trade comprises counterfeit merchandise.


* New market segments are appearing in various countries where the firm can provide its products, including India, Chinese suppliers (known to be the 2nd major cosmetics industry in Asia) etc . 2. Markets exactly where wealthy rule is also a fantastic opportunity to touch in due to tendency with the wealthy to obtain luxury goods. * Many nations will be growing to get beauty conscience every day; the organization will do well in order to tap-in without any hold off and trigger in order to get consumer loyalty placed on its products. * Diversification from the distribution channels.

* Development to global markets, around the world.


* Lack of attentiveness regarding buyer value (Client. ) 5. Profit oriented (loses sight of the customer) * Fragile Liquidity Location (decline inside the firm’s fluidity in the past few years. ) * Circulation Network’s not enough reach to other viable markets. 2. Declining working income in several market markings the fragile penetration from the products in those certain markets. Strengths:

* Good Brand Reputation (The manufacturer is connected with luxury & quality. Even offers a strong manufacturer portfolio). * Research & Development (Role model and leader in identifying client needs, and preferences and developing products accordingly). * Strong Distribution Network (The products can be purchased to a limited stores that compliments the image of the brands such as department stores, upscale perfumeries, specialty stores, professional hairdressers etc . specifically in U. S. ) * Strong Revenue & Profitability (Net Earnings for fiscal yr 2010 $478 million although Net product sales were $7. 8 billion dollars. ) 2. 31, 500 employees operating under its umbrella, a lot of the time. (approximate value) * Products are sold much more than a hundred and fifty countries.

5. Powerful marketing techniques employed by the company: Free Surprise, Gift-With-Purchase, Makeup Artist Incidents (for checking out the new products) etc . * Operations and cost routine service with the organization holds a solid positive frame of mind in the long run. 2. Regulations are increasing as a result of voicing of different groups about harmful chemical ingredients in cosmetic products.



“Differentiation is a competitive business technique whereby companies attempt to gain a competitive advantage simply by increasing the perceived value of their products and services relative to the perceived benefit of additional firm’s products and services” – Charles Watts. L. Mountain, Gareth L. Jone

Zero other companies has done better than Estee Lauder business. They are previously on top nevertheless the concept of getting unique or perhaps different is important today that it was yrs ago. The company must look into strategies in differentiation. 1st, they can use quality/price differentiation pertaining to Estee Lauder. The company can easily improve more on the quality of their cosmetic products so that buyers will build loyalty for the company. Next, said business could use merchandise differentiation with the addition of more features, specifications, design and also the image, presentation and benefits on their products.

Also, useful to them differentiation by repositioning. To regain its position as a high grade product, Estée Lauder must reposition itself. A successful transfering would require the Estée Lauder manufacturer to develop a clear brand picture and provide its customers with something that is unique. There are a few possibilities that Estée Lauder could take; Estée Lauder could stress the 100 % natural ingredients in a merchandise, the romantic endeavors and sexiness, or the technology involved in an item. Another likelihood for Estée Lauder will be to create a new brand photo through the release of a sub-brand. In looking at each of these tactics, it is also vital that you take into account just how Estée Lauder’s competitors is going to react.

Natural Ingredients. Currently, Estée Lauder’s consumers are not considering the naturalness of the materials used in Estée Lauder skin care products. This really is evidenced by the fact that Estée Lauder will not promote the natural ingredients and yet they still have customers. To redefine the manufacturer as one that emphasizes organic products may well ostracize the current Estée Lauder customers. Furthermore, the all-natural ingredient skincare market is certainly not high-end. The key competitors for the reason that market are Biotherm and Clarins. These types of brands are very well recognized by those customers that place natural ingredients above technology; nevertheless , they cannot require as high a price while Estée Lauder for their skincare products. This may not certainly be a wise move to get Estée Lauder.

Romance. Another choice for Estée Lauder would be to position the brand name so that it can be appealing for those women who desire the romantic endeavors and sex appeal that is connected with cosmetics. This kind of positioning approach would place Estée Lauder in direct competition with Lancôme. Since Lancôme is actually a French brand, it already has an edge over Estée Lauder as France can be widely associated with romance.

The Estée Lauder brand will have to work very difficult to overcome Lancôme’s natural benefit. A first glimpse comparison of an Estée Lauder and a Lancôme presentation area at Macy’s will show that Estée Lauder’s image is usually lacking the luscious, reddish lips of Lancôme. Instead, Estée Lauder’s image is of the elegant Carolyn Murphy and Liya Kebede. Their particular images will be beautiful although distant and lacking interest. To rework this image can be extremely hard. Direct competition with Lancôme would also be unfavorable.

By more greatly emphasizing their technology, Estée Lauder also offers the opportunity to take up the trendy end of the technology industry as opposed to as being a complete dermatologist-brand. This is due to the style and style that is associated with Estée Lauder. Presently, the bestsellers in the skincare market in general will be anti-aging formulas. In the developing Asian skin care market, the bestsellers happen to be anti-aging and whitening remedies. Both these remedies rely seriously on technology, so it is a great time for dermatologist-brands to enter the marketplace. By living in the trendy end of the technology marketplace, Estée Lauder will have a fantastic position against these strong new traders.


Estee Lauder can apply Horizontal The usage where the business will acquire another business. If they will really want to boost the sales inside the Philippines, they can buy local brands and kill your competitors.


Based upon the data gathered we can determine the following:

1 ) Filipinos are aware of Estee Lauder and they think about this as a extremely high-end product. They patronize competing merchandise that offers more affordable price. Estee Lauder ought to formulate goods that they can provide to Masa, a product for Filipinos. Same as to what L’Oreal did in the Philippines, if they introduced shampoo or conditioner and conditioner that is close to the price of local brands. 2 . Estee Lauder’s target market is middle-aged female whose buying electricity is relatively safeguarded and thus are much less price-sensitive. Filipinos are value sensitive, with that they should make strategy that may be similar from the first summary. 3. Filipinos need a lot of information about splendor care. We should be informed regarding the importance of Estee Lauder’s product, and what are the between their particular product to other companies and substitute product we are using.

They should enhance their advertisements inside the Philippines. Formally, they are thus known in the industry that they may need any kind of advertisement, yet Filipinos are fan of idiot container that they count mostly to what they discover on TV. 4. The collection will need to consist of goods that can be wanted to middle marketplace. It should be cost-effective and with good quality. The gathering should be concentrating on whitening pores and skin and cost-effective cosmetics. 5. Aside from shops and special beauty outlets, Estee Lauder should try placing a place for goods in drugs store just like Mercury and Watsons, such as every merchandise they offer. They are really already accomplishing this but simply to chosen items. They should commence advertising their cosmetic products to these places where people have easy access and this will help individuals to get familiar to Estee Lauder’s product.

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