A new market opportunity begins with a customer need. Understanding that need, the competing offers and the route to the buyer gives product development and commercial planning a useful direction.
Identify the intended customer
Be specific about the business or customer the product is intended to serve. Importers, retailers and professional kitchens can have different requirements for product range, pack size and supply planning.
Describe the need you are trying to meet before settling on the offer. This helps connect the product specification with the channel in which it will be presented.
Read the channel
Assess customer demand, competing products, sales channels and pricing together. The aim is to understand where the proposed offer fits and which points still need investigation.
Product presentations and commercial proposals should reflect the available product and the responsibilities agreed with partners. Keep the description of the offer consistent across these discussions.
Connect demand with supply
A workable route to market also needs a workable supply model. Review product availability, appropriate packaging, quantities and shipment planning alongside the customer opportunity.
OneRoute’s approach brings product selection, development and commercial planning into the same conversation. The scope of any engagement depends on the product, destination market and capabilities of the partners involved.
Plan for the next decision
Use customer feedback and category observations to refine the offer. Keep clear records of the specification, the intended channel and the questions that need to be resolved before moving forward.
- Who is the product intended for?
- What customer need does the offer address?
- Which channel is appropriate?
- What supply and packaging arrangements need confirmation?
Discuss your requirements
Tell us about the product, market or supply requirements you have in mind.
Discuss a market opportunity
