Boots: Keeping the girls coming in

In 2007, the UK market share of Boots, the pharmacy and beauty products retailer, was under pressure from new competitors in the health and beauty market.

Boots: Keeping the girls coming in

Principal authors: Laurence Horner, Mother; Jane Christian, MediaCom Business Science; Jon Hildrew, Boots; Peter Pereira, IPSOS ASI

Introduction

This is an unusual IPA paper, because it's not a story about massive growth, a runaway launch or a complete reversal of fortune.

It's a story of disaster averted.

Specifically, it's the story of how Boots fought off new competition and retained its leadership of the UK health & beauty market with a campaign that increased ROI by 185% and generated £285 million in profit.

How did Boots do this?

By focusing on the...

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