1. Essentials of Marketing Chapter 9 Product Management and New–Product Development McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.

2. At the end of this presentation, you should be able to: 1.Understand how product life cycles affect strategy planning. 2.Know what is involved in designing new products and what “new products” really are. 3.Understand the new-product development process. 4.See why product liability must be considered in screening new products. 5.Understand the need for product or brand managers. 6.Understand how total quality management can improve goods and services. 7.Understand important new terms. 9–2

3. Product Decisions for Marketing Strategy Planning (Exhibit 9-1) 9–3

4. New Product Development 5 Step Process Success factors New Product Development 5 Step Process Success factors The Role of Product Management and New-Product Development in Marketing Strategy (Exhibit 9-1) Chapter 8: Elements of Product Planning for Goods & Services Managing brands Product managers Managing product quality Managing brands Product managers Managing product quality The Product Life Cycle Development Stages Strategy planning for stages The Product Life Cycle Development Stages Strategy planning for stages Chapter 9: Product Management & New- Product Development 9–4

5. Typical Life Cycle of a New Product Concept (Exhibit 9-2) Total industry profit (initially loss) Total industry sales 9–5

6. Market Introduction —Investing in the Future 9–6

7. Market Growth Stage—Profits Go Up and Down Monopolistic Competition Develops Innovation Attracts Competition Profits Peak and Then Decline Don’t Ignore Long-Term Competitive Trends! 9–7

8. Market Maturity Stage—Sales Level Off, Profits Continue Down Persuasive, More Costly Promotion Brands Are More Similar Greater Price Competition/Price Sensitivity Maturity May Last a Long Time 9–8

9. Sales Decline —A Time of Replacement 9–9

10. Which Stage of PLC? 9–10

11. Checking Your Knowledge Kodak announced that it would no longer produce 35 millimeter film cameras, but would manufacture digital cameras exclusively. Sales of digital cameras have grown steadily and have far outpaced the sale of 35 mm cameras in recent years, even among professional photographers. Kodak’s decision indicates that 35 mm cameras are probably in the ________ stage of the product life cycle. A. Market introduction B. Market growth C. Sales decline D. Market maturity 9–11

12. Product Life Cycles Should Be Related to Specific Markets AND Individual Brands Individual Brands May not follow the classic pattern May be introduced in market growth or maturity Not all brands are equally strong Market Definitions Market Definitions Should be carefully developed Different markets, different stages Contribute to the length of the cycle 9–12

13. Product Life Cycles Vary in Length Can Be Tried Easy to Communicate Compatible Some Products Move Fast Comparative Advantage Comparative Advantage Easy to Use 9–13

14. Interactive Exercise: Adoption 9–14

15. Other Issues in Product Life Cycle Length The Early Bird Usually Makes Profits Product Life Cycles Are Getting Shorter Fashions and Fads 9–15

16. Planning for Different Stages of the Product Life Cycle Competitors May Help Adoption Anticipate Speed of Movement Consider all Four Ps Allocate Sufficient Money Allocate Sufficient Money Market Introduction & Growth Be Flexible 9–16

17. Managing Mature Products 9–17

18. Are Product Modifications Really New Products? Courtesy of The Procter & Gamble Company. 9–18

19. Phasing Out Dying Products Don’t Pull the Plug So Quickly Phase-out May Be Necessary Profitability Product Line Customer Support Sales Decline Can Be Profitable 9–19

20. New Product Planning What Is a New Product? FTC Rule: 6 Months Ethical Dilemmas Exist 9–20

21. New Product 9–21

22. New-Product Development Process (Exhibit 9-4) 1. Idea generation 9–22

23. Step 1: Idea Generation 1. Idea generation 2. Screening 3. Idea evaluation 4.Development 5. Commercial- ization Ideas from: Customers and users Marketing research Competitors Other markets Company people, intermediaries, etc. 1. Idea generation 9–23

24. Step 2: Screening 1. Idea generation 2. Screening 3. Idea evaluation 4.Development 5. Commercial- ization Strengths and weaknesses Fit with objectives Market trends Rough ROI estimate 2. Screening 9–24

25. Step 3: Idea evaluation 1. Idea generation 2. Screening 3. Idea evaluation 4.Development 5. Commercial- ization 9–25

26. Step 4: Development 1. Idea generation 2. Screening 3. Idea evaluation 4.Development 5. Commercial- ization 9–26

27. Step 5: Commercialization 1. Idea generation 2. Screening 3. Idea evaluation 4.Development 5. Commercial- ization Finalize product and marketing plan Start production and marketing “Roll out” in select markets Final ROI estimate 5. Commercialization 9–27

28. Checking Your Knowledge Top management of a large company recently approached the dean of a major business school about starting a specialized MBA program for the company’s employees. After further discussions, the dean decided that the program did not fit well with the objectives and resources of the school, so the program was put on the “back burner” until conditions changed. The proposed MBA program was at what stage of the new-product development process when it was shelved? A. Idea generation B. Screening C. Idea evaluation D. Development E. Commercialization 9–28

29. New Product Development: A Total Company Effort (Exhibit 9-5) A basis for superior customer value New-product success Effective transition to regular operations Complete marketing plan Effective design Organized new- product development process 9–29

30. New Product Development: A Total Company Effort (Exhibit 9-5) Organized new-product development process Top management support Culture of innovation Product champion with authority Cross-functional team Clear understanding of customer needs Cost management (costs add value) Timely development cycle 9–30

31. Checking Your Knowledge Which of the following statements about new-product development are true? A. The process should be informal to encourage innovation. B. The greatest number of product ideas is in the idea evaluation stage. C. The best criteria for evaluating new product ideas in the early stages is return on investment (ROI). D. The process should have top management support. E. All of the above statements are true. 9–31

32. Need for Product Managers Common in Large Companies Product/Brand Managers Some Are “Product Champions” 9–32

33. Managing Product Quality 9–33

34. Building Quality into Services Training Is Crucial Server Is Linked To the Service Empowerment Works 9–34

35. Other Issues in Quality Implementation Efforts Specify Jobs and Measure Performance Get a Return on Quality Managers Lead the Effort 9–35

36. You should now be able to: 1.Understand how product life cycles affect strategy planning. 2.Know what is involved in designing new products and what “new products” really are. 3.Understand the new-product development process. 4.See why product liability must be considered in screening new products. 5.Understand the need for product or brand managers. 6.Understand how total quality management can improve goods and services. 7.Understand important new terms. 9–36

37. Key Terms  Product life cycle  Market introduction  Market growth  Market maturity  Sales decline  Fashion  Fad  New product  Federal Trade Commission (FTC)  Consumer Product Safety Act  Product liability  Concept testing  Product managers  Brand managers  Total quality management (TQM)  Continuous improvement  Empowerment 9–37