Problem statement:

We arrived a problem statement after our exploratory research

Our problem statement is HOW TO IMPROVE THE SALES OF AXE?

Alternative solutions and methods we use to collect data to find

solutions:
Sl
no
1

Objectives
Promotional activities

2
3
4

Entering non gas format

Price reduction
Introducing new fragrance

Methods to be
followed
Focus group interview,
Questionnaire
Questionnaire
Questionnaire
Personal interview and
blind test

Promotional activities
5 Sub problems:
a. What is perception of customer towards them of axe advertisement?
Hypothesis:
1. Changing ads to customers taste attract customers
2. Using Indian brand ambassadors attract customers
3. Producing ads in regional languages attracts customers.
4. Realistic ads attract customers.
5.
b. What is the perception of retailer toward offers provided by the
company?
1. Providing undercut prices to retailers helps to increase sales
2. Providing attractive schemes to retailer helps in increasing
sales
3. Providing gifts to retailers helps to increase the sales
4. Arranging get to gather parties of retailers boosts sales
5. Providing certification for excellency in sales helps to increase
sales
c. What is the impact of different Medias of advertisement on
customers?
Hypothesis:
1. Transit media advertisement is more effective

2. Television media advertisement is more effective

3. Newspaper media advertisement is more effective
4. Social networking sites media advertisement is more effective
5. Flex and banners media advertisement is more effective
d. What are the offers provided by the company to the customers?
Hypothesis:
1. Providing combo pack of 40ml of 6 bottles in a pack help in
boosting the sale
2. Providing schemes to customers(4+1 etc) increase the sale
3. Providing small 50ml travelling can for free with pack increase
the sale
4. Arranging boat party for customers by lucky drop helps to
increase the sale
5. Extra quantity for the same price in the same pack increase the
sale
e. Which features of advertisements appeals customers more?
Hypothesis:
1. Emotional appeal in ads attracts customers towards product.
2. Humor appeal in ads attracts customers towards product.
3. Social concern appeal in ads attracts customers towards product.
4. Sexual appeal in ads attracts customers towards product.
5. appeal in ads attracts customers towards product.

Change in Pricing:
a. Sub problems1: what should the pricing at retailer level?
Hypothesis:
1. providing high margin to all retailers increase the sale
2. margin on the basis of geographical area increase the sale
3. providing high margin to retailers on the basis of performance of retailer
increase the sales
b. Sub problem2:what should be the pricing at customer level?
Hypothesis:
a. Fixing odd pricing increase the sales
b. Providing discount increase the sales
c. Pricing above competitors brand increase the sales.
d. Pricing below competitors increase the sales