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New Product Development Process and Targeting
1. New Product Development
Process
Targeting and
Segmentation
Food Marketing APEC 4451
Fall Semester 2010
Food Marketing APEC 4451
Fall Semester 2010
Dennis J. Degeneffe
The Food Industry Center
University of Minnesota
2. Why Introduce New
Products?
• The Case For Introducing New Products
– “Organic Growth” - Shareholder value
– Competitive Position
– Capacity Utilization
• The Case Against Introducing New Products
– Risk – the odds against success
• High Odds of Failure*
• High Cost of Failure
– “Cannibalization” of existing business.
• Therefore introducing new products is a risky
business!
3. New Product Development Process
• A systematized approach for the
development of new products to
manage risk.
• A general approach that is followed by
most major consumer goods
companies.
– Includes the infusion of creativity…
– … and the rigor of evaluative decision
points – or “Stage Gates”
4. Concept
Testing
Test
Marketing
New Product Development Process
Opportunity
Identification
Idea
Generation
Concept
Development
Product
Development
Positioning
Development
STM
Confirmation
Advertising
Testing
Concept
Testing
Test
Marketing
Overall Process is made up of 8 stages.
Commercialization
5. Concept
Testing*
Test
Marketing*
New Product Development Process
Opportunity
Identification
Idea
Generation
Concept
Development
Product
Development
Positioning
Development
Commercialization
*”Stage Gates”
STM
Confirmation
Advertising
Testing
… Some are “developmental” sages, and some are “evaluative” stages.
6. Developmental Stages
About how to …
• Is more constructive than evaluative - provides guidance.
• Fosters creativity and innovation
• Generates ideas
• Obtains insights from consumers/customers on what
they want.
7. Stage Gates
• Evaluative stages –“go/no go” decisions
• Requires an objective assessment of the marketing initiative prior to
proceeding further:
– Will it fit:
• Manufacturing system
• Distribution system
• Consumer/Customer expectations
• Brand equity
– Will it likely sell
– What kind of financial resources will it require
– Will it provide an adequate pay-back/return on investment (ROI)
• Often involves Marketing Research Testing to answer these
questions.
• Usually involves a meeting with Senior Management
8. Opportunity Identification
• Secondary Research - Data that has been
previously gathered for a more general purpose.
– Secondary market information
– Trend information
– Can come from a lot of directions:
• Consumers
• Competitors
• Technologists
• Primary Research – or “Custom Marketing
Research”
Sources of Information::
9. 9
Types of Secondary Data
• External Secondary Data:
– Government data
– Trade and industry associations
– Publications
– Reference Sources
– Internet sites
– Libraries/archives
– Commercial databases (E.g. National Eating
Trends)
– Don’t forget the Food Institute Student Learning
Service!!!
10. General Market Data
Datamonitor Mega-Trends
• Convenience – Quick meals
• Health – 90% of Americans feel improving health is
important
• Age Complexity – Greater spending power among
children/teens, Growing senior population
• Gender Complexity – Blurring of traditional gender
roles
• Lifestage Complexity – Empty nesters, “boomerang
children”
• Individualism & Customization – “Custom tailored
solutions”
• Sensory Experience
• Comfort Seeking
• Connectivity – Social media
11. 1994 Strategic Insights at Pillsbury
• Mom’s life is a hassle
– 9-5 job
– No time to plan or prepare meals
– Fussy kids
– Off to soccer practice
• Important to get kids to eat vegetables
– Kids won’t eat vegetables
– Stress & guilt
• Opportunity – an easy one dish fully assembled
meal that the kids will eat, and adults will enjoy too.
13. Who Executes New Product Development Process
• New Product Development Team - a collaborative,
cross functional brand management group focused
on specific opportunity area, reporting to senior
management.
New Product
Development
Team
Marketing
Manager
Finance
Sales
Advertising
Agency
Research &
Development
Promotions
Marketing
Research
14. When Does it Begin and End?
Concept
Testing*
Test
Marketing*
Opportunity
Identification
Idea
Generation
Concept
Development
Product
Development
Positioning
Development
Commercialization
*”Stage Gates”
STM
Confirmation
Advertising
Testing
15. Case - Lunchables
• Lunchables was originally introduced in 1989, by
Oscar Mayer (Kraft Foods).
• As a concept it had been around for 10 years
before it was introduced…
• Outstanding success story, but not without
problems along the way…
16. The History of Lunchables
• How Lunchables became a 10 year growth engine.
Lunch Combinations Historical Growth Trend
0
100
200
300
400
500
600
700
1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999
Year Ending in March
$MM
OM
Category
National Roll Out
End of Year I
Louis Rich
Lunch Breaks
Trial Volume Attrition
Lunchables
w/Dessert
Fun-Pak
(Drink Box)
“Bad Week” Ad
Platform Defined
Pizza
Tacos & Nachos
Swirls
Hot Dogs &
Hamburgers
Breakfast
Lunchables w/ Spreadable
Cheese
Source: A. C. Nielsen
17. New Product Development Process
Key Points
• Introducing new products is a two edge
sword.
– Big reward, but many times a big risk.
– Using the Stage Gate Approach helps manage risk.
• The Stage Gate Approach provides a “road
map” for new product development,
integrating:
– Creativity and innovation
– Evaluative Rigor
• It is composed of several stages – some
developmental, and some “Stage Gates”
• Determining the consumer target is a key
first step.
19. • Fundamental Elements of Marketing Positioning:
–Target – The Who
–Benefit – The When
–Frame of Reference – The context – With respect to what
–Support - The How
Example of Positioning Statement:
To “Time Pressured Moms”…
Hamburger Helper is a great way to get an fresh hot meal on
the table in only a few minutes, that the entire family will love.
That is because Hamburger Helper includes all the fixins – just
add it to one pound of hamburger, simmer and serve.
Fundamental Importance of Targeting
20. Ways to Segment Consumers
• Geography – Southeast, Metro areas, etc.
• Demographics – Households with children,
Seniors, etc.
• Lifestage – College students, expecting moms
• Behavior – Heavy brand users, competitive
brand users
• Attitudes…
21. Attitudinal Segmentation
Benefits of Attitudinal Segmentation:
– The basis for why consumers behave the
way they do – the driving motivation behind
behavior.
– Provides the insight to develop effective
Marketing programs.
• Products
• Services
• Advertising
23. HWE2001 Consumer Segments
17%
16%
12%
13%
14%
14%
14%
Study found seven different types of consumers
Mainstream Nurturing Cooks
Healthy
Traditional
Cooks
Healthful ExplorersWeary Providers
Food On Demand
Mobile
Munchers
Traditional Recipients
Excerpts from ADA Conference
Example:
Pillsbury How America Eats Study (2000)
24. How America Eats
Food Segment Profiles
Mainstream Nurturing CooksMainstream Nurturing Cooks
•• Nurture their family through foodNurture their family through food
•• Meal time = quality timeMeal time = quality time
•• Good taste is #1 considerationGood taste is #1 consideration
•• Want to make the occasion specialWant to make the occasion special
Healthy Traditional CooksHealthy Traditional Cooks
•• Also nurtures through foodAlso nurtures through food
•• Emphasis is on balanced nutritionEmphasis is on balanced nutrition
•• Favor wholesome, traditional foodsFavor wholesome, traditional foods
•• Discourage snackingDiscourage snacking
Weary ProvidersWeary Providers
•• Dinner time is family timeDinner time is family time
•• Meals are a balancing act, and stressfulMeals are a balancing act, and stressful
•• Prefer easy, quick, familiar foodsPrefer easy, quick, familiar foods
•• Tend to cater to kids tastesTend to cater to kids tastes
Each Segment has a distinctly different approach to eating.
Healthful ExplorersHealthful Explorers
•• Actively trying to eat healthyActively trying to eat healthy
•• Focus on quality/freshnessFocus on quality/freshness
•• Creative & Experimental tastesCreative & Experimental tastes
•• Frequently too busy to cook, need easilyFrequently too busy to cook, need easily
accessible alternativesaccessible alternatives
25. How America Eats
Food Segment Profiles, Continued
Traditional RecipientsTraditional Recipients
•• Want good tasting, wholesome traditional foodWant good tasting, wholesome traditional food
•• Rely on someone else to prepareRely on someone else to prepare
MobileMobile MunchersMunchers
•• Busy, active, onBusy, active, on--thethe--gogo
•• Meals and snacking blur togetherMeals and snacking blur together
•• Looking for portable foodsLooking for portable foods
Food on DemandFood on Demand
•• Other activities tend to have a higher priorityOther activities tend to have a higher priority
•• Do enjoy foodDo enjoy food
•• Food must be easy, accessibleFood must be easy, accessible
•• …or not at all.…or not at all.
Each Segment has a distinctly different approach to eating…
26. HWE2001 Consumer Segments
17%
16%
12%
13%
14%
14%
14%
Food Segment Summary
Mainstream Nurturing Cooks
Healthy
Traditional
Cooks
Healthful ExplorersWeary Providers
Food On Demand
Mobile
Munchers
Traditional Recipients
Love
Balance
FreshCompromise
Later
Grazing
Catered
Food Is …
27. Scratch Pie ala ModeScratch Pie ala Mode
Lighter Fruit TartLighter Fruit Tart
Frozen PieFrozen Pie
Pie to GoPie to Go Good PieGood Pie -- Any PieAny Pie
MainstreamMainstream
Nurturing CooksNurturing Cooks Healthful ExplorerHealthful Explorer
Weary ProviderWeary Provider
TraditionalTraditional
RecipientsRecipientsMobileMobile
MunchersMunchers
More Examples
28. Weary Providers Mobile Munchers
Healthy Traditional CooksMainstream Nurturing Cooks
Examples
29. Approaches to Attitudinally
Based Market Structure
• Consumer/Customer Segmentation – Identify
groupings of consumers with similar attitudes out of a
diverse population.
• Need States – Identify product usage situations with
similar set of consumer needs. The When
• Affinity Segmentation – Identify groups of
consumers with similar degrees of commitment to a
brand.
30. Dinner Need States – The When
Kid Pleasing Dinners Traditional Family Meals Budget Stretchers
Healthful Dinners Time Constrained DinnersQuality Time Dinners
32. Affinity Consumer Structure
• Divides consumers up into groupings with varying
strengths of commitment to the brand:
– Devoted … Staunchly loyal to the brand.
– Adopters … Use the brand along with others.
– Acceptors … Willing to try the brand, or infrequent user.
– Available … Know little or nothing about the brand.
– Rejecters … Brand is irrelevant, no intention to try it.
• Identifies the proportion of the volume coming from each
group
• Identifies reasons for their commitment level.
33. Key Points
• Targeting, and rationale is one of the most
critical elements in New Product development.
• Targets should have some attitudinal element
in order to be effective.
Hint …hint (class project).