Emily Tan
Nov 30, 2011

CASE STUDY: How Rexona broke the relevance barrier in China

When Rexona China learned that mainland women simply didn't feel the need for deodorant the brand worked with word-of-mouth marketing company Wildfire to generate interest through peer-to-peer recommendation.

Rexona's word-of-mouth experience kit

Background
Rexona’s history in China is impressive. The brand redefined deodorant as a daily grooming product in 2008, gaining market leadership in only eight weeks and held its success for the following years. However, by 2011 category growth hit a plateau. Though Rexona’s market share slowly but steadily increased, category awareness and sales were stagnant. It became clear that Rexona needed to find a new, effective way to boost category growth.

Aim...

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