The Data Institute Acquisition Manual

Home Manual Markets Planning Services Contents

Volume 18

Up Volume 1 Volume 2 Volume 3 Volume 4 Volume 5 Volume 6 Volume 7 Volume 8 Volume 9 Volume 10 Volume 11 Volume 12 Volume 13 Volume 14 Volume 15 Volume 16 Volume 17 Volume 18 Volume 19 Volume 20 Data Grid Financial Market Product Industry MDB

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 

 


Back Home Up Next