Clean Edge Razor

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JANUARY 19, 2011

JOHN A. QUELCH

HEATHER BECKHAM

Clean Edge Razor:

Splitting Hairs in Product Positioning

On August 9, 2010, a group of executives from Paramount Health and Beauty Company

(Paramount) sat in a research room intently observing a dozen men shaving on the other side of a

two-way mirror. The subjects were testing out Paramount’s newest nondisposable razor, Clean Edge,

and discussing the experience. The verdict was extremely encouraging. The majority of men felt it

was the closest, cleanest, and smoothest shave they had encountered.

Clean Edge’s improved design provided superior performance by utilizing a vibrating technology

to stimulate hair follicles and lift the hair from the skin, allowing for a more thorough shave.1

Jackson Randall, product manager for Clean Edge, sat in the darkened observation room considering

the positioning strategy for this new product. He had led the new product development process and

was now grappling with how to position the product for the upcoming launch. All executives at

Paramount agreed Clean Edge should be priced in the super-premium segment of the market.

However, some executives believed Clean Edge should be launched as a mainstream entry within

that segment, with the broad appeal of being the most effective razor available on the market. Others

felt a more differentiated niche strategy, targeting the most intensely involved super-premium

consumers, would be optimal. Paramount had decided to launch this technologically advanced

product into the men’s market first where the company had the strongest presence, with an

introduction into the women’s market following soon after.

As Stuart Quimby, director of Paramount’s U.S. Grooming Division, left the observation room, he

asked Randall to provide a recommendation to the executive steering committee by the end of the

week for product positioning, brand name, and marketing budget allocations for the launch. Randall

felt he understood...