Download - New product development
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New Product Development
Strategy, Tactics & ProcessStrategy, Tactics & Process
Anand Subramaniam
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“Knowledge speaks, but wisdom listens."
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- Jimi Hendrix
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Highlights
� NPD - Strategy
� NPD - Design
� NPD - Types
� NPD – Process
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� NPD – Process
� NPD - Levers
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Reason for New Product Failures
� Overestimating market size
� Poor marketing research
� Design problems
� Excessive development costs
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� Excessive development costs
� Incorrectly positioned, priced, or advertised
� Competitive reaction
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New Product Development StrategyNew Product Development Strategy
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New Product Development Strategy
� Original products
� Acquisition
� Product improvements
� Product modifications
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� Product modifications
� New brands through the firm’s own R&D efforts.
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NPD - Value Add
NEW PRODUCT DEVELOPMENT
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GROWTH PRODUCTIVITY
IMPROVEMENT
BRAND
MAINTENANCE
QUALTITY
• Line Extensions• New Products• New Packages
• Reduce Cost• Formulas• Packages• Manufacturing
• Quality of Design • Conformance• Special Situations• Regulatory • Environmental• Specifications
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NPD Strategy - Planning Levels
Mission
Objectives
MissionObjectives
PRODUCT STRATEGY
Business
Units
Identity
Company Strategy
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STRATEGY•Technical Competencies
•Strategic Principles
•Organisation •Alliances
•Project Mix
•Milestones•Resource Levels
PRODUCT PORTFOLIO STRATEGY
•Resource Allocations
•Technical Approaches
•Timing
•Deliverables
PRODUCT DEVELOPMENT STRATEGY
Categories
Brands
Projects
Business Strategy
Portfolio Strategy
ProjectStrategy
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Cross Functional Team
Technology & QualityPackaging
Engineering/Process EngineeringQuality & Safety
Research & Development
MarketingMarketing Research
Sales
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Research & DevelopmentIndustrial Engineer
Mechanical Engineer
Legal Affairs
ManufacturingOperationsLogistics
ProcurementSupply Chain
Quality ControlFinance & Admin
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New Product Development DesignNew Product Development Design
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Product Design Specification
PatentsEnvironment
Materials
Shelf life
Packing
Competition
Weight
Quantity
Safety
Testing
Legal
Maintenance
Politics
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Disposal
Shipping
Size
Processes
Customer
Timescale
Ergonomics
Aesthetics
Installation
Performance
Service life
Plant
Standards
Quality
assuranceStorage
DESIGN CORE
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New Product Development TypesNew Product Development Types
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Product Development Types
Generic(Market Pull)
Technology Push Platform Products
Process Intensive
Customisation
Description The firm begins
with a market
opportunity, then
finds an
appropriate
technology to
meet customer
needs.
The firm begins
with a new
technology, then
finds an
appropriate
market.
The firm assumes
that the new
product will be
built around the
same
technological
subsystem as an
existing product.
Characteristics of
the product are
constrained by the
production
process.
New products are
slight variations of
existing
configurations.
Distinctions Additional initial Concept Both process and Similarity of
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Distinctions with respect to the generic process
Additional initial
activity of
matching
technology and
market.
Concept
development
assumes a given
technology.
Concept
development
assumes a
technology
platform.
Both process and
product must be
developed
together from the
very beginning, or
an existing
production
process must be
specified from the
beginning.
Similarity of
projects allows for
a highly structured
development
process.
Development is
almost like a
production
process.
Examples Sporting goods,
furniture, tools.
Synthetic Fabrics Consumer
electronics,
computers,
printers.
Snack foods,
cereal, chemicals,
semiconductors.
Switches, motors,
batteries,
containers.
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New Product Development ProcessNew Product Development Process
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New Product Development Process
Concept Screening*
Opportunity Identification
Idea Generation
Concept Development
“The Fuzzy Front End”
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Test Marketing*
Product Development
Positioning Development
Commercial-isation
*”Stage Gates”
Marketing Plan
Development
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Opportunity Identification
� Internal sources
� Company employees at all levels
� External sources
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� External sources
� Customers
� Competitors
� Distributors
� Suppliers
� Outsourcing
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Idea Generation (Ideation)
� Cross Functional Team
� Generate Ideas• Brainstorming
• Suspend judgment
• Encourage creativity
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• 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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Concept Development
� Done by Marketing and/or Advertising Agency
� Conducting “Focus Groups”
� Objectives
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� 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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Market Research Options
QualitativeDepth Interviews
Focus Groups
Expert Judgment
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Pre-Prototype Post-Prototype
Quantitative
Surveys
Concept Tests
Perceptual Maps
Conjoint Analysis
Product Use Tests
Lab Test Market
Test Market
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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
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� 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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Product Development
� Initial stages with broad design parameters
� Produce early prototypes
� Show and obtain feedback from end users
� Refine design
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� 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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Position Development
� Develop positioning� Target : Benefit(s) : Frame of Reference : Support
� Develop communications strategies� Media strategy
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� 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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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?
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� 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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Test Marketing
� Two Stages:
� Simulated Test Market
� Live Test Market
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Test Marketing (Contd.)
� Simulated Test Market (STM)
� Similar to Concept Test but with product
� Provide samples to consumers who are
interested in the concept
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� 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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Test Marketing (Contd.)
� Live Test Market (LTM)
� To measure actual sales volume
• Controlled – Behavior Scan
• Conventional –normal channels.
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� Track sales rate, trial, repeat
� Compare to goals and identify gaps
� Investigate and close gaps
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Commercialisation
� National expansion of product� Develop market rollout plan
� Can involve significant capital investment� Brick & Mortar : Equipment
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� 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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New Product Development LeversNew Product Development Levers
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Time to Market
� Prioritise development projects
� Don’t overload resources
� Rapidly staff the project according to plan
� Emphasise design re-use to minimise development cost & schedule
� Capture and document requirements and specifications completely
� Tightly manage requirements
� Plan concurrent development
� Obtain personnel's commitment to the project plan
� Communicate project plans and responsibilities
� Identify project staffing requirements
� Plan development resource requirements
� Allocate and manage resources
� Use modular design approach
� Standardise parts and materials
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� Tightly synchronise development activities
� Learn to work with partial information
� Prepare to roll out the product early
� Involve subcontractors and suppliers in development
� Plan and coordinate production requirements
� Resolve production problems quickly
� Create a comprehensive, realistic project plan
� Balance testing and time-to-market considerations
� Create electronic mock-up of the product
� Simulate & analyse product designs early to minimise late iteration and physical prototypes.
� Tightly integrate analysis & simulation with design
� Use rapid prototyping technologies
� Use collaboration systems to facilitate communication
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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
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� 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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“Opportunities multiply as they are seized."
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- Sun Tzu
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Good Luckhttp://www.linkedin.com/in/anandsubramaniam
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http://www.linkedin.com/in/anandsubramaniam