SalesDiary

NRRS Case Study

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New Product Launch Strategy

• Go to Market (GTM) Strategy

The first milestone in executing a GTM strategy is reaching product/market fit. This is essentially a process of finding customers in a target
market with a problem that your product can address for a price.

• Width of Distribution

As a part of product branding, advertisement and customer awareness, increasing the width of distribution
was a challenge to NRR. As a company, organic marketing is the most preferred choice as it does not incur any
cost to the company.

• Retailer awareness on the new product

Salesman is a key source to create awareness among retailer for any new product launch. Due to the communication, not
cascaded properly through channel partners, the awareness goes for a toss and the retailer gets busy in selling competitors
product only.

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 Evaluation Beat Impact Target
New Product Launch Strategy

CHALLENGES SOLUTION

2 DEFINE AS MUST SELL SKU

GO TO MARKET STRATEGY

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RETAILER AWARENESS ON NEW
PRODUCT LAUNCH
ADVANTAGE
MARKET FEEDBACK ON NEW
PRODUCT LAUNCH ENABLES SALESMAN TO PUSH NEW
PRODUCTS IN THE MARKET

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How SalesDiary has helped NRR in New Product launch strategy

• SalesDiary enabled the feature to define the new products as Must Sell SKU on a territory level.

Why territory level?

Territory level mapping helped NRR in Segmentation, Targeting and Positioning Strategy. New launched NRRs products are
based on region, consumer need and availability of competitors product and pricing in the market. It also enabled to define
the price of the product based on the buying capability of the product.

• Defining the New Product as Must Sell SKU mandated/enabled the salesman to show the product catalogue to the retailer and
explain him on the new product launches. This eventually creates a awareness among the retailer on new NRRs product and
awareness to sell to the end customer.

• Must Sell SKU feature enabled the salesman to push the sale of new products in the market leading to increase in the sales
revenue and lines per call. Hence the company observed a drastic increment in the Average SKU/Bill and Average Order Value
with the same manpower and count of productive calls/time in market being the same.

• MSS feature also helped the salesman to conduct the consumer survey on new products. This helped the company to strategise
on the product pricing, market reach and launching schemes at territory level.

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