The Data Institute Acquisition Manual

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Volume 18

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ACQUISITION MANUAL for THE TARGET COMPANY

6
Corporate Development
7
Product Management
8
Overseas Development
9
Product Distribution & Service
10
Advertising + P.R.
16
New Technology Primers
17
Physical Process & Orders
18
Competition Analysis
19
Product Perceptions
20
Customer Perceptions
Financial
Industry
Markets
Products
Data Grids
World MDB
Research MDB
Product MDB
Corporate MDB
Reference MDB

Volume
18

 

Competition Analysis

Knowledge of their specific competitive position is imperative for the Company and this section gives information on named major competitors, plus various national markets.

No company can hope to compete in their industry sector unless they have clear and unambiguous information on their competitors and how the customers perceive them in relation to their competitors. This section answers those questions which correlate the Company and their most dangerous competitors.

Opportunities for aggressive intervention and incursion into the territory of competitors are a substantial inducement for the Company to attack the competition and thereby gain market share.

Whether in the medium and long term the Company will be able to effectively compete and succeed against the opposition depends on the quality and consistency of the marketing management, which in turn must be fully supported by all other departmental management at the Company.

  1. Competitive Industry Factors

  2. Competitor Analysis

  3. Competitive Operational Analysis

  4. Competitive Buyer Analysis

  5. Competitive Operational Buyer Analysis

  6. Competitive Customer Survey

  7. Competitive Operational Survey


1

Competitve Factors:

 

COMPETITIVE FACTORS PERFORMANCE

 

COMPETITIVE FACTORS + ISSUES

Description

RELATIVE STATURE

• PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

• PREVAILING REPUTATION

overall position

• PERCEPTION OF PRODUCTS

stature of products

• RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

• PERCEPTION OF SERVICE SUPPORT

level of service proffered

• PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

• EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

• MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

• VALUE OF SALES PERSONNEL

potency of sales and marketing staff

• CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

• GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

• MERIT OF PRODUCT DEFINITION

proficiency of product specifications

• GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

• RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

• RATING OF ORDER HANDLING

proficiency of order supervision and order taking

• RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

• CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

• EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

• EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

• EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

• EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

• EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

• CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

• PRODUCT EXCELLENCE

recognition of product excellence

• CLIENT SERVICE

completion of client instructions and the character of service delivered

• RELIABLE DELIVERY

confidence in punctual delivery

• SERVICE RELIABILITY

score of service reliability

• SERVICE STANDARDS

attainment of service standards

• SERVICE CONDUCT

routine smoothness of the service function and procedures used

• SERVICE CONVENIENCE

satisfaction with service convenience

• PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

• RESPONSIVENESS OF CLIENT TREATMENT

client treatment: versatile and propensity to assist

• OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

• PRIMARY CONTACT

original contact and comprehension

• ORDER HANDLING STAFF

relationship with order handling staff

• SALES STAFF

negotiations with sales and marketing personnel

• ADMINISTRATION STAFF

performance of administration and account staff

• SALES MANAGEMENT

dealings with sales managers and staff

• SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

• UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

• DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

• CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

• DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

• OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

• BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

• CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

• WAREHOUSING & HANDLING

proficiency of warehousing and handling

• PACKING & PACKAGING

character and refinement of packing and packaging

• SALES ACTIVITY

conduct of regular sales undertakings

• STOCK AVAILABILITY

normal stock availability

• CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

• LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

• CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

• CUSTOMER BASE LOYALTY

fidelity of the current customer base

• CONCENTRATION OF PURCHASES

comparative focus of customer purchases

• PURCHASE FREQUENCY

frequency of typical buyer purchases

• ORDER SIZE

average order size and content of customer purchase

• CUSTOMER SERVICING

prevalent level of customer maintenance

• SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

• MARKETING

marketing overhead & application and sales decay

• SALES PROMOTION

explicit sales promotions and activity

• SALESFORCE

salesforce potency and accomplishment

• ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

• PRICING CONDUCT

regular pricing guidelines and its execution

• ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

• COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

• RESPONSE TO OPPONENTS

response to opponents' behavior and methods

• NEW COMPETITORS

invariable reflex to the market entry of challengers

• PRICES AT MSP

acceptability of base prices

• PRICE INCREASES

capacity to contend with and respond to price increases

• PRICES AT RSP

overall competitiveness of end users sales prices

• MARKET SHARE

average comparative market share

 

SHORT-TERM COMPETITIVE FACTORS PERFORMANCE


The following section provides a forecast of a number of quantitative Issues and questions for the industry and the Company in juxtaposition with the Competitors. The competitive Issues are examined under the following headings:-

  • RELATIVE STATURE - of the industry

  • COMPETITIVE PROMOTIONAL PRACTICE - by the industry and the Company

  • COMPETITIVE PRODUCT AVAILABILITY - by the industry and the Company

  • COMPETITIVE MARKETING APTITUDE - by the industry and the Company

  • MARKET COMPONENTS - for the industry and the Company

  • SALES STAFF ACHIEVEMENT - by the industry and the Company

  • CORPORATE SALES ELEMENTS - for the industry and the Company

  • COMPETITIVE SALES CHANNEL AWARENESS - for the industry and the Company

  • COMPETITIVE CLIENT AWARENESS - for the industry and the Company

  • COMPETITIVE PROMOTIONAL CONSIDERATIONS - for the industry and the Company

  • COMPETITOR CONSEQUENCES - for the industry and the Company

 

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

The term "Relative" denotes the relationship between the industry and the Competitors in the marketplace in which they exist.
MARKET DATABASES: The term the industry refers to the National Companies within the Base Country. The comparison is thus given for the National Industry in relation to the other Competitors within the Trade Cell.

 Information on this Section


 

COMPETITIVE FACTORS PERFORMANCE CONSIDERATIONS

 

COMPETITIVE FACTORS + CONSIDERATIONS

Description

COMPANY PHYSICAL MARKETING CONCERNS

• PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

• PHYSICAL MARKETING RESOURCES

physical marketing resources

• PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

• RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

• ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

• CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

• ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

• ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

• DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

• ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

• SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

• SALES EMPLOYEES RELATIONS

sales employees rapport

• PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

• RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

• RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

• SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

• MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

• VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

• FIXED MARKETING COSTS

flexibility of fixed marketing costs

• MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

• DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

• PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

• QUALITY

product quality

• PRODUCT SPECIFICATIONS

product specifications

• DESIGN

product design and utility

• OPERATING CRITERIA

product operating requirements and operating suitability

• PRODUCT EFFICIENCY

product efficiency and performance

• PRODUCT RELIABILITY

product dependability and integrity

• PRODUCT LONGEVITY

product longevity and shelf life

• PRODUCT LIFE CYCLE

product life cycle and obsolescence

• PRODUCT CUSTOMIZATION

degree of product customization and flexibility

• PRODUCT TECHNOLOGY

product technology and technological advantage

• PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

• MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

• MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

• MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

• MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

• MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

• MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

• UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

• DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

• CAPTIVE MARKETING CHANNELS

captive marketing channels

• RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

• RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

• RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

• RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

• WAREHOUSING & HANDLING

warehousing and handling

• PACKING & PACKAGING

packing and packaging

• DISTRIBUTION

distribution activities

• STOCK AVAILABILITY

stock availability

• ORDER PROCESSING

order processing

CUSTOMER TOPICS

• LOCATION OF CUSTOMERS

geographic location of the customer base

• RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

• CAPTIVE CUSTOMER BASE

captive and assured customer base

• CONCENTRATION OF CUSTOMERS

concentration of customers

• PRODUCT USAGE FREQUENCY

frequency of product usage

• ORDER VALUE

order value and volume of average turnover

• RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

• SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

• MARKETING COSTS

total marketing costs

• SALES PROMOTION COSTS

sales promotion costs

• SELLING COSTS

salesforce and selling costs and expenses

• ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

• COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

• SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

• RELATIVE MARKETING SPEND

marketing spend relative to competitors

• COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

• ACCESS OF NEW COMPETITORS

access of new competitors into the market

• PRICES AT MSP

prices at manufacturers sales price

• PRICE INCREASES AT MSP

previous price increases at manufacturing level

• PRICES AT RSP

prices at retail or end users sales price

• MARKET SHARE

market share

 

SHORT-TERM COMPETITIVE FACTORS PERFORMANCE CONSIDERATIONS


The following section provides a forecast of a number of quantitative considerations and questions for the Competitors of the industry in juxtaposition with the Trade Cell Norms. The competitive considerations are examined under the following headings:-

  • PHYSICAL MARKETING CONCERNS - for the industry and the Company

  • ADVERTISING & MARKETING MATERIALS ELEMENT - for the industry and the Company

  • SALES PERSONNEL PERCEPTIONS - for the industry and the Company

  • MARKETING COSTS & MARGIN CONCERNS - for the industry and the Company

  • PRODUCT ADVERTISING + MARKETING - for the industry and the Company

  • MARKETING MANAGEMENT STRENGTHS - for the industry and the Company

  • CORPORATE MARKETING CONSIDERATIONS - for the industry and the Company

  • DISTRIBUTION MARKETING CONSIDERATIONS - for the industry and the Company

  • CUSTOMER TOPICS - for the industry and the Company

  • COMPETITIVE MARKETING CONSIDERATIONS - for the industry and the Company

  • COMPETITOR CONSIDERATIONS - for the industry and the Company

 

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

The term "Relative" denotes the relationship between the industry and the Competitors in the marketplace in which they exist.
MARKET DATABASES: The term the industry refers to the National Companies within the Base Country. The comparison is thus given for the National Industry in relation to the other Competitors within the Trade Cell.

 Information on this Section


 

 

2

Competitor Analysis:

 

COMPETITOR PRESENT STANDING

 

This section has the following Competitor coverage:-

 

COMPETITOR STANDING ANALYSIS

Description

RELATIVE STATURE

• PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

• PREVAILING REPUTATION

overall position

• PERCEPTION OF PRODUCTS

stature of products

• RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

• PERCEPTION OF SERVICE SUPPORT

level of service proffered

• PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

• EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

• MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

• VALUE OF SALES PERSONNEL

potency of sales and marketing staff

• CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

• GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

• MERIT OF PRODUCT DEFINITION

proficiency of product specifications

• GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

• RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

• RATING OF ORDER HANDLING

proficiency of order supervision and order taking

• RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

• CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

• EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

• EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

• EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

• EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

• EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

• CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

• PRODUCT EXCELLENCE

recognition of product excellence

• CLIENT SERVICE

completion of client instructions and the character of service delivered

• RELIABLE DELIVERY

confidence in punctual delivery

• SERVICE RELIABILITY

score of service reliability

• SERVICE STANDARDS

attainment of service standards

• SERVICE CONDUCT

routine smoothness of the service function and procedures used

• SERVICE CONVENIENCE

satisfaction with service convenience

• PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

• RESPONSIVENESS OF CLIENT TREATMENT

client treatment, versatile and propensity to assist

• OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

• PRIMARY CONTACT

original contact and comprehension

• ORDER HANDLING STAFF

relationship with order handling staff

• SALES STAFF

negotiations with sales and marketing personnel

• ADMINISTRATION STAFF

performance of administration and account staff

• SALES MANAGEMENT

dealings with sales managers and staff

• SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

• UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

• DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

• CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

• DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

• OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

• BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

• CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

• WAREHOUSING & HANDLING

proficiency of warehousing and handling

• PACKING & PACKAGING

character and refinement of packing and packaging

• SALES ACTIVITY

conduct of regular sales undertakings

• STOCK AVAILABILITY

normal stock availability

• CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

• LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

• CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

• CUSTOMER BASE LOYALTY

fidelity of the current customer base

• CONCENTRATION OF PURCHASES

comparative focus of customer purchases

• PURCHASE FREQUENCY

frequency of typical buyer purchases

• ORDER SIZE

average order size and content of customer purchase

• CUSTOMER SERVICING

prevalent level of customer maintenance

• SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

• MARKETING

marketing overhead & application and sales decay

• SALES PROMOTION

explicit sales promotions and activity

• SALESFORCE

salesforce potency and accomplishment

• ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

• PRICING CONDUCT

regular pricing guidelines and its execution

• ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

• COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

• RESPONSE TO OPPONENTS

response to opponents' behavior and methods

• NEW COMPETITORS

invariable reflex to the market entry of challengers

• PRICES AT MSP

acceptability of base prices

• PRICE INCREASES

capacity to contend with and respond to price increases

• PRICES AT RSP

overall competitiveness of end users sales prices

• MARKET SHARE

average comparative market share

 

 

COMPETITOR STANDING


The following section deals with a number of quantitative issues and questions for the industry and Company Competitors. These issues are examined under the following headings:-

  • RELATIVE STATURE -  of the industry and Company Competitors

  • COMPETITIVE PROMOTIONAL PRACTICE -  by the industry and Company Competitors

  • COMPETITIVE PRODUCT AVAILABILITY -  by the industry and Company Competitors

  • COMPETITIVE MARKETING APTITUDE -  by the industry and Company Competitors

  • MARKET COMPONENTS -  for the industry and Company Competitors

  • SALES STAFF ACHIEVEMENT -  by the industry and Company Competitors

  • CORPORATE SALES ELEMENTS -  by the industry and Company Competitors

  • COMPETITIVE SALES CHANNEL AWARENESS -  for the industry and Company Competitors

  • COMPETITIVE CLIENT AWARENESS -  for the industry and Company Competitors

  • COMPETITIVE PROMOTIONAL CONSIDERATIONS -  by the industry and Company Competitors

  • COMPETITOR CONSEQUENCES -  for the industry and Company Competitors

 

THE TARGET COMPANY

INDUSTRY & MARKET

COMPETITOR STANDING ANALYSIS

COMPETITOR STANDING ANALYSIS

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

The term "Relative" denotes the relationship between the various activities of Competitors and the marketplace in which they exist. The comparison is with the major competitors in the Trade Cell market.

 Information on this Section


 

COMPETITOR ENVIRONMENT ANALYSIS

 

COMPETITOR ENVIRONMENT ANALYSIS

Description

COMPANY PHYSICAL MARKETING CONCERNS

• PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

• PHYSICAL MARKETING RESOURCES

physical marketing resources

• PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

• RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

• ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

• CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

• ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

• ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

• DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

• ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

• SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

• SALES EMPLOYEES RELATIONS

sales employees rapport

• PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

• RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

• RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

• SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

• MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

• VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

• FIXED MARKETING COSTS

flexibility of fixed marketing costs

• MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

• DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

• PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

• QUALITY

product quality

• PRODUCT SPECIFICATIONS

product specifications

• DESIGN

product design and utility

• OPERATING CRITERIA

product operating requirements and operating suitability

• PRODUCT EFFICIENCY

product efficiency and performance

• PRODUCT RELIABILITY

product dependability and integrity

• PRODUCT LONGEVITY

product longevity and shelf life

• PRODUCT LIFE CYCLE

product life cycle and obsolescence

• PRODUCT CUSTOMIZATION

degree of product customization and flexibility

• PRODUCT TECHNOLOGY

product technology and technological advantage

• PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

• MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

• MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

• MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

• MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

• MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

• MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

• UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

• DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

• CAPTIVE MARKETING CHANNELS

captive marketing channels

• RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

• RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

• RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

• RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

• WAREHOUSING & HANDLING

warehousing and handling

• PACKING & PACKAGING

packing and packaging

• DISTRIBUTION

distribution activities

• STOCK AVAILABILITY

stock availability

• ORDER PROCESSING

order processing

CUSTOMER TOPICS

• LOCATION OF CUSTOMERS

geographic location of the customer base

• RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

• CAPTIVE CUSTOMER BASE

captive and assured customer base

• CONCENTRATION OF CUSTOMERS

concentration of customers

• PRODUCT USAGE FREQUENCY

frequency of product usage

• ORDER VALUE

order value and volume of average turnover

• RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

• SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

• MARKETING COSTS

total marketing costs

• SALES PROMOTION COSTS

sales promotion costs

• SELLING COSTS

salesforce and selling costs and expenses

• ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

• COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

• SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

• RELATIVE MARKETING SPEND

marketing spend relative to competitors

• COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

• ACCESS OF NEW COMPETITORS

access of new competitors into the market

• PRICES AT MSP

prices at manufacturers sales price

• PRICE INCREASES AT MSP

previous price increases at manufacturing level

• PRICES AT RSP

prices at retail or end users sales price

• MARKET SHARE

market share

 
 

COMPETITOR ENVIRONMENT


The following section deals with a number of quantitative issues and questions for the industry and Company Competitors. These issues are examined under the following headings:-

  • PHYSICAL MARKETING CONCERNS -  for the industry and Company Competitors

  • ADVERTISING & MARKETING MATERIALS ELEMENT -  for the industry and Company Competitors

  • SALES PERSONNEL PERCEPTIONS -  for the industry and Company Competitors

  • MARKETING COSTS & MARGIN CONCERNS -  for the industry and Company Competitors

  • PRODUCT ADVERTISING + MARKETING -  for the industry and Company Competitors

  • MARKETING MANAGEMENT STRENGTHS -  for the industry and Company Competitors

  • CORPORATE MARKETING CONSIDERATIONS -  for the industry and Company Competitors

  • DISTRIBUTION MARKETING CONSIDERATIONS -  for the industry and Company Competitors

  • CUSTOMER TOPICS -  for the industry and Company Competitors

  • COMPETITIVE MARKETING CONSIDERATIONS -  for the industry and Company Competitors

  • COMPETITOR CONSIDERATIONS -  for the industry and Company Competitors

 

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

The term "Relative" denotes the relationship between the various activities of Competitors and the marketplace in which they operate.

 Information on this Section


 


3

Competitive Operational Analysis:

 

OPERATIONAL ENVIRONMENT ANALYSIS

 

This section has the following Operational coverage:-

 

OPERATIONAL ENVIRONMENT ANALYSIS

Description

COMPANY PRODUCTION CONSIDERATIONS

• PRODUCTION & PROCESS DIFFICULTIES

production and process difficulties and problems

• MANUFACTURING CAPACITY

manufacturing capacity

• UNIT PRODUCTION CAPACITY

product unit production capacity

• FLEXIBILITY OF PRODUCTION PLANT

flexibility of production plant and equipment

• ABILITY TO VARY PRODUCT RANGE

ability to vary the product range

• AGE OF PLANT & EQUIPMENT

age of plant and equipment

COMPANY SUPPLIES CONSIDERATIONS

• MATERIALS ACQUISITION & SOURCES

materials and supplies purchasing and sourcing

• MATERIALS STOCK LEVELS

stock levels and inventories of materials and supplies

• DEPENDENCE ON SUB-CONTRACTORS

dependence on sub-contractors and outside workers

• BUYING INFLUENCE

buying influence and purchasing power

COMPANY MANPOWER CONSIDERATIONS

• MANPOWER AVAILABILITY

manpower and labor availability

• LABOR RELATIONS

labor and union relations

• PRESSURE OF WAGE RISES

wage rises and wage demands

• RELATIVE PAYROLL LEVELS

payroll levels in relation to competitors

• RELATIVE SALARY LEVELS

salaried staff remunerations relative to competitors

• TECHNICAL CAPABILITIES

technical capabilities of staff

COMPANY COSTS & MARGIN CONSIDERATIONS

• STOCK LEVELS

product stock and inventory levels

• VARIABLE COSTS

flexibility of variable costs

• FIXED COSTS

adaptability of fixed costs

• PAYROLL COSTS

variability of manpower and staff costs

• DIRECT COSTS RELATIVE TO COMPETITORS

direct costs relative to major competitors

• R & D / PRODUCT DEVELOPMENT COSTS

research and development and product development costs

COMPANY PRODUCT CONSIDERATIONS

• QUALITY

product quality

• PRODUCT SPECIFICATIONS

product specifications

• DESIGN

product design and utility

• OPERATING CRITERIA

product operating criteria and operating benefits

• PRODUCT EFFICIENCY

product efficiency and performance

• PRODUCT RELIABILITY

product reliability and integrity

• PRODUCT LONGEVITY

product longevity and shelf life

• PRODUCT LIFE CYCLE

product life cycle and obsolescence

• PRODUCT CUSTOMIZATION

degree of product customization and flexibility

• PRODUCT TECHNOLOGY

product technology and technological advantage

• PRODUCT USAGE

product interchangeability and usage

COMPANY MANAGEMENT STRENGTHS

• MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS

management strengths of senior corporate officers

• MANAGEMENT STRENGTHS: PRODUCTION STAFF

effectiveness of production managers

• MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

• MANAGEMENT STRENGTHS: ADMINISTRATION STAFF

efficiency of administration managers

• MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF

aptitude of technical and research and development staff

• MANAGEMENT STRENGTHS: PERSONNEL STAFF

reliability of personnel managers

COMPANY CORPORATE CONSIDERATIONS

• UPSTREAM INTEGRATION

upstream integration and economies of scale

• DOWNSTREAM INTEGRATION

downstream integration and benefits

• CAPTIVE DISTRIBUTION CHANNELS

captive distribution channels

• DEPENDENCE ON OTHER MANUFACTURERS

dependence on other manufacturers for supplies

• DEPENDENCE ON OTHER DISTRIBUTORS

dependence on other distributors for channels to the market

• DEPENDENCE ON OTHER MARKETING

dependence on other marketing activity for sales support

• DEPENDENCE ON CUSTOMERS

dependence on customers

COMPANY DISTRIBUTION CONSIDERATIONS

• WAREHOUSING & HANDLING

warehousing and handling

• PACKING & PACKAGING

packing and packaging

• DISTRIBUTION

distribution activities

• STOCK AVAILABILITY

stock availability

• ORDER BACKLOG

order backlog

COMPANY CUSTOMER CONSIDERATIONS

• LOCATION OF CUSTOMERS

geographic location of the customer base

• DEPENDENCE ON CUSTOMER BASE

dependence on discrete customer bases

• CAPTIVE CUSTOMER BASE

captive and assured customer base

• CONCENTRATION OF PURCHASES

concentration of customer purchases

• PURCHASE FREQUENCY

frequency of purchases

• ORDER SIZE

order size and volume of average purchase

• RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

• SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPANY MARKETING CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

• MARKETING COSTS

total marketing costs

• SALES PROMOTION COSTS

sales promotion costs

• SELLING COSTS

salesforce and selling costs and expenses

• ADVERTISING COSTS

advertising costs

COMPANY COMPETITIVE CONSIDERATIONS

• COMPETITORS' PRICING POLICY

competitors' pricing policies and posture

• SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

• RELATIVE MARKETING SPEND

marketing spend relative to competitors

• COMPETITORS' AGGRESSIVENESS

aggressiveness of competitors' policies and postures

• ENTRY OF NEW COMPETITORS

entry of new competitors into the market

• PRICES AT MSP

prices at manufacturers sales price

• PRICE INCREASES AT MSP

recent price increases at manufacturing level

• PRICES AT RSP

prices at retail or end users sales price

• MARKET SHARE

market share

 

 

OPERATIONAL ENVIRONMENT


The following section deals with a number of quantitative issues and questions for the industry and Company Operations. These issues are examined under the following headings:-

  • PROCESS CONSIDERATIONS - for the industry and Company Operations

  • SUPPLIES CONSIDERATIONS - for the industry and Company Operations

  • MANPOWER CONSIDERATIONS - for the industry and Company Operations

  • COSTS & MARGIN CONSIDERATIONS - for the industry and Company Operations

  • PRODUCT CONSIDERATIONS - for the industry and Company Operations

  • MANAGEMENT STRENGTHS - for the industry and Company Operations

  • CORPORATE CONSIDERATIONS - for the industry and Company Operations

  • DISTRIBUTION CHANNEL CONSIDERATIONS - for the industry and Company Operations

  • CUSTOMER CONSIDERATIONS - for the industry and Company Operations

  • MARKETING CONSIDERATIONS - for the industry and Company Operations

  • COMPETITIVE CONSIDERATIONS - for the industry and Company Operations

 

Company Operations

Industry Operations

Significant Company Operations

Company Operations & Activities 1

Company Operations & Activities 2

Company Operations & Activities 3

Company Operations & Activities 4

Company Operations & Activities 5

Company Operations & Activities 6

Company Operations & Activities 7

Company Operations & Activities 8

Company Operations & Activities 9

Company Operations & Activities 10

Company Operations & Activities 11

Company Operations & Activities 12

Company Operations & Activities 13

Company Operations & Activities 14

Company Operations & Activities 15

Industry Operations

Industry Operations & Activities 1

Industry Operations & Activities 2

Industry Operations & Activities 3

Industry Operations & Activities 4

Industry Operations & Activities 5

Industry Operations & Activities 6

Industry Operations & Activities 7

Industry Operations & Activities 8

Industry Operations & Activities 9

Industry Operations & Activities 10

Industry Operations & Activities 11

Industry Operations & Activities 12

Industry Operations & Activities 13

Industry Operations & Activities 14

Industry Operations & Activities 15

The term "Relative" denotes the relationship between the various Operational activities of the industry and marketplace in which it exists.

 Information on this Section


 

OPERATIONS STANDING ANALYSIS

 

OPERATIONS STANDING ANALYSIS

Description

RELATIVE REPUTATION

• OVERALL AWARENESS BY CUSTOMERS

general customer awareness of the company and its products

• OVERALL REPUTATION

overall reputation

• REPUTATION OF PRODUCTS

status of products

• REPUTATION OF PRODUCT QUALITY

ranking of product quality

• REPUTATION OF SERVICE PROVIDED

standing of service provided

• REPUTATION OF CUSTOMER HANDLING

position of customer handling and interface

RELATIVE PROMOTIONAL ACTIVITY

• RATING OF OVERALL SALES PROMOTION ACTIVITY

rating of overall sales promotion activity

• RATING OF ADVERTISING

comprehension of advertising posture and the advertising message

• RATING OF SALES PERSONNEL

effectiveness of sales personnel: salesforce and ancillary staff

• RATING OF SALES PRINT

lucidity of sales literature and print

RELATIVE PRODUCT AVAILABILITY

• RATING OF PRODUCT AVAILABILITY

rating of product general availability

• RATING OF PRODUCT SPECIFICATIONS

acceptability of product specifications

• RATING OF ON-TIME DELIVERY

satisfaction with on-time delivery performance

• RATING OF COMPLETE ORDER DELIVERY

assurance of complete order delivery performance

• RATING OF ORDER HANDLING

competence of order handling and order taking

• RATING OF ABILITY TO SUPPLY

ability to supply products as contracted

RELATIVE TECHNICAL COMPETENCE

• RATING OF TECHNICAL COMPETENCE

rating of general technical competence

• RATING OF TECHNICAL AWARENESS

technical expertise and efficacy amongst staff

• RATING OF PRODUCT TECHNOLOGY

application of product technology

• RATING OF PRODUCT DOCUMENTATION

conciseness of product documentation and instructions

• RATING OF PRODUCT RETURNS

level of product reject or return rates

• RATING OF AFTER-SALES SERVICES

status of general after-sales service competence and performance

RELATIVE MARKETING FACTORS

• PERCEPTION OF PRODUCT PRICES

perception of product prices

• TECHNICAL SUPERIORITY

ranking of technical superiority

• SERVICE FACTORS

fulfillment of service undertakings and the quality of service provided

• PROMPT DELIVERY

assurance of prompt delivery

• WHOLE ORDER DELIVERY

record of whole order delivery

• STOCK LEVELS

satisfaction with stock levels

• ORDERING PROCEDURES

general ease of ordering and procedures used

• DELIVERY CONVENIENCE

contentment with delivery convenience: scheduling and off-take

• THE DELIVERY SYSTEM

perception of the distribution system and its efficiency

• FLEXIBILITY OF CUSTOMER HANDLING

customer handling: flexibility and willingness to co-operate

• PERCEPTIONS OF TERMS OF TRADING

equity of terms of trading and contractual considerations

RELATIVE STAFF PERFORMANCE

• INITIAL CONTACT

initial contact and responsiveness

• ORDER HANDLING STAFF

contact with order handling staff

• SALES STAFF

negotiations with sales and marketing personnel

• ADMINISTRATION STAFF

contact with administration and account staff

• SPECIALIST STAFF

interface with technical and specialist managers and staff

• SERVICE PERSONNEL

performance of service personnel

RELATIVE CORPORATE CONSIDERATIONS

• UPSTREAM INTEGRATION

relative upstream integration

• DOWNSTREAM INTEGRATION

perceptions of downstream integration

• CAPTIVE DISTRIBUTION CHANNELS

performance of captive distribution channels

• RELIANCE ON OTHER MANUFACTURERS

reliance on other manufacturers

• UTILIZATION OF OTHER DISTRIBUTORS

utilization of other distributors

• BENEFITS OF OTHER MARKETING

benefits of other marketing activity

• CAPTIVE CUSTOMER BASES

capture and dominance of specific customer bases

RELATIVE DISTRIBUTION CONSIDERATIONS

• WAREHOUSING & HANDLING

efficiency of warehousing and handling

• PACKING & PACKAGING

quality and attractiveness of packing and packaging

• DISTRIBUTION

performance of overall distribution activities

• STOCK AVAILABILITY

general stock availability

• ORDER BACKLOG

overall order backlog

RELATIVE CUSTOMER CONSIDERATIONS

• LOCATION OF CUSTOMERS

geographic location and spread of the customer base

• CAPTIVENESS OF THE CUSTOMER BASE

captiveness of existing customer bases

• CUSTOMER BASE LOYALTY

loyalty of the existing customer base

• CONCENTRATION OF PURCHASES

relative concentration of customer purchases

• PURCHASE FREQUENCY

frequency of average customer purchases

• ORDER SIZE

average order size and volume of customer purchase

• CUSTOMER SERVICING

general level of customer servicing

• SEASONALITY

seasonality of customer demand for products

RELATIVE PROMOTIONAL CONSIDERATIONS

• ADVERTISING & SALES PROMOTION

general advertising and sales promotion message

• MARKETING

marketing spend: utilization and sales decay

• SALES PROMOTION

specific sales promotions and activity

• SALESFORCE

salesforce effectiveness and performance

• ADVERTISING

advertising efficiency

RELATIVE COMPETITIVE CONSIDERATIONS

• PRICING POLICY

overall pricing policy and its effectiveness

• ECONOMIC CONDITIONS

general sensitivity to the economic climate and conditions

• RELATIVE MARKETING EFFORT

overall competitive marketing effort

• REACTION TO COMPETITORS

reaction to competitors' policies and activities

• NEW COMPETITORS

general reaction to the market entry of competitors

• PRICES AT MSP

attractiveness of ex-factory prices

• PRICE INCREASES

ability to cope with and re-act to price increases

• PRICES AT RSP

overall competitiveness of end users sales prices

• MARKET SHARE

general relative market share

 

 

OPERATIONAL STANDING


The following section deals with a number of quantitative issues and questions for Operations. These issues are examined under the following headings:-

  • RELATIVE REPUTATION - of the industry Operations

  • RELATIVE PROMOTIONAL ACTIVITY - by the industry and the Company Operations

  • RELATIVE PRODUCT AVAILABILITY - by the industry and the Company Operations

  • RELATIVE TECHNICAL COMPETENCE - by the industry and the Company Operations

  • RELATIVE MARKETING FACTORS - for the industry and the Company Operations

  • RELATIVE STAFF PERFORMANCE - by the industry and the Company Operations

  • RELATIVE CORPORATE CONSIDERATIONS - for the industry and the Company and the Company Operations

  • RELATIVE DISTRIBUTION CONSIDERATIONS - for the industry and the Company Operations

  • RELATIVE CUSTOMER CONSIDERATIONS - for the industry and the Company Operations

  • RELATIVE PROMOTIONAL CONSIDERATIONS - for the industry and the Company Operations

  • RELATIVE COMPETITIVE CONSIDERATIONS - for the industry and the Company Operations

 

Target Company Operations

Industry Operations

Significant Company Operations

Company Operations & Activities 1

Company Operations & Activities 2

Company Operations & Activities 3

Company Operations & Activities 4

Company Operations & Activities 5

Company Operations & Activities 6

Company Operations & Activities 7

Company Operations & Activities 8

Company Operations & Activities 9

Company Operations & Activities 10

Company Operations & Activities 11

Company Operations & Activities 12

Company Operations & Activities 13

Company Operations & Activities 14

Company Operations & Activities 15

Industry Operations

Industry Operations & Activities 1

Industry Operations & Activities 2

Industry Operations & Activities 3

Industry Operations & Activities 4

Industry Operations & Activities 5

Industry Operations & Activities 6

Industry Operations & Activities 7

Industry Operations & Activities 8

Industry Operations & Activities 9

Industry Operations & Activities 10

Industry Operations & Activities 11

Industry Operations & Activities 12

Industry Operations & Activities 13

Industry Operations & Activities 14

Industry Operations & Activities 15

The term "Relative" denotes the relationship between the various Operational activities of the industry. The comparison is with the major Operations in the Trade Cell market.

 Information on this Section


 


4

Competitive Buyer Analysis:

 

COMPETITOR DECISION MAKER PROFILES

 

THE DECISION MAKER PROFILE DATA IN THIS SECTION COVERS THE INDUSTRY COMPETITORS & THE TARGET COMPANY

This section provides data on both Immediate Buyers, Immediate or Commercial Buyers, and the End Users, End Users.

The following questions are covered by the survey:

SURVEY COVERAGE


 

IMMEDIATE BUYER PROFILE

THE TARGET COMPANY

INDUSTRY & MARKET

IMMEDIATE BUYER PROFILE

IMMEDIATE BUYER PROFILE


 

END USER PROFILE

THE TARGET COMPANY

INDUSTRY & MARKET

END USER PROFILE

END USER PROFILE


 

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

 

 

COMPETITOR DECISION MAKER PROFILES

The purpose of the data given in this section is to identify the exact decision maker (i.e. the DMU or Decision Making Unit) in the purchase decision for Products & Services.  This data is vital for all advertising and promotional activities.

This section gives the data at two levels of commercial activity, being firstly, data sets for the Buyer and secondly, data sets for the End User. The data therefore provides information on the targeting of the Decision Makers at the two major market levels.

The data matrix is in the form of an Age & Social Profile of the respondent.

The data on Immediate Buyers, Immediate or Commercial Buyers, and the End Users, End Users is formatted in the following matrix.

The Field Names of the matrix cells are shown  below. 

<BUYERPROFILE> = End User Profile or Immediate Buyer

<SECTION> = Product, Country, Competitor, Commercial Operation, et al.

2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
2018
2019
2020
to 2028
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE

 DECISION MAKER PROFILE DEFINITIONS

 

  

5

Competitive Operational Buyer Analysis:

 

OPERATIONS DECISION MAKER PROFILES

 

THE DECISION MAKER PROFILE DATA IN THIS SECTION COVERS THE OPERATIONS OF THE INDUSTRY & THE TARGET COMPANY

 

This section provides data on both Immediate Buyers, Immediate or Commercial Buyers, and the End Users, End Users.

The following questions are covered by the survey:

SURVEY COVERAGE


 

IMMEDIATE BUYER PROFILE

THE TARGET COMPANY

INDUSTRY & MARKET

IMMEDIATE BUYER PROFILE

IMMEDIATE BUYER PROFILE


 

END USER PROFILE

THE TARGET COMPANY

INDUSTRY & MARKET

END USER PROFILE

END USER PROFILE


 

Target Company Operations

Industry Operations

Significant Company Operations

Company Operations & Activities 1

Company Operations & Activities 2

Company Operations & Activities 3

Company Operations & Activities 4

Company Operations & Activities 5

Company Operations & Activities 6

Company Operations & Activities 7

Company Operations & Activities 8

Company Operations & Activities 9

Company Operations & Activities 10

Company Operations & Activities 11

Company Operations & Activities 12

Company Operations & Activities 13

Company Operations & Activities 14

Company Operations & Activities 15

Industry Operations

Industry Operations & Activities 1

Industry Operations & Activities 2

Industry Operations & Activities 3

Industry Operations & Activities 4

Industry Operations & Activities 5

Industry Operations & Activities 6

Industry Operations & Activities 7

Industry Operations & Activities 8

Industry Operations & Activities 9

Industry Operations & Activities 10

Industry Operations & Activities 11

Industry Operations & Activities 12

Industry Operations & Activities 13

Industry Operations & Activities 14

Industry Operations & Activities 15

 

OPERATIONS DECISION MAKER PROFILES

The purpose of the data given in this section is to identify the exact decision maker (i.e. the DMU or Decision Making Unit) in the purchase decision for Products.  This data is vital for all advertising and promotional activities.

This section gives the data at two levels of commercial activity, being firstly, data sets for the Buyer and secondly, data sets for the End User. The data therefore provides information on the targeting of the Decision Makers at the two major market levels.

The data matrix is in the form of an Age & Social Profile of the respondent.

The data on Immediate Buyers, Immediate or Commercial Buyers, and the End Users, End Users is formatted in the following matrix.

The Field Names of the matrix cells are shown  below. 

<BUYERPROFILE> = End User Profile or Immediate Buyer

<SECTION> = Product, Country, Competitor, Commercial Operation, et al.

2008
2009
2010
2011
2012
2013
2014
2015
2016
2017
2018
2019
2020
to 2028
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE

DECISION MAKER PROFILE DEFINITIONS

 


6

Competitive Customer Survey:

 

COMPETITION SURVEYS

 

These surveys cover the Markets, Trade Cell, Towns, Products, Competitors, Operations and Product Flows in terms of the Prime Providers, Distributors, Immediate or Commercial Buyers, Retailers and End Users. Please read the Definition & Notes first.

 

SURVEYS

THE TARGET COMPANY COMPETITION

INDUSTRY COMPETITION

END USER SURVEYS

BUYER SURVEYS

DISTRIBUTION CHANNEL SURVEYS

INDUSTRY PERFORMANCE SURVEYS

 

SURVEY INDEX

THE TARGET COMPANY'S COMPETITION

INDUSTRY COMPETITION

END USER SURVEYS

BUYER SURVEYS

DISTRIBUTION CHANNEL SURVEYS

INDUSTRY PERFORMANCE SURVEYS

 

Company Competitors

Industry Competitors

Significant Company Competitors

Company Competitors 1

Company Competitors 2

Company Competitors 3

Company Competitors 4

Company Competitors 5

Company Competitors 6

Company Competitors 7

Company Competitors 8

Company Competitors 9

Company Competitors 10

Company Competitors 11

Company Competitors 12

Company Competitors 13

Company Competitors 14

Company Competitors 15

Industry Competition

Industry Chief Overall Service Competitor

Industry Main National Market Competitor

Industry Main Regional / Local Market Competitor

Industry Main Trade Cell Market Competitor

Industry Main National Product Superiority Competitor

Industry Main Trade Cell Product Superiority Competitor

Industry Main National Price Competition Competitor

Industry Main Trade Cell Price Competition Competitor

Industry Main National Financial Strength Competitor

Industry Main Trade Cell Financial Strength Competitor

Industry Main National Customer Satisfaction Competitor

Industry Main Trade Cell Customer Satisfaction Competitor

Industry Main National Marketing Aggression Competitor

Industry Main Trade Cell Marketing Aggression Competitor

Industry Main New Product Development Competitor

  SURVEY DEFINITIONS + NOTES 

 


7

Competitive Operational Survey:

 

OPERATIONAL SURVEYS

 

These surveys cover the Markets, Trade Cell, Towns, Products, Competitors, Operations and Product Flows in terms of the Prime Providers, Distributors, Immediate or Commercial Buyers, Retailers and End Users. Please read the Definition & Notes first.

 

SURVEYS

THE TARGET COMPANY OPERATIONS

INDUSTRY OPERATIONS

END USER SURVEYS

BUYER SURVEYS

DISTRIBUTION CHANNEL SURVEYS

INDUSTRY PERFORMANCE SURVEYS

 

SURVEY INDEX

THE TARGET COMPANY OPERATIONS

INDUSTRY OPERATIONS

END USER SURVEYS

BUYER SURVEYS

DISTRIBUTION CHANNEL SURVEYS

INDUSTRY PERFORMANCE SURVEYS

 

Target Company Operations

Industry Operations

Significant Company Operations

Company Operations & Activities 1

Company Operations & Activities 2

Company Operations & Activities 3

Company Operations & Activities 4

Company Operations & Activities 5

Company Operations & Activities 6

Company Operations & Activities 7

Company Operations & Activities 8

Company Operations & Activities 9

Company Operations & Activities 10

Company Operations & Activities 11

Company Operations & Activities 12

Company Operations & Activities 13

Company Operations & Activities 14

Company Operations & Activities 15

Industry Operations

Industry Operations & Activities 1

Industry Operations & Activities 2

Industry Operations & Activities 3

Industry Operations & Activities 4

Industry Operations & Activities 5

Industry Operations & Activities 6

Industry Operations & Activities 7

Industry Operations & Activities 8

Industry Operations & Activities 9

Industry Operations & Activities 10

Industry Operations & Activities 11

Industry Operations & Activities 12

Industry Operations & Activities 13

Industry Operations & Activities 14

Industry Operations & Activities 15

  SURVEY DEFINITIONS + NOTES 

 


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