PRODUCT DIVERSIFICATION
The
meaning of the word diversification is very simple. As soon as a manufacturer
offers more than one product, it is described as product diversification. Diversification
implies that a company has moved from one
product item to marketing more than one product. Generally,
diversification is categorised into two types:
1. Related Diversification and
2. Unrelated Diversification.
Where
the new products introduced in the product mix are similar to the existing
product, diversification is described as 'related'. When a company
accepts new products which are very different from the existing products, the
diversification is said to be ‘unrelated'.
Related Diversification
Related diversification is the commonest
form of diversification, inexpensive and easier. As part of activity you have really recorded the cases of closely
related diversification in each Product Line. These also constitute a Product
Line. However, in case of Hindustan Lever a part from a part from manufacturing
soaps like Lifebuoy Lux and Pears, it can also include other brands of soaps or
cleaning materials such as Vim, Surf or Rin etc. as part of related
diversification strategy. So far, the relatedness of the products is quite
clear.
However,
this relatedness is sometimes stretched to include other similar items. For
example, in case of Hindustan Lever, toiletries would also be included under
related diversification. For example, Hindustan Lever produces Pepsodent and
Close-up Toothpastes.
Some
of the probable reasons for companies undertaking related diversification are:
1. to make a more effective use of the existing
selling and distribution facilities,
2. to use its under-utilised production
capacity,
3. to meet varied customer needs,
4. to take advantage of its existing
reputation in a particular type of products, and
5. to increase the sale of existing products.
Do
you know why Gillette company launched their razor? Surprisingly, the answer
was not just to make more profits through this extra product namely the razor,
but to increase the sale of their blades.
Unrelated Diversification
When
the new products offered or introduced are quite different from the existing
ones, the company is said to have adopted the strategy of unrelated
diversification. For example, if a consumer products' manufacturer diversifies
into the manufacture of raw materials such as chemicals or industrial products,
such diversifications would be described as unrelated diversification. This
naturally involves heavier costs and management challenges. This is the reason
why related diversification is more popular.
Hindustan Lever was basically a consumer products company. It
was forced into unrelated diversification because of its desire to grow in the
face of Foreign Exchange Regulation Act and Industrial Licensing Policy. Today
this company is a leading manufacturer of sodium tripoly phosphate (STPP),
glycerine, nickel catalyst and fine chemicals. It is also producing a
plant-growth nutrient, a product of its own research innovation, branded 'Paras'. It is
supposed to increase cereals and vegetable yields considerably. Thus, this
company has now diversified into unrelated products. Take another well known
company which has a varied product mix-Godrej; it not only makes cosmetics, but
also steel furniture, animal feeds and its popular locks. It can be seen that
this company has also adopted unrelated diversification as its product mix
strategy.
Integrated Diversification or
Integration
Backward
Integration is a term applied
where a company diversifies and manufactures products which it previously
purchased, that is, industrial products. For example, a company may start
manufacturing what it uses as raw materials for its final products. Previously
this raw material was purchased from outside. Now the company has decided to be
independent of outsiders and so indulges in backward integration.
The term Forward Integration applies when a company
decides to go forward into starting its own distribution system from mere
manufacturing. In this way, it gains independence with regard to retail
outlets. Bata brand of shoes are largely retailed through company controlled
outlets.
At
times the expression "Horizontal Integration" is also used. This is
where the company starts buying up and getting control over its competitors.
However, it must be remembered that any
type of integration or diversification involves several questions, the most
important of which concern cost, the possibility of profits, the extent of
competition and the ability to meet it and the risk involved. The product-mix
strategy or the diversification strategy of an organisation must fit into the
organisation's long-term objectives in terms of profit, growth and sales
stability.
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