Arm & Hammer
A Church & Dwight brand famous for baking soda products.
Where Arm & Hammer comes up1 book
- 1Customers improvise usesLaundry, toothpaste, carpets, refrigerators
- 2Brand watches the hacksFrustrated DIY fixes reveal unmet jobs
- 3Builds dedicated productsIncluding first phosphate-free laundry detergent
- 4Baking soda shrinksNow under 7% of consumer revenue
From Arm & Hammer product history
What was said about Arm & Hammer
Arm & Hammer built new products from unusual uses of baking soda. Customers used baking soda in laundry, toothpaste, carpets and refrigerators. Watching these uses led to new products, including the first phosphate-free laundry detergent.
Baking soda is now under 7 percent of consumer revenue. The lesson drawn is that customers who cobble together their own fix are frustrated enough to value a real solution, and that unintended uses point to new jobs to serve directly.
Competing Against Luck: The Story of Innovation and Customer Choice
Seeing baking soda used in laundry, toothpaste, carpets and refrigerators led to new products, including the first phosphate-free laundry detergent. Baking soda is now under 7 percent of consumer revenue.
Arm & Hammer built new products from unusual uses of baking soda. Customers used baking soda in laundry, toothpaste, carpets and refrigerators. Watching these uses led to new products, including the first phosphate-free laundry detergent.
Baking soda is now under 7 percent of consumer revenue. The lesson drawn is that customers who cobble together their own fix are frustrated enough to value a real solution, and that unintended uses point to new jobs to serve directly.
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