CASE 11.2 Study Example | Topics and Well Written Essays - 500 words

11.2 - Case Study Example It is therefore evident that any acne patient who comes across proactiv and gets to see the results is more than thankful for the product. Using infomercials was the best decision for the marketing of proactiv for various reasons as Dr. Rodan and Dr. Kathy came to understand. First, Acne was an embarrassing issue therefore selling the product openly would not produce positive results, as patient turnout would be very low. Second, people need to be educated on how to treat their acne something that could not just work in a 30-60 second advert. Thirdly, infomercial audience was a good target as it consisted of women between their 20s to their 40s who would do anything to get rid of the acne problem therefore providing a good market segment. Through infomercials, the product has the opportunity to air testimonials from people who have experienced positive results. It is clear that Rodan and Kathy were ready to throw in the towel after unsuccessfully seeking for investment capital with no success. The deal with Guthy-Renker was their key to success and if it had not happened then proactive would have had very low chances of existing in the market today. Infomercials were a better choice for Proactiv than print and media advertising because it was necessary to educate people on the product rather than just advertise (Agree and Martin). Infomercials offered more time to make this possible as compared to advertising through media and print where not many people would pay attention and most probably would assume it not to work as the ones already in the market. Proactiv’s positioning strategy has made it to be a success in the market as these strategies were able to distinguish it from the other products that were already in the market. Categorizing their product under skin care product rather than acne products enabled them to tap into a more attractive and larger market share. Coming up with the name Proactiv also played a major role for the product