PRICING STRATEGIES FOR HAIR OIL Varun JainNitin ChughTanya Srivastava Siddharth Venkataraman Priyanshi KejriwalPRODUCT:-HAIR OIL Hair oiling is an age-old traditional habit of Indians. Benefits of Hair Oil- Nourishment, Strengthening hair , Faster & Better growth ,Reducing Hair Fall. Cosmetic Appeal for hair styling ,soft & shining HAIR CARE INDUSTRY FMCG Rs.116,100 cr Hair Care Rs. 9,200 cr 8% salience Shampoo Rs. 2,840 cr Perfumed Oil Rs. 2,900cr Coconut Oil Rs.2,100 cr Hair Conditioners Rs.100cr Hair Dyes Rs. 1,200 cr Branded hair oil segment grew 19.8% CAGR in value terms during FY07-12

HAIR OIL MARKET Coconut based Oils (51%) Heavy Amla based Oils (15%) Light Hair Oils (14%) Cooling Oils (12%) Others (8%) Hair Oil is > 55% of the overall hair careindustry in India Unit PriceStarting from 5 Rs/20ml andvaries according to size of the product. Life of the product Bestbefore15 monthsfromMfd. Product Life Cycle Stage Growth Phase Overall market Size The Indian hair oil market is estimated to be worthRs 4,600crore. Market Potential Volume growth for the hair oil category is currently pegged at 12.8 per cent and value growth at 17.7 per cent. HAIR OIL CATEGORIES Coconut Hair Oil Dabur Vatika Enriched Coconut Hair oil ParashuteCoconutoil Dabur Anmol Coconut Oil Light hair oils(Fastest Growing Segment) Bajaj Almond Drops 46.8 % Keo Karpin21.5 % Marico's Hair & Care15.2 % Others 16.5%

Heavy Amla Oil Dabur Amla69.5 % Marico's Shanti Amla Badam 8.3 % Dabur Sarson Amla 5.8 % Bajaj Brahmi Amla 3.4% Others 13%

Cooling Oil Emami's Navratna 44 % Him Gange29% Others (Ayurvedic Vasmol Thanda Tel)27% LEADER BRAND Leader Brand Parachute is leader in oil market in India. Market share in India is53.4%. Strength- 100%pure coconut oil Edible oil Market Availability Brand Name Available in different packs (20ml,50ml,100ml,200ml,500ml,1litre) Weakness-More sticky as compare to other light hair oils Replacement product Hair poition,Hair Cream , and other conditioning and moisturising shampoo(Sunsilk,Vivel etc) Advantage-Non sticky as compare to Hair oil. Disadvantage-Expensive as compare to Hair oil.(35Rs./15ml) 53.4% 18% 16% 12.6% parachutebajajdaburothersDIFFERENT BRANDS AVAILABLE IN GREATER GHAZIABAD Parachute(Parachute Coconut oil,parashute jasmine, Parachute Advanced) Dabur ( Dabur Amla Hair Oil , Dabur Amla Flower Magic Hair oil , Dabur Vatika hair oils ,Vatika Enriched Coconut Hair Oil , Vatika Enriched Almond Hair Oil, Dabur Anmol Coconut Oil ) Bajaj ( Bajaj Brahmi Amla hair Oil ,Bajaj Coconut Hair Oil ,Bajaj almonddrops hair oil) Emami (Navaratna ,Emami Amla Plus Hair Oil) Clinic plus (Clinic All Clear Dandruff Oil) Godrej (Godrej Anoop Hair Oil) Himani Navratna Hair & Care Dabur Vatika Bajaj Almond Drops Parachute AdvancedJasmine Parachute Hair Oil Parachute AdvansedHair Oil Parachute Advansed Ayurvedic Hot Oil Parachute Advansed Therapie Himalaya Anti Hair Fall Qty. (ml) 50 Rs. 30 75 Rs. 33 90 Rs. 43 100 Rs. 55Rs. 44Rs. 50Rs. 34Rs. 27Rs. 125Rs. 100 150 Rs. 65 175 Rs. 47Rs. 61 190 Rs. 76Rs. 225 200 Rs. 100Rs. 80Rs. 95Rs. 65Rs. 180 250 Rs. 64 300 Rs. 130 Rs. 125 Rs. 94 Available SKUs & Pricing For Different Brands BRANDPRICE/100 MLMARKET SHARE OF THE COMPANY MEDICATED VALUE PROPOSITIONNICHE/MASS MARKET Himani Navratna Rs. 556%YEScooling sensation has multiple benefits of providing relief from headache, tension, sleeplessness, Body ache and other hair related problems MASS MARKET Hair & Care Rs. 444%NOnourishment without adding stickinessMASS MARKET Bajaj Almond Drops Rs. 505%NOnourishment without adding stickiness to the hair with purity and effectivness MASS MARKET Parachute AdvancedJasmineRs. 343%NO lingering fragrance of Jasmine that nourishes hair to keep it healthy and beautiful. While the goodness of Coconut acts as a moisturizer. MASS MARKET Parachute Hair Oil Rs. 2710%NONourishment and shiny hairMASS MARKET Parachute Advansed TherapieRs. 1251%NO strengthen hair from within leaving it looking nourished and healthy. when applied pre-wash, reduces protein loss up to 28% and restores the health of hair NICHE MARKET Himalaya Anti Hair FallRs. 100