Complete Case Study on Marketing Strategy of Asian Paints with Company Overview

Updated on: Sep 30, 2023
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Asian Paints is an Indian paint manufacturing firm established since 1942. It has, over it’s 70+ years of existence become the leading paint company in India. Apart from the superior quality of paints, they are known for winning the nation’s heart with their colourful and quirky advertisements. Their Marketing strategy has been the key differentiator that has made the company as successful as it is today.

This blog is an overview of the marketing strategy of Asian Paints, in an effort to try and decode their success and learn about their journey. We shall cover the company’s product portfolio with its distinctive advantages and marketing campaigns over the years.

Let us begin this learning journey with a brief introduction to Asian Paints and then take a look at the Marketing strategy of Asian Paints:


About the Company

Marketing Strategy of Asian Paints and Case Study - Asian Paints

Asian Paints was founded in the year 1942 and currently is Asia’s fourth-largest and India’s largest paint company. It has reported a turnover of 158.5 billion. The company is operational in 19 countries across the world. It serves customers in more than 65 countries. Asian Paints is involved in the manufacturing and distribution of paints, home-related products, wall coverings, waterproofing solutions, adhesives, painting tools, and implements.

The company’s vision is to become one of the top five decorative coating companies worldwide and build long-term value in the industrial coatings business. Its competitors include Berger Paints India Ltd., Kansai Nerolac Paints Ltd., Akzo Nobel India, and Bombay Paints Ltd. Asian Paints also provides color consultancy at home, online, and home painting services.

The Asian Paints website is interactive helps customers learn about various painting techniques and provides an interface that provides a paint budget calculator and paint selector. Asian Paints’ color catalog includes 1800 plus shades, textures, and themes.

What’s New with Asian Paints

  • Asian Paints Joins Hands with Amazon Ads to Launch First of Its Kind On-Box Advertising in India.
  • An employee of Asian Paint was booked Tuesday for allegedly stealing the company’s confidential information causing wrongful loss to the complainant company to the tune of Rs 6 crore.
  • Asian Paints Royale Glitz Ad Features Deepika Padukone and Karan Johar.

Target Audience of Asian Paints

The target audience of Asian Paints includes Homeowners and residential customers, Architects and interior designers, Contractors and painters, Commercial and industrial clients, Real estate developers, Retailers and dealers, etc.

Let us understand with the help of a Buyer Persona:

Buyer’s Persona






30 years




  • High-quality, durable paints.
  • Aesthetics, brand reputation.
  • Wide color range.
  • Cost-effective solutions.
  • Industry trend awareness.

Interest & Hobbies

  • Construction, DIY projects.
  • Interior design (possibly).
  • Industry trade shows.
  • Local culture, occasional outdoor activities.

Pain Points

  • Efficient project management.
  • Quality, long-lasting paint.
  • Paint options selection.
  • Staying updated on industry trends.
  • Work-life balance.

Social Media Presence

  • Instagram
  • LinkedIn
  • Facebook
  • Twitter

Now that we understand the company’s business and core products, we will understand the reason behind the successful marketing strategy of Asian Paints!

Marketing Strategy of Asian Paints analyzes the brand with the marketing mix framework which covers the 4Ps (Product, Price, Place, Promotion). These business strategies, based on the Asian Paints marketing mix, help the brand succeed in the market. Let us start the Marketing Strategy of Asian Paints & Mix to understand its product, pricing, advertising & distribution strategies.

Asian Paints Marketing Mix

A marketing mix is the collection of strategies or initiatives that a company uses to promote the demand for its brand or product. A standard marketing mix- Product, Price, Promotion, and Place – comprises the 4Ps. Let us take a look at Asian Paints’ Marketing Mix:

  • Product Strategy

Asian Paints’ core product is decorative and industrial paint. Along with that, the company offers solutions and services for home paintings. Instead of having one homogenous target audience, the company uses a differentiating targeting strategy to cater specific products to different segments of customers, as explained below:

– Asian Paints Royale targeted at the premium segment

– Apcolite, tractor emulsion, and tractor distemper targeted at the economy segment

Asian Paints also provides protective coatings, undercoats, primers, and putties. The products in the marketing mix of Asian Paints, hence, provide complete painting solutions including accessories and tools.

  • Price Strategy

Asian Paints follows different pricing strategies according to the targeted segment. As mentioned above, the Royale product range is marketed towards high-income groups and hence, is priced higher.

Asian Paints follows a value-based pricing approach for the medium and economic segments. As per the exclusive features in the product category, the price also varies. The pricing decisions are often influenced by the raw material used to manufacture paints, as well as competitors’ prices. The company’s success can also be attributed to its high incentives for distributors. Summed up, Asian Paints has adopted a flexible pricing policy.

  • Promotion Strategy

Over the years, Asian Paints has carried out various highly successful promotional activities. One of its most notable is the brand mascot Gattu, a cartoon created by R.K Laxman in 1954 that went on to become a popular and recognized figure for more than four decades.

Marketing Strategy of Asian Paints and Case Study - Asian Paints Marketing Mix - Promotion Strategy

The company’s main focus is being all about families, and emotionally connecting with the customers. Many famous public figures have been Asian Paints brand ambassadors such as Akshay Khanna, Ranbir Kapoor, brother-sister duo Saif Ali Khan and Soha Ali Khan, with the most recent being Deepika Padukone.

A major promotional tool used by them is providing incentives to their distribution network. Presently, a lot of their promotion is also executed through their social media, touched upon in detail later, when speaking of their digital media presence.

  • Place Strategy

Asian Paints has operations around the world. They are carried out through a network of five regions worldwide, via the Caribbean region, the Middle East region, the South Pacific region, South-East Asia, and South Asia, with large resources spent on R&D centers.

Asian Paints’ major competitive advantage is its well-established, extensive distribution network. The organization targets all semi-urban, rural, and urban areas. It launched an open-door policy for dealers after entering the retail market and began a national marketing and distribution operation. It has different manufacturing locations and is India’s largest. This dynamic network, along with sales managers, executives, and the sales team, manages all development and delivery phases.

Asian Paints is a massive organization and faces competition from all sides. Now that we have covered their marketing mix in-depth. Let us now look at the reason the company has been able to achieve its status as the nation’s leading brand, i.e. the successful marketing strategy of Asian Paints.

Marketing Strategy of Asian Paints

The marketing strategy of Asian Paints is offering different products of varying price points, according to the income groups of the consumers they are marketed towards. They segment based on demographic and geographic factors such as location, income levels, etc., and then, target each segment with specific products suited to their needs and position themselves accordingly in terms of price.

They effectively use both, traditional media and digital media in their marketing. They advertise on television and in newspapers to garner attention from conventional media users. Their humorous ads presently feature Ranbir Kapoor, talking about the distinctive features of their paint. And they also market on social media through challenges, trends, competitions, using influencers, etc.

Asian Paints Marketing Campaigns

Marketing Strategy of Asian Paints has historically revolutionized what was traditionally considered a “static” industry. Let us take a look at some of its most effective marketing campaigns:

    • Post Gattu, Asian Paints, associated with Ogilvy and Mather, launched a new marketing strategy by focusing on festive occasions with their now signature tagline “Har Ghar Kuch Kehta Hain” focusing on festivals such as Diwali and Pongal, occasions such as weddings, etc. The organization marketed it as an opportunity to paint homes by engaging on an emotional level. They still market heavily during festivals, by showcasing festive decor and celebrations, asking consumers to do the same and share using their hashtags!
    • The comedic “Wah Sunil Babu Wah” ad became extremely successful with audiences and is still remembered and associated with the brand. The concept was humorously poking at the fact that their paint maintains its freshness and longevity even through the various surroundings and life changes.

  • The company then rebranded to appeal to consumers through high-profile brand ambassadors such as Deepika Padukone and Ranbir Kapoor. Depicting a switch in now communicating sophistication and innovation. The company still uses this strategy with newer public figures such as Radhika Apte and Rana Dagubatti.

  • Asian Paints also launched a new advertisement campaign for their Ultima Protek paint, featuring Bollywood actor Ranbir Kapoor in dual roles as a magician and a confident contractor. The ad emphasizes that Ultima Protek is the ideal choice for homeowners as it provides the best protection. You can watch the ad here –
  • The company conducts many campaigns on their YouTube, via short video series. They focus on geographical regions and share their painting suggestions. They also then host competitions for these cities/states.

A modern-day marketing strategy of Asian Paints is incomplete without a comprehensive digital marketing component. Let us see how they brought their iconic marketing style into the digital format.

Digital Marketing Strategy of Asian Paints

Apart from being famous for its TV ads, Asian Paints is up with the current times and has a strong social media presence, owing to its brilliant digital marketing strategy. Asian Paint’s digital presence is handled by the ad agency Kinnect.

Let us analyze how they adopted the digital marketing medium and the strategies they use.

First, let us take a look at their particulars:

  • 163k followers on Instagram, 119k on Twitter, 19 Lakh likes on Facebook and 945k subscribers on YouTube.
  • They are most engaging on Instagram, where they regularly post home decor inspiration and designs, mentioning every product used in detail, for ease of the consumers.
  • They host decor competitions periodically, especially during festivals such as Navratri, Diwali, X-Mas, etc. This encourages consumers to decorate their spaces and engage with the company in order to win exciting services and prizes.
  • They are doing pretty well at influencer marketing as well, collaborating with popular Instagram figures who have used Asian Paints’ services. These influencers then conduct ‘house tours’ on their pages, promoting Asian Paints.
  • They post tutorials on using new products on their YouTube, along with short videos of their ads.
  • Twitter and Facebook are used to notify consumers of new offerings and advertisements.

The company also paints murals in various Indian cities, focusing on pressing social issues, thus generating awareness as well as goodwill for the company. Recently during the ongoing global pandemic, the company started a campaign- painting murals of essential workers and appreciating their service- titled ‘Thank you heroes.’ So it’s pretty clear that they utilize relevant current affairs happenings and create campaigns accordingly.

Marketing Strategy of Asian Paints and Case Study - Asian Paints Digital Marketing Strategy - Instagram Stories

Marketing Strategy of Asian Paints and Case Study - Asian Paints Digital Marketing Strategy - Instagram Post

Competitor Analysis

Asian Paints is the market leader, with currently over almost 30% market share. Asian Paints’ competitive advantage is its distribution strength. Here are its competitors listed below:

  • Berger Paints –  The First and Foremost Asian Paints Competitors in India are Berger Paints. With a Market Share of Around 12%, Berger Paints is the Second Largest Brand in the paints industry. The Company Was Founded in the year 1923 By Lewis Berger.
  • Kansai Nerolac Paints – Kansai Nerolac Paints Limited Formerly Known as Goodlass Nerolac Paints Ltd is the Third Largest Paint Company in India After Asian and Berger Paints. The Company Was Founded in 1920 in Mumbai, Maharashtra.
  • Indigo Paints – In Recent years Indigo Paints Has Been Emerging as One of the Most Popular Paint Brands in India. Founded in the year 2000 By Hemant Jalan, Indigo Paints Has its headquarters in Pune, Maharashtra.
  • Nippon Paint – Nippon Paint Holding is a Japanese Paint Manufacturing Company Founded in the year 1881 by Jujiro Motegi. Nippon Paint Has Been in India For More Than Two Decades Now and They have Established itself as one of the Biggest Asian Paints Competitors.
  • Shalimar Paints – Established in the year 1902, Shalimar Paints is one of the renowned Indian Paint Manufacturing Company in India. The Company was founded by two British Business Persons IN Turner and AC Wright.

Hence, to keep up with the competitive market the marketing strategy of Asian Paints needs to be updated with current trends.



Asian Paints is certainly doing well for itself in the market with apt product segmentation and positioning, occupying a major chunk of consumer share. The marketing strategy of Asian Paints is effective, satisfying the consumers’ needs and maintaining its brand image as undoubtedly one of the best in the industry.

The company’s marketing campaigns strike the right note with viewers and keep them interested in what they have to offer. Their Instagram presence is quite strong and up to speed with digital media advances. All in all, Asian Paints has evolved and maintained its brand quality and image very well. Although they could certainly benefit from increasing demand by differentiating and branching out their services arm.

Thank you for reading! We hope you found this blog useful and learned about the Marketing Strategy of Asian Paints and Digital Presence. If you did, be sure to share, comment, and check out more of our blogs!

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Aditya Shastri

Lead Trainer & Head of Learning & Development at IIDE

Leads the Learning & Development segment at IIDE. He is a Content Marketing Expert and has trained 6000+ students and working professionals on various topics of Digital Marketing. He has been a guest speaker at prominent colleges in India including IIMs......[Read full bio]


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