PRINCIPLES OF MARKETING

Session 6: Product, Services and

Branding strategy
Learning Objectives
After studying this chapter, you should be able to:
1. Define product and the major classifications of products and
services
2. Describe the decisions companies make regarding their individual
products and services, product lines, and product mixes
3. Identify the four characteristics that affect the marketing of a
service and the additional marketing considerations that services
require
4. Explain how companies find and develop new-product ideas
5. List and define the steps in the new-product development process
and the major considerations in managing this process
6. Describe the stages of the product life cycle
7. Describe how marketing strategies change during the product’s
life cycle
What Is a Product?

Everything, both favorable

Product
Product and unfavorable, that a
person receives in an
exchange.

 Tangible Good
 Service
 Idea
 What Is a Product?
Product is the starting point of Marketing Mix

Product

Price Promotion

Place (Distribution)
 Types of Products
A
A product
product used
used to
to manufacture
manufacture otherother
Business
Business goods
goods or
or services,
services, to
to facilitate
facilitate an
an
Product
Product organization’s
organization’s operations,
operations, or or to
to resell
resell
to
to other
other consumers.
consumers.

Consumer
Consumer A
A product
product bought
bought to
to satisfy
satisfy an
an
Product
Product individual’s
individual’s personal
personal needs
needs or
or wants
wants
 Types of Consumer Products
Increase market share among
Convenience A relatively
existinginexpensive
customers item that
Product requires little shopping effort

Attract
A product new
that customers
requires to
comparison
Shopping
shopping, because
existing it is usually more
products
Product
expensive and found in fewer stores
A particular
Create itemproducts
new for whichfor
Specialty
Market
consumers
Product presentsearch extensively and
markets
Diversification
Development
are reluctant to accept substitutes

A product unknown to the potential

Unsought
buyerIntroduce
or a knownnew products
product that the
LOProduct
2
buyerinto new
does notmarkets
actively seek
Product Items, Lines, and Mixes

A
A specific
specific version
version of
of aa product
product
that
that can
can be
be designated
designated as as aa
Product
Product Item
Item distinct
distinct offering
offering among
among an an
organization’s
organization’s products.
products.

A
A group
group of
of closely-related
closely-related
Product
Product Line
Line product
product items.
items.

All
All products
products that
that an
an
Product
Product Mix
Mix organization
organization sells.
sells.
Campbell’s Product Lines and Mix

{ }
 Levels of Product
• Core benefits: what
the buyer is really
buying.
• Actual product:
design, brand name,
and packaging that
delivers the core
benefit to the
customer.
• Augmented
product: additional
services or benefits of
the actual product.
Services Marketing
Nature and Characteristics of a Service
• Intangibility
• Inseparability
• Variability
• Perishability
New-Product Development Strategy
A firm can obtain new products through:
• Acquisition: refers to the buying of a whole
company, a patent, or a license to produce
someone else’s product
• New-product development: refers to original
products, product improvements, product
modifications, and new brands developed from
the firm’s own research and development.
New-Product Development Process
1. Idea generation
2. Idea screening
3. Concept development and testing
4. Marketing strategy development
5. Business analysis
6. Product development
7. Test marketing
8. Commercialization
New-Product Development Process
Idea Generation
• New idea generation is the systematic search for new
product ideas.
• Sources of new-product ideas
- Internal sources refer to the company’s own
formal research and development, management
and staff.
- External sources refer to sources outside the
company such as customers, competitors,
distributors, suppliers, and outside design firms.
New-Product Development Process

Idea Screening
• Idea screening refers to reviewing new-product
ideas in order to drop poor ones as soon as
possible.
New-Product Development Process
Concept Development and Testing
• Product idea is an idea for a possible product
that the company can see itself offering to the
market.
• Product concept is a detailed version of the
idea stated in meaningful consumer terms.
• Product image is the way consumers perceive
an actual or potential product.
New-Product Development Process
Marketing Strategy Development
• Marketing strategy development refers to the
initial marketing strategy for introducing the
product to the market.
• Marketing strategy statement
• Business analysis
• Product development
• Test marketing
• Commercialization
New-Product Development Process
Marketing Strategy Statement
Part 1:
• Description of the target market
• Product positioning, sales, market share, and profit
goals
Part 2:
• Price distribution and budget
Part 3:
• Long-term sales, profit goals, and marketing mix
strategy
New-Product Development Process
Business Analysis
• Business analysis involves a review of the
sales, costs, and profit projections to find out
whether they satisfy the company’s objectives.
New-Product Development Process
Product Development
• Product development involves the creation and
testing of one or more physical versions by the
R&D or engineering departments.
• Requires an increase in investment
New-Product Development Process
Test Marketing
• Test marketing is the stage at which the product
and marketing program are introduced into more
realistic marketing settings.
• Test marketing provides the marketer with
experience in testing the product and entire
marketing program before full introduction.
New-Product Development Process
Commercialization
• Commercialization is the introduction of the
new product
• When to launch
• Where to launch
• Planned market rollout
Product Life-Cycle Strategies
• Product life-cycle (PLC) is the course that a
product’s sales and profits take over its lifetime.
• Product development
• Introduction
• Growth
• Maturity
• Decline
Product Life-Cycle Strategies

Sales and profits over the product’s life from inception to decline
Product Life-Cycle Strategies
• Introduction stage is when the new product
is first launched.
• Takes time
• Slow sales growth
• Little or no profit
• High distribution and promotion expense
Product Life-Cycle Strategies
Growth stage is when the new product satisfies
the market.
• Sales increase • Product quality increases
• New competitors enter • New features
the market • New market segments
• Price stability or decline and distribution channels
to increase volume are entered
• Consumer education
• Profits increase
• Promotion and
manufacturing costs gain
economies of scale
Product Life-Cycle Strategies
• Maturity stage is a long-lasting stage of a
product that has gained consumer acceptance.
• Slowdown in sales
• Many suppliers
• Substitute products
• Overcapacity leads to competition
• Increased promotion and R&D to support sales
and profits.
Product Life-Cycle Strategies
Modifying Strategies
• Market modifying
• Product modifying
• Marketing mix modifying
Product Life-Cycle Strategies
Modifying Strategies
• Market modifying strategy is when a company
tries to increase consumption of the current
product.
• New users
• Increase usage of existing users
• New market segments
Product Life-Cycle Strategies
Modifying Strategies
• Marketing mix modifying strategy is when a
company changes one or more of the marketing
mix elements.
• Price
• Promotion
• Distribution channels
Product Life-Cycle Strategies
• Decline stage is when sales decline or level
off for an extended time, creating a weak
product.
• Maintain the product
• Harvest the product
• Drop the product
 GROUP PRESENTATION

Your group finds areas around National Economics

University potential to do business because there are
many students, from not only NEU but also nearby
Civil Engineering University and University of Science
and Technology.
Present what your group wants to sell and prepare a
marketing plan for this idea.

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