2. What is a Product?
A product is anything
that can be offered to
a market for attention,
acquisition, use or
consumption that
might satisfy a need
or want.
5. Product classification
PRODUCTS
CONSUMER INDUSTRIAL
PRODUCTS PRODUCTS
CONVENIENCE MATERIALS & PARTS
SHOPPING CAPITAL ITEMS
SPECIALITY SUPPLIES & SERVICES
UNSOUGHT
6. I. Consumer Goods
Products and services
bought by final
consumers for
personal consumption
7. i) Convenience Products
Goods that customers
buy frequently
Minimum of comparison
Minimum buying efforts
Readily available
E.g. detergents, soft
drinks, cigarettes,
chocolates, candy
8. ii) Shopping Products
Less frequently purchased
Carefully compared on
suitability, quality, price and
style
Time and effort spend by
consumers
Distributed through fewer
outlets
E.g. furniture, clothing, cars,
jewellery, airline services
9. iii) Specialty Goods
Goods & services with
unique characteristics or
brand identification.
Buyers make a special
purchase effort
More expensive
Not purchased frequently
E.g. Sports cars, high
priced photographic
equipment, designer
clothes.
10. iv) Unsought Products
Products that the
consumer either doesn’t
knows about or doesn’t
normally think of buying
Require lot of advertising,
and personal selling
E.g. Life insurance,
funeral services,
donations for charity,
blood donations
11. II. Industrial Goods
Goods purchased for
further processing or
for use in conducting
a business
12. i) Materials and parts
i. Raw materials, mfg
materials & parts.
ii. Sold directly to
industrial users
iii. Price & Service are
important marketing
factors
iv. Branding &
advertisement are less
important
13. ii) Capital items
Aid the buyers’
production or
operations
E.g. factory, offices,
gen-sets, drill press,
elevators, lift – trucks,
14. iii) Supplies and Services
Supplies are convenience
products of industrial
field.
E.g. lubricants, coal,
papers, pencils, nails,
broom
Services are supplied
under contract
E.g. maintenance,
repairs, consulting, legal.
15. Product Decisions
Marketers make product decisions at
three levels:
2. Individual product decisions
3. Product line decisions
4. Product Mix decisions
16. 1. Individual Product Decisions
Product attributes : The characteristics of a product that
bear on its ability to satisfy stated or implied customer needs.
Quality
Features
Style & Design
Branding: A name, term, sign symbol, design or a combination
of these that identifies the product or service of one seller or group
of sellers and differentiate them from those of competitors.
Packaging: The activities of designing and producing the
container or wrapper for a product.
Labeling: Labels are simple tags attached to products. The
identify the brand, origin, contents and use instructions.
17. 2. Product Line Decisions
A product line is a group of products that are
closely related because they function in a
similar manner, are sold to the same customer
groups, are marketed through similar outlets,
or fall within given price range.
Product Line Length: No. of items in a
product line.
18. 3. Product Mix Decisions
Product Mix is set of all product lines and items
that a particular seller offers for sale.
2) Product Mix Width: No. of different product lines, a Co.
carries.
3) Product mix Length: Total No. of items the Co. carries
within its product lines
4) Product Mix Depth: No. of versions offered of each
product in the line.
5) Product Mix Consistency: How closely related are
various product lines are in end use.`
19. The New Product Development
Process
The development of original
products, product improvements,
modifications and new brands
through the firm’s own product –
development efforts.
Steps:
3. Idea generation
4. Idea screening
5. Concept development and testing
6. Marketing strategy development
7. Business analysis
8. Product development
9. Test marketing
10. commercialization
20. Steps of New Product Development Process
Idea generation: The systematic search for new product ideas. Internal
sources (brainstorming) External sources ( distributors, suppliers)
Idea Screening: Screening new ideas to spot good ones and drop poor
ones. Review Committee (“real, win, worth it”)
Concept development: An attractive idea developed in to a product
concept, stated in consumer terms.
Marketing strategy development: Designing an initial marketing
strategy for a new product. Target market, market share, planned price,
distribution, budget, sales, profit goals.
Business analysis: A review of sales, costs and profits according to Co
objectives.
Product development: Developing the product concept into a physical
product.
Test marketing: Products are tested in realistic market settings.
Commercialization: introducing a new product into the market.
21. Product life cycle
The course that a product’s sale and profits
take over its lifetime.
Products have limited life
Product sales pass through distinct stages
Profits rise and fall at different stages
Organizations require to pursue different
strategies
23. 1. Introduction Stage
A period of slow sales growth as product
is introduced in the market.
Profits are non – existent because of
heavy expenses
Highest ratio of promotion expenses to
sales.
24. 2. Growth Stage
A period of rapid market acceptance and
substantial profit improvement
25. 3. Maturity Stages
A slowdown in sales as product has
achieved acceptance by most potential
buyers.
Profits stabilize or decline because of
increased competition
27. PLC Strategies
INTRO GROWTH MATURITY DECLINE
INFORM IMPROVE PRDT DIVERSIFY PHASE OUT
POTENTIAL CM QUALITY BRANDS WEAK PRDTS
INDUCE PRDT ADD NEW PRICE MATCH CUT PRICES
TRIALS MODELS BEST COMPTT
SECURE ENTERS NEW STRESS ON GO SELECTIVE:
DISTRIBUTION SEGMENTS BRAND PHASE OUT
DIFFERENCES UNPROFITABLE
FOCUS ON SHIFT FROM INCREASE SALES
INNOVATORS PRDT SALES PROMOTION
AWARENESS PROMOTION TO REDUCED
ADVT TO PRDT ENCOURAGE
PREF ADVT BRAND
SWITCHING
LOWERS PRICE
TO ATTRACT
PRICE
SENSITIVE CMS