The document discusses new product development strategies and processes. It covers identifying opportunities, generating ideas, developing concepts, screening concepts, developing marketing plans, testing products, and commercializing products. Key aspects include establishing cross-functional teams, conducting market research like focus groups, and using stage gates to evaluate concepts and progress new products through the development cycle. The overall process moves from the fuzzy front end of identifying opportunities through developing and launching new products.

1. New Product Development
Strategy, Tactics & Process
Anand Subramaniam

2. “Knowledge speaks, but wisdom listens."
- Jimi Hendrix
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3. Highlights
NPD - Strategy
NPD - Design
NPD - Types
NPD – Process
NPD - Levers
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4. Reason for New Product Failures
Overestimating market size
Poor marketing research
Design problems
Excessive development costs
Incorrectly positioned, priced, or
advertised
Competitive reaction
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5. New Product Development Strategy

6. New Product Development Strategy
Original products
Acquisition
Product improvements
Product modifications
New brands through the firm’s own R&D
efforts.
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7. NPD - Value Add
NEW
PRODUCT DEVELOPMENT
QUALTITY BRAND
GROWTH PRODUCTIVITY
IMPROVEMENT MAINTENANCE
• Line Extensions • Reduce Cost • Quality of Design • Conformance
• New Products • Formulas • Special Situations
• New Packages • Packages • Regulatory
• Manufacturing • Environmental
• Specifications
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8. NPD Strategy - Planning Levels
Mission
Identity Objectives
Mission Business
Company Strategy Objectives Units
PRODUCT
STRATEGY
Business Strategy •Technical Competencies Categories
•Strategic Principles
•Organisation •Alliances
Portfolio Strategy PRODUCT PORTFOLIO
STRATEGY
•Project Mix Brands
•Resource Levels
•Milestones
Project PRODUCT DEVELOPMENT STRATEGY
•Resource Allocations •Timing
Strategy Projects
•Technical Approaches •Deliverables
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9. Cross Functional Team
Technology & Quality Marketing
Packaging Marketing Research
Engineering/Process Engineering Sales
Quality & Safety
Research & Development
Industrial Engineer
Mechanical Engineer Manufacturing
Operations
Logistics
Procurement
Supply Chain
Finance & Admin Quality Control
Legal Affairs
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10. New Product Development Design

11. Product Design Specification
Environment Patents Shelf life
Testing Packing
Safety Competition
Legal Weight
Quantity Maintenance
Materials Politics
Ergonomics Plant
Aesthetics DESIGN Disposal
CORE
Installation Shipping
Service life Size
Standards Processes
Performance Customer
Quality
Timescale Storage
assurance
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12. New Product Development Types

13. Product Development Types
Generic Technology Push Platform Process Customisation
(Market Pull) Products Intensive
Description The firm begins The firm begins The firm assumes Characteristics of New products are
with a market with a new that the new the product are slight variations of
opportunity, then technology, then product will be constrained by the existing
finds an finds an built around the production configurations.
appropriate appropriate same process.
technology to market. technological
meet customer subsystem as an
needs. existing product.
Distinctions Additional initial Concept Both process and Similarity of
with respect activity of development product must be projects allows for
to the generic matching assumes a developed a highly structured
process technology and technology together from the development
market. platform. very beginning, or process.
an existing
Concept production Development is
development process must be almost like a
assumes a given specified from the production
technology. beginning. process.
Examples Sporting goods, Synthetic Fabrics Consumer Snack foods, Switches, motors,
furniture, tools. electronics, cereal, chemicals, batteries,
computers, semiconductors. containers.
printers.
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14. New Product Development Process

15. New Product Development Process
“The Fuzzy Front End”
Opportunity Idea Concept Concept
Identification Generation Development Screening*
Product
Development Marketing Test Commercial-
Plan Marketing* isation
Development
Positioning
Development
*”Stage Gates”
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16. Opportunity Identification
Internal sources
Company employees at all levels
External sources
Customers
Competitors
Distributors
Suppliers
Outsourcing
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17. Idea Generation (Ideation)
Cross Functional Team
Generate Ideas
• Brainstorming
• Suspend judgment
• Encourage creativity
Identify Opportunity Areas
• Problem solving to bring new ideas to the table
• Sketching or prototype
• Idea prioritisation
Generate New Product Concepts and evaluate against a
set of company criteria for new products.
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18. Concept Development
Done by Marketing and/or Advertising Agency
Conducting “Focus Groups”
Objectives
Judge whether the concept fits the opportunity area,
and constraints
Refine and / or describe the product concept
• What it is :
• What benefit(s) will it deliver to the user
• Key information – size, varieties, package, price
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19. Market Research Options
Depth Interviews
Qualitative
Focus Groups
Expert Judgment
Surveys Product Use Tests
Concept Tests
Lab Test Market
Perceptual Maps
Conjoint Analysis Test Market
Quantitative
Pre-Prototype Post-Prototype
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20. Concept Screening / Testing
Produce a Concept Board
Conduct a survey
Representative sample of end users via Internet, Panel
Show concept and ask buying intent, uniqueness, value
Analyse the results
Compare scores to internal criteria, benchmarks, norms
Forecast “Trial”
If end user shows interest in trying the product during the trial
forecast, then the concept qualifies for development – It clears the
first stage gate.
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21. Product Development
Initial stages with broad design parameters
Produce early prototypes
Show and obtain feedback from end users
Refine design
Fine tune & finalise design
Vary formulations on key ingredients
Conduct product testing amongst end users
Experimental designs offer most powerful learning
Optimise final design and packaging
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22. Position Development
Develop positioning
Target : Benefit(s) : Frame of Reference : Support
Develop communications strategies
Media strategy
Test & refine copy
Qualitative research – “Communications Check”
Produce, test and refine the advertisements
Conduct final test (Stage Gate Review)
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23. Marketing Plan Development
Final Positioning Statement
Target : Benefit(s) : Frame of Reference : Support
Sales Plan
Who will sell it? : Where will it be sold?
Advertising Media Plan
How will we advertise it?
Promotion Plan
Consumer promotion (coupons), Trade promotion (on-sale)
Production Plan
How will we make it? (make / buy analysis)
Financial Plan
How do we make the profit necessary to satisfy our share holders?
Fixed Costs : Variable Costs : Breakeven : Targeted ROI
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24. Test Marketing
Two Stages:
Simulated Test Market
Live Test Market
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25. Test Marketing (Contd.)
Simulated Test Market (STM)
Similar to Concept Test but with product
Provide samples to consumers who are
interested in the concept
Measure both trial potential and reaction to
product
Reaction to product is used to forecast repeat
rate
Volume is forecasted on basis of both the trial
forecast and the repeat forecast.
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26. Test Marketing (Contd.)
Live Test Market (LTM)
To measure actual sales volume
• Controlled – Behavior Scan
• Conventional –normal channels.
Track sales rate, trial, repeat
Compare to goals and identify gaps
Investigate and close gaps
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27. Commercialisation
National expansion of product
Develop market rollout plan
Can involve significant capital investment
Brick & Mortar : Equipment
Can involve distribution costs
Slotting fees : Sales incentives
Build product into a “Platform”
Maintain growth and sustain competitive advantage
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28. New Product Development Levers

29. Time to Market
Prioritise development projects Obtain personnel's commitment to the
Don’t overload resources project plan
Rapidly staff the project according to plan Communicate project plans and
Emphasise design re-use to minimise responsibilities
development cost & schedule Identify project staffing requirements
Capture and document requirements and Plan development resource requirements
specifications completely Allocate and manage resources
Tightly manage requirements Use modular design approach
Plan concurrent development Standardise parts and materials
Tightly synchronise development Balance testing and time-to-market
activities considerations
Learn to work with partial information Create electronic mock-up of the product
Prepare to roll out the product early Simulate & analyse product designs early
Involve subcontractors and suppliers in to minimise late iteration and physical
development prototypes.
Plan and coordinate production Tightly integrate analysis & simulation
requirements with design
Resolve production problems quickly Use rapid prototyping technologies
Create a comprehensive, realistic project Use collaboration systems to facilitate
plan communication
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30. Points to Note
New Product Development Process is used to reduce the risk of
failure, and produce new winning products
It should start with an opportunity identification step
The “Fuzzy Front End” considers a lot of alternatives
Business analysis occurs throughout the process
“Stage Gates” are built in:
At the concept test stage – to justify development costs
At the test market stage – to justify going to market.
The Marketing Plan includes a comprehensive set of plans that
involve Sales, Finance, Promotions, Advertising and Production
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31. “Opportunities multiply as they are seized."
- Sun Tzu
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32. Good Luck
http://www.linkedin.com/in/anandsubramaniam
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