1) Cindy Malixi Graulty from Procter & Gamble presented on qualitative research methods for understanding consumers at the bottom of the pyramid.
2) She discussed key principles for BOP qualitatives such as immersing oneself in all aspects of consumers' lives to establish relationships and trust.
3) As an example, she described fieldwork conducted in Jin Ya Village in China, where researchers lived as part of the community, learning about daily routines, social activities, and shopping behaviors.
3. ‘Bottom of the Pyramid’
Qualitative Research
Cindy Malixi Graulty
Procter & Gamble
R&D Research Fellow
Singapore Innovation Center
4. P&G at a Glance
Number of Brands
300+
Countries of Operations
~75
Countries Where Our Brands Are Sold
180
Consumers Served by Our Brands
Net Sales
Celebrating
~4.6 billion
$83.7 billion
175 years
. . . The Largest CPG Company in the world
5. Our Promise
To make everyday life
just a little bit better,
now and for generations
to come.
6. BOP Qualitatives Key Principles
1. Landscape understanding
2. Establish relationship & trust
3. Immerse in all aspects of their life
4. Have lots of stimuli
5. Be agile & flexible
7. Bottom of the Pyramid
BOP
2.1 Billion People
~40% of the world population
9. Water Resource in Gan Su
Ji Lin
Water is a big constraint in Gan Su area,
with water majorly sourced from spring
water, well water
Gan Su
14%
17%
4%
He Bei
33%
32%
2%
1%
1%
26%
73%
•Ji Lin
0%
37%
60%
•Bei Jing
•Gan Su
•He Bei
Shan Xi
7%
Jiang Su
6%
15%
•Shan xi
44%
•Jiang Su
•Si Chuan
•Hu Nan
Si Chuan
1% 3%
1%
79%
28%
11%
20%
14%
71%
Consumer Immersion Location
10. Jin Ya Village
Brief introduction on Jin Ya town
•Jin Ya Town is 60Km away from Lan zhou City
• With 1000 households, 3600 Population, 1860 people work on
farming
•4 factories in the town, 300 People work in factories
•1 open market, opens every 3 days
Way to
Planting vegetable for major income
Typical Yard
12. Getting to know you & your family
Ms Huo, 32Yrs, with
9yrs son, farming with
husband to raise family,
with dream to build a
brick house
Ms Liang, 34 yrs, with
12 yrs old son, farming
with husband to raise
family, with dream to
rebuild the house
Life is not easy, but
it’s happy life, and our
further will be much
better when children
go to university.
Children will have
better Life than me.
Ms Ma, 30yrs, with 8 yrs daughter, used to work
outside in Guangzhou factory with husband, come
back to farm vegetable because her daughter’s
education. Her long term dream is on her daughter
( daughter goes to university and she can fulfill her
daughter's needs ), and expects less farm work
Ms yang, living in big
family ( 6people) , used to
work as part time in plastic
factory, now work on
farming with husband and
do wholesales on vegetable
at harvest time
Ms Zhang, 34 yrs, living on
farming very proud of her
husband and her elder daughter
who got scholarship in middle
school in Lanzhou city
13. Home tour
Big Yard with 5 rooms
Consumer’s room
For transport farming tools
Tap water (3.5RMB/t )
Living room with coal heating system
Kitchen room with both gas stove and induction cooker
Bedroom
Cistern water (rain)
Northern China brick heating bed
storage room with wheat, washing machine & old TV
Toilet
14. A day in your life …..
Get up at 6am to
clean up the yard
Go to do part time
work in plastic factory
Send Child to
school at 7am
Go to open market
shop every 3 other
Go to plant
vegetable at
7:30am
Cook for family at
12pm
15. Sharing a meal
Have Lunch with
consumers
Go to the filed for fresh
vegetables
Cook spicy dish
Read magazines with
her
Make friends with pigs
Learn to identify the
16. What do you do for fun?
All about with friends
Group Dancing competition
Neighborhood support on each Open Market shopping
other during harvest
or Public bath togethe
17. Let’s meet the experts you trust?
Cosmetic
Store
Hair Salon
•Lots of Cosmetic stores
along the markets with
overwhelming varieties of
Products available
•Store owner is the key
influencer on purchase
Consumers buy different products at preferred stores due to value equation
18. Let’s shop together ….
Food Supplies
Famous Lan zhou “noodle bar “
Pigs for 1 year meat supply
Daily consumptions
Fresh vegetable
Local brand Toiletries
Road “Dentist”
Bars
2RMB “Safeguard”
20. Be ready for surprises!
Policemen’s questioning
Shuttle Bus broken in the rain
Journalist Interview
21. Recap:
BOP Qualitatives Key Principles
1. Landscape understanding
2. Establish relationship & trust
3. Immerse in all aspects of their life
4. Have lots of stimuli
5. Be agile & flexible