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Case
-
Reference no. IMD-3-0703
Published by: International Institute for Management Development (IMD)
Originally published in: 2000
Version: 25.08.2003

Abstract

This is the second of a two-case series (IMD-3-0702 and IMD-3-0703). Case (A) described the range of options which Philips'' Dental Care Article Group considered for challenging Braun''s supremacy in electric toothbrush. Case (B) describes the strategy chosen by Philips and its two components: (1) a design that capitalises on the round head imposed by Braun as the de-facto design standard, but adds two differentiating features for customer benefits, hence avoids being perceived as a ''me-too'' product (but does it avoid it, really?); and (2) an alliance with Europe''s leading manual toothbrush manufacturer, Jordan, to match the Braun - Oral B combination, leverage Jordan''s manufacturing advantage in brush heads, gain distribution, and win acceptance with the professional dental community. The case leaves the actual positioning of that Philips-Jordan product open and begs the question: ''Is this really enough to beat Braun at their own game?''
Location:
Industry:
Size:
USD1.5 billion
Other setting(s):
1995

About

Abstract

This is the second of a two-case series (IMD-3-0702 and IMD-3-0703). Case (A) described the range of options which Philips'' Dental Care Article Group considered for challenging Braun''s supremacy in electric toothbrush. Case (B) describes the strategy chosen by Philips and its two components: (1) a design that capitalises on the round head imposed by Braun as the de-facto design standard, but adds two differentiating features for customer benefits, hence avoids being perceived as a ''me-too'' product (but does it avoid it, really?); and (2) an alliance with Europe''s leading manual toothbrush manufacturer, Jordan, to match the Braun - Oral B combination, leverage Jordan''s manufacturing advantage in brush heads, gain distribution, and win acceptance with the professional dental community. The case leaves the actual positioning of that Philips-Jordan product open and begs the question: ''Is this really enough to beat Braun at their own game?''

Settings

Location:
Industry:
Size:
USD1.5 billion
Other setting(s):
1995

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