This presentation all about strategies follows by the companies, in launching new products.

1. New Product Launching Strategies
of FMCG’s Companies
Ayush Singh
BBM – 5th Sem.
117509

2. FMCG
 Fast-moving consumer goods (FMCG) or consumer
packaged goods (CPG) are products that are sold
quickly and at relatively low cost.
 Examples include non-durable goods such as soft
drinks, toiletries, and grocery items.
 Though the absolute profit made on FMCG products
is relatively small, they generally sell in large
quantities, so the cumulative profit on such products
can be substantial.

3. Introduction
 The success of an FMCG depends greatly on its
marketing strategy.
 Typically a marketer pursues a wide combination of
strategies.
 For instance when prices are competitive the
company would use an extensive distribution
network, design suitable advertising and sales
promotion schemes for time to time.

4. Top 10 FMCG’s Companies In INDIA:
Market
Capitalization
 ITC Ltd
 HUL
 Nestle (INDIA)
 256,769 crores
 127,144 crores
 Godrej Consumer Products Ltd

49,768 crores
 Dabur India Ltd

28,107 crores
 GlaxoSmithKline Consumer
Healthcare

27,261 crores
 Colgate Palmolive
 18,329 crores
 Marico Ltd
 13,137 crores
 Emami
 Procter & Gamble (India)
 23,435 crores
 10,788 crores
 9,555 crores

5. Top 10 FMCG’s Companies In World:
 Nestle
 Market Value: $233.5 B
 Procter & Gamble
 Market Value: $208.5 B
 Coca-Cola
 Market Value: $173.1 B
 Anheuser-Busch InBev
 Market Value: $153.5 B
 Philips Morris International
 Market Value: $150.6 B
 Unilever
 Market Value: $122.3 B
 PepsiCo
 Market Value: $118.9 B
 British American Tobacco
 Market Value: $102 B
 Reckitt Benckiser Group
 Market Value: $51.2 B
 General Mills
 Market Value: $29.9 B

6. 1.Multibrand Strategy
 Marketing of
two
or
more
and competing products by the same firm.
similar
 A company often nurtures a number of brands in the
same category. There are various motives for doing this.
 The main rationale behind this strategy is to capture as
much of the market share as possible by trying to cover
as many segments as possible, as it is not possible for
one brand to cater to the entire market.
 This also enables the company to lock up more
distributer shelf space.
 Example : Hindustan Lever . It has Dove in the ultra
premium segment, Lifebuoy for the economy segment
and brands like Rexona, Liril, Lux, Le Sancy for the
intervening segment.

7. 2.Product Flanking
 Refers to the introduction of different combinations of
products at different prices, to cover as many market
segments as possible.
 It is basically offering the same product in different
sizes and price combinations to tap diverse market
opportunities.
 The idea behind this concept is to flank the core
product by offering different variations of size and
price so that the consumer finds some brand to
choose from.
 Example: Vicks the cough and cold relieving
medicine is now available in small containers and
also as inhalers, cough drops and cough syrups.

8. 3.Brand Extensions
 Companies make brand extensions in the hope that the
extensions will be able to ride on the equity of successful
brands, and that the new brand will stand in its own right in
the course of time.
 A well respected brand name gives the new product instant
recognition and easier acceptance.
 It enables the company to enter new product categories more
easily.
 Example: Amul. With the success of its first product, Amul
milk powder, the company came out with Amul ghee, Amul
butter, Amul cheese, Cheese spread, and finally added Amul
chocolates to its portfolio.

9. 4.Building Product Lines
 Some companies add related new product lines to give
the consumer all the products he/she would like to buy
under one umbrella.
 Example: Britannia has adopted a similar strategy. It has
introduced different kinds of biscuits and backed foods in
the past few years. By adding a number of flavours in
each product line the company grew in the industry.

10. 5.New Product Development
 A company can add new products through the
acquisition of other companies or by devoting one’s
own efforts on new product development.
 With the help of new products a company can enter a
growing market for the first time, and supplement its
existing product lines.
 Example: Dove by HLL is an example of creating an
entirely new premium segment. For the first time in
India, a soap with One-fourth moisturiser was offered
to the consumer.
 It has been positioned for the super premium segment
as a skin care product not as a soap.

11. 6.Innovations in Core Products
 In the FMCG market, the life of a product is short.
 Marketers continually try to introduce new brands to
offer something new and meet the changing
requirements of customer.
 It is prudent for a marketer to innovate from time to
time both by technological expertise as well as from
the consumer’s or dealer’s feedback.
 Such innovations are tried out around the core
products of a company.

12. 7.Long term outlook
 Many companies adopt a long term outlook towards
growth in an FMCG market. In the process, short term
gains which might adversely affect the long term
prospects of the company are sacrificed.
 Example: Kellogg’s in Mexico.
 The concept of cornflakes for breakfast promoted by
Kellogg’s is entirely American in nature and in Mexico
which is culturally so different from America, could not
accept.
 Kellogg’s with its long term outlook took 28 years before
finally breaking even. Today is the market leader in the
breakfast cereals market, enjoying an unparalleled
monopoly.

13. 8.Extending the PLC
 Economic conditions change, competitors launch new assaults,
and the products encounters new types of buyers and new
requirements are situations in which a FMCG company try to
extend the PLC.
 In the mature stage of the PLC, some companies abandon their
weaker products. They prefer to concentrate their resources on
their more profitable products and quickly develop new products.
 Example: Existing models in products like automobiles,
motorcycles, watches and cameras in India have experienced a
good demand whenever new options were offered.

14. 9.Expanding markets by usage
 A company usually expands the market for its brand in two
ways, either to increase the number of customers or by
encouraging more consumption per intake.
 The usage rate of the consumers can be increased in 3
ways :
1) It may try to educate or persuade customers to use the
product more frequently.
2) The Company can try to induce users to consume more of
the product on each occasion.
3) The company can try to discover new product uses and
convince customers to use the product in more varied ways.

15. 10.Wide distribution network
 A very simple way of increasing FMCG company’s market
share is by developing a strong distribution network,
preferably in terms of more locations.
 An extensive distribution system can be developed over
time, or the company many acquire another company
which has an extensive distribution network.
 Example: Brooke Bond, Asian Paints, Hindustan Lever,
Union Carbide have developed a good distribution
network.

16. 11.Monitoring the pulse of the consumers
 Companies spend considerable effort to find out the
what, where, how and when of their consumers.
 Well known companies frequently undertake
marketing research to find out more about their
consumers and how to satisfy their needs and wants
in a better manner.
 It helps them to monitor the pulse of their buyers.
 Example: We may cite here the famous Marketing
Research about instant coffee.

17. 12.Advertising and Media coverage
 Advertising is required to build awareness about an FMCG
or brand which is available in the market but not many
people might know about it.
 Informative advertising figures heavily in the pioneering
stage of a product category, where the objective is to build
primary demand.
 Persuasive advertising becomes important in the
competitive stage where the objective is to build a
selective demand for a particular brand.
 Reminder advertising is quite common with mature
products.
 Example: Expensive four colour Coca-Cola ads
in magazines tries to remind people to
purchase it.

18. 13.Sales promotion
 Sales promotions offer a direct incentive to buy more
in the short term.
 They are designed to stimulate quicker and/or
greater purchase of particular products by
consumers or the trade.
 Example : Pepsi has been doing a large amount of
promotions since the time it entered India. Pepsi
cassettes and T-shirts have been offered to young
people all over the country.