PART 1	The Chairman's Overview
PART 2	The Chief Executive's Summary
PART 3	The Financial Controller's Balance Sheets
PART 4	The Marketing Director's Objectives
PART 5	The Sales Director's Targets
PART 6	Corporate Development Stratagem
PART 7	Product Management Tactics
PART 8	Overseas Development Guide
PART 9	Product Distribution & Customer Service Planning
PART 10	Advertising + P.R. Department Management
PART 11	Market Research Issues
PART 12	Administration & Customer Handling
PART 13	Human Resources Director's Screening Manual
PART 14	Quality & Product Control Handbook
PART 15	New Product Development Blueprint
PART 16	New Technology Primers
PART 17	Physical Process & Order Handling Schema
PART 18	Competition Analysis
PART 19	Product Perceptions
PART 20	Customer Perceptions

NOTES	Notes on Acquisition Manual contents
Appendix 1 Appendix 2 Appendix 3 Appendix 4 Appendix 5	Products & Markets covered in this Manual Competitive Companies covered in this Manual Input Materials, Supplies & Services covered Methodology & Notes DVD-rom version & other Products
Prices	Prices & Availability

First... is the company a worthy acquisition target?

The ACQUISITION MANUAL answers the following questions:-

	Should one be interested in the take-over, merger or acquisition of the company?
	What is the up-side and the down-side of the acquisition of the company?
	What are the problems and opportunities associated with the target company?
	How would one approach the purchase, break-up and/or management of the company in the first 7 years after acquisition?
	What are the long-term scenarios for a predator who acquires the company?
	Is it going to be profitable for a predator to acquire the company?

The ACQUISITION MANUAL is a unique compendium on how to succeed in the acquisition of the company:-

	6,000 pages in 20 Volumes
	Printed books or on DVD-rom
	Company - Acquisition Target
	Every conceivable Profit & Loss scenario explored
	Historic Data from 1997 and Forecasts to 2028
	Detailed checklists
	Reader worksheets
	Unlimited telephone hot line support
	Unlimited telephone conferences with the editors
	'Option to Buy' & Contents & Index service
	Databases on tables and spreadsheets (Access & Excel)
	In-house War gaming seminars
	Corporate Attack P.R. package
	On-going Combat Training for executives

Everything you every wanted to know about... acquiring the company!

Next... how should one manage the company after acquisition?

The Acquisition Manual supports the strategy for the acquisition of the company with highly detailed tactical plans investigate, analyse and suggest actions for each and every aspect of the running of the company post acquisition.

These logistics are furnished in 20 parts which are the blueprints for executives within the company after acquisition:-

The Chairman - the overall strategic picture.
The Chief Executive - financial risk and rewards itemised.
The Financial Controller - costs, cashflows and dangers.
The Marketing Director - the entire marketing mix explained.
The Sales Director - markets, tactics and sales potential.
Corporate Planning Director - long term strategic planning.
Product Managers - product planning and development.
Overseas Director - a complete guide to overseas markets.
Customer Services Managers - distribution logistics.
Advertising Director - exhaustive advertising analysis.
Market Research Manager - data on all potential markets.
Administration Managers - supervision and customer control.
Human Resources Department - human resources screening.
Quality Controller - product & service excellence,
New Product Manager - new product development criteria.
Technology - technological and process advancement.
Physical Handling - process and order handling.
Competitors - full analysis of major competitors.
Products - customer perceptions of products and services.
Performance - customer opinion on company performance.

20 Volumes

Each volume covers a particular topic and subject critical to the management of a predatory company.

PART 1

The Chairman's Overview

50 pages

Top

The Chairman's Overview

PART 1 The Chairman's Overview
1.0 Base Company Data
1.1.0 Financial Forecast Introduction
1.1.1 Base Financial & Operational Forecast
1.1.2 Best Possible Financial & Operational Forecast
1.1.3 Worst Possible Financial & Operational Forecast
1.2 Company Valuations
        Earnings & P/E Ratios
        Current Value
        Net Asset Value
        Return on Investment
1.3 Asset Sales & Corporate Break-up
        Divisional + Product Rationalisation & Break-up
        Geographic Rationalisation & Break-up

PART 1 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 1 The Chairman's Overview
5 PART 1.0
5 COMPANY BASIC DATA
7 BASIC DATA
9 KEY PERSONNEL
9 MAINLINE PRODUCT / SERVICE
9 PRODUCT / SERVICES PROVIDE
10 SUBSIDIARIES
10 ASSOCIATED COMPANIES
10 COMPANIES REPRESENTED
10 AGENTS FOR
10 PROCESS FACILITIES
10 CAPITAL INVESTMENT
11 ADVERTISING EXPENDITURE
11 ADVERTISING MEDIA
11 ADVERTISING POSTURE
11 SALES PROMOTION ACTIVITY
11 METHOD OF SELLING
11 DISTRIBUTION
12 DISTRIBUTION NETWORK
12 USE OF DISTRIBUTION CHANNELS
13 COMPANY
13 TARGET COMPANY
13 TARGET MARKETS + PRODUCTS
13 TARGET COUNTRIES
13 FINANCIAL DATA
14 DATA SIMULATION
19 PART 1.1.0
19 MARKET BASED FINANCIAL DATA FORECAST
22 NOTES + DEFINITIONS
24 BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
30 BASE FORECAST : BEST MARKET SCENARIO : to 2028
36 BASE FORECAST : WORST MARKET SCENARIO : to 2028
43 PART 1.2
43 COMPANY ACQUISITION VALUATION
43 TARGET COMPANY VALUATIONS
43 1. Earnings & P/E Ratios
44 2. Current Value
45 3. Net Asset Value
47 MANAGEMENT RATIOS
48 4. Return on Investment
50 ROI : BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
51 ROI : BASE FORECAST : BEST MARKET SCENARIO : to 2028
52 ROI : BASE FORECAST : WORST MARKET SCENARIO : to 2028
54 PART 1.3
54 COMPANY BREAK-UP + ASSET SALES
54 COMPANY ASSETS AVAILABLE
55 COMPANY ASSETS
56 COMPANY PRODUCT SALE
57 POTENTIAL ASSET PURCHASERS

PART 1 - INDEX

ACQUISITION VALUATION, 43
ADDED VALUE, 28, 34, 40
ADVERTISING COSTS, 28, 34, 40
ADVERTISING EXPENDITURE, 11
ADVERTISING MEDIA, 11
ADVERTISING POSTURE, 11
AFTER-SALES COSTS, 28, 34, 40
AGENTS FOR, 10
ASSETS, 55
ASSETS AVAILABLE, 54
ASSETS UTILIZATION, 26, 32, 38
ASSOCIATED COMPANIES, 10
AVERAGE REMUNERATION, 27, 33, 39
BASE FORECAST :
BEST MARKET SCENARIO : to 2028, 30
BEST MARKET SCENARIO : FORECAST, 34
MEDIAN MARKET SCENARIO : to 2028, 24
MEDIAN MARKET SCENARIO : FORECAST, 28
WORST MARKET SCENARIO : to 2028, 36
WORST MARKET SCENARIO : FORECAST, 40
BASIC COMPANY DATA, 5
BASIC DATA, 7
Best and Worst Market Based Turnover Scenarios, 44
BORROWING RATIO, 27, 33, 39
BREAK-UP + ASSET SALES, 54
CAPACITY UTILIZATION, 29, 35, 41
CAPITAL EMPLOYED, 26, 32, 38
CAPITAL EMPLOYED / EMPLOYEE, 27, 33, 39
CAPITAL EXPENDITURE : GENERAL, 29, 35, 41
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 29, 35, 41
CAPITAL EXPENDITURE : STRUCTURES, 29, 35, 41
CAPITAL INVESTMENT, 10
CASH FLOW over years, 44
Chief Executive, 9
COMPANIES REPRESENTED, 10
Company Address, 9
COMPARATIVE ADVERTISING EXPENDITURE, 29, 35, 41
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 29, 35, 41
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 29, 35, 41
COMPETITORS OF THE COMPANY , 57
CREDIT PERIOD, 26, 32, 38
CREDITORS, 25, 31, 37
CREDITORS' RATIO, 27, 33, 39
CURRENT RATIO, 27, 33, 39
Current Value, 44
DATA SIMULATION, 14
DEBT GEARING RATIO, 27, 33, 39
DEBTORS, 25, 31, 37
DEPRECIATION, 25, 31, 37
Director, 9
DIRECTORS' REMUNERATIONS, 26, 32, 38
DISTRIBUTION, 11
DISTRIBUTION & HANDLING COSTS, 28, 34, 40
DISTRIBUTION NETWORK, 12
DOMESTIC SALES, 25, 31, 37
Earnings & P/E Ratios, 43
EMPLOYEES' REMUNERATIONS, 26, 32, 38
EQUITY RATIO, 27, 33, 39
EUROPE & TRADE CELL, 13
Fax, 9
FINANCIAL DATA, 13
FIXED ASSETS, 25, 31, 37
FIXED ASSETS / EMPLOYEE, 27, 33, 39
IMMEDIATE CUSTOMER BASES, 29, 35, 41
INCOME GEARING, 27, 33, 39
INPUT / MATERIALS / ENERGY COSTS, 28, 34, 40
INTANGIBLE ASSETS, 25, 31, 37
INTEREST PAID, 25, 31, 37
INTERMEDIATE ASSETS, 25, 31, 37
Interpretation, 14
ISSUED CAPITAL, 10
KEY PERSONNEL, 9
LAST PUBLISHED TURNOVER, 10
LONG TERM LOANS, 26, 32, 38
MAINLINE PRODUCT / SERVICE, 9
MANAGEMENT RATIOS, 47
MARKET BASED FINANCIAL DATA FORECAST, 19
METHOD OF SELLING, 11
MISCELLANEOUS CURRENT ASSETS, 25, 31, 37
MISCELLANEOUS CURRENT LIABILITIES, 26, 32, 38
MISCELLANEOUS LONG TERM LIABILITIES, 26, 32, 38
Modelling, 14
Net Asset Value, 45
NET ASSETS, 26, 32, 38
Net Current Value (NCV), 44
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 28, 34, 40
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 29, 35, 41
NEW TECHNOLOGY EXPENDITURE, 28, 34, 40
NON-TRADING INCOME, 25, 31, 37
NOTES & DEFINITIONS, 22
OPERATING PROFIT, 25, 31, 37
OPERATING PROFIT MARGIN, 26, 32, 38
OPERATION + DIVISIONS OF THE COMPANY, 55
OVERSEAS TURNOVER, 25, 31, 37
OVERSEAS TURNOVER / SALES, 27, 33, 39
PART 1, 1
PART 1 The Chairman's Overview, 3
PART 1.0, 5
PART 1.1.0, 19
PART 1.2, 43
PART 1.3, 54
PAYROLL COSTS, 28, 34, 40
PLANT + EQUIPMENT IN USE, 28, 34, 40
PLANT + EQUIPMENT INVESTMENT, 28, 34, 40
Potential Asset Buyer, 57
POTENTIAL ASSET PURCHASERS, 57
Potential Asset Sale, 55
Potential Product Sale, 56
PRE-TAX PROFIT, 25, 31, 37
PRE-TAX PROFIT MARGINS, 26, 32, 38
PROCESS FACILITIES, 10
PRODUCT / SERVICES PROVIDE, 9
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 29, 35, 41
PRODUCTS, 56
PRODUCTS OF THE COMPANY, 56
PROFIT PER EMPLOYEE, 27, 33, 39
QUICK RATIO, 27, 33, 39
REMUNERATIONS / SALES, 27, 33, 39
Return on Investment, 48
RETURN ON ASSETS, 26, 32, 38
RETURN ON CAPITAL, 26, 32, 38
RETURN ON INVESTMENTS, 27, 33, 39
RETURN ON SHAREHOLDERS' FUNDS, 26, 32, 38
ROI - BASE FORECAST : BEST MARKET SCENARIO :, 51
ROI - BASE FORECAST : MEDIAN MARKET SCENARIO :, 50
ROI - BASE FORECAST : WORST MARKET SCENARIO :, 52
SALES / FIXED ASSETS, 26, 32, 38
SALES COSTS, 28, 34, 40
SALES PER EMPLOYEE, 27, 33, 39
SALES PROMOTION ACTIVITY, 11
SHAREHOLDERS FUNDS, 26, 32, 38
SHORT TERM LOANS, 25, 31, 37
Simulation, 14
STOCK TURNOVER, 26, 32, 38
STOCKS, 25, 31, 37
SUBSIDIARIES, 10
SUPERIOR QUALITY PRODUCTS, 29, 35, 41
TARGET COMPANY, 13
TARGET COUNTRIES, 13
TARGET MARKETS + PRODUCTS, 13
Telephone, 9
TOTAL ASSETS, 25, 31, 37
TOTAL ASSETS / EMPLOYEE, 27, 33, 39
TOTAL CURRENT ASSETS, 25, 31, 37
TOTAL CURRENT LIABILITIES, 26, 32, 38
TOTAL DEBT / WORKING CAPITAL, 27, 33, 39
TOTAL EMPLOYEES, 26, 32, 38
TOTAL FIXED ASSETS, 25, 31, 37
TOTAL MARKETING COSTS, 28, 34, 40
TOTAL OPERATIONAL PROCESS COSTS, 28, 34, 40
TOTAL R + D EXPENDITURE, 28, 34, 40
TOTAL SALES, 25, 31, 37
TRADING PROFIT, 25, 31, 37
TRADING PROFIT MARGIN, 26, 32, 38
USE OF DISTRIBUTION CHANNELS, 12
VALUATION, 43
WORKING CAPITAL / SALES, 27, 33, 39
WORLD MARKETS, 13
YEAR ESTABLISHED, 10

PART 2

The Chief Executive's Summary

230 pages

Top

The Chief Executive's Summary

PART 2 The Chief Executive's Summary
2.1 Past Financial & Operation Data for the Company
2.2.0 Base Financial + Operational Scenarios
2.2.1 Best Market Base Financial + Operational Scenarios
                Marketing Expenditure Increase
                New Product Investment Increase
                Market Segmentation Programmes
                Plant and Equipment Investment Increase
                New Technology Investment Increase
                Distribution Channel Investment Increase
                Cost Structure Improvements
                Product Price Decrease
                Product Price Increases
                Quality Improvement Programme
                Export Sales Increase
                Personnel and Staff Efficiency Improvement
2.2.2 Worst Market Base Financial + Operational Scenarios
                Marketing Expenditure Increase
                New Product Investment Increase
                Market Segmentation Programmes
                Plant and Equipment Investment Increase
                New Technology Investment Increase
                Distribution Channel Investment Increase
                Cost Structure Improvements
                Product Price Decrease
                Product Price Increases
                Quality Improvement Programme
                Export Sales Increase
                Personnel and Staff Efficiency Improvement
2.3 Market Revenue and Turnover Projections for 16 markets

PART 2 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 2 The Chief Executive's Summary
6 PART 2.1
6 HISTORIC BALANCE SHEET
8 MANAGEMENT RATIOS
11 BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
15 BASE FORECAST : MEDIAN MARKET SCENARIO : : to 2028
17 PART 2.2.1
17 BALANCE SHEET FORECAST : BEST MARKET SCENARIOS
19 : MARKETING EXPENDITURE P+L FORECAST : to 2028
23 : NEW PRODUCT DEVELOPMENT P+L FORECAST : to 2028
27 : MARKET SEGMENTATION P+L FORECAST : to 2028
31 : NEW PLANT + EQUIPMENT INVESTMENT P+L FORECAST : to 2028
35 : NEW TECHNOLOGY INVESTMENT P+L FORECAST : to 2028
39 : DISTRIBUTION CHANNEL IMPROVEMENT P+L FORECAST : to 2028
43 : COST STRUCTURE IMPROVEMENT P+L FORECAST : to 2028
47 : PRICE CUTTING EFFECT P+L FORECAST : to 2028
51 : PRICE INCREASE EFFECT P+L FORECAST : to 2028
55 : QUALITY IMPROVEMENT P+L FORECAST : to 2028
59 : EXPORT SALES IMPROVEMENT P+L FORECAST : to 2028
63 : PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028
67 PART 2.2.1
67 COST FORECAST : BEST MARKET SCENARIOS
69 : MARKETING EXPENDITURE FORECAST : to 2028
71 : NEW PRODUCT DEVELOPMENT FORECAST : to 2028
73 : MARKET SEGMENTATION FORECAST : to 2028
75 : NEW PLANT + EQUIPMENT INVESTMENT FORECAST : to 2028
77 : NEW TECHNOLOGY INVESTMENT FORECAST : to 2028
79 : DISTRIBUTION CHANNEL IMPROVEMENT FORECAST : to 2028
81 : COST STRUCTURE IMPROVEMENT FORECAST : to 2028
83 : PRICE CUTTING EFFECT FORECAST : to 2028
85 : PRICE INCREASE EFFECT FORECAST : to 2028
87 : QUALITY IMPROVEMENT FORECAST : to 2028
89 : EXPORT SALES IMPROVEMENT FORECAST : to 2028
91 : PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028
93 PART 2.2.2
93 BALANCE SHEET FORECAST : WORST MARKET SCENARIOS
95 : MARKETING EXPENDITURE P+L FORECAST : to 2028
99 : NEW PRODUCT DEVELOPMENT P+L FORECAST : to 2028
103 : MARKET SEGMENTATION P+L FORECAST : to 2028
107 : NEW PLANT + EQUIPMENT INVESTMENT P+L FORECAST : to 2028
111 : NEW TECHNOLOGY INVESTMENT P+L FORECAST : to 2028
115 : DISTRIBUTION CHANNEL IMPROVEMENT P+L FORECAST : to 2028
119 : COST STRUCTURE IMPROVEMENT P+L FORECAST : to 2028
123 : PRICE CUTTING EFFECT P+L FORECAST : to 2028
127 : PRICE INCREASE EFFECT P+L FORECAST : to 2028
131 : QUALITY IMPROVEMENT P+L FORECAST : to 2028
135 : EXPORT SALES IMPROVEMENT P+L FORECAST : to 2028
139 : PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028
143 PART 2.2.2
143 COST FORECAST : WORST MARKET SCENARIOS
145 : MARKETING EXPENDITURE FORECAST : to 2028
147 : NEW PRODUCT DEVELOPMENT FORECAST : to 2028
149 : MARKET SEGMENTATION FORECAST : to 2028
151 : NEW PLANT + EQUIPMENT INVESTMENT FORECAST : to 2028
153 : NEW TECHNOLOGY INVESTMENT FORECAST : to 2028
155 : DISTRIBUTION CHANNEL IMPROVEMENT FORECAST : to 2028
157 : COST STRUCTURE IMPROVEMENT FORECAST : to 2028
159 : PRICE CUTTING EFFECT FORECAST : to 2028
161 : PRICE INCREASE EFFECT FORECAST : to 2028
163 : QUALITY IMPROVEMENT FORECAST : to 2028
165 : EXPORT SALES IMPROVEMENT FORECAST : to 2028
167 : PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028
169 PART 2.3
169 MARKET AVAILABILITY - REVENUE + TURNOVER PROJECTIONS
170 REVENUE + TURNOVER PROJECTIONS
171 NATIONAL MARKETS
172 TRADE CELL MARKETS

187 WORLD MARKET AVAILABILITY
188 ~~ 206 NATIONAL MARKETS

PART 2 - INDEX

ADDED VALUE, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
ADVERTISING COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
AFTER-SALES COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
ASSETS UTILIZATION, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
AVERAGE REMUNERATION, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
BALANCE SHEET FORECAST, 17, 93
BASE FORECAST
: MEDIAN MARKET SCENARIO : to 2028, 11
: MEDIAN MARKET SCENARIO : FORECAST, 15
BEST MARKET SCENARIOS
: COST STRUCTURE IMPROVEMENT BALANCE SHEET FORECAST, 43
: COST STRUCTURE IMPROVEMENT FORECAST, 81
: COST STRUCTURE IMPROVEMENT P+L, 43
: DISTRIBUTION CHANNEL IMPROVEMENT BALANCE SHEET FORECAST, 39
: DISTRIBUTION CHANNEL IMPROVEMENT FORECAST, 79
: DISTRIBUTION CHANNEL IMPROVEMENT P+L, 39
: EXPORT SALES IMPROVEMENT BALANCE SHEET FORECAST, 59
: EXPORT SALES IMPROVEMENT FORECAST, 89
: EXPORT SALES IMPROVEMENT P+L, 59
: MARKET SEGMENTATION BALANCE SHEET FORECAST, 27
: MARKET SEGMENTATION FORECAST, 73
: MARKET SEGMENTATION P+L, 27
: MARKETING EXPENDITURE BALANCE SHEET FORECAST, 19
: MARKETING EXPENDITURE FORECAST, 69
: MARKETING EXPENDITURE P+L, 19
: NEW PLANT + EQUIPMENT INVESTMENT BALANCE SHEET FORECAST, 31
: NEW PLANT + EQUIPMENT INVESTMENT FORECAST, 75
: NEW PLANT + EQUIPMENT INVESTMENT P+L, 31
: NEW PRODUCT DEVELOPMENT BALANCE SHEET FORECAST, 23
: NEW PRODUCT DEVELOPMENT FORECAST, 71
: NEW PRODUCT DEVELOPMENT P+L, 23
: NEW TECHNOLOGY INVESTMENT BALANCE SHEET FORECAST, 35
: NEW TECHNOLOGY INVESTMENT FORECAST, 77
: NEW TECHNOLOGY INVESTMENT P+L, 35
: PERSONNEL + STAFF IMPROVEMENT BALANCE SHEET FORECAST, 63
: PERSONNEL + STAFF IMPROVEMENT FORECAST, 91
: PERSONNEL + STAFF IMPROVEMENT P+L, 63
: PRICE CUTTING EFFECT BALANCE SHEET FORECAST, 47
: PRICE CUTTING EFFECT FORECAST, 83
: PRICE CUTTING EFFECT P+L, 47
: PRICE INCREASE EFFECT BALANCE SHEET FORECAST, 51
: PRICE INCREASE EFFECT FORECAST, 85
: PRICE INCREASE EFFECT P+L, 51
: QUALITY IMPROVEMENT BALANCE SHEET FORECAST, 55
: QUALITY IMPROVEMENT FORECAST, 87
: QUALITY IMPROVEMENT P+L, 55
BORROWING RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
CAPACITY UTILIZATION, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
CAPITAL EMPLOYED, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
CAPITAL EMPLOYED / EMPLOYEE, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
CAPITAL EXPENDITURE : OTHER, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
CAPITAL EXPENDITURE : STRUCTURES, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
COMPARATIVE ADVERTISING EXPENDITURE, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
COST FORECAST, 67, 143
CREDIT PERIOD, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
CREDITORS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
CREDITORS' RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
CURRENT RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
DEBT GEARING RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
DEBTORS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
DEPRECIATION, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
DIRECTORS' REMUNERATIONS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
DISTRIBUTION & HANDLING COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
DOMESTIC SALES, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
EMPLOYEES' REMUNERATIONS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
EQUITY RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
FIXED ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
FIXED ASSETS / EMPLOYEE, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
HISTORIC BALANCE SHEET, 6

IMMEDIATE CUSTOMER BASES, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
INCOME GEARING, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
INPUT / MATERIALS / ENERGY COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
INTANGIBLE ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
INTEREST PAID, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
INTERMEDIATE ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
LONG TERM LOANS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
MANAGEMENT RATIOS, 8
MARKET AVAILABILITY, 171, 187
MARKET AVAILABILITY - REVENUE + TURNOVER PROJECTIONS, 169
MARKET POTENTIAL
ALABAMA, 188
ALASKA, 189
ARIZONA, 190
ARKANSAS, 191
AUSTRIA, 172
BELGIUM & LUXEMBOURG, 173
CALIFORNIA, 192
COLORADO, 193
CONNECTICUT, 194
DELAWARE, 195
DENMARK, 174
EIRE, 175
FINLAND, 176
FLORIDA, 196
FRANCE, 177
GEORGIA, 197
GERMANY, 178
HAWAII, 198
IDAHO, 199
ILLINOIS, 200
INDIANA, 201
IOWA, 202
ITALY, 179
KANSAS, 203
KENTUCKY, 204
LOUISIANA, 205
MAINE, 206
MARYLAND, 207
MASSACHUSETTS, 208
MICHIGAN, 209
MINNESOTA, 210
MISSISSIPPI, 211
MISSOURI, 212
MONTANA, 213
NEBRASKA, 214
NEVADA, 215
NEW HAMPSHIRE, 216
NEW JERSEY, 217
NEW MEXICO, 218
NEW YORK, 219
NORTH CAROLINA, 220
NORTH DAKOTA, 221
NORWAY, 181
OHIO, 222
OKLAHOMA, 223
OREGON, 224
PENNSYLVANIA, 225
PORTUGAL, 182
RHODE ISLAND, 226
SOUTH CAROLINA, 227
SOUTH DAKOTA, 228
SPAIN, 183
SWEDEN, 184
SWITZERLAND, 185
TENNESSEE, 229
TEXAS, 230
THE NETHERLANDS, 180
THE UNITED KINGDOM, 186
UTAH, 231
VERMONT, 232
VIRGINIA, 233
WASHINGTON, 234
WEST VIRGINIA, 235
WISCONSIN, 236
WYOMING, 237
MISCELLANEOUS CURRENT ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
MISCELLANEOUS CURRENT LIABILITIES, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
MISCELLANEOUS LONG TERM LIABILITIES, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
NATIONAL MARKETS, 171
NET ASSETS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
NEW TECHNOLOGY EXPENDITURE, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
NON-TRADING INCOME, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
OPERATING PROFIT, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
OPERATING PROFIT MARGIN, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
OVERSEAS TURNOVER, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
OVERSEAS TURNOVER / SALES, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
PART 2, 2
PART 2 The Chief Executive's Summary, 4
PART 2.1, 6
PART 2.2.1, 17, 67
PART 2.2.2, 93, 143
PART 2.3, 169
PAYROLL COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
PLANT + EQUIPMENT IN USE, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
PLANT + EQUIPMENT INVESTMENT, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
PRE-TAX PROFIT, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
PRE-TAX PROFIT MARGINS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
PROFIT PER EMPLOYEE, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
QUICK RATIO, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
REMUNERATIONS / SALES, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
RETURN ON ASSETS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
RETURN ON CAPITAL, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
RETURN ON INVESTMENTS, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
RETURN ON SHAREHOLDERS' FUNDS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
REVENUE + TURNOVER PROJECTIONS, 170
SALES / FIXED ASSETS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
SALES COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
SALES PER EMPLOYEE, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
SHAREHOLDERS FUNDS, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
SHORT TERM LOANS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
STOCK TURNOVER, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
STOCKS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
SUPERIOR QUALITY PRODUCTS, 16, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88, 90, 92, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166, 168
TOTAL ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TOTAL ASSETS / EMPLOYEE, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
TOTAL CURRENT ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TOTAL CURRENT LIABILITIES, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
TOTAL DEBT / WORKING CAPITAL, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
TOTAL EMPLOYEES, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
TOTAL FIXED ASSETS, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TOTAL MARKETING COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
TOTAL OPERATIONAL PROCESS COSTS, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
TOTAL R + D EXPENDITURE, 15, 69, 71, 73, 75, 77, 79, 81, 83, 85, 87, 89, 91, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 167
TOTAL SALES, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TRADING PROFIT, 12, 20, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TRADING PROFIT MARGIN, 13, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 97, 101, 105, 109, 113, 117, 121, 125, 129, 133, 137, 141
UNITED STATES MARKET AVAILABILITY, 187
WORKING CAPITAL / SALES, 14, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 142
WORST MARKET CONDITIONS SCENARIOS
: COST STRUCTURE IMPROVEMENT BALANCE SHEET FORECAST, 119
: COST STRUCTURE IMPROVEMENT FORECAST, 157
: COST STRUCTURE IMPROVEMENT P+L, 119
: DISTRIBUTION CHANNEL IMPROVEMENT BALANCE SHEET FORECAST, 115
: DISTRIBUTION CHANNEL IMPROVEMENT FORECAST, 155
: DISTRIBUTION CHANNEL IMPROVEMENT P+L, 115
: EXPORT SALES IMPROVEMENT BALANCE SHEET FORECAST, 135
: EXPORT SALES IMPROVEMENT FORECAST, 165
: EXPORT SALES IMPROVEMENT P+L, 135
: MARKET SEGMENTATION BALANCE SHEET FORECAST, 103
: MARKET SEGMENTATION FORECAST, 149
: MARKET SEGMENTATION P+L, 103
: MARKETING EXPENDITURE BALANCE SHEET FORECAST, 95
: MARKETING EXPENDITURE FORECAST, 145
: MARKETING EXPENDITURE P+L, 95
: NEW PLANT + EQUIPMENT INVESTMENT BALANCE SHEET FORECAST, 107
: NEW PLANT + EQUIPMENT INVESTMENT FORECAST, 151
: NEW PLANT + EQUIPMENT INVESTMENT P+L, 107
: NEW PRODUCT DEVELOPMENT BALANCE SHEET FORECAST, 99
: NEW PRODUCT DEVELOPMENT FORECAST, 147
: NEW PRODUCT DEVELOPMENT P+L, 99
: NEW TECHNOLOGY INVESTMENT BALANCE SHEET FORECAST, 111
: NEW TECHNOLOGY INVESTMENT FORECAST, 153
: NEW TECHNOLOGY INVESTMENT P+L, 111
: PERSONNEL + STAFF IMPROVEMENT BALANCE SHEET FORECAST, 139
: PERSONNEL + STAFF IMPROVEMENT FORECAST, 167
: PERSONNEL + STAFF IMPROVEMENT P+L, 139
: PRICE CUTTING EFFECT BALANCE SHEET FORECAST, 123
: PRICE CUTTING EFFECT FORECAST, 159
: PRICE CUTTING EFFECT P+L, 123
: PRICE INCREASE EFFECT BALANCE SHEET FORECAST, 127
: PRICE INCREASE EFFECT FORECAST, 161
: PRICE INCREASE EFFECT P+L, 127
: QUALITY IMPROVEMENT BALANCE SHEET FORECAST, 131
: QUALITY IMPROVEMENT FORECAST, 163
: QUALITY IMPROVEMENT P+L, 131

PART 3

The Financial Controller's Balance Sheets

160 pages

Top

Financial Controller's Balance Sheets

PART 3 The Financial Controller's Balance Sheets
3.1 Introduction
3.1.1 Acquisition Cost Financing Scenarios
                New Equity Issue Scenarios
                Bank Borrowing: Base Scenarios
                Bank Borrowing: 3% Inflation Scenarios
                Bank Borrowing: 6% Inflation Scenarios
                Bank Borrowing: 9% Inflation Scenarios
                Bond / Debentures Scenarios
                Asset Sales: 5% of Assets Scenarios
                Asset Sales: 10% of Assets Scenarios
                Asset Sales: 25% of Assets Scenarios
                Self Generated Funds: Worst Scenarios
                Self Generated Funds: Best Scenarios
                Trading Credit Extension & Margin Reduction Scenarios
3.2 Introduction
3.2.1 Cost Structure Improvement Scenarios
                Materials & Energy Cost Scenarios
                Payroll & Staff Cost Scenarios
                Administration Cost Scenarios
                Capital Cost Scenarios
                Plant & Equipment Cost Scenarios
                Sales & Marketing Cost Scenarios
                New Product & New Technology Cost Scenarios
                Depreciation & Capitalisation Scenarios
                Short Term Borrowing Scenarios
                Long Term Financial Scenarios
                Financial & Debt Servicing Cost Scenarios
                Trading & Operating Margins & Profitability Scenarios
3.3 Industry Cost Structure Norms

PART 3 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 3 The Financial Controller's Balance Sheets
6 PART 3.1
6 COMPANY ACQUISITION COST FORECAST
8 BALANCE SHEET FORECASTS
9 NOTES + DEFINITIONS
10 PART 3.1.1
10 BALANCE SHEET FORECAST : ACQUISITION COST FINANCING SCENARIOS
12 : NEW EQUITY SCENARIOS P+L FORECAST : to 2028
16 : BANK BORROWING: BASE SCENARIOS P+L FORECAST : to 2028
20 : BANK BORROWING: 3% INFLATION SCENARIOS P+L FORECAST : to 2028
24 : BANK BORROWING: 6% INFLATION SCENARIOS P+L FORECAST : to 2028
28 : BANK BORROWING: 9% INFLATION SCENARIOS P+L FORECAST : to 2028
32 : BOND / DEBENTURES SCENARIOS P+L FORECAST : to 2028
36 : ASSET SALES: 5% OF ASSETS SCENARIOS P+L FORECAST : to 2028
40 : ASSET SALES: 10% OF ASSETS SCENARIOS P+L FORECAST : to 2028
44 : ASSET SALES: 25% OF ASSETS SCENARIOS P+L FORECAST : to 2028
48 : SELF GENERATED FUNDS: WORST SCENARIOS P+L FORECAST : to 2028
52 : SELF GENERATED FUNDS: BEST SCENARIOS P+L FORECAST : to 2028
56 : TRADING CREDIT EXTENSION & MARGIN REDUCTION P+L FORECAST : to 2028
60 PART 3.1.1
60 COST FORECAST : ACQUISITION COST FINANCING SCENARIOS
62 : NEW EQUITY SCENARIOS FORECAST : to 2028
64 : BANK BORROWING: BASE SCENARIOS FORECAST : to 2028
66 : BANK BORROWING: 3% INFLATION SCENARIOS FORECAST : to 2028
68 : BANK BORROWING: 6% INFLATION SCENARIOS FORECAST : to 2028
70 : BANK BORROWING: 9% INFLATION SCENARIOS FORECAST : to 2028
72 : BOND / DEBENTURES SCENARIOS FORECAST : to 2028
74 : ASSET SALES: 5% OF ASSETS SCENARIOS FORECAST : to 2028
76 : ASSET SALES: 10% OF ASSETS SCENARIOS FORECAST : to 2028
78 : ASSET SALES: 25% OF ASSETS SCENARIOS FORECAST : to 2028
80 : SELF GENERATED FUNDS: WORST SCENARIOS FORECAST : to 2028
82 : SELF GENERATED FUNDS: BEST SCENARIOS FORECAST : to 2028
84 : TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS FORECAST : to 2028
87 PART 3.2
87 COMPANY COST STRUCTURE FORECAST
89 BALANCE SHEET FORECASTS
90 NOTES + DEFINITIONS
91 PART 3.2.1
91 BALANCE SHEET FORECAST : COST STRUCTURE IMPROVEMENT SCENARIOS
93 : MATERIALS & ENERGY COST SCENARIOS P+L FORECAST : to 2028
97 : PAYROLL & STAFF COST SCENARIOS P+L FORECAST : to 2028
101 : ADMINISTRATION COST SCENARIOS P+L FORECAST : to 2028
105 : CAPITAL COST SCENARIOS P+L FORECAST : to 2028
109 : PLANT & EQUIPMENT COST SCENARIOS P+L FORECAST : to 2028
113 : SALES & MARKETING COST SCENARIOS P+L FORECAST : to 2028
117 : NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS P+L FORECAST : to 2028
121 : DEPRECIATION & CAPITALISATION SCENARIOS P+L FORECAST : to 2028
125 : SHORT TERM BORROWING SCENARIOS P+L FORECAST : to 2028
129 : LONG TERM FINANCIAL SCENARIOS P+L FORECAST : to 2028
133 : FINANCIAL & DEBT SERVICING COST SCENARIOS P+L FORECAST : to 2028
137 : TRADING & OPERATING MARGINS & PROFITABILITY P+L FORECAST : to 2028

141 PART 3.2.1
141 COST FORECAST : COST STRUCTURE IMPROVEMENT SCENARIOS
143 : MATERIALS & ENERGY COST SCENARIOS FORECAST : to 2028
145 : PAYROLL & STAFF COST SCENARIOS FORECAST : to 2028
147 : ADMINISTRATION COST SCENARIOS FORECAST : to 2028
149 : CAPITAL COST SCENARIOS FORECAST : to 2028
151 : PLANT & EQUIPMENT COST SCENARIOS FORECAST : to 2028
153 : SALES & MARKETING COST SCENARIOS FORECAST : to 2028
155 : NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS FORECAST : to 2028
157 : DEPRECIATION & CAPITALISATION SCENARIOS FORECAST : to 2028
159 : SHORT TERM BORROWING SCENARIOS FORECAST : to 2028
161 : LONG TERM FINANCIAL SCENARIOS FORECAST : to 2028
163 : FINANCIAL & DEBT SERVICING COST SCENARIOS FORECAST : to 2028
165 : TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS : to 2028
167 PRODUCT INDUSTRY NORMS

PART 3 - INDEX

Acquisition Cost Financing Scenarios, 8
ACQUISITION COST FINANCING SCENARIOS
: ASSET SALES: 10% OF ASSETS SCENARIOS BALANCE SHEET FORECAST, 40
: ASSET SALES: 10% OF ASSETS SCENARIOS FORECAST, 76
: ASSET SALES: 10% OF ASSETS SCENARIOS P+L, 40
: ASSET SALES: 25% OF ASSETS SCENARIOS BALANCE SHEET FORECAST, 44
: ASSET SALES: 25% OF ASSETS SCENARIOS FORECAST, 78
: ASSET SALES: 25% OF ASSETS SCENARIOS P+L, 44
: ASSET SALES: 5% OF ASSETS SCENARIOS BALANCE SHEET FORECAST, 36
: ASSET SALES: 5% OF ASSETS SCENARIOS FORECAST, 74
: ASSET SALES: 5% OF ASSETS SCENARIOS P+L, 36
: BANK BORROWING: 3% INFLATION SCENARIOS BALANCE SHEET FORECAST, 20
: BANK BORROWING: 3% INFLATION SCENARIOS FORECAST, 66
: BANK BORROWING: 3% INFLATION SCENARIOS P+L, 20
: BANK BORROWING: 6% INFLATION SCENARIOS BALANCE SHEET FORECAST, 24
: BANK BORROWING: 6% INFLATION SCENARIOS FORECAST, 68
: BANK BORROWING: 6% INFLATION SCENARIOS P+L, 24
: BANK BORROWING: 9% INFLATION SCENARIOS BALANCE SHEET FORECAST, 28
: BANK BORROWING: 9% INFLATION SCENARIOS FORECAST, 70
: BANK BORROWING: 9% INFLATION SCENARIOS P+L, 28
: BANK BORROWING: BASE SCENARIOS BALANCE SHEET FORECAST, 16
: BANK BORROWING: BASE SCENARIOS FORECAST, 64
: BANK BORROWING: BASE SCENARIOS P+L, 16
: BOND / DEBENTURES SCENARIOS BALANCE SHEET FORECAST, 32
: BOND / DEBENTURES SCENARIOS FORECAST, 72
: BOND / DEBENTURES SCENARIOS P+L, 32
: NEW EQUITY SCENARIOS BALANCE SHEET FORECAST, 12
: NEW EQUITY SCENARIOS FORECAST, 62
: NEW EQUITY SCENARIOS P+L, 12
: SELF GENERATED FUNDS: BEST SCENARIOS BALANCE SHEET FORECAST, 52
: SELF GENERATED FUNDS: BEST SCENARIOS FORECAST, 82
: SELF GENERATED FUNDS: BEST SCENARIOS P+L, 52
: SELF GENERATED FUNDS: WORST SCENARIOS BALANCE SHEET FORECAST, 48
: SELF GENERATED FUNDS: WORST SCENARIOS FORECAST, 80
: SELF GENERATED FUNDS: WORST SCENARIOS P+L, 48
: TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS FORECAST, 56
: TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS FORECAST, 84
: TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS P+L, 56
ACQUISITION COST FORECAST, 6
ADDED VALUE, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
Administration Cost Scenarios, 89
ADVERTISING COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 169
AFTER-SALES COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165, 169
Asset Sales: 10% of Assets Scenarios, 8
Asset Sales: 25% of Assets Scenarios, 8
Asset Sales: 5% of Assets Scenarios, 8
ASSETS UTILIZATION, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
Average Annual Growth Rate, 169
AVERAGE REMUNERATION, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
BALANCE SHEET FORECAST, 10, 91
BALANCE SHEET FORECASTS, 8, 89
Bank Borrowing: 3% Inflation Scenarios, 8
Bank Borrowing: 6% Inflation Scenarios, 8
Bank Borrowing: 9% Inflation Scenarios, 8
Bank Borrowing: Base Scenarios, 8
Bond / Debentures Scenarios, 8
BORROWING RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
CAP. EMPLOYED/ REM., 169
CAPACITY UTILIZATION, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
Capital Cost Scenarios, 89
CAPITAL EMPLOYED, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
CAPITAL EMPLOYED / EMPLOYEE, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
CAPITAL EXPENDITURE, 169
CAPITAL EXPENDITURE, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
COMPARATIVE ADVERTISING EXPENDITURE, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
COST FORECAST, 60, 141
COST STRUCTURE, 169
COST STRUCTURE FORECAST, 87
Cost Structure Improvement Scenarios, 89
COST STRUCTURE IMPROVEMENT SCENARIOS
: ADMINISTRATION COST SCENARIOS BALANCE SHEET FORECAST, 101
: ADMINISTRATION COST SCENARIOS FORECAST, 147
: ADMINISTRATION COST SCENARIOS P+L, 101
: CAPITAL COST SCENARIOS BALANCE SHEET FORECAST, 105
: CAPITAL COST SCENARIOS FORECAST, 149
: CAPITAL COST SCENARIOS P+L, 105
: DEPRECIATION & CAPITALISATION SCENARIOS BALANCE SHEET FORECAST, 121
: DEPRECIATION & CAPITALISATION SCENARIOS FORECAST, 157
: DEPRECIATION & CAPITALISATION SCENARIOS P+L, 121
: FINANCIAL & DEBT SERVICING COST SCENARIOS BALANCE SHEET FORECAST, 133
: FINANCIAL & DEBT SERVICING COST SCENARIOS FORECAST, 163
: FINANCIAL & DEBT SERVICING COST SCENARIOS P+L, 133
: LONG TERM FINANCIAL SCENARIOS BALANCE SHEET FORECAST, 129
: LONG TERM FINANCIAL SCENARIOS FORECAST, 161
: LONG TERM FINANCIAL SCENARIOS P+L, 129
: MATERIALS & ENERGY COST SCENARIOS BALANCE SHEET FORECAST, 93
: MATERIALS & ENERGY COST SCENARIOS FORECAST, 143
: MATERIALS & ENERGY COST SCENARIOS P+L, 93
: NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS BALANCE SHEET FORECAST, 117
: NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS FORECAST, 155
: NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS P+L, 117
: PAYROLL & STAFF COST SCENARIOS BALANCE SHEET FORECAST, 97
: PAYROLL & STAFF COST SCENARIOS FORECAST, 145
: PAYROLL & STAFF COST SCENARIOS P+L, 97
: PLANT & EQUIPMENT COST SCENARIOS BALANCE SHEET FORECAST, 109
: PLANT & EQUIPMENT COST SCENARIOS FORECAST, 151
: PLANT & EQUIPMENT COST SCENARIOS P+L, 109
: SALES & MARKETING COST SCENARIOS BALANCE SHEET FORECAST, 113
: SALES & MARKETING COST SCENARIOS FORECAST, 153
: SALES & MARKETING COST SCENARIOS P+L, 113
: SHORT TERM BORROWING SCENARIOS BALANCE SHEET FORECAST, 125
: SHORT TERM BORROWING SCENARIOS FORECAST, 159
: SHORT TERM BORROWING SCENARIOS P+L, 125
: TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS FORECAST, 137
: TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS FORECAST, 165
: TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS P+L, 137
CREDIT PERIOD, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
CREDIT TAKEN, 169
CREDITORS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
CREDITORS' RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
CURRENT RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140, 169
CUSTOMER BASE PROFILE, 169
DEBT GEARING RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
DEBTORS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
DEPRECIATION, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138, 169
Depreciation & Capitalisation Scenarios, 89
DIRECTORS' REMUNERATIONS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
DISTRIBUTION & HANDLING COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
DOMESTIC SALES, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
EMPLOYEES' REMUNERATIONS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
EQUITY RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
Financial & Debt Servicing Cost Scenarios, 89
FINISHED PRODUCTS, 169
FIXED ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
FIXED ASSETS / EMPLOYEE, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
HANDLING COSTS, 169
IMMEDIATE CUSTOMER BASES, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
INCOME GEARING, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
INDUSTRY CONCENTRATION, 169
INDUSTRY DATA, 169
INDUSTRY FINANCIAL DATA, 169
INDUSTRY MARKETING COSTS, 169
INDUSTRY NORMS, 167
INDUSTRY PROFILE, 169
INPUT / MATERIALS / ENERGY COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
INTANGIBLE ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
INTEREST PAID, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
INTERMEDIATE ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
INVENTORY STRUCTURE, 169
INVESTMENT, 169
Long Term Financial Scenarios, 89
LONG TERM LOANS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
MARKET GROWTH RATES, 169
MARKETING COSTS, 169
MARKET POTENTIAL:
AUSTRIA, 169
BELGIUM + LUXEMBOURG, 169
DENMARK, 169
EIRE, 169
FINLAND, 169
FRANCE, 169
GERMANY, 169
ITALY, 169
NORWAY, 169
PORTUGAL, 169
SPAIN, 169
SWEDEN, 169
SWITZERLAND, 169
THE NETHERLANDS, 169
THE UNITED KINGDOM, 169
UNITED STATES, 169
MATERIALS, 169
Materials & Energy Cost Scenarios, 89
MISCELLANEOUS CURRENT ASSETS, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
MISCELLANEOUS CURRENT LIABILITIES, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
MISCELLANEOUS LONG TERM LIABILITIES, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
NET ASSETS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
New Equity Issue Scenarios, 8
New Product & New Technology Cost Scenarios, 89
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
NEW TECH. INVESTMENT, 169
NEW TECHNOLOGY EXPENDITURE, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
NON-TRADING INCOME, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
NOTES & DEFINITIONS, 9, 90
OPERATING PROFIT, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
OPERATING PROFIT MARGIN, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
OTHER CURRENT ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57
OTHER CURRENT LIABILITIES, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58
OTHER LONG TERM LIABILITIES, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58
OVERSEAS TURNOVER, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
OVERSEAS TURNOVER / SALES, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
P & E INVESTMENT, 169
PART 3, 2
PART 3 The Financial Controller's Balance Sheets, 4
PART 3.1, 6
PART 3.1.1, 10, 60
PART 3.2, 87
PART 3.2.1, 91, 141
PAYROLL, 169
Payroll & Staff Cost Scenarios, 89
PAYROLL COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
PLANT & EQUIPMENT, 169
Plant & Equipment Cost Scenarios, 89
PLANT + EQUIPMENT IN USE, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
PLANT + EQUIPMENT INVESTMENT, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
PRE-TAX PROFIT, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
PRE-TAX PROFIT MARGINS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
PROCESS TECH. INVESTMENT, 169
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
PROFIT PER EMPLOYEE, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
PROFIT/ CAPITAL EMPLOYED, 169
PROFIT/ SALES, 169
PROFIT/ TOTAL ASSET, 169
QUICK RATIO, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
REMUNERATIONS / SALES, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
RETURN ON ASSETS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
RETURN ON CAPITAL, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
RETURN ON INVESTMENTS, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
RETURN ON SHAREHOLDERS' FUNDS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
SALES / FIXED ASSETS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
Sales & Marketing Cost Scenarios, 89
SALES & SELLING COSTS, 169
SALES COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
SALES PER EMPLOYEE, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
SALES/ STOCKS, 169
SALES/ TOTAL ASSETS, 169
SALES/EMPLOYEE REMUNERATION, 169
Self Generated Funds: Best Scenarios, 8
Self Generated Funds: Worst Scenarios, 8
SHAREHOLDERS FUNDS, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
Short Term Borrowing Scenarios, 89
SHORT TERM LOANS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
STOCK TURNOVER, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
STOCKS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
STRUCTURES, 169
SUPERIOR QUALITY PRODUCTS, 63, 65, 67, 69, 71, 73, 75, 77, 79, 81, 83, 85, 144, 146, 148, 150, 152, 154, 156, 158, 160, 162, 164, 166
TOTAL ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
TOTAL ASSETS / EMPLOYEE, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TOTAL CAP. EXPEND., 169
TOTAL CURRENT ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
TOTAL CURRENT LIABILITIES, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
TOTAL DEBT / WORKING CAPITAL, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140
TOTAL EMPLOYEES, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
TOTAL FIXED ASSETS, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
TOTAL INVENTORY, 169
TOTAL MARKETING COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
TOTAL OPERATIONAL PROCESS COSTS, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
TOTAL R + D EXPENDITURE, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 143, 145, 147, 149, 151, 153, 155, 157, 159, 161, 163, 165
TOTAL SALES, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
Trading & Operating Margins & Profitability Scenarios, 89
Trading Credit Extension & Margin Reduction Scenarios, 8
TRADING PROFIT, 13, 17, 21, 25, 29, 33, 37, 41, 45, 49, 53, 57, 94, 98, 102, 106, 110, 114, 118, 122, 126, 130, 134, 138
TRADING PROFIT MARGIN, 14, 18, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 95, 99, 103, 107, 111, 115, 119, 123, 127, 131, 135, 139
VALUE ADDED, 169
WORK IN PROGRESS, 169
WORKING CAPITAL / SALES, 15, 19, 23, 27, 31, 35, 39, 43, 47, 51, 55, 59, 96, 100, 104, 108, 112, 116, 120, 124, 128, 132, 136, 140

PART 4

The Marketing Director's Objectives

380 pages

Top

The Marketing Director's Objectives

PART 4 The Marketing Director's Objectives
4.1 Marketing Strategy
4.2 Market Summary Definitions
4.3 Market Summary
4.4 Geographic Customer Bases
        Product Distribution Locations
4.5 Industry Advertising, Sales & Marketing Costs
4.6 Promotional Mix
        Advertising Objectives
        Sales-force & Sales Promotion Objectives
4.7 Pricing Objectives
        Price Setting
        Price Changes & Adjustment
        Product-Line Pricing
4.8 Application of Marketing Expenditure and Product Market Share
4.9 Profitability & Return on Investment Scenarios
        Fixed Marketing Cost Objectives
        Variable Marketing Cost Objectives
        General Marketing Process Cost Objectives
        Distribution & Product Delivery Cost Objectives
        Administrative & General Expense Objectives
        Selling Cost Objectives
        Advertising Cost Objectives
        Promotional & Pricing Cost Objectives
        Research & Product Cost Objectives
        Market Share Building Objectives
        Market Share Holding Objectives
        Market Share Harvesting Objectives

PART 4 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 4 The Marketing Director's Objectives
6 PART 4.1
6 COMPANY DEVELOPING A MARKETING STRATEGY
6 Company
7 BASIS FOR A MARKETING STRATEGY
7 MARKET SEGMENTATION
8 Company
9 MARKET POSITIONING
9 Company
10 MARKET POSITION
10 Sufficient Current Market Segmentation
10 Potential Growth for Market Segmentation
10 Competitive Market Segmentation Position
10 Unsatisfied Market Segmentation
10 Competitor Dominated Market Segmentation
16 MARKET ENTRY STRATEGY
17 MARKETING-MIX
18 MARKETING MIX
18 Product
18 Place
18 Promotion
18 Price : Premium Strategy
18 Price : Average Strategy
24 PRODUCT QUALITY -v- PRICE
25 TIMING STRATEGY
26 BASIS FOR MARKETING TACTICS
26 FORMULATING COMPANY PLANS
26 SALES TARGETS
26 MARKETING BUDGET
27 MARKETING-MIX
27 PRODUCT PRICING
27 MARKETING BUDGET ALLOCATION
28 MARKETING TACTICS
28 Sales Targeting
28 Overall Marketing Mix
28 Product Pricing
28 Marketing Budgets
28 Marketing Control
34 MARKETING IMPLEMENTATION + CONTROL
35 MARKETING SUMMARY
36 MARKETING OBJECTIVES
39 PART 4.2
39 MARKET PREFACE
40 INDUSTRY / PRODUCT / MARKET COVERAGE
42 GEOGRAPHIC COVERAGE
42 Europe & Trade Cell Region 2
43 DATABASE GEOGRAPHIC COVERAGE
44 MARKET DATA TYPES
44 MARKET REPORT
44 PRODUCTS REPORT
44 INDUSTRY REPORT
45 PRODUCT & INDUSTRY
46 MATERIALS REPORTS
48 MARKETS DATA NOTES
49 MARKET ENVIRONMENT
49 TRADING AREA
49 BASIS OF MARKET COVERAGE
50 MARKETS
50 MARKET TERMS USED
51 from 1997 HISTORIC DATA + TIME SERIES
52 EXCHANGE RATE
53 to 2016 CURRENT DATA + TIME SERIES
55 to 2028 FORECAST DATA + TIME SERIES
58 PART 4.3
58 PRODUCT MARKET SUMMARY
60 EUROPE & TRADE CELL
61 MARKET SUMMARY
62 PART 4.3
62 MARKET SUMMARY
63 PERSPECTIVE FOR THE PRODUCT IN EUROPE & THE TRADE CELL
63 MARKET TRENDS
63 MARKET FORECAST
64 MARKET SUMMARY FOR AUSTRIA
65 MARKET SUMMARY FOR BELGIUM + LUXEMBOURG
66 MARKET SUMMARY FOR DENMARK
67 MARKET SUMMARY FOR EIRE
68 MARKET SUMMARY FOR FINLAND
69 MARKET SUMMARY FOR FRANCE
70 MARKET SUMMARY FOR GERMANY
71 MARKET SUMMARY FOR ITALY
72 MARKET SUMMARY FOR THE NETHERLANDS
73 MARKET SUMMARY FOR NORWAY
74 MARKET SUMMARY FOR PORTUGAL
75 MARKET SUMMARY FOR SPAIN
76 MARKET SUMMARY FOR SWEDEN
77 MARKET SUMMARY FOR SWITZERLAND
78 MARKET SUMMARY FOR THE UNITED KINGDOM
PART 4.4
80 GEOGRAPHY : THE PRODUCT
80 CUSTOMER / SUPPLIER / EMPLOYEE BASE
82 GEOGRAPHY
82 NATIONAL CONSUMPTION GEOGRAPHY
84 DISTRIBUTION OF THE CUSTOMER BASE
84 DISTRIBUTION OF DISTRIBUTION CHANNELS
84 DISTRIBUTION OF EMPLOYMENT
84 Key Service Cities
86 AUSTRIA
86 Key Service Cities
88 BELGIUM / LUXEMBOURG
88 Key Service Cities
90 DENMARK
90 Key Service Cities
92 EIRE
92 Key Service Cities
94 FINLAND
94 Key Service Cities
96 FRANCE
96 Key Service Cities
98 GERMANY
98 Key Service Cities
100 ITALY
100 Key Service Cities
102 THE NETHERLANDS
102 Key Service Cities
104 NORWAY
104 Key Service Cities
106 PORTUGAL
106 Key Service Cities
108 SPAIN
108 Key Service Cities
110 SWEDEN
110 Key Service Cities
112 SWITZERLAND
112 Key Service Cities
114 THE UNITED KINGDOM
114 Key Service Cities
115 NATIONAL PRODUCT BREAKDOWN - GEOGRAPHIC
117 PRODUCT PURCHASES : AUSTRIA
119 PRODUCT PURCHASES : BELGIUM & LUXEMBOURG
121 PRODUCT PURCHASES : DENMARK
123 PRODUCT PURCHASES : EIRE
125 PRODUCT PURCHASES : FINLAND
127 PRODUCT PURCHASES : FRANCE
129 PRODUCT PURCHASES : GERMANY
131 PRODUCT PURCHASES : ITALY
133 PRODUCT PURCHASES : THE NETHERLANDS
135 PRODUCT PURCHASES : NORWAY
137 PRODUCT PURCHASES : PORTUGAL
139 PRODUCT PURCHASES : SPAIN
141 PRODUCT PURCHASES : SWEDEN
143 PRODUCT PURCHASES : SWITZERLAND
145 PRODUCT PURCHASES : THE UNITED KINGDOM
150 PART 4.5
150 THE PRODUCT MARKETING
152 PRODUCT MARKETING
154 CRITICAL FACTORS + PARAMETERS
154 AVERAGE VALUES
157 PRODUCT FACTORS
157 MARKETING FACTORS
158 PRODUCER / SUPPLIER FACTORS
158 DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
159 CUSTOMER FACTORS
160 MARKET & PRODUCT SEGMENTATION
162 MARKET & PRODUCT SEGMENTATION
163 PRODUCT LAUNCH FACTORS
163 ADOPTION RATES
163 CONVERSION RATIOS
163 SALES GROWTH
163 PRODUCT LAUNCH DATA
164 MARKETING COSTS
164 1. SALES & SELLING COSTS
164 2. DISTRIBUTION COSTS
164 3. ADVERTISING COSTS
164 4. AFTER-SALES COSTS
164 AFTER-SALES COSTS & WARRANTY COSTS
165 ADOPTION RATES : PRODUCT REVISIONS
165 ADOPTION RATES : NEW PRODUCTS
166 CONVERSION RATIOS : PRODUCT REVISIONS
166 CONVERSION RATIOS : NEW PRODUCTS
167 POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
167 POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
168 SALES & SELLING COSTS
168 SALES & SELLING COSTS : DURING PRODUCT LAUNCH
169 DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
169 DISTRIBUTION / WAREHOUSE / HANDLING / PROCESS COSTS: DURING PRODUCT LAUNCH
170 ADVERTISING / PROMOTIONAL COSTS
170 ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
171 AFTER-SALES COSTS
171 AFTER-SALES COSTS : DURING PRODUCT LAUNCH
172 TOTAL MARKETING COSTS
172 TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH
175 PART 4.6
175 PROMOTIONAL MIX : COMPANY
176 Types of promotools
177 1. Advertising
177 2. Personal selling
177 3. Publicity
177 4. Sales promotion
177 1. Advertising
177 i. Public presentation
177 ii. Pervasiveness
177 iii. Amplified expressiveness
177 iv. Impersonality
178 2. Personal selling
178 i. Personal confrontation
178 ii. Cultivation
178 iii. Response
179 ADVERTISING -v- SELLING
179 Advertising : Public Presentation
179 Advertising : Pervasiveness
179 Advertising : Expressiveness
179 Selling : Sales Technique
179 Selling : Prospect Cultivation
185 3. Publicity
185 i. High veracity
185 ii. Off guard
185 iii. Dramatisation
186 4. Sales Promotion
186 i. Insistent presence
186 ii. Product demeaning
187 PUBLICITY + SALES PROMOTION
187 Publicity Effect : Accepted Veracity
187 Publicity Effect : Off Guard perceptions
187 Publicity Effect : Dramatisation
187 Sales Promotion : Insistent
187 Sales Promotion : Product Demeaning
193 PROMOTION MIX
193 Promotion mix
194 1. Role of advertising in marketing
194 i. Awareness building
194 ii. Comprehension building
194 iii. Efficient reminding
194 iv. Lead generation
194 v. Legitimation
194 vi. Reassurance
195 ADVERTISING RATING
195 Awareness Building
195 Comprehension Building
195 Efficient Reminding
195 Lead Generation
195 Legitimation & Reassurance
202 2. Role of personal selling in marketing
203 PERSONNEL SELLING RATING
203 Selling for Distribution Channel Stock Position Increase
203 Selling for Company Stock Position Decrease
203 Selling for Discounted Stocks
203 Selling for Enthusiasm Building
203 Missionary Selling
209 PROMOTION + ORGANISATION
211 ORGANISATION RATING
211 Formal Corporate Position in Company
211 Formal Corporate Responsibility for Promotion
211 Established Working Plan for Promotion
211 Monitoring of Marketing Mix -v- Promotional Spend
211 Formal Co-ordination of Promotional -v- Marketing Campaigns
217 INDUSTRY AVERAGE SALES COSTS
217 SALES COSTS
217 ADVERTISING COSTS
217 DISTRIBUTION COSTS
219 MARKETING COSTS
219 Advertising Costs
219 Sales Costs
219 Distribution Costs
219 After Sales Costs
219 Total Marketing Costs
226 PART 4.7
226 PRICING OBJECTIVES : COMPANY
227 PRICE BASIS
227 1. Theoretical pricing model
228 2. Problem of objectives
228 i. Market-penetration objective
228 ii. Market-skimming objective
228 iii. Early-cash-recovery objective
228 iv. Satisfying objective
228 v. Product-line promotion objective
230 PRICING OBJECTIVES
230 Market Penetration Objectives
230 Market-Skimming Objectives
230 Early Cash Recovery Objectives
230 Satisfying Objectives
230 Product-Line Promotion Objectives
236 3. The problem of multiple parties
236 i. Intermediate customers
236 ii. Rivals
236 iii. Suppliers
236 iv. Government
236 v. Company executives
238 MULTIPLE PARTY PRICING
238 Intermediate Customer Considerations
238 Rivals Considerations
238 Suppliers Consideration
238 Government Considerations
238 In-House Considerations
244 4. Problem of marketing-mix interaction
244 5. Problem of estimating demand and cost functions
245 PRICING DECISIONS
245 1. Cost-oriented pricing
245 i. Markup pricing
246 ii. Target pricing
247 2. Demand-oriented pricing
247 Price discrimination
248 3. Competition-oriented pricing
248 i. Going-rate pricing
249 ii. Sealed-bid pricing
250 PRICING MODELS
250 Cost Oriented : Mark-up Pricing
250 Cost Oriented : Target Pricing
250 Demand Oriented : Price Discrimination
250 Competition Oriented : Going-Rate Pricing
250 Competition Oriented : Sealed or Bid Pricing
256 PRICE CHANGES
256 1. Buyers' reactions to price change
256 i. Price elasticity of demand
256 a) DIRECT ATTITUDE SURVEY
257 b) STATISTICAL ANALYSIS OF RELATIONSHIP OF PRICE -v- QUANTITY
257 c) MARKET TEST
257 d) ANALYTIC INFERENCE
257 ii. Perceptual factors in buyers' response
258 2. Competitors' reactions to price changes
258 Estimate the likely reaction of its competitors
260 3. Using decision theory for price changes
262 PRICE CHANGE DECIDERS
262 Buyers Reaction : Elasticity of Demand
262 Buyers Reaction : Perceptual Factors
262 Competitors Reaction : Price Reduction
262 Competitors Reaction : No Reaction
262 Competitors Reaction : Product Re-positioning
268 COMPETITOR PRICE REACTION
268 ~~ 1. Market-share maintenance
268 2. Margin maintenance
270 PRODUCT PRICING
270 1. Interrelated demand
270 2. Interrelated cost
270 3. Effect of competition
270 4. Alternative product-line pricing principles
272 PRODUCT PRICING BASE
272 Interrelated Demand Based
272 Interrelated Cost Based
272 Competition Based
272 Product-Line Pricing Based
272 Model or Price Theory Based
279 PART 4.8
279 THE PRODUCT MARKET SHARE
281 MARKETING EXPENDITURE -v- MARKET SHARE
281 MARKETING EXPENDITURE -v- MARKET SHARE : 1997-2028
282 Marketing Expend. 10% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
284 Marketing Expenditure 9% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
286 Marketing Expenditure 8% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
288 Marketing Expenditure 7% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
290 Marketing Expenditure 6% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
292 Marketing Expenditure 5% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
294 Marketing Expenditure 4% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
296 Marketing Expenditure 3% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
298 Marketing Expenditure 2% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
300 Marketing Expenditure 1% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
302 Marketing Expend. -1% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
304 Marketing Expend. -2% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
306 Marketing Expend. -3% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
308 Marketing Expend. -4% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
310 Marketing Expend. -5% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
314 PART 4.9
314 BALANCE SHEET FORECAST : PROFITABILITY & RETURN ON INVESTMENT SCENARIOS
316 : FIXED MARKETING COST OBJECTIVES P+L FORECAST : to 2028
320 : VARIABLE MARKETING COST OBJECTIVES P+L FORECAST : to 2028
324 : GENERAL MARKETING PROCESS COST OBJECTIVES P+L FORECAST : to 2028
328 : DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES P+L FORECAST : to 2028
332 : ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES P+L FORECAST : to 2028
336 : SELLING COST OBJECTIVES P+L FORECAST : to 2028
340 : ADVERTISING COST OBJECTIVES P+L FORECAST : to 2028
344 : PROMOTIONAL & PRICING COST OBJECTIVES P+L FORECAST : to 2028
348 : RESEARCH & PRODUCT COST OBJECTIVES P+L FORECAST : to 2028
352 : MARKET SHARE BUILDING OBJECTIVES P+L FORECAST : to 2028
356 : MARKET SHARE HOLDING OBJECTIVES P+L FORECAST : to 2028
360 : MARKET SHARE HARVESTING OBJECTIVES P+L FORECAST : to 2028
364 PART 4.9
364 COST FORECAST : PROFITABILITY & RETURN ON INVESTMENT SCENARIOS
366 : FIXED MARKETING COST OBJECTIVES FORECAST : to 2028
368 : VARIABLE MARKETING COST OBJECTIVES FORECAST : to 2028
370 : GENERAL MARKETING PROCESS COST OBJECTIVES FORECAST : to 2028
372 : DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES FORECAST : to 2028
374 : ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES FORECAST : to 2028
376 : SELLING COST OBJECTIVES FORECAST : to 2028
378 : ADVERTISING COST OBJECTIVES FORECAST : to 2028
380 : PROMOTIONAL & PRICING COST OBJECTIVES FORECAST : to 2028
382 : RESEARCH & PRODUCT COST OBJECTIVES FORECAST : to 2028
384 : MARKET SHARE BUILDING OBJECTIVES FORECAST : to 2028
386 : MARKET SHARE HOLDING OBJECTIVES FORECAST : to 2028
388 : MARKET SHARE HARVESTING OBJECTIVES FORECAST : to 2028

PART 4 - INDEX

from 1997 HISTORIC DATA & TIME SERIES, 51
to 2016 CURRENT DATA & TIME SERIES, 53
to 2028 FORECAST DATA & TIME SERIES, 55
ADDED VALUE, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
ADOPTION RATES, 163
ADOPTION RATES : NEW PRODUCTS, 165
ADOPTION RATES : PRODUCT REVISIONS, 165
Advertising, 17, 175, 177
ADVERTISING -v- SELLING, 179
Advertising : Expressiveness, 179
Advertising : Pervasiveness, 179
Advertising : Public Presentation, 179
ADVERTISING / PROMOTIONAL COSTS, 170
ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH, 170
ADVERTISING COSTS, 164, 217, 219, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
ADVERTISING POSTURE & ADVERTISING COSTS, 156
ADVERTISING RATING, 195
Advertising: Awareness Building, 195
Advertising: Comprehension Building, 195
Advertising: Efficient Reminding, 195
Advertising: Lead Generation, 195
Advertising: Legitimisation & Reassurance, 195
After Sales Costs, 219
AFTER-SALES & WARRANTY COSTS, 164
AFTER-SALES COSTS, 164, 171, 217, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
AFTER-SALES COSTS : DURING PRODUCT LAUNCH, 171
AFTER-SALES FACTORS, 156
Alternative product-line pricing principles, 270
ALTERNATIVE SUPPLIERS / PRODUCER BASE, 156
Amplified expressiveness, 177
ANALYSIS OF PRICE -v- QUANTITY, 257
ANALYTIC INFERENCE, 257
AREA/S SERVICED AND GEOGRAPHIC COVERAGE, 156
ASSETS UTILIZATION, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Associated Products & Services, 17
AVERAGE REMUNERATION, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
AVERAGE VALUES, 154
Average-quality strategy, 24
Awareness building, 194
BALANCE SHEET FORECAST, 314
BASIS FOR A MARKETING STRATEGY, 7
BASIS FOR MARKETING TACTICS, 26
BASIS OF MARKET COVERAGE, 49
BORROWING RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
Branding, 17
Business, 193
Buyers' reactions to price change, 256
CAPACITY UTILIZATION, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
CAPITAL EMPLOYED, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
CAPITAL EMPLOYED / EMPLOYEE, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
CAPITAL EXPENDITURE : OTHER, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
CAPITAL EXPENDITURE : STRUCTURES, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
CAPITAL REQUIREMENTS OF DISTRIBUTION CHANNEL, 156
CAPTIVE CUSTOMER BASE / CUSTOMERS HANDLED, 156
CASH-FLOW REQUIREMENTS OF DISTRIBUTION CHANNEL, 156
Catalogues, 176
Co-ordination of Promotional -v- Marketing Campaigns, 211
COMMITMENT TO OTHER SUPPLIERS, 156
COMMITMENT/CAPACITY OF OTHER SUPPLIERS, 156
Company executives, 236
Comparable products, 7
COMPARATIVE ADVERTISING EXPENDITURE, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
COMPETITION / COMPETITORS' AGGRESSIVENESS & POSTURE, 156
Competition-oriented pricing, 248
Competitive products, 7
COMPETITORS
ADVERTISING -v- SELLING, 183
ADVERTISING RATING, 199
MARKET POSITION, 14
MARKETING COSTS, 223
MARKETING MIX, 22
MARKETING TACTICS, 32
MULTIPLE PARTY PRICING, 242
ORGANISATION RATING, 215
PERSONNEL SELLING RATING, 207
PRICE CHANGE DECIDERS, 266
PRICE REACTION, 268
PRICING MODELS, 254
PRICING OBJECTIVES, 234
PRODUCT PRICING, 276
PUBLICITY + SALES PROMOTION, 191
COMPETITORS OF THE COMPANY, 6, 14, 22, 32, 183, 191, 199, 207, 215, 223, 234, 242, 254, 266, 276
Competitors' reactions to price changes, 258
Comprehension building, 194
CONDITIONS OF SALE / TERMS OF TRADING, 156
Conjectural price variation, 258
Consumer, 193
CONSUMPTION + END USER PURCHASES
: AUSTRIA, 117
: BELGIUM & LUXEMBOURG, 119
: DENMARK, 121
: EIRE, 123
: FINLAND, 125
: FRANCE, 127
: GERMANY, 129
: ITALY, 131
: NORWAY, 135
: PORTUGAL, 137
: SPAIN, 139
: SWEDEN, 141
: SWITZERLAND, 143
: THE NETHERLANDS, 133
: THE UNITED KINGDOM, 145
Contests, 176
Conversion costs, 270
CONVERSION RATIOS, 163
CONVERSION RATIOS : NEW PRODUCTS, 166
CONVERSION RATIOS : PRODUCT REVISIONS, 166
Corporate identification programmes, 176
Corporate publicity, 176
Cost equation, 227
COST FORECAST, 364
Cost-oriented pricing, 245
Coupons, 176
CREDIT PERIOD, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
CREDITORS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
CREDITORS' RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
CRITICAL FACTORS & PARAMETERS, 154
Cross-elasticity of demand, 270
Cultivation, 178
CURRENCY CONVERSIONS, 52
CURRENT RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
CUSTOMER / SUPPLIER / EMPLOYEE BASE, 80
Customer & End User Factors, 49
CUSTOMER FACTORS, 159
CUSTOMER FACTORS:, 156
DATABASE GEOGRAPHIC COVERAGE, 43
DEBT GEARING RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
DEBTORS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Decision theory for price changes, 260
Dedicated distribution, 7
Demand equation, 227
Demand-oriented pricing, 247
Demonstrations, 176
DEPENDENCE ON SUB-CONTRACTORS / IN-HOUSE SUPPLIERS, 156
DEPRECIATION, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
DESIGN / DESIGNER FACTORS / DESIGN SPECIFICATIONS, 156
DEVELOPING A MARKETING STRATEGY, 6
DIRECT ATTITUDE SURVEY, 256
DIRECTORS' REMUNERATIONS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Discounts & Promotional Offers, 17
DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS, 169
DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS : DURING PRODUCT LAUNCH, 169
DISTRIBUTION / WAREHOUSING / HANDLING COSTS, 156
DISTRIBUTION & HANDLING COSTS, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS, 158
Distribution Channels, 17, 82
DISTRIBUTION COSTS, 164, 217, 219
Distribution Coverage, 17
DISTRIBUTION FACILITIES & MANPOWER AVAILABILITY, 156
DISTRIBUTION FACTORS:, 156
Distribution Fixed Costs, 217
DISTRIBUTION OF DISTRIBUTION CHANNELS, 84
DISTRIBUTION OF EMPLOYMENT, 84
Distribution of Industry Employment, 82
Distribution of The Customer Base, 82, 84
Distribution system, 7
Distribution Variable Costs, 217
DMU SUSCEPTIBILITY / CUSTOMER AWARENESS, 156
DOMESTIC SALES, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Dramatisation, 185
Early-cash-recovery objective, 228
Effect of competition, 270
EFFECTS ON EXISTING PRODUCTS & CUSTOMER BASE, 156
Efficient reminding, 194
EMPLOYEES' REMUNERATIONS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Endorsements, 176
EQUITY RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
EUROPE & TRADE CELL, 42, 60
EXCHANGE RATE, 52
Exhibitions, 217
Expenses, 217
Features & Options, 17
Films, 176
FIXED ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
FIXED ASSETS / EMPLOYEE, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
FORMULATING COMPANY PLANS, 26
Full costs, 270
GEOGRAPHIC COVERAGE, 42
Geographically, 7
GEOGRAPHY, 82
Going-rate pricing, 248
Government, 236
High veracity, 185
House-organ publications, 176
IMMEDIATE CUSTOMER BASES, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
Impersonality, 177
INCOME GEARING, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
Incremental costs, 270
Industrial, 193
INDUSTRY / PRODUCT / MARKET COVERAGE, 40
INDUSTRY AVERAGE SALES COSTS, 217
INDUSTRY REPORT, 44
INPUT / MATERIALS / ENERGY COSTS, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
Insistent presence, 186
INTANGIBLE ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
INTEREST PAID, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
INTERMEDIATE ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Intermediate customers, 236
Interrelated cost, 270
Interrelated demand, 270
Key Service Cities, 84
Law of demand, 227
Lead generation, 194
Legitimation, 194
LONG TERM LOANS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Mail, 217
Mailings, 176
Major Industry Reports, 44
Margin maintenance, 268
MARGINS / ADDED VALUE, 156
MARKET & PRODUCT SEGMENTATION, 160, 162
MARKET DATA TYPES, 44
MARKET ENTRY STRATEGY, 16
MARKET ENVIRONMENT, 49
MARKET FORECAST, 63
MARKET GEOGRAPHY, 80
Market Growth, 49
MARKET POSITION, 10
MARKET POSITIONING, 9
MARKET POTENTIAL
AUSTRIA, 7, 86
BELGIUM / LUXEMBOURG, 7, 88
DENMARK, 7, 90
EIRE, 7, 92
FINLAND, 7, 94
FRANCE, 7, 96
GERMANY, 7, 98
ITALY, 7, 100
NORWAY, 7, 104
PORTUGAL, 7, 106
SPAIN, 7, 108
SWEDEN, 7, 110
SWITZERLAND, 7, 112
THE NETHERLANDS, 7, 102
THE UNITED KINGDOM, 7, 114
MARKET PREFACE, 39
MARKET REPORT, 44
MARKET SEGMENTATION, 7
Market Segmentation Situations
: Competitive Position, 10
: Competitor Dominated, 10
: Potential Growth, 10
: Sufficient Current, 10
: Unsatisfied, 10
MARKET SHARE, 279
MARKET SHARE -V- MARKETING EXPENDITURE, 282, 284, 286, 288, 290, 292, 294, 296, 298, 300, 302, 304, 306, 308, 310
MARKET SHARE / RELATIVE MARKET SHARES, 156
Market Structure, 49
MARKET SUMMARY, 58, 61, 62
MARKET SUMMARY + FORECASTS
: AUSTRIA, 64
: BELGIUM + LUXEMBOURG, 65
: DENMARK, 66
: EIRE, 67
: FINLAND, 68
: FRANCE, 69
: GERMANY, 70
: ITALY, 71
: NORWAY, 73
: PORTUGAL, 74
: SPAIN, 75
: SWEDEN, 76
: SWITZERLAND, 77
: THE NETHERLANDS, 72
: THE UNITED KINGDOM, 78
MARKET TERMS USED, 50
MARKET TEST, 257
MARKET TRENDS, 63
Market-penetration objective, 228
Market-share maintenance, 268
Market-skimming objective, 228
Market/s Serviced, 49
MARKETING, 150
MARKETING BUDGET, 26
MARKETING BUDGET ALLOCATION, 27
MARKETING COSTS, 164, 219
MARKETING EXPENDITURE -v- MARKET SHARE, 281
MARKETING EXPENDITURE -v- MARKET SHARE : 1997-2028, 281
MARKETING FACTORS, 157
MARKETING FACTORS:, 156
MARKETING IMPLEMENTATION + CONTROL, 34
MARKETING MIX, 18
Marketing Mix: Place, 18
Marketing Mix: Product, 18
Marketing Mix: Promotion, 18
MARKETING OBJECTIVES, 36
MARKETING SUMMARY, 35
MARKETING TACTICS, 28
Marketing Tactics Factors
: Budgets, 28
: Control, 28
: Overall Marketing Mix, 28
: Product Pricing, 28
: Sales Targeting, 28
MARKETING-MIX, 17, 27
MARKETS, 50
MARKETS DATA NOTES, 48
Markup pricing, 245
Materials, 217
MATERIALS REPORTS, 46
Media, 217
MISCELLANEOUS CURRENT ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
MISCELLANEOUS CURRENT LIABILITIES, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
MISCELLANEOUS LONG TERM LIABILITIES, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Monitoring of Marketing Mix -v- Promotional Spend, 211
MULTIPLE PARTY PRICING, 238
NATIONAL CONSUMPTION BREAKDOWN - GEOGRAPHIC, 115
NATIONAL CONSUMPTION GEOGRAPHY, 82
NET ASSETS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
New Products, 25
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
NEW TECHNOLOGY EXPENDITURE, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
NON-TRADING INCOME, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Off guard, 185
OPERATING CRITERIA / PRODUCT OPERATION OR USAGE, 156
OPERATING PROFIT, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
OPERATIONS + DIVISIONS OF THE COMPANY, 9, 18, 28, 179, 187, 195, 203, 211, 219, 230, 238, 250, 262, 272
OPERATING PROFIT MARGIN, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
ORGANISATION RATING, 211
Organisation: Corporate Responsibility for Promotion, 211
Organisation: Formal Corporate Position, 211
Organisation: Working Plan for Promotion, 211
OTHER PRODUCTION CAPACITY, 156
Outlet Locations, 17
OVERSEAS TURNOVER, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
OVERSEAS TURNOVER / SALES, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
OWN BUYING INFLUENCE / ECONOMIES OF SCALE, 156
P R & Publicity, 17
P.O.S., 217
Packaging, 176
Packaging & Merchandising, 17
PART 4, 2
PART 4 The Marketing Director's Objectives, 4
PART 4.1, 6
PART 4.2, 39
PART 4.3, 58, 62
PART 4.4, 80
PART 4.5, 150
PART 4.6, 175
PART 4.7, 226
PART 4.8, 279
PART 4.9, 314, 364
Payment & Terms of Trading, 17
PAYROLL COSTS, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
Penetration strategy, 24
Perceptual factors in buyers' response, 257
PERFORMANCE / PRODUCT EFFICIENCY / PRODUCT INTEGRITY, 156
Personal confrontation, 178
Personal Contact, 17
Personal selling, 175, 177, 178
Personnel, 217
Personnel Selling, 176
PERSONNEL SELLING RATING, 203
PERSPECTIVE : EUROPE & TRADE CELL, 63
Pervasiveness, 177
PHYSICAL CRITERIA / PHYSICAL PARAMETERS, 156
Physical Handling Fixed Costs, 217
Physical Handling Variable Costs, 217
Physical Process Fixed Costs, 217
Physical Process Variable Costs, 217
PLANT + EQUIPMENT IN USE, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
PLANT + EQUIPMENT INVESTMENT, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
Point-of-sale displays, 176
Posters and show cards, 176
POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS, 167
POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS, 167
PRE-TAX PROFIT, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
PRE-TAX PROFIT MARGINS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Premium strategy, 24
Premiums, 176
Present Products, 25
PRICE, 24
Price : Average Strategy, 18
Price : Premium Strategy, 18
PRICE ADVANTAGES & PRICING AMONGST OTHER SUPPLIERS, 156
PRICE BASIS, 227
PRICE CHANGE DECIDERS, 262
PRICE CHANGES, 256
Price discrimination, 247
Price elasticity of demand, 256
Price specials, 176
Price Factors
: Buyers Reaction : Elasticity of Demand, 262
: Buyers Reaction : Perceptual Factors, 262
: Competitors Reaction : No Reaction, 262
: Competitors Reaction : Price Reduction, 262
: Competitors Reaction : Product Re-positioning, 262
: Early Cash Recovery Objectives, 230
: Government Considerations, 238
: In-House Considerations, 238
: Intermediate Customer Considerations, 238
: Market Penetration Objectives, 230
: Market-Skimming Objectives, 230
: Product-Line Promotion Objectives, 230
: Rivals Considerations, 238
: Satisfying Objectives, 230
: Suppliers Consideration, 238
PRICES AT PRODUCERS SALE PRICE, 156
PRICES AT OEM / END USER / RETAIL SALE PRICE, 156
Pricing, 17
PRICING DECISIONS, 245
PRICING MODELS, 250
PRICING OBJECTIVES, 226, 230
Pricing Situations
: Competition Based, 272
: Competition Oriented : Going-Rate, 250
: Competition Oriented : Sealed or Bid, 250
: Cost Oriented : Mark-up, 250
: Cost Oriented : Target, 250
: Demand Oriented : Price Discrimination, 250
: Interrelated Cost Based, 272
: Interrelated Demand Based, 272
: Model or Price Theory Based, 272
: Product-Line Pricing Based, 272
Private, 193
PRODUCER / SUPPLIER FACTORS, 158
PROBABILITY OF TECHNICAL DEVELOPMENT / TECHNICAL, 156
Problem of estimating demand and cost functions, 244
Problem of marketing-mix interaction, 244
Problem of multiple parties, 236
Problem of objectives, 228
PRODUCT & INDUSTRY, 45
Product Availability -v- Locations, 17
Product demeaning, 186
PRODUCT FACTORS, 157
PRODUCT FACTORS:, 156
Product Handling Factors, 17
PRODUCT LAUNCH DATA, 163
PRODUCT LAUNCH FACTORS, 163
PRODUCT LIFE / LONGEVITY, 156
PRODUCT LIFE CYCLE / PRODUCT OBSOLESCENCE, 156
PRODUCT MARKETING, 152
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
PRODUCT PRICING, 27, 270, 272
Product publicity, 176
PRODUCT PURCHASE BACKGROUND / PAST PRODUCT PURCHASE, 156
Product quality, 7
Product Ranges, 17
Product Reports, 44
Product Sector Reports, 44
Product-line promotion objective, 228
PRODUCTION CAPACITY / FLEXIBILITY OF PLANT, 156
PRODUCTION FACILITIES & CAPACITY, 156
PRODUCTS OF THE COMPANY, 8, 12, 20, 30, 181, 189, 197, 205, 213, 221, 232, 240, 252, 264, 274
PRODUCTS REPORT, 44
PROFIT PER EMPLOYEE, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
PROFITABILITY & RETURN ON INVESTMENT SCENARIOS
: ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES BALANCE SHEET FORECAST, 332
: ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES FORECAST, 374
: ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES P+L, 332
: ADVERTISING COST OBJECTIVES BALANCE SHEET FORECAST, 340
: ADVERTISING COST OBJECTIVES FORECAST, 378
: ADVERTISING COST OBJECTIVES P+L, 340
: DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES FORECAST, 328
: DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES FORECAST, 372
: DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES P+L, 328
: FIXED MARKETING COST OBJECTIVES BALANCE SHEET FORECAST, 316
: FIXED MARKETING COST OBJECTIVES FORECAST, 366
: FIXED MARKETING COST OBJECTIVES P+L, 316
: GENERAL MARKETING PROCESS COST OBJECTIVES BALANCE SHEET FORECAST, 324
: GENERAL MARKETING PROCESS COST OBJECTIVES FORECAST, 370
: GENERAL MARKETING PROCESS COST OBJECTIVES P+L, 324
: MARKET SHARE BUILDING OBJECTIVES BALANCE SHEET FORECAST, 352
: MARKET SHARE BUILDING OBJECTIVES FORECAST, 384
: MARKET SHARE BUILDING OBJECTIVES P+L, 352
: MARKET SHARE HARVESTING OBJECTIVES BALANCE SHEET FORECAST, 360
: MARKET SHARE HARVESTING OBJECTIVES FORECAST, 388
: MARKET SHARE HARVESTING OBJECTIVES P+L, 360
: MARKET SHARE HOLDING OBJECTIVES BALANCE SHEET FORECAST, 356
: MARKET SHARE HOLDING OBJECTIVES FORECAST, 386
: MARKET SHARE HOLDING OBJECTIVES P+L, 356
: PROMOTIONAL & PRICING COST OBJECTIVES BALANCE SHEET FORECAST, 344
: PROMOTIONAL & PRICING COST OBJECTIVES FORECAST, 380
: PROMOTIONAL & PRICING COST OBJECTIVES P+L, 344
: RESEARCH & PRODUCT COST OBJECTIVES BALANCE SHEET FORECAST, 348
: RESEARCH & PRODUCT COST OBJECTIVES FORECAST, 382
: RESEARCH & PRODUCT COST OBJECTIVES P+L, 348
: SELLING COST OBJECTIVES BALANCE SHEET FORECAST, 336
: SELLING COST OBJECTIVES FORECAST, 376
: SELLING COST OBJECTIVES P+L, 336
: VARIABLE MARKETING COST OBJECTIVES BALANCE SHEET FORECAST, 320
: VARIABLE MARKETING COST OBJECTIVES FORECAST, 368
: VARIABLE MARKETING COST OBJECTIVES P+L, 320
PROMOTION + ORGANISATION, 209
PROMOTION MIX, 193
PROMOTIONAL MIX, 175
Promotools, 176
PROPENSITY TO CONSUME / DEMAND FACTORS, 156
Public presentation, 177
Publicity, 175, 177, 185
PUBLICITY + SALES PROMOTION, 187
Publicity Effect : Accepted Veracity, 187
Publicity Effect : Dramatisation, 187
Publicity Effect : Off Guard perceptions, 187
PURCHASE PRICE / ACQUISITION COSTS / PRODUCT COSTS, 156
PURCHASING CRITERIA - COMMERCIAL, 156
PURCHASING CRITERIA - MOTIVATIONAL, 156
Quality, 17
QUALITY -v- PRICE, 24
QUALITY / QUALITY APPROVALS, 156
QUICK RATIO, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
R & D COSTS / DEVELOPMENT COSTS / CUSTOMIZATION, 156
Reaction of competitors, 258
READER WORKSHEET, 11, 13, 15, 19, 21, 23, 29, 31, 33, 180, 182, 184, 188, 190, 192, 196, 198, 200, 204, 206, 208, 212, 214, 216, 220, 222, 224, 231, 233, 235, 239, 241, 243, 251, 253, 255, 263, 265, 267, 273, 275, 277
Reassurance, 194
RELIABILITY / PRODUCT FAILURE / PRODUCT DEFECTS, 156
REMUNERATIONS / SALES, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
Response, 178
RETURN ON ASSETS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
RETURN ON CAPITAL, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
RETURN ON INVESTMENTS, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
RETURN ON SHAREHOLDERS' FUNDS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Rivals, 236
Role of advertising in marketing, 194
Role of personal selling in marketing, 202
S.I.C. Industry Reports, 44
SALES / FIXED ASSETS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Sales / Market Territories, 17
SALES & SELLING COSTS, 164, 168
SALES & SELLING COSTS : DURING PRODUCT LAUNCH, 168
Sales conference, 176
SALES COSTS, 217, 219, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
SALES GROWTH, 163
Sales literature, 176
SALES PER EMPLOYEE, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
Sales presentations, 176
Sales Promotion, 17, 175, 177, 186
Sales Promotion : Insistent, 187
Sales Promotion : Product Demeaning, 187
SALES PROMOTION / ADVERTISING / SALEFORCE, 156
SALES PROMOTION & SALES COSTS, 156
SALES TARGETS, 26
SALES VOLUMES / TURNOVER REQUIRED, 156
Samples, 176
Satisfying objective, 228
Scenarios, 6
Sealed-bid pricing, 249
SEASONALITY / CYCLICAL DEMAND / DEMAND FLUCTUATIONS, 156
Select pricing, 226
Selling
: Prospect Cultivation, 179
: Sales Technique, 179
: Channel Stock Position Increase, 203
: Company Stock Position Decrease, 203
: Discounted, 203
: Enthusiasm Building, 203
: Missionary, 203
SENSITIVITY TO ECONOMIC CLIMATE & CONDITIONS, 156
Service delivery, 7
Service factors, 7
Service level, 17
SHAREHOLDERS FUNDS, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
SHORT TERM LOANS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Space advertising, 176
Speeches, 176
STOCK AVAILABILITY / LEAD TIMES / DELIVERY, 156
STOCK TURNOVER, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
STOCKS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Strategy, 6
Strengths and resources, 7
Style & Image, 17
SUPERIOR QUALITY PRODUCTS, 367, 369, 371, 373, 375, 377, 379, 381, 383, 385, 387, 389
SUPPLIER FACTORS:, 156
Suppliers, 236
Target pricing, 246
TECHNICAL / MARKETING CAPABILITIES & CAPACITY, 156
TECHNICAL CAPABILITIES / NEW PRODUCT DEVELOPMENTS, 156
TECHNOLOGICAL APTITUDE / TECHNOLOGICAL INNOVATIONS, 156
TECHNOLOGY / TECHNOLOGY FACTORS & DEVELOPMENT, 156
Theoretical pricing model, 227
TIMING STRATEGY, 25
TOTAL ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
TOTAL ASSETS / EMPLOYEE, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
TOTAL CURRENT ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
TOTAL CURRENT LIABILITIES, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
TOTAL DEBT / WORKING CAPITAL, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363
TOTAL EMPLOYEES, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
TOTAL FIXED ASSETS, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
TOTAL MARKETING COSTS, 172, 217, 219, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH, 172
TOTAL OPERATIONAL PROCESS COSTS, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
Total profits, 227
TOTAL R + D EXPENDITURE, 366, 368, 370, 372, 374, 376, 378, 380, 382, 384, 386, 388
Total revenue, 227
TOTAL SALES, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
Trade exhibits, 176
TRADING AREA, 49
TRADING PROFIT, 317, 321, 325, 329, 333, 337, 341, 345, 349, 353, 357, 361
TRADING PROFIT MARGIN, 318, 322, 326, 330, 334, 338, 342, 346, 350, 354, 358, 362
Trading stamps, 176
Types of promotools, 176
Warehouse/Storage Fixed Costs, 217
Warehouse/Storage Variable Costs, 217
Warranty & After-Sales, 17
WARRANTY COSTS, 164
Where does price come in?, 246
WORKING CAPITAL / SALES, 319, 323, 327, 331, 335, 339, 343, 347, 351, 355, 359, 363

PART 5

The Sales Director's Market Targets

360 pages

Top

The Sales Director's Market Targets

PART 5 The Sales Director's Market Targets
5.1 Market Definitions
5.2 Historic Market Data
        Short-Term Market Forecasts
        Long-Range Markets
5.3 Industry Sales Promotion Expenditure
5.4 Financial Scenarios for Sales Management
        Possible Sales Cost Improvement
        Possible Product Price Cutting
        Possible Product Price Increase
        Possible Promotional Expenditure
        Possible Target Markets Development
        Possible Order Taking Improvements
        Possible Product Positioning
        Possible Product Branding + Multi-Branding Investment
        Possible Customer / Order Processing Systems Investment
        Possible Systems Investment
        Possible Overseas Development
        Possible Sales Personnel + Staff Improvement
5.5 Product Summaries
5.6 Sales-Force Data
        Sales-Force Size Factors
        Sales-Force Structures
        Sales-Force Training & Effectiveness
        Sales-Force Compensation
        Sales-Force Supervision
        Sales-Force Evaluation

PART 5 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 5 The Sales Director's Market Targets
6 PART 5.1
6 MARKET PREFACE
7 INDUSTRY / PRODUCT / MARKET COVERAGE
9 GEOGRAPHIC COVERAGE
9 Europe & Trade Cell Region 2
10 DATABASE GEOGRAPHIC COVERAGE
11 MARKET DATA TYPES
11 MARKET REPORT
11 PRODUCTS REPORT
11 INDUSTRY REPORT
12 PRODUCT & INDUSTRY
13 MATERIALS REPORTS
15 MARKETS DATA NOTES
16 MARKET ENVIRONMENT
16 TRADING AREA
16 BASIS OF MARKET COVERAGE
17 MARKETS
17 MARKET TERMS USED
18 from 1997 HISTORIC DATA + TIME SERIES
19 EXCHANGE RATE
20 to 2016 CURRENT DATA + TIME SERIES
22 to 2028 FORECAST DATA + TIME SERIES
25 PART 5.2
25 THE PRODUCT MARKET DATA
27 MARKET CONSUMPTION : 1997-2028
27 PRODUCT DEVELOPMENT : 1997-2028
28 AUSTRIA
30 BELGIUM & LUXEMBOURG
32 DENMARK
34 EIRE
36 FINLAND
38 FRANCE
40 GERMANY
42 ITALY
44 THE NETHERLANDS
46 NORWAY
48 PORTUGAL
50 SPAIN
52 SWEDEN
54 SWITZERLAND
56 THE UNITED KINGDOM
58 MARKETS
59 PRODUCT DEVELOPMENT
60 AUSTRIA
62 BELGIUM & LUXEMBOURG
64 DENMARK
66 EIRE
68 FINLAND
70 FRANCE
72 GERMANY
74 ITALY
76 THE NETHERLANDS
78 NORWAY
80 PORTUGAL
82 SPAIN
84 SWEDEN
86 SWITZERLAND
88 THE UNITED KINGDOM
92 PART 5.2.1
92 THE PRODUCT MARKET SECTORS
94 MARKET SECTOR BREAKDOWN
95 AUSTRIA
96 BELGIUM & LUXEMBOURG
97 DENMARK
98 EIRE
99 FINLAND
100 FRANCE
101 GERMANY
102 ITALY
103 THE NETHERLANDS
104 NORWAY
105 PORTUGAL
106 SPAIN
107 SWEDEN
108 SWITZERLAND
109 THE UNITED KINGDOM
110 MARKET SECTOR - COMPARATIVE BREAKDOWN
111 AUSTRIA
112 BELGIUM & LUXEMBOURG
113 DENMARK
114 EIRE
115 FINLAND
116 FRANCE
117 GERMANY
118 ITALY
119 THE NETHERLANDS
120 NORWAY
121 PORTUGAL
122 SPAIN
123 SWEDEN
124 SWITZERLAND
125 THE UNITED KINGDOM
128 PART 5.3
128 SALES PROMOTION : COMPANY
128 1. Integrating total marketing operations
128 i. Promotional aims
129 ii. Co-ordination
129 iii. Sales-force presentation
129 2. Budgeting
130 3. Frequency of promotions
130 4. Matching product to promotion
130 5. Different types of testing
130 i. Conditions + restrictions
131 ii. Selecting services + supplies
131 6. Meeting deadlines
131 Continuity of interest
131 7. Evaluating campaigns
132 SALES CAMPAIGNS
132 Marketing Integration
132 Budgeting Efficiency
132 Campaign Performance
132 Campaign Monitoring & Evaluation Procedures
132 Campaign Flexibility
138 Emotional response
138 8. Increasing promotional activity
139 PROMOTION EVALUATION
139 1. PERCEPTION OF THE MARKET
140 2. SALES PROMOTIONS RESEARCH
141 i. Research pretesting
141 ii. Research post-testing
142 iii. Constraints on research
142 3. METHODOLOGY
143 4. PROBLEMS OF EVALUATION
143 i. Proofs of success
144 5. SALES PROMOTIONS EVALUATION CRITERIA
145 6. TACTICAL + STRATEGIC OBJECTIVES
145 i. Tactical below-the-line activities
145 ii. Strategic below-the-line activities
145 7. PERFORMANCE-EVALUATION CRITERIA
146 8. SALES AS THE DEPENDENT VARIABLE
147 9. MODEL RESEARCH BRIEF
147 i. Research objectives
147 ii. Action criteria
147 iii. Decision criteria
147 iv. Action standards
148 PROMOTIONAL PERFORMANCE
148 Promotional Research & Methodology
148 Promotion Evaluation & Monitoring
148 Promotion Performance & Efficiency
148 Promotion Targeting
148 Promotion Flexibility
154 10. THRESHOLD + TARGET GOALS
156 AVERAGE SALES COSTS
156 INDUSTRY AVERAGE SALES COSTS
156 SALES COSTS
156 ADVERTISING COSTS
158 SALES PROMOTION COSTS
158 Advertising : Mail : Media
158 Sales Personnel : Expenses : Materials
158 Sale Promotion Materials : Print
158 Sales Point-of-Sale Systems & Materials
158 Publicity : P.R. : Exhibitions
165 PART 5.4
165 BALANCE SHEET FORECAST : FINANCIAL SCENARIOS FOR SALES MANAGEMENT
167 : SALES COST IMPROVEMENT P+L FORECAST : to 2028
171 : PRODUCT PRICE CUTTING P+L FORECAST : to 2028
175 : PRODUCT PRICE INCREASE P+L FORECAST : to 2028
179 : PROMOTIONAL EXPENDITURE P+L FORECAST : to 2028
183 : TARGET MARKETS DEVELOPMENT P+L FORECAST : to 2028
187 : ORDER TAKING IMPROVEMENTS P+L FORECAST : to 2028
191 : PRODUCT POSITIONING P+L FORECAST : to 2028
195 : PRODUCT BRANDING + MULTI-BRANDING INVESTMENT P+L FORECAST : to 2028
199 : CUSTOMER/ORDER PROCESSING SYSTEMS INVESTMENT P+L FORECAST : to 2028
203 : SYSTEMS INVESTMENT P+L FORECAST : to 2028
207 : OVERSEAS DEVELOPMENT P+L FORECAST : to 2028
211 : SALES PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028
215 PART 5.4
215 COST FORECAST : FINANCIAL SCENARIOS FOR SALES MANAGEMENT
217 : SALES COST IMPROVEMENT FORECAST : to 2028
219 : PRODUCT PRICE CUTTING FORECAST : to 2028
221 : PRODUCT PRICE INCREASE FORECAST : to 2028
223 : PROMOTIONAL EXPENDITURE FORECAST : to 2028
225 : TARGET MARKETS DEVELOPMENT FORECAST : to 2028
227 : ORDER TAKING IMPROVEMENTS FORECAST : to 2028
229 : PRODUCT POSITIONING FORECAST : to 2028
231 : PRODUCT BRANDING + MULTI-BRANDING INVESTMENT FORECAST : to 2028
233 : CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT FORECAST : to 2028
235 : SYSTEMS INVESTMENT FORECAST : to 2028
237 : OVERSEAS DEVELOPMENT FORECAST : to 2028
239 : SALES PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028
242 PART 5.5
242 PRODUCT SUMMARY
244 PRODUCT SUMMARY to 2016
245-270 MARKET SECTORS FOR COMPANY
273 PRODUCT SUMMARY to 2028
274-299 MARKET SECTORS FOR THE COMPANY
302 PART 5.6
302 SALES FORCE DECISIONS THE COMPANY
304 1. THE BUYER-SELLER RELATIONSHIP
304 2. SALES TASKS
304 i. Prospecting
304 ii. Communicating
304 iii. Selling
304 iv. Servicing
304 v. Information gathering
304 vi. Allocating
306 SALESFORCE INTERACTION
306 Customer Prospecting
306 Customer Communications
306 Selling
306 Customer Servicing
306 Information Gathering & Usage
312 SALES FORCE SIZE DECISIONS
312 1. SALESMAN PRODUCTIVITY APPROACH
313 2. SALESMAN WORKLOAD APPROACH
314 SALES FORCE DESIGN
314 1. SALES-FORCE STRUCTURE
314 i. TERRITORIAL-STRUCTURED SALES FORCE
314 ii. PRODUCT-STRUCTURED SALES FORCE
315 iii. CUSTOMER-STRUCTURED SALES FORCE
315 iv. COMPLEX SALES-FORCE STRUCTURES
315 2. TERRITORIAL DESIGN
316 SALESFORCE STRUCTURE
316 Territory Value Structured
316 Workload Structured
316 Territory Structured
316 Product Structured
316 Customer Structured
322 i. TERRITORY SIZE
322 ii. TERRITORY SHAPE
323 SALES FORCE SELECTION
323 1. SALESMEN SELECTION
323 2. WHAT MAKES A GOOD SALESMAN?
324 3. RECRUITMENT PROCEDURES
324 4. APPLICANT-RATING PROCEDURES
325 SALES FORCE TRAINING
326 SALES FORCE COMPENSATION
327 1. THE LEVEL OF COMPENSATION
327 2. THE ELEMENTS OF COMPENSATION
328 i. STRAIGHT SALARY
328 ii. STRAIGHT COMMISSION
329 iii. COMBINATION SALARY + COMMISSION
329 3. STRUCTURE OF COMPENSATION
330 SALESFORCE EMPLOYMENT
330 Recruitment Procedures
330 Applicant Vetting & Selection Procedures
330 Salesforce Training
330 Salesforce Compensation
330 Compensation & Incentivisation Development
336 SALES FORCE SUPERVISION
336 1. DIRECTING SALESMEN
336 i. DEVELOPING CUSTOMER CALL NORMS
337 ii. DEVELOPING PROSPECT CALL NORMS
337 Future income from a new customer
338 Investment in customer prospecting
339 2. MOTIVATING SALESMEN
339 a) The nature of the job
339 b) Human nature
339 c) Personal problems
339 i. ORGANISATIONAL CLIMATE
339 ii. SALES QUOTAS
341 iii. POSITIVE INCENTIVES
341 EFFECTIVENESS OF SALES INCENTIVES
342 SALESFORCE SUPERVISION
342 Direction: Customer Call Norms
342 Direction: Prospect Development
342 Motivation: Organisation
342 Motivation: Sales Quotas
342 Motivation: Incentives
348 SALES FORCE EVALUATION
348 1. SOURCES OF INFORMATION
349 a) Report on new business secured or potential new business
349 b) Report on lost business
349 c) Periodic report on local business and economic conditions
349 2. FORMAL EVALUATION OF PERFORMANCE
349 i. SALESMAN-TO-SALESMAN COMPARISONS
350 ii. CURRENT-TO-PAST-SALES COMPARISONS
350 iii. QUALITATIVE APPRAISAL OF SALESMEN
352 SALESFORCE EVALUATION
352 Sales Information Monitoring
352 Sales Performance Reporting
352 Sales Evaluation: Personal Comparisons
352 Sales Evaluation: Sales Period Comparisons
352 Sales Evaluation: Qualitative Comparisons
358 INDUSTRY AVERAGE SALES COSTS
358 SALES COSTS
360 SALESFORCE COSTS
360 Sales Personnel Costs : Fixed
360 Sales Personnel Costs : Variable
360 Sales Personnel Expenses
360 Sales Overhead Expenses
360 Sales Material Costs

PART 5 - INDEX

from 1997 HISTORIC DATA & TIME SERIES, 18
to 2016 CURRENT DATA & TIME SERIES, 20
to 2028 FORECAST DATA & TIME SERIES, 22
Action criteria, 147
Action standards, 147
ADDED VALUE, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
Advertisements perceived, 140
ADVERTISING COSTS, 156, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239, 358
AFTER-SALES COSTS, 156, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239, 358
Allocating, 304
APPLICANT-RATING PROCEDURES, 324
ASSETS UTILIZATION, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
Attracting good men, 326
Availability, 140
Average Annual Growth Rate to 2016, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270
Average Annual Growth Rate to 2028, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
AVERAGE REMUNERATION, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
AVERAGE SALES COSTS, 156
Awards and Acclamation, 341
BALANCE SHEET FORECAST, 165
Basic compensation, 341
BASIS OF MARKET COVERAGE, 16
Bonus Payments, 341
BORROWING RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Brand knowledge, 140
Budgeting, 129
Call report, 348
CAPACITY UTILIZATION, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
CAPITAL EMPLOYED, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
CAPITAL EMPLOYED / EMPLOYEE, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
CAPITAL EXPENDITURE, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
CAPITAL EXPENDITURE : OTHER, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
CAPITAL EXPENDITURE : STRUCTURES, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
COMBINATION SALARY & COMMISSION, 329
Communicating, 304
Communication from other consumers, 140
COMPARATIVE ADVERTISING EXPENDITURE, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
Competitor activity, 154
COMPETITOR
: PROMOTIONAL PERFORMANCE, 152
: SALES CAMPAIGNS, 136
: SALES PROMOTION COSTS, 162
: SALESFORCE COSTS, 364
: SALESFORCE EMPLOYMENT, 334
: SALESFORCE EVALUATION, 356
: SALESFORCE INTERACTION, 310
: SALESFORCE STRUCTURE, 320
: SALESFORCE SUPERVISION, 346
COMPETITORS OF THE COMPANY, 136, 152, 162, 310, 320, 334, 346, 356, 364
Complaints procedures, 341
COMPLEX SALES-FORCE STRUCTURES, 315
Conditions & restrictions, 130
Constraints on research, 142
Consumer panels, 141
Continuity of interest, 131
Co-ordination, 129
COST FORECAST, 215
COST STRUCTURE, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
CREDIT PERIOD, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
CREDITORS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
CREDITORS' RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
CURRENCY CONVERSIONS, 19
CURRENT RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
CURRENT-TO-PAST-SALES COMPARISONS, 350
Customer & End User Factors, 16
CUSTOMER BASE PROFILE, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
Customer prospecting, 338
CUSTOMER-STRUCTURED SALES FORCE, 315
DATABASE GEOGRAPHIC COVERAGE, 10
DEBT GEARING RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
DEBTORS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
Decision criteria, 147
Dependent or 'response' variable, 144
DEPRECIATION, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
DEVELOPING CUSTOMER CALL NORMS, 336
DEVELOPING PROSPECT CALL NORMS, 337
Different types of testing, 130
DIRECTING SALESMEN, 336
DIRECTORS' REMUNERATIONS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
DISTRIBUTION & HANDLING COSTS, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
DISTRIBUTION COSTS, 156, 358
DOMESTIC SALES, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
EFFECTIVENESS OF SALES INCENTIVES, 341
Emotional response, 138
Employee Suggestions, 341
EMPLOYEES' REMUNERATIONS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
EQUITY RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Europe & Trade Cell, 9
Evaluating campaigns, 131
EXCHANGE RATE, 19
Feedforward, 348
FINANCIAL SCENARIOS FOR SALES MANAGEMENT
: CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT BALANCE SHEET FORECAST, 199
: CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT FORECAST, 233
: CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT P+L, 199
: ORDER TAKING IMPROVEMENTS BALANCE SHEET FORECAST, 187
: ORDER TAKING IMPROVEMENTS FORECAST, 227
: ORDER TAKING IMPROVEMENTS P+L, 187
: OVERSEAS DEVELOPMENT BALANCE SHEET FORECAST, 207
: OVERSEAS DEVELOPMENT FORECAST, 237
: OVERSEAS DEVELOPMENT P+L, 207
: PRODUCT BRANDING + MULTI-BRANDING INVESTMENT BALANCE SHEET FORECAST, 195
: PRODUCT BRANDING + MULTI-BRANDING INVESTMENT FORECAST, 231
: PRODUCT BRANDING + MULTI-BRANDING INVESTMENT P+L, 195
: PRODUCT POSITIONING BALANCE SHEET FORECAST, 191
: PRODUCT POSITIONING FORECAST, 229
: PRODUCT POSITIONING P+L, 191
: PRODUCT PRICE CUTTING BALANCE SHEET FORECAST, 171
: PRODUCT PRICE CUTTING FORECAST, 219
: PRODUCT PRICE CUTTING P+L, 171
: PRODUCT PRICE INCREASE BALANCE SHEET FORECAST, 175
: PRODUCT PRICE INCREASE FORECAST, 221
: PRODUCT PRICE INCREASE P+L, 175
: PROMOTIONAL EXPENDITURE BALANCE SHEET FORECAST, 179
: PROMOTIONAL EXPENDITURE FORECAST, 223
: PROMOTIONAL EXPENDITURE P+L, 179
: SALES COST IMPROVEMENT BALANCE SHEET FORECAST, 167
: SALES COST IMPROVEMENT FORECAST, 217
: SALES COST IMPROVEMENT P+L, 167
: SALES PERSONNEL + STAFF IMPROVEMENT BALANCE SHEET FORECAST, 211
: SALES PERSONNEL + STAFF IMPROVEMENT FORECAST, 239
: SALES PERSONNEL + STAFF IMPROVEMENT P+L, 211
: SYSTEMS INVESTMENT BALANCE SHEET FORECAST, 203
: SYSTEMS INVESTMENT FORECAST, 235
: SYSTEMS INVESTMENT P+L, 203
: TARGET MARKETS DEVELOPMENT BALANCE SHEET FORECAST, 183
: TARGET MARKETS DEVELOPMENT FORECAST, 225
: TARGET MARKETS DEVELOPMENT P+L, 183
FIXED ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
FIXED ASSETS / EMPLOYEE, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
FORMAL EVALUATION OF PERFORMANCE, 349
Frequency of promotions, 130
Friendly & Informal Supervision, 341
Fringe Benefits, 341
Future trends, 154
GEOGRAPHIC COVERAGE, 9
Going market price, 327
Holidays, 341
Human nature, 339
IMMEDIATE CUSTOMER BASES, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
In-store factors encountered, 140
Income from a new customers, 337
INCOME GEARING, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Increasing promotional activity, 138
INDUSTRY / PRODUCT / MARKET COVERAGE, 7
INDUSTRY AVERAGE SALES COSTS, 156, 358
INDUSTRY CONCENTRATION, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INDUSTRY DATA, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INDUSTRY FINANCIAL DATA, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INDUSTRY MARKETING COSTS, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INDUSTRY PROFILE, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INDUSTRY REPORT, 11
Information gathering, 304
INPUT / MATERIALS / ENERGY COSTS, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
INTANGIBLE ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
Integrating marketing operations, 128
Inter-media or 'test' v. 'no-test' area experiments, 141
INTEREST PAID, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
INTERMEDIATE ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
INVENTORY STRUCTURE, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
INVESTMENT, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
LONG TERM LOANS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
Major Industry Reports, 11
MARKET CONSUMPTION : 1997-2028, 27
MARKET DATA, 25
MARKET DATA TYPES, 11
MARKET ENVIRONMENT, 16
Market Growth, 16
MARKET GROWTH RATES, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
MARKET PREFACE, 6
MARKET POTENTIAL
AUSTRIA, 28, 60, 95, 111
BELGIUM & LUXEMBOURG, 30, 62, 96, 112
DENMARK, 32, 64, 97, 113
EIRE, 34, 66, 98, 114
FINLAND, 36, 68, 99, 115
FRANCE, 38, 70, 100, 116
GERMANY, 40, 72, 101, 117
ITALY, 42, 74, 102, 118
NORWAY, 46, 78, 104, 120
SWEDEN, 52, 84, 107, 123
SWITZERLAND, 54, 86, 108, 124
THE NETHERLANDS, 44, 76, 103, 119
THE UNITED KINGDOM, 56, 88, 109, 125
MARKET REPORT, 11
MARKET SECTOR - COMPARATIVE BREAKDOWN, 110
MARKET SECTOR BREAKDOWN, 94
MARKET SECTORS, 92
Market Structure, 16
MARKET TERMS USED, 17
Market/s Serviced, 16
MARKETING COSTS, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 358
MARKETS, 17, 58
MARKET SECTORS FOR THE COMPANY, 245-299
MARKETS DATA NOTES, 15
Matching product to promotion, 130
MATERIALS REPORTS, 13
Meeting deadlines, 131
METHODOLOGY, 142
MISCELLANEOUS CURRENT ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
MISCELLANEOUS CURRENT LIABILITIES, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
MISCELLANEOUS LONG TERM LIABILITIES, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
MODEL RESEARCH BRIEF, 147
Motivating, 326
MOTIVATING SALESMEN, 339
Nature of the job, 339
NET ASSETS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
NEW TECHNOLOGY EXPENDITURE, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
NON-TRADING INCOME, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
OPERATING PROFIT, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
OPERATING PROFIT MARGIN, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
OPERATIONS + DIVISIONS OF THE COMPANY, 132, 148, 158, 306, 316, 330, 342, 352, 360
ORGANISATIONAL CLIMATE, 339
OVERSEAS TURNOVER, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
OVERSEAS TURNOVER / SALES, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
P & E INVESTMENT, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
PART 5, 2
PART 5 The Sales Director's Market Targets, 4
PART 5.1, 6
PART 5.2, 25
PART 5.2.1, 92
PART 5.3, 128
PART 5.4, 165, 215
PART 5.5, 242
PART 5.6, 302
PAYROLL COSTS, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
Perceived opportunities, 140
PERCEPTION OF THE MARKET, 139
PERFORMANCE-EVALUATION CRITERIA, 145
Personal problems, 339
PLANT & EQUIPMENT, 245, 246, 247, 248, 249, 250, 251, 252, 253, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 274, 275, 276, 277, 278, 279, 280, 281, 282, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299
PLANT + EQUIPMENT IN USE, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
PLANT + EQUIPMENT INVESTMENT, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
Point-of-sale factors, 140
Points-of-sale known, 140
PORTUGAL, 48, 80, 105, 121
POSITIVE INCENTIVES, 341
PRE-TAX PROFIT, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
PRE-TAX PROFIT MARGINS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
Previous experience, 154
Price, 140
PROBLEMS OF EVALUATION, 143
PRODUCT & INDUSTRY, 12
PRODUCT DEVELOPMENT, 59
PRODUCT DEVELOPMENT : 1997-2028, 27
PRODUCT GROUPS, 28, 30, 32, 34, 36, 38, 40, 42, 44, 46, 48, 50, 52, 54, 56, 60, 62, 64, 66, 68, 70, 72, 74, 76, 78, 80, 82, 84, 86, 88
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
Product Reports, 11
Product Sector Reports, 11
PRODUCT SUMMARY, 242
PRODUCT SUMMARY to 2016, 244
PRODUCT SUMMARY to 2028, 273
PRODUCT-STRUCTURED SALES FORCE, 314
PRODUCTS OF THE COMPANY, 134, 150, 160, 308, 318, 332, 344, 354, 362
PRODUCTS REPORT, 11
PROFIT PER EMPLOYEE, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Profit Sharing, 341
Promotion Costs
: Advertising : Mail : Media, 158
: Publicity : P.R. : Exhibitions, 158
: Sale Promotion Materials : Print, 158
: Sales Personnel : Expenses : Materials, 158
: Sales Point-of-Sale Systems & Materials, 158
PROMOTION EVALUATION, 139
Promotion
Evaluation & Monitoring, 148
Flexibility, 148
Performance & Efficiency, 148
Targeting, 148
Promotional aims, 128
PROMOTIONAL PERFORMANCE, 148
Promotional Research & Methodology, 148
Promotions, 140
Proofs of success, 143
Prospecting, 304
QUALITATIVE APPRAISAL OF SALESMEN, 350
QUICK RATIO, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
READER WORKSHEET, 133, 135, 137, 149, 151, 153, 159, 161, 163, 307, 309, 311, 317, 319, 321, 331, 333, 335, 343, 345, 347, 353, 355, 357, 361, 363, 365
RECRUITMENT PROCEDURES, 324
REMUNERATIONS / SALES, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Report on business conditions, 349
Report on lost business, 349
Report on new business, 349
Research objectives, 147
Research post-testing, 141
Research pretesting, 141
Resources committed, 154
Retail audits, 141
Retail Level communication, 140
RETURN ON ASSETS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
RETURN ON CAPITAL, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
RETURN ON INVESTMENTS, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
RETURN ON SHAREHOLDERS' FUNDS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
S.I.C. Industry Reports, 11
SALES / FIXED ASSETS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
SALES AS THE DEPENDENT VARIABLE, 146
Sales Budgeting Efficiency, 132
Sales Campaign Flexibility, 132
Sales Campaign Monitoring & Evaluation Procedures, 132
Sales Campaign Performance, 132
SALES CAMPAIGNS, 132
Sales Contests, 341
Sales Conventions, 341
SALES COSTS, 156, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239, 358
Sales Evaluation: Personal Comparisons, 352
Sales Evaluation: Qualitative Comparisons, 352
Sales Evaluation: Sales Period Comparisons, 352
SALES FORCE
COMPENSATION, 326
DECISIONS, 302
DESIGN, 314
EVALUATION, 348
SELECTION, 323
SIZE DECISIONS, 312
SUPERVISION, 336
TRAINING, 325
Sales Information Gathering & Usage, 306
Sales Information Monitoring, 352
Sales Marketing Integration, 132
Sales Material Costs, 360
Sales Overhead Expenses, 360
SALES PER EMPLOYEE, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
Sales Performance Reporting, 352
Sales Personnel Costs : Fixed, 360
Sales Personnel Costs : Variable, 360
Sales Personnel Expenses, 360
SALES PROMOTION, 128
SALES PROMOTION COSTS, 158
SALES PROMOTIONS EVALUATION CRITERIA, 144
SALES PROMOTIONS RESEARCH, 140
SALES QUOTAS, 339
SALES TASKS, 304
SALESFORCE
Compensation, 330
COSTS, 360
Customer Communications, 306
Customer Prospecting, 306
Customer Servicing, 306
EMPLOYMENT, 330
EVALUATION, 352
INTERACTION, 306
presentation, 129
Selling, 306
STRUCTURE, 314, 316
SUPERVISION, 342
Training, 330
Salesforce Factors
: Applicant Vetting & Selection Procedures, 330
: Compensation & Incentivisation Development, 330
: Customer Structured, 316
: Direction: Customer Call Norms, 342
: Direction: Prospect Development, 342
: Motivation: Incentives, 342
: Motivation: Organisation, 342
: Motivation: Sales Quotas, 342
: Product Structured, 316
: Recruitment Procedures, 330
: Territory Structured, 316
: Territory Value Structured, 316
: Workload Structured, 316
Salesman communication, 140
SALESMAN PRODUCTIVITY APPROACH, 312
SALESMAN WORKLOAD APPROACH, 313
SALESMAN-TO-SALESMAN COMPARISONS, 349
SALESMEN SELECTION, 323
Scientific planning of quotas & territories, 341
Selecting services & supplies, 131
Selling, 304
Servicing, 304
SHAREHOLDERS FUNDS, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
SHORT TERM LOANS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
Social setting, 140
SOURCES OF INFORMATION, 348
SPAIN, 50, 82, 106, 122
STOCK TURNOVER, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
STOCKS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
Store checks, 141
STRAIGHT COMMISSION, 328
STRAIGHT SALARY, 328
Strategic below-the-line activities, 145
STRUCTURE OF COMPENSATION, 329
SUPERIOR QUALITY PRODUCTS, 218, 220, 222, 224, 226, 228, 230, 232, 234, 236, 238, 240
TACTICAL & STRATEGIC OBJECTIVES, 145
Tactical below-the-line activities, 145
TERRITORIAL DESIGN, 315
TERRITORIAL-STRUCTURED SALES FORCE, 314
TERRITORY SHAPE, 322
TERRITORY SIZE, 322
THE BUYER-SELLER RELATIONSHIP, 304
THE ELEMENTS OF COMPENSATION, 327
THE LEVEL OF COMPENSATION, 327
THRESHOLD & TARGET GOALS, 154
TOTAL ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
TOTAL ASSETS / EMPLOYEE, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
TOTAL CURRENT ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
TOTAL CURRENT LIABILITIES, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
TOTAL DEBT / WORKING CAPITAL, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214
TOTAL EMPLOYEES, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
TOTAL FIXED ASSETS, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
TOTAL MARKETING COSTS, 156, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
TOTAL OPERATIONAL PROCESS COSTS, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
TOTAL R + D EXPENDITURE, 217, 219, 221, 223, 225, 227, 229, 231, 233, 235, 237, 239
TOTAL SALES, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
TRADING AREA, 16
TRADING PROFIT, 168, 172, 176, 180, 184, 188, 192, 196, 200, 204, 208, 212
TRADING PROFIT MARGIN, 169, 173, 177, 181, 185, 189, 193, 197, 201, 205, 209, 213
Usage and attitude surveys, 141
WHAT MAKES A GOOD SALESMAN?, 323
WORKING CAPITAL / SALES, 170, 174, 178, 182, 186, 190, 194, 198, 202, 206, 210, 214

PART 6

Corporate Development Stratagem

310 pages

Top

Corporate Development Stratagem

PART 6 Corporate Development Stratagem
6.1 Historic Financial + Operational Data
6.2 Base Financial + Operational Scenario
6.3 Industry Financial Data
6.4 Strategy
        The Market Environment
        The Product
        Competition
        The Industry
        Medium and long term strategies
        Strategic Opportunities
        Corporate Objectives
        Marketing Strategy
        Strategic Controls
6.5 Return on Investment Scenarios

PART 6 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 6 Corporate Development Stratagem
6 PART 6.1
6 COMPANY FINANCIAL DATA
8 COMPANY HISTORIC FINANCIAL PERFORMANCE
14 GRAPHICS USED
17 TOTAL SALES
18 DOMESTIC SALES
19 EXPORTS
20 PRE-TAX PROFIT
21 INTEREST PAID
22 NON-TRADING INCOME
23 OPERATING PROFIT
24 DEPRECIATION
25 TRADING PROFIT
26 FIXED ASSETS
27 INTANGIBLE ASSETS
28 INTERMEDIATE ASSETS
29 TOTAL FIXED ASSETS
30 STOCKS
31 DEBTORS
32 OTHER CURRENT ASSETS
33 TOTAL CURRENT ASSETS
34 TOTAL ASSETS
35 CREDITORS
36 SHORT TERM LOANS
37 OTHER CURRENT LIABILITIES
38 TOTAL CURRENT LIABILITIES
39 NET ASSETS
40 SHAREHOLDERS FUNDS
41 LONG TERM LOANS
42 OTHER LONG TERM LIABILITIES
43 CAPITAL EMPLOYED
44 DIRECTORS' REMUNERATIONS
45 EMPLOYEES' REMUNERATIONS
46 TOTAL EMPLOYEES
47 RETURN ON CAPITAL
48 RETURN ON ASSETS
49 RETURN ON SHAREHOLDERS' FUNDS
50 PRE-TAX PROFIT MARGINS
51 OPERATING PROFIT MARGIN
52 TRADING PROFIT MARGIN
53 ASSETS UTILIZATION
54 SALES / FIXED ASSETS
55 STOCK TURNOVER
56 CREDIT PERIOD
57 CREDITORS' RATIO
58 WORKING CAPITAL / SALES
59 CURRENT RATIO
60 QUICK RATIO
61 BORROWING RATIO
62 EQUITY RATIO
63 INCOME GEARING
64 TOTAL DEBT / WORKING CAPITAL
65 DEBT GEARING RATIO
66 AVERAGE REMUNERATION
67 PROFIT PER EMPLOYEE
68 SALES PER EMPLOYEE
69 REMUNERATIONS / SALES
70 FIXED ASSETS / EMPLOYEE
71 CAPITAL EMPLOYED / EMPLOYEE
72 TOTAL ASSETS / EMPLOYEE
73 EXPORT / SALES
74 INPUT / MATERIALS / ENERGY COSTS
75 PAYROLL COSTS
76 TOTAL OPERATIONAL PROCESS COSTS
77 SALES COSTS
78 DISTRIBUTION & HANDLING COSTS
79 ADVERTISING COSTS
80 AFTER-SALES COSTS
81 TOTAL MARKETING COSTS
82 ADDED VALUE
83 NEW TECHNOLOGY EXPENDITURE
84 NEW PRODUCTION TECHNOLOGY EXPENDITURE
85 TOTAL R + D EXPENDITURE
86 PLANT + EQUIPMENT IN USE
90 PLANT + EQUIPMENT INVESTMENT
92 CAPITAL EXPENDITURE
95 CAPACITY UTILIZATION
96 SUPERIOR QUALITY PRODUCTS
97 PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE
98 NEW PRODUCTS RELATIVE TO TOTAL OUTPUT
101 BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
105 BASE FORECAST : MEDIAN MARKET SCENARIO : : to 2028
107 PART 6.3
107 THE PRODUCT INDUSTRY FINANCIAL PERFORMANCE
111 FINANCIAL DATA
115 PROFITS / TOTAL ASSETS
115 PROFIT / SALES
116 SALES / TOTAL ASSETS
116 PROFIT / CAPITAL EMPLOYED
117 SALES PER EMPLOYEE
117 CAPITAL EMPLOYED PER EMPLOYEE
118 PROFIT PER EMPLOYEE
118 AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
119 SALES / EMPLOYEE REMUNERATION
119 CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
120 SALES / STOCK RATIO
120 CURRENT RATIO
121 CREDIT TAKEN BY CUSTOMERS
124 PART 6.4
124 STRATEGIC LONG TERM PERFORMANCE THE COMPANY
125 LONG TERM STRATEGY
126 LONG TERM STRATEGIC CONSIDERATIONS
129 INTRODUCTION
129 THE TRADE CELL
129 CRITICAL FACTORS FOR PROFITABILITY
129 ABBREVIATION USED
130 BASE FINANCIAL + OPERATIONAL FORECAST SCENARIO
131 : MEDIAN MARKET SCENARIO : : to 2028
136 THE MARKET ENVIRONMENT
136 TOTAL PRODUCT MARKET
137 GEOGRAPHIC COVERAGE
138 DATABASE GEOGRAPHIC COVERAGE
139 3. MARKET SERVICED BY THE COMPANY
139 MARKET POTENTIAL FOR THE TARGET COMPANY
140 4. CUSTOMER FACTORS FOR PRODUCTS IN THE TRADE CELL
140 CONCENTRATIONS OF PRODUCT PURCHASES - END USERS
140 PHYSICAL NUMBER OF CUSTOMERS
141 CONCENTRATIONS OF PRODUCT PURCHASES - IMMEDIATE CUSTOMERS
141 PHYSICAL NUMBER OF CUSTOMERS
142 THE PRODUCT
142 1. PRODUCT LIFE CYCLE + STAGES
143 INDUSTRY / PRODUCT / MARKET COVERAGE
144 THE GOMPERTZ ANALYSIS
145 MARKET SHARE / PRODUCT LIFE CYCLE / PROFITABILITY
146 QUALITY / PRODUCT LIFE CYCLE / PROFITABILITY
147 PRODUCT RANGE / LIFE CYCLE STAGE / PROFITABILITY
148 PRODUCT RANGE / PROFITABILITY / CAPITAL INTENSITY
149 MARKET SHARE & CUSTOMISED OR SPECIFIED PRODUCTS
150 PROFITABILITY / HIGH MARKET SHARE / PRODUCT UNIQUENESS
151 MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
152 : MARKET SEGMENTATION : to 2028
157 2. RELATIVE PRICING OF PRODUCTS IN THE TRADE CELL
157 INDEX OF PRICING
158 PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
159 : PRICE CUTTING EFFECT : to 2028
164 PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
165 : PRICE INCREASE EFFECT : to 2028
170 3. PRODUCT QUALITY
170 VALUE SCALE FOR QUALITY
171 RELATIVE PRODUCT QUALITY IN THE TRADE CELL
171 INDEX OF QUALITY
172 QUALITY IMPROVEMENT EFFECT FORECASTS
173 : QUALITY IMPROVEMENT : to 2028
176 PROFITABILITY & PRODUCT
176 VALUE SCALE
177 RELATIVE PRODUCT QUALITY & PROFITABILITY
177 CIRCUMSTANCES WHERE ROI IS GREATER THAN THE INDEX
178 : QUALITY IMPROVEMENT : to 2028
180 QUALITY / PROFITABILITY & CONCENTRATED MARKETS
181 PRODUCT QUALITY & RELATIVE MARKET SHARE
182 PRODUCT QUALITY / PROFITABILITY & MARKET GROWTH
183 4. NEW PRODUCTS
183 INDEX OF NEW PRODUCTS
184 NEW PRODUCT EXPENDITURE EFFECT FORECASTS
185 : NEW PRODUCT DEVELOPMENT : to 2028
190 PROFITABILITY / MARKET GROWTH & NEW PRODUCT INTRODUCTIONS
191 NEW PRODUCT INTRODUCTIONS / INFLATION & PROFITABILITY
192 NEW PRODUCT INTRODUCTIONS / INVESTMENT IN NEW P&E & PROFITABILITY
193 NEW PRODUCTS / PRODUCT QUALITY & PROFITABILITY
194 COMPETITION
195 1. MARKET SHARE
195 MARKET SHARE & PROFITABILITY
195 CIRCUMSTANCES WHERE ROI IS GREATER THAN AVERAGE
196 PROFITABILITY & RELATIVE MARKET SHARE
196 RELATIVE MARKET SHARE
197 MARKET SHARE
198 2. RELATIVE MARKET SHARES IN THE TRADE CELL
198 RELATIVE MARKET SHARE
199 3. NATURE OF THE COMPETITIVE SITUATION
199 ENTRY & EXIT OF COMPETITORS IN MARKETS
199 EVIDENCE OF COMPETITOR ENTRY + EXIT
200 RELATIVE STRENGTHS OF COMPETITORS IN COMPANY MARKETS
200 RELATIVE STRENGTH OF COMPETITORS IN THE MARKET
201 4. PERFECTNESS OF THE MARKET
201 RELATIVE PERFECTNESS OF THE MARKETS
201 RELATIVE PERFECTNESS OF THE MARKET
202 THE INDUSTRY
203 1. LONG TERM INDUSTRY GROWTH
203 INDEX OF INDUSTRY GROWTH
204 2. PHYSICAL PROCESS CONSIDERATIONS
204 PHYSICAL PROCESS CAPACITY UTILISATION & MARKET SHARE
205 CAPACITY UTILISATION & MARKET SHARE
206 PRODUCTIVITY / PROFITABILITY / MARKET GROWTH
207 UNIONISATION & MARKET SHARE
208 UNIONISATION / PROFITABILITY & MARKET GROWTH
209 UNIONISATION / PROFITABILITY & INDUSTRY CONCENTRATION
210 UNIONISATION / PROFITABILITY & HARVESTING STRATEGIES
211 PROFITABILITY / PROCESS UNIQUENESS & MARKET SHARE
212 3. CAPITAL STRUCTURE IN TERMS OF INVESTMENT INTENSITY
213 PROFITABILITY & INVESTMENT INTENSITY
213 INVESTMENT / SALES
214 NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS
215 : NEW PLANT + EQUIPMENT INVESTMENT : to 2028
220 NET MARGINS & INVESTMENT INTENSITY
220 INVESTMENT / SALES
221 MARGINS & INVESTMENT INTENSITY
221 INVESTMENT / SALES
222 PROFITABILITY / MARKET SHARE & CAPITAL INTENSITY
223 PRODUCTIVITY / PROFITABILITY & INVESTMENT INTENSITY
224 PROCESS CAPACITY UTILISATION / PROFITABILITY & CAPITAL INTENSITY
225 INVENTORIES / PROFITABILITY & CAPITAL INTENSITY
226 4. PHYSICAL PROCESS IN TERMS OF VERTICAL INTEGRATION
226 PROFITABILITY / MARKET SHARE & VERTICAL INTEGRATION
227 PROFITABILITY / DIVERSIFICATION & VERTICAL INTEGRATION
228 PROFITABILITY / VERTICAL INTEGRATION & CUSTOMER BASE
229 PROFITABILITY / VERTICAL INTEGRATION & PRODUCT QUALITY
230 PROFITABILITY / VERTICAL INTEGRATION & INVENTORIES
231 PROFITABILITY / VERTICAL INTEGRATION & PRODUCTIVITY
232 NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS
233 : NEW TECHNOLOGY INVESTMENT : to 2028
238 5. MARKETING & SALES COSTS
238 PROFITABILITY / MARKET SHARE & MARKETING COSTS
239 PROFITABILITY / INVESTMENT INTENSITY & MARKETING COSTS
240 PROFITABILITY / CUSTOMER BASE & MARKETING COSTS
241 PROFITABILITY / PRODUCT QUALITY & MARKETING COSTS
242 PROFITABILITY / NEW PRODUCTS & MARKETING COSTS
243 MARKETING EXPENDITURE EFFECT FORECASTS
244 : MARKETING EXPENDITURE : to 2028
249 6. PRODUCT DEVELOPMENT + PROCESS DEVELOPMENT COSTS
250 PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET GROWTH
251 PROFITABILITY / DEVELOPMENT EXPENDITURE & PRODUCT QUALITY
252 PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKETING COSTS
253 PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET SHARE
254 PROFITABILITY / DEVELOPMENT EXPENDITURE & UNIONISATION
255 DISTRIBUTION OF PRODUCTS
257 DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
258 : DISTRIBUTION CHANNEL IMPROVEMENT : to 2028
263 MARKET PENETRATION
264 THE RIGHT TOOLS FOR THE JOB
264 1. ECONOMIES OF SCALE
264 2. MARKET POWER
264 3. MANAGEMENT
265 PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS
266 : PERSONNEL + STAFF IMPROVEMENT : to 2028
271 MARKET SHARE
272 MARKET SHARE & PRE-TAX PROFITABILITY
272 MARKET SHARE
273 1. RELATIONSHIP BETWEEN PRODUCT MARKET SHARE, PROFIT-SALES RATIOS + TURNOVER ON INVESTMENT
274 COST STRUCTURE IMPROVEMENTS EFFECT FORECASTS
275 : COST STRUCTURE IMPROVEMENT : to 2028
280 RELATIONSHIP BETWEEN MARKET SHARE & ADDED VALUE
281 EFFECT OF VERTICAL INTEGRATION ON THE INVESTMENT/SALES RATIO
282 CONCLUSION FOR THE COMPANY
283 2. RELATIONSHIP OF MARKET SHARE TO THE PURCHASES TO SALES RATIO
283 INVESTMENT TO SALES RATIO CORRECTED FOR VERTICAL INTEGRATION
284 CONCLUSIONS FOR THE COMPANY
285 A CHECKLIST FOR PHYSICAL PROCESS MANAGEMENT
286 3. PRODUCT MARKETING COST-SALES RATIO + COMPANY'S MARKET PENETRATION
286 CONCLUSIONS FOR THE COMPANY
287 4. RELATIONSHIP BETWEEN COMPANY PRICING + PRODUCT QUALITY
287 CONCLUSIONS FOR THE COMPANY
288 5. COMPANY'S CUSTOMERS + BETTER PRODUCTS
288 CONCLUSIONS FOR THE COMPANY
289 6. RELATIONSHIP BETWEEN PURCHASE FREQUENCY + MARKET SHARE
289 INFREQUENT PURCHASE FREQUENCY
289 MARKET SHARE CHANGE
290 INFREQUENT PURCHASE FREQUENCY
290 MARKET SHARE CHANGE
290 CONCLUSIONS FOR THE COMPANY
291 7. RELATIONSHIP BETWEEN CUSTOMER BASE FRAGMENTATION + MARKET SHARE
291 MARKET SHARE CHANGE
292 EXPORT IMPROVEMENT EFFECT FORECASTS
293 : EXPORT SALES IMPROVEMENT : to 2028
298 MEDIUM + LONG TERM STRATEGIES
298 MEDIUM & LONG TERM STRATEGIES FOR COMPANY
300 1. WHEN TO BUILD MARKET SHARE
300 NECESSARY LEVELS OF MARKET PENETRATION
300 LEVEL OF MARKET SHARE
301 BUILDING STRATEGIES FOR MARKETS
302 2. WHEN TO HOLD MARKET SHARE
303 HOLDING STRATEGIES FOR MARKETS
304 3. WHEN TO HARVEST MARKET SHARE
304 HARVESTING STRATEGIES FOR MARKETS
307 RETURN ON INVESTMENT SCENARIOS : BEST MARKET SCENARIOS
307 : MARKETING EXPENDITURE
307 : NEW PRODUCT DEVELOPMENT
307 : MARKET SEGMENTATION
307 : NEW PLANT + EQUIPMENT INVESTMENT
307 : NEW TECHNOLOGY INVESTMENT
307 : DISTRIBUTION CHANNEL IMPROVEMENT
307 : COST STRUCTURE IMPROVEMENT
307 : PRICE CUTTING EFFECT
307 : PRICE INCREASE EFFECT
307 : QUALITY IMPROVEMENT
307 : EXPORT SALES IMPROVEMENT
307 : PERSONNEL + STAFF IMPROVEMENT
309 RETURN ON INVESTMENT SCENARIOS : WORST MARKET SCENARIOS
309 : MARKETING EXPENDITURE
309 : NEW PRODUCT DEVELOPMENT
309 : MARKET SEGMENTATION
309 : NEW PLANT + EQUIPMENT INVESTMENT
309 : NEW TECHNOLOGY INVESTMENT
309 : DISTRIBUTION CHANNEL IMPROVEMENT
309 : COST STRUCTURE IMPROVEMENT
309 : PRICE CUTTING EFFECT
309 : PRICE INCREASE EFFECT
309 : QUALITY IMPROVEMENT
309 : EXPORT SALES IMPROVEMENT
309 : PERSONNEL + STAFF IMPROVEMENT
311 RETURN ON INVESTMENT SCENARIOS : PROFITABILITY & R O I SCENARIOS
311 : FIXED MARKETING COST OBJECTIVES
311 : VARIABLE MARKETING COST OBJECTIVES
311 : GENERAL MARKETING PROCESS COST OBJECTIVES
311 : DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES
311 : ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES
311 : SELLING COST OBJECTIVES
311 : ADVERTISING COST OBJECTIVES
311 : PROMOTIONAL & PRICING COST OBJECTIVES
311 : RESEARCH & PRODUCT COST OBJECTIVES
311 : MARKET SHARE BUILDING OBJECTIVES
311 : MARKET SHARE HOLDING OBJECTIVES
311 : MARKET SHARE HARVESTING OBJECTIVES
313 RETURN ON INVESTMENT SCENARIOS : FINANCIAL SCENARIOS FOR SALES MANAGEMENT
313 : SALES COST IMPROVEMENT
313 : PRODUCT PRICE CUTTING
313 : PRODUCT PRICE INCREASE
313 : PROMOTIONAL EXPENDITURE
313 : TARGET MARKETS DEVELOPMENT
313 : ORDER TAKING IMPROVEMENTS
313 : PRODUCT POSITIONING
313 : PRODUCT BRANDING + MULTI-BRANDING INVESTMENT
313 : CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT
313 : SYSTEMS INVESTMENT
313 : OVERSEAS DEVELOPMENT
313 : SALES PERSONNEL + STAFF IMPROVEMENT
315 RETURN ON INVESTMENT SCENARIOS : COST STRUCTURE IMPROVEMENT SCENARIOS
315 : MATERIALS & ENERGY COST SCENARIOS
315 : PAYROLL & STAFF COST SCENARIOS
315 : ADMINISTRATION COST SCENARIOS
315 : CAPITAL COST SCENARIOS
315 : PLANT & EQUIPMENT COST SCENARIOS
315 : SALES & MARKETING COST SCENARIOS
315 : NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS
315 : DEPRECIATION & CAPITALISATION SCENARIOS
315 : SHORT TERM BORROWING SCENARIOS
315 : LONG TERM FINANCIAL SCENARIOS
315 : FINANCIAL & DEBT SERVICING COST SCENARIOS
315 : TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS
317 RETURN ON INVESTMENT SCENARIOS : NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
317 : PROFIT IMPACT FROM MATERIALS COST REDUCTION
317 : PROFIT IMPACT FROM PAYROLL COST REDUCTION
317 : PROFIT IMPACT FROM PROCESS COST REDUCTION
317 : PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION
317 : PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION
317 : CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT & EQUIPMENT
317 : CAPITAL INVESTMENTS OPTIONS: PREMISES
317 : CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING
317 : CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS
317 : PRODUCT COST IMPROVEMENTS
317 : PRODUCT QUALITY IMPROVEMENT
317 : CUSTOMER HANDLING IMPROVEMENTS
319 RETURN ON INVESTMENT SCENARIOS : ACQUISITION COST FINANCING SCENARIOS
319 : NEW EQUITY SCENARIOS
319 : BANK BORROWING: BASE SCENARIOS
319 : BANK BORROWING: 3% INFLATION SCENARIOS
319 : BANK BORROWING: 6% INFLATION SCENARIOS
319 : BANK BORROWING: 9% INFLATION SCENARIOS
319 : BOND / DEBENTURES SCENARIOS
319 : ASSET SALES: 5% OF ASSETS SCENARIOS
319 : ASSET SALES: 10% OF ASSETS SCENARIOS
319 : ASSET SALES: 25% OF ASSETS SCENARIOS
319 : SELF GENERATED FUNDS: WORST SCENARIOS
319 : SELF GENERATED FUNDS: BEST SCENARIOS
319 : TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS

PART 6 - INDEX

ACQUISITION COST FINANCING SCENARIOS
: ASSET SALES: 10% OF ASSETS SCENARIOS, 320
: ASSET SALES: 25% OF ASSETS SCENARIOS, 320
: ASSET SALES: 5% OF ASSETS SCENARIOS, 320
: BANK BORROWING: 3% INFLATION SCENARIOS, 320
: BANK BORROWING: 6% INFLATION SCENARIOS, 320
: BANK BORROWING: 9% INFLATION SCENARIOS, 320
: BANK BORROWING: BASE SCENARIOS, 320
: BOND / DEBENTURES SCENARIOS, 320
: NEW EQUITY SCENARIOS, 320
: SELF GENERATED FUNDS: BEST SCENARIOS, 320
: SELF GENERATED FUNDS: WORST SCENARIOS, 320
: TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS, 320
ADDED VALUE, 82, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
ADVERTISING COSTS, 79, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
AFTER-SALES COSTS, 80, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
ASSETS UTILIZATION, 53, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
AVERAGE REMUNERATION, 66, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES), 118
BASE FINANCIAL + OPERATIONAL FORECAST SCENARIO, 130
BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028, 101
BASE FORECAST : MEDIAN MARKET SCENARIO : FORECAST, 105, 131, 134
BEST MARKET SCENARIOS
: COST STRUCTURE IMPROVEMENT, 308
: DISTRIBUTION CHANNEL IMPROVEMENT, 308
: EXPORT SALES IMPROVEMENT, 308
: MARKET SEGMENTATION, 308
: MARKETING EXPENDITURE, 308
: NEW PLANT + EQUIPMENT INVESTMENT, 308
: NEW PRODUCT DEVELOPMENT, 308
: NEW TECHNOLOGY INVESTMENT, 308
: PERSONNEL + STAFF IMPROVEMENT, 308
: PRICE CUTTING EFFECT, 308
: PRICE INCREASE EFFECT, 308
: QUALITY IMPROVEMENT, 308
BORROWING RATIO, 61, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
BUILDING STRATEGIES FOR MARKETS, 301
BUYING FACTOR, 255
BUYING POWER INDEX, 255, 256
CAPACITY UTILISATION, 205
CAPACITY UTILISATION & MARKET SHARE, 205
CAPACITY UTILIZATION, 95, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
CAPITAL EMPLOYED, 43, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
CAPITAL EMPLOYED / EMPLOYEE, 71, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
CAPITAL EMPLOYED / EMPLOYEE REMUNERATION, 119
CAPITAL EMPLOYED PER EMPLOYEE, 117
CAPITAL EXPENDITURE, 94, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 92, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
CAPITAL EXPENDITURE : STRUCTURES, 93, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
CAPITAL STRUCTURE - INVESTMENT INTENSITY, 212
CHECKLIST FOR PHYSICAL PROCESS MANAGEMENT, 285
CIRCUMSTANCES WHERE ROI IS GREATER THAN AVERAGE, 195
CIRCUMSTANCES WHERE ROI IS GREATER THAN THE INDEX, 177
COMMERCIAL DECISION SCENARIOS
: COST STRUCTURE IMPROVEMENT FORECAST, 275, 278
: DISTRIBUTION IMPROVEMENT FORECAST, 258, 261
: EXPORT SALES IMPROVEMENT FORECAST, 293, 296
: MARKET SEGMENTATION FORECAST, 152, 155
: MARKETING EXPENDITURE FORECAST, 244, 247
: NEW PLANT + EQUIPMENT INVESTMENT FORECAST, 215, 218
: NEW PRODUCT DEVELOPMENT FORECAST, 185, 188
: NEW TECHNOLOGY INVESTMENT FORECAST, 233, 236
: PERSONNEL + STAFF IMPROVEMENT FORECAST, 266, 269
: PRICE CUTTING EFFECT FORECAST, 159, 162
: PRICE INCREASE EFFECT FORECAST, 165, 168
: QUALITY IMPROVEMENT FORECAST, 173, 178
COMPANY'S CUSTOMERS & BETTER PRODUCTS, 288
COMPARATIVE ADVERTISING EXPENDITURE, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
COMPETITION, 194
COMPETITIVE SITUATION, 199
CONCENTRATIONS OF PURCHASES - END USERS, 140
CONCENTRATIONS OF PURCHASES - IMMEDIATE CUSTOMERS, 141
CONCLUSION FOR COMPANY, 282
CONCLUSIONS FOR COMPANY, 284, 286, 287, 288, 290
COST STRUCTURE IMPROVEMENT SCENARIOS
: ADMINISTRATION COST SCENARIOS, 316
: CAPITAL COST SCENARIOS, 316
: DEPRECIATION & CAPITALISATION SCENARIOS, 316
: FINANCIAL & DEBT SERVICING COST SCENARIOS, 316
: LONG TERM FINANCIAL SCENARIOS, 316
: MATERIALS & ENERGY COST SCENARIOS, 316
: NEW PRODUCT & TECHNOLOGY COST SCENARIOS, 316
: PAYROLL & STAFF COST SCENARIOS, 316
: PLANT & EQUIPMENT COST SCENARIOS, 316
: SALES & MARKETING COST SCENARIOS, 316
: SHORT TERM BORROWING SCENARIOS, 316
: TRADING & OPERATING MARGINS & PROFITS SCENARIOS, 316
COST STRUCTURE IMPROVEMENTS EFFECT FORECASTS, 274
CREDIT PERIOD, 56, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
CREDIT TAKEN BY CUSTOMERS, 121
CREDITORS, 35, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
CREDITORS' RATIO, 57, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
CRITICAL FACTORS FOR PROFITABILITY, 129
CURRENT RATIO, 59, 104, 120, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
Customer Base, 256
CUSTOMER FACTORS FOR THE TRADE CELL, 140
Customer sector, 256
DATA SIMULATION, 15
DATABASE GEOGRAPHIC COVERAGE, 138
DEBT GEARING RATIO, 65, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
DEBTORS, 31, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
DEPRECIATION, 24, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
DIRECTORS' REMUNERATIONS, 44, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
DISTRIBUTION & HANDLING COSTS, 78, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS, 257
DISTRIBUTION OF PRODUCTS, 255
DOMESTIC SALES, 18, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
ECONOMIES OF SCALE, 264
EFFECT OF VERTICAL INTEGRATION ON THE INVESTMENT/SALES RATIO, 281
EMPLOYEE UNIONISATION, 207, 208, 209, 210
EMPLOYEES' REMUNERATIONS, 45, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
ENTRY & EXIT OF COMPETITORS IN MARKETS, 199
EQUITY RATIO, 62, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
EVIDENCE OF COMPETITOR ENTRY + EXIT, 199
EXPORT / SALES, 73
EXPORT IMPROVEMENT EFFECT FORECASTS, 292
EXPORTS, 19
FINANCIAL DATA, 6, 111
FINANCIAL SCENARIOS FOR SALES MANAGEMENT
: CUSTOMER PROCESSING SYSTEMS INVESTMENT, 314
: ORDER TAKING IMPROVEMENTS, 314
: OVERSEAS DEVELOPMENT, 314
: PRODUCT BRANDING INVESTMENT, 314
: PRODUCT POSITIONING, 314
: PRODUCT PRICE CUTTING, 314
: PRODUCT PRICE INCREASE, 314
: PROMOTIONAL EXPENDITURE, 314
: SALES COST IMPROVEMENT, 314
: SALES PERSONNEL + STAFF IMPROVEMENT, 314
: SYSTEMS INVESTMENT, 314
: TARGET MARKETS DEVELOPMENT, 314
FIXED ASSETS, 26, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
FIXED ASSETS / EMPLOYEE, 70, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
GEOGRAPHIC COVERAGE, 137
GOMPERTZ ANALYSIS, 144
GRAPHICS USED, 14
HARVESTING STRATEGIES FOR MARKETS, 304
HISTORIC FINANCIAL PERFORMANCE, 8
HOLDING STRATEGIES FOR MARKETS, 303
IMMEDIATE CUSTOMER BASES, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
INCOME GEARING, 63, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
INDEX OF INDUSTRY GROWTH, 203
INDEX OF NEW PRODUCTS, 183
INDEX OF PRICING, 157
INDEX OF QUALITY, 171
INDUSTRY / PRODUCT / MARKET COVERAGE, 143
INDUSTRY DATA, 202
INDUSTRY FINANCIAL PERFORMANCE, 107
INFREQUENT PURCHASE FREQUENCY, 289, 290
INPUT / MATERIALS / ENERGY COSTS, 74, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
INTANGIBLE ASSETS, 27, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
INTEREST PAID, 21, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
INTERMEDIATE ASSETS, 28, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
INVENTORIES / PROFITABILITY & CAPITAL INTENSITY, 225
INVENTORY / SALES, 225
INVENTORY RATIOS, 230
INVESTMENT / SALES, 213, 220, 221
INVESTMENT TO SALES RATIO CORRECTED FOR VERTICAL INTEGRATION, 283
LEVEL OF MARKET SHARE, 300
LIFE CYCLE & STAGES, 142
LONG TERM INDUSTRY GROWTH, 203
LONG TERM LOANS, 41, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
LONG TERM STRATEGIC CONSIDERATIONS, 126
LONG TERM STRATEGY, 125
LONG-TERM MARKET GROWTH, 250
MANAGEMENT, 264
MARGINS & INVESTMENT INTENSITY, 221
Market Dominance, 202
MARKET ENVIRONMENT, 136
Market growth, 136
MARKET PENETRATION, 263
MARKET POTENTIAL FOR COMPANY, 139
MARKET POWER, 264
Market Quality Index, 256
MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS, 151
Market Serviced, 136
MARKET SERVICED BY COMPANY, 139
MARKET SHARE, 145, 195, 197, 271, 272
MARKET SHARE / LIFE CYCLE / PROFITABILITY, 145
MARKET SHARE & CUSTOMISED OR SPECIFIED PRODUCTS, 149
MARKET SHARE & PRE-TAX PROFITABILITY, 272
MARKET SHARE & PROFITABILITY, 195
MARKET SHARE CHANGE, 289, 290, 291
Market Structure, 136
Market/s Serviced, 136
MARKETING & SALES COSTS, 238
MARKETING COST-SALES RATIO & MARKET PENETRATION, 286
MARKETING COSTS / SALES RATIOS, 238, 239, 240, 241, 242, 252
MARKETING EXPENDITURE EFFECT FORECASTS, 243
MEDIUM & LONG TERM STRATEGIES, 298
MISCELLANEOUS CURRENT ASSETS, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
MISCELLANEOUS CURRENT LIABILITIES, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
MISCELLANEOUS LONG TERM LIABILITIES, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
NECESSARY LEVELS OF MARKET PENETRATION, 300
NET ASSETS, 39, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
NET MARGINS & INVESTMENT INTENSITY, 220
NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
: CAPITAL INVESTMENTS: CUSTOMER HANDLING, 318
: CAPITAL INVESTMENTS: DISTRIBUTION / HANDLING, 318
: CAPITAL INVESTMENTS: PREMISES, 318
: CAPITAL INVESTMENTS: PROCESS PLANT & EQUIPMENT, 318
: CUSTOMER HANDLING IMPROVEMENTS, 318
: PRODUCT COST IMPROVEMENTS, 318
: PRODUCT QUALITY IMPROVEMENT, 318
: PROFIT IMPACT:
FROM CUSTOMER HANDLING COST REDUCTION, 318
FROM DISTRIBUTION COST REDUCTION, 318
FROM MATERIALS COST REDUCTION, 318
FROM PAYROLL COST REDUCTION, 318
FROM PROCESS COST REDUCTION, 318
NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS, 214
NEW PRODUCT EXPENDITURE EFFECT FORECASTS, 184
NEW PRODUCT INTRODUCTIONS / INFLATION & PROFITABILITY, 191
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 84, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
NEW PRODUCTS, 183
NEW PRODUCTS / INVESTMENT P&E & PROFITABILITY, 192
NEW PRODUCTS / PRODUCT QUALITY & PROFITABILITY, 193
NEW PRODUCTS AS A FUNCTION OF TOTAL SALES, 190
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 98, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
NEW TECHNOLOGY EXPENDITURE, 83, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS, 232
NON-TRADING INCOME, 22, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
OPERATING PROFIT, 23, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
OPERATING PROFIT MARGIN, 51, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
OTHER CURRENT ASSETS, 32
OTHER CURRENT LIABILITIES, 37
OTHER LONG TERM LIABILITIES, 42
OVERALL DIVERSIFICATION, 227
OVERSEAS TURNOVER, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
OVERSEAS TURNOVER / SALES, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
PART 6, 2
PART 6 Corporate Development Stratagem, 4
PART 6.1, 6
PART 6.3, 107
PART 6.4, 124
PAYROLL COSTS, 75, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
PERFECTNESS OF THE MARKET, 201
PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS, 265
PHYSICAL CUSTOMER BASE:, 228
PHYSICAL NUMBER OF CUSTOMERS, 140, 141
PHYSICAL PROCESS - VERTICAL INTEGRATION, 226
PHYSICAL PROCESS CAPACITY UTILISATION & MARKET SHARE, 204
PHYSICAL PROCESS CONSIDERATIONS, 204
PLANT + EQUIPMENT IN USE, 86, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
PLANT + EQUIPMENT INVESTMENT, 91, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
PRE-TAX PROFIT, 20, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
PRE-TAX PROFIT MARGINS, 50, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS, 158
PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS, 164
PROCESS CAPACITY UTILISATION, 224
Process Costs, 202
PROCESS COSTS / SALES, 204
PROCESS UNIQUENESS, 211
PROCESS UTILISATION / PROFITABILITY & CAPITAL INTENSITY, 224
PRODUCT, 142
PRODUCT DEVELOPMENT & PROCESS DEVELOPMENT COSTS, 249
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 97, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
PRODUCT QUALITY, 229, 251
PRODUCT RANGE, 147, 148, 149
PRODUCT UNIQUENESS, 150
PRODUCTIVITY / PROFITABILITY / MARKET GROWTH, 206
PRODUCTIVITY / PROFITABILITY & INVESTMENT INTENSITY, 223
PROFIT / CAPITAL EMPLOYED, 116
PROFIT / SALES, 115
PROFIT PER EMPLOYEE, 67, 104, 118, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
Profitability, 129, 176
PROFITABILITY /
/ CUSTOMER BASE & MARKETING COSTS, 240
/ DEVELOPMENT EXPENDITURE & MARKET GROWTH, 250
/ DEVELOPMENT EXPENDITURE & MARKET SHARE, 253
/ DEVELOPMENT EXPENDITURE & MARKETING COSTS, 252
/ DEVELOPMENT EXPENDITURE & PRODUCT QUALITY, 251
/ DEVELOPMENT EXPENDITURE & UNIONISATION, 254
/ DIVERSIFICATION & VERTICAL INTEGRATION, 227
/ HIGH MARKET SHARE / PRODUCT UNIQUENESS, 150
/ INVESTMENT INTENSITY & MARKETING COSTS, 239
/ MARKET GROWTH & NEW PRODUCT INTRODUCTIONS, 190
/ MARKET SHARE & CAPITAL INTENSITY, 222
/ MARKET SHARE & MARKETING COSTS, 238
/ MARKET SHARE & VERTICAL INTEGRATION, 226
/ NEW PRODUCTS & MARKETING COSTS, 242
/ PROCESS UNIQUENESS & MARKET SHARE, 211
/ PRODUCT QUALITY & MARKETING COSTS, 241
/ VERTICAL INTEGRATION & CUSTOMER BASE, 228
/ VERTICAL INTEGRATION & INVENTORIES, 230
/ VERTICAL INTEGRATION & PRODUCT QUALITY, 229
/ VERTICAL INTEGRATION & PRODUCTIVITY, 231
PROFITABILITY & INVESTMENT INTENSITY, 213
PROFITABILITY & RELATIVE MARKET SHARE, 196
PROFITABILITY & RETURN ON INVESTMENT SCENARIOS
: ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES, 312
: ADVERTISING COST OBJECTIVES, 312
: DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES, 312
: FIXED MARKETING COST OBJECTIVES, 312
: GENERAL MARKETING PROCESS COST OBJECTIVES, 312
: MARKET SHARE BUILDING OBJECTIVES, 312
: MARKET SHARE HARVESTING OBJECTIVES, 312
: MARKET SHARE HOLDING OBJECTIVES, 312
: PROMOTIONAL & PRICING COST OBJECTIVES, 312
: RESEARCH & PRODUCT COST OBJECTIVES, 312
: SELLING COST OBJECTIVES, 312
: VARIABLE MARKETING COST OBJECTIVES, 312
PROFITS / TOTAL ASSETS, 115
QUALITY, 146, 170
QUALITY / LIFE CYCLE / PROFITABILITY, 146
QUALITY / PROFITABILITY & CONCENTRATED MARKETS, 180
QUALITY / PROFITABILITY & MARKET GROWTH, 182
QUALITY & RELATIVE MARKET SHARE, 181
QUALITY IMPROVEMENT EFFECT FORECASTS, 172
QUALITY VALUE SCALE, 180, 181, 182
QUICK RATIO, 60, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
RANGE / LIFE CYCLE STAGE / PROFITABILITY, 147
RANGE / PROFITABILITY / CAPITAL INTENSITY, 148
RATE OF INFLATION, 191
RELATIONSHIP : CUSTOMER BASE FRAGMENTATION & MARKET SHARE, 291
RELATIONSHIP : MARKET SHARE / PROFIT-SALES / TURNOVER-INVESTMENT, 273
RELATIONSHIP : MARKET SHARE / PURCHASES-SALES RATIO, 283
RELATIONSHIP : MARKET SHARE & ADDED VALUE, 280
RELATIONSHIP : PRICING & PRODUCT QUALITY, 287
RELATIONSHIP : PURCHASE FREQUENCY & MARKET SHARE, 289
RELATIVE MARKET SHARE, 196, 198, 222, 226, 253
RELATIVE MARKET SHARES IN TRADE CELL, 198
RELATIVE PERFECTNESS OF THE MARKET, 201
RELATIVE PERFECTNESS OF THE MARKETS, 201
RELATIVE PRICING IN THE TRADE CELL, 157
RELATIVE QUALITY & PROFITABILITY, 177
RELATIVE QUALITY IN THE TRADE CELL, 171
RELATIVE STRENGTH OF COMPETITORS IN THE MARKET, 200
RELATIVE STRENGTHS OF COMPETITORS IN MARKETS, 200
REMUNERATIONS / SALES, 69, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
REPLACEMENT VALUE / ORIGINAL COST OF P + E, 192
RETURN ON ASSETS, 48, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
RETURN ON CAPITAL, 47, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
RETURN ON INVESTMENT, 129
Return on Investment (ROI), 129
RETURN ON INVESTMENTS, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
RETURN ON SALES, 129
RETURN ON SHAREHOLDERS' FUNDS, 49, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
ROI SCENARIOS, 307, 309, 311, 313, 315, 317, 319
SALE PER EMPLOYEE, 223
SALES / EMPLOYEE REMUNERATION, 119
SALES / FIXED ASSETS, 54, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
SALES / STOCK RATIO, 120
SALES / TOTAL ASSETS, 116
SALES COSTS, 77, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
SALES PER EMPLOYEE, 68, 104, 117, 133, 154, 161, 167, 175, 187, 206, 217, 235, 246, 260, 268, 277, 295
SHAREHOLDERS FUNDS, 40, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
SHORT TERM LOANS, 36, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
STOCK TURNOVER, 55, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
STOCKS, 30, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
STRATEGIC LONG TERM PERFORMANCE, 124
SUPERIOR QUALITY PRODUCTS, 96, 106, 135, 156, 163, 169, 179, 189, 219, 237, 248, 262, 270, 279, 297
TOOLS FOR THE JOB, 264
TOTAL ASSETS, 34, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
TOTAL ASSETS / EMPLOYEE, 72, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
TOTAL CURRENT ASSETS, 33, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
TOTAL CURRENT LIABILITIES, 38, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
TOTAL DEBT / WORKING CAPITAL, 64, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
TOTAL EMPLOYEES, 46, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
TOTAL FIXED ASSETS, 29, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
TOTAL MARKET, 136
TOTAL MARKETING COSTS, 81, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
TOTAL OPERATIONAL PROCESS COSTS, 76, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
TOTAL R + D EXPENDITURE, 85, 105, 134, 155, 162, 168, 178, 188, 218, 236, 247, 261, 269, 278, 296
TOTAL SALES, 17, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
TRADE CELL, 129
TRADING PROFIT, 25, 102, 131, 152, 159, 165, 173, 185, 215, 233, 244, 258, 266, 275, 293
TRADING PROFIT MARGIN, 52, 103, 132, 153, 160, 166, 174, 186, 216, 234, 245, 259, 267, 276, 294
UNIONISATION, 254
UNIONISATION / PROFITABILITY & HARVESTING STRATEGIES, 210
UNIONISATION / PROFITABILITY & INDUSTRY CONCENTRATION, 209
UNIONISATION / PROFITABILITY & MARKET GROWTH, 208
UNIONISATION & MARKET SHARE, 207
VALUE ADDED / EMPLOYEE RATIOS, 231
VALUE SCALE, 176
VALUE SCALE FOR QUALITY, 170
VALUE SCALE OF QUALITY, 193
WHEN TO BUILD MARKET SHARE, 300
WHEN TO HARVEST MARKET SHARE, 304
WHEN TO HOLD MARKET SHARE, 302
WORKING CAPITAL / SALES, 58, 104, 133, 154, 161, 167, 175, 187, 217, 235, 246, 260, 268, 277, 295
WORST MARKET SCENARIOS
: COST STRUCTURE IMPROVEMENT, 310
: DISTRIBUTION CHANNEL IMPROVEMENT, 310
: EXPORT SALES IMPROVEMENT, 310
: MARKET SEGMENTATION, 310
: MARKETING EXPENDITURE, 310
: NEW PLANT + EQUIPMENT INVESTMENT, 310
: NEW PRODUCT DEVELOPMENT, 310
: NEW TECHNOLOGY INVESTMENT, 310
: PERSONNEL + STAFF IMPROVEMENT, 310
: PRICE CUTTING EFFECT, 310
: PRICE INCREASE EFFECT, 310
: QUALITY IMPROVEMENT, 310

PART 7

Product Management Tactics

160 pages

Top

Product Management Tactics

PART 7 Product Management Tactics
7.1 Product Orientated Financial & Operational Scenarios & Planning
7.2 Product & Market Segmentation Factors
7.3 Product Development
7.4 Market & Product Segmentation
        Market Preference Patterns & Segments
        Product Segment Targets
        Geographic
        Demographic
        Psychographic
        Marketing Targets
        Undifferentiated Marketing
        Differentiated Marketing
        Concentrated Marketing
7.5 Product Mix Strategies
        Non-brand strategy
        Brand strategy
        Multi-brand strategy

PART 7 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 7 Product Management Tactics
5 PART 7.1
5 FINANCIAL FORECASTS : COMMERCIAL DECISION SCENARIOS
6 : NEW PRODUCT DEVELOPMENT to 2028
10 : NEW PRODUCT DEVELOPMENT : to 2028
12 : MARKET SEGMENTATION to 2028
16 : MARKET SEGMENTATION : to 2028
18 : PRICE CUTTING EFFECT to 2028
22 : PRICE CUTTING EFFECT : to 2028
24 : PRICE INCREASE EFFECT to 2028
28 : PRICE INCREASE EFFECT : to 2028
30 : QUALITY IMPROVEMENT to 2028
34 : QUALITY IMPROVEMENT : to 2028
36 PART 7.2
36 MARKETING : PRODUCT
38 PRODUCT MARKETING
40 CRITICAL FACTORS + PARAMETERS
40 AVERAGE VALUES
43 PRODUCT FACTORS
43 MARKETING FACTORS
44 PRODUCER / SUPPLIER FACTORS
44 DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
45 CUSTOMER FACTORS
46 MARKET & PRODUCT SEGMENTATION
48 1: MARKET & PRODUCT SEGMENTATION
48 2: MARKET & PRODUCT SEGMENTATION
49 PRODUCT LAUNCH FACTORS
49 ADOPTION RATES
49 CONVERSION RATIOS
49 SALES GROWTH
49 PRODUCT LAUNCH DATA
50 MARKETING COSTS
50 1. SALES & SELLING COSTS
50 2. DISTRIBUTION COSTS
50 3. ADVERTISING COSTS
50 4. AFTER-SALES COSTS
50 AFTER-SALES COSTS & WARRANTY COSTS
51 ADOPTION RATES : PRODUCT REVISIONS
51 ADOPTION RATES : NEW PRODUCTS
52 CONVERSION RATIOS : PRODUCT REVISIONS
52 CONVERSION RATIOS : NEW PRODUCTS
53 POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
53 POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
54 SALES & SELLING COSTS
54 SALES & SELLING COSTS : DURING PRODUCT LAUNCH
55 DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
55 DISTRIBUTION / WAREHOUSE/ HANDLING/ PROCESS COSTS : DURING PRODUCT LAUNCH
56 ADVERTISING / PROMOTIONAL COSTS
56 ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
57 AFTER-SALES COSTS
57 AFTER-SALES COSTS : DURING PRODUCT LAUNCH
58 TOTAL MARKETING COSTS
58 TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH
61 PART 7.3
61 PRODUCT PROFILES
64-89 MARKET SECTORS FOR THE COMPANY
92 PART 7.4
92 PRODUCT + MARKET TARGETS : COMPANY
93 MARKET SEGMENTATION
94 a) Homogeneous preferences
94 b) Diffused preferences
95 c) Clustered preferences
96 MARKET ATTRIBUTES
96 Concentrated Markets
96 Un-concentrated Markets
96 Market Preference : Homogeneous
96 Market Preference : Diffused
96 Market Preference : Clustered
102 1. REQUIREMENTS FOR EFFECTIVE SEGMENTATION
102 a) Measurability
102 b) Accessibility
102 c) Substantiality
102 2. BENEFITS OF SEGMENTATION
104 MARKET SEGMENTATION
104 Market Potential Measurability
104 Market Accessibility : Existing Products
104 Market Accessibility : New Products
104 Market Substantiality : Existing Products
104 Market Substantiality : New Products
110 COMPANY MARKET BASES
110 1. GEOGRAPHIC SEGMENTATION
110 2. DEMOGRAPHIC SEGMENTATION
111 3. PSYCHOGRAPHIC SEGMENTATION
111 i. LIFE-STYLE
111 ii. PERSONALITY
111 iii. BENEFITS SOUGHT
111 iv. USER STATUS
111 v. USAGE RATE
112 MARKET BASES
112 Geographic Segmentation
112 Demographic Segmentation
112 Psychographic Segmentation : Customer Factors
112 Psychographic Segmentation : Product Usage Factors
112 Psychographic Segmentation : Market Factors
118 vi. LOYALTY STATUS
118 vii. STAGES OF READINESS
118 viii. MARKETING FACTORS
119 COMPANY TARGET MARKETS
119 1. UNDIFFERENTIATED MARKETING
120 2. DIFFERENTIATED MARKETING
120 a) Product modification costs
120 b) Production costs
120 c) Administrative costs
120 d) Inventory costs
120 e) Promotion costs
121 3. CONCENTRATED MARKETING
121 4. SELECTING MARKET TARGETING STRATEGY
121 a) First factor is Company resources
121 b) Second factor is product homogeneity
121 c) Third factor is product stage in the life cycle
121 d) Fourth factor is market homogeneity
121 e) Fifth factor is competitive marketing strategies
122 COMPANY MARKET SEGMENT DECISIONS
124 MARKET SEGMENT AVAILABILITY
124 Customer-Prospect Mix Segment
124 Product-Service Mix Segment
124 Sub-market Segment: Present Sales Potential
124 Sub-market Segment: Future Sales Potential
124 Promotional-Distribution Mix Segment
130 PART 7.5
130 PRODUCT-MIX : COMPANY
131 CONCEPT OF THE COMPANY'S PRODUCTS
132 PRODUCT CONCEPT
132 Quality
132 Features
132 Styling
132 Branding
132 Packaging
139 PRODUCT-MIX STRATEGY
139 COMPANY PRODUCT ITEMS - LINES - MIX
139 Product item
139 Product line
139 Company
139 Product mix
139 ~ Company
140 COMPANY PRODUCT-MIX CHARACTERISTICS
142 PRODUCT-MIX QUALITY
142 Items in Product Line 1
142 Items in Product Line 2
142 Items in Product Line 3
142 Items in Product Line 4
142 Total of all Items in all Product Lines
146 COMPANY PRODUCT-MIX ALTERNATIVES
147 COMPANY PRODUCT-MIX OPTIMISATION
148 PRODUCT-MIX AUDIT
148 % Profit Contribution in this year
148 Forecast % Profit Contribution : Year + 1
148 Forecast % Profit Contribution : Year + 2
148 Forecast % Profit Contribution : Year + 3
148 Forecast % Profit Contribution : Year + 4
152 PRODUCT STRATEGY
152 High Growth Products
152 Steady Reinvestment Products
152 Support Products
152 Selective Pruning Products
152 Venture Products
158 COMPANY BRAND STRATEGY
159 BRAND -v- NO BRANDS DECISIONS
160 FAMILY -v- INDIVIDUAL BRAND DECISIONS
161 1. Brand extension strategy
161 2. Multibrand strategy
162 BRAND STRATEGY
162 Individual Brand names
162 Blanket Family Brand names
162 Separate Family Brand names
162 Company Trade name
162 ~~ No Brand names

PART 7 - INDEX

Accessibility, 102
ADDED VALUE, 10, 16, 22, 28, 34
Administrative costs, 120
ADOPTION RATES, 49
: NEW PRODUCTS, 51
: PRODUCT REVISIONS, 51
ADVERTISING / PROMOTIONAL COSTS, 56
: DURING PRODUCT LAUNCH, 56
ADVERTISING COSTS, 10, 16, 22, 28, 34, 50
ADVERTISING POSTURE & ADVERTISING COSTS, 42
AFTER-SALES & WARRANTY COSTS, 50
AFTER-SALES COSTS, 10, 16, 22, 28, 34, 50, 57
: DURING PRODUCT LAUNCH, 57
AFTER-SALES FACTORS, 42
ALTERNATIVE SUPPLIERS / PRODUCER BASE, 42
Analysis of market segments, 92
AREA/S SERVICED AND GEOGRAPHIC COVERAGE, 42
ASSETS UTILIZATION, 8, 14, 20, 26, 32
Augmented product, 131
AVERAGE REMUNERATION, 9, 15, 21, 27, 33
AVERAGE VALUES, 40
BENEFITS OF SEGMENTATION, 102
BENEFITS SOUGHT, 111
BORROWING RATIO, 9, 15, 21, 27, 33
Brand, 158
BRAND -v- NO BRANDS DECISIONS, 159
Brand extension strategy, 161
Brand mark, 158, 159
Brand name, 131, 158
Brand name strategies, 160
Brand recognition, 159
BRAND STRATEGY, 158, 162
Brand Strategy Issues
: Blanket Family Brand names, 162
: Company Trade name, 162
: Individual Brand names, 162
: No Brand names, 162
: Separate Family Brand names, 162
Broadening the base, 120
CAPACITY UTILIZATION, 11, 17, 23, 29, 35
CAPITAL EMPLOYED, 8, 14, 20, 26, 32
CAPITAL EMPLOYED / EMPLOYEE, 9, 15, 21, 27, 33
CAPITAL EXPENDITURE, 11, 17, 23, 29, 35
CAPITAL REQUIREMENTS OF DISTRIBUTION CHANNEL, 42
CAPTIVE CUSTOMER BASE / CUSTOMERS HANDLED, 42
CASH-FLOW REQUIREMENTS OF DISTRIBUTION CHANNEL, 42
Clustered preferences, 95
COMMERCIAL DECISION SCENARIOS
: MARKET SEGMENTATION to 2028, 12
: MARKET SEGMENTATION FORECAST, 16
: NEW PRODUCT DEVELOPMENT to 2028, 6
: NEW PRODUCT DEVELOPMENT FORECAST, 10
: PRICE CUTTING EFFECT to 2028, 18
: PRICE CUTTING EFFECT FORECAST, 22
: PRICE INCREASE EFFECT to 2028, 24
: PRICE INCREASE EFFECT FORECAST, 28
: QUALITY IMPROVEMENT to 2028, 30
: QUALITY IMPROVEMENT FORECAST, 34
COMMITMENT TO OTHER SUPPLIERS, 42
COMMITMENT/CAPACITY OF OTHER SUPPLIERS, 42
COMPARATIVE ADVERTISING EXPENDITURE, 11, 17, 23, 29, 35
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 11, 17, 23, 29, 35
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 11, 17, 23, 29, 35
COMPETITION / COMPETITORS' AGGRESSIVENESS & POSTURE, 42
COMPETITOR BRAND STRATEGY, 166
COMPETITOR MARKET ATTRIBUTES, 100
COMPETITOR MARKET BASES, 116
COMPETITOR MARKET SEGMENT AVAILABILITY, 128
COMPETITOR MARKET SEGMENTATION, 108
COMPETITOR PRODUCT CONCEPT, 136
COMPETITOR PRODUCT STRATEGY, 156
COMPETITOR PRODUCT-MIX QUALITY, 144
COMPETITORS OF THE COMPANY, 100, 108, 116, 128, 136, 144, 156, 166
CONCENTRATED MARKETING, 121
Concentrated marketing., 93
CONCEPT OF A COMPANY PRODUCT, 131
CONDITIONS OF SALE / TERMS OF TRADING, 42
CONVERSION RATIOS, 49
CONVERSION RATIOS : NEW PRODUCTS, 52
CONVERSION RATIOS : PRODUCT REVISIONS, 52
Core product, 131
CREDIT PERIOD, 8, 14, 20, 26, 32
CREDITORS, 7, 13, 19, 25, 31
CREDITORS' RATIO, 9, 15, 21, 27, 33
CRITICAL FACTORS & PARAMETERS, 40
CURRENT RATIO, 9, 15, 21, 27, 33
CUSTOMER FACTORS, 45
CUSTOMER FACTORS:, 42
Customer-Prospect Mix Segment, 124
DEBT GEARING RATIO, 9, 15, 21, 27, 33
DEBTORS, 7, 13, 19, 25, 31
Demographic Segmentation, 112
DEMOGRAPHIC SEGMENTATION, 110
DEPENDENCE ON SUB-CONTRACTORS / IN-HOUSE SUPPLIERS, 42
DEPRECIATION, 7, 13, 19, 25, 31
DESIGN / DESIGNER FACTORS / DESIGN SPECIFICATIONS, 42
DIFFERENTIATED MARKETING, 120
Differentiated marketing., 93
Diffused preferences, 94
DIRECTORS' REMUNERATIONS, 8, 14, 20, 26, 32
DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS, 10, 16, 22, 28, 34, 42, 50, 55
: DURING PRODUCT LAUNCH, 55
DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS, 44
DISTRIBUTION FACILITIES & MANPOWER AVAILABILITY, 42
DISTRIBUTION FACTORS:, 42
DMU SUSCEPTIBILITY / CUSTOMER AWARENESS, 42
DOMESTIC SALES, 7, 13, 19, 25, 31
EFFECTS ON EXISTING PRODUCTS & CUSTOMER BASE, 42
EMPLOYEES' REMUNERATIONS, 8, 14, 20, 26, 32
EQUITY RATIO, 9, 15, 21, 27, 33
FAMILY -v- INDIVIDUAL BRAND DECISIONS, 160
Features, 131
FIXED ASSETS, 7, 13, 19, 25, 31
FIXED ASSETS / EMPLOYEE, 9, 15, 21, 27, 33
Formal Name of Service, 131
Formal product, 131
Full-line / all-market strategy, 146
Future Sales Potential: Sub-market Segment, 124
GEOGRAPHIC SEGMENTATION, 110, 112
High-growth products, 151
Homogeneous preferences, 94
IMMEDIATE CUSTOMER BASES, 11, 17, 23, 29, 35
INCOME GEARING, 9, 15, 21, 27, 33
INPUT / MATERIALS / ENERGY COSTS, 10, 16, 22, 28, 34
INTANGIBLE ASSETS, 7, 13, 19, 25, 31
INTEREST PAID, 7, 13, 19, 25, 31
INTERMEDIATE ASSETS, 7, 13, 19, 25, 31
Inventory costs, 120
Legal trademark, 159
Level of Competence, 131
LIFE-STYLE, 111
Limited product-line specialist, 146
LONG TERM LOANS, 8, 14, 20, 26, 32
LOYALTY STATUS, 118
MARGINS / ADDED VALUE, 42
MARKET & PRODUCT SEGMENTATION, 46
Market Accessibility : Existing Products, 104
Market Accessibility : New Products, 104
MARKET ATTRIBUTES, 96
MARKET BASES, 110, 112
Market factor:
- competitive marketing strategies, 121
- market homogeneity, 121
- product homogeneity, 121
- product life cycle, 121
- resources, 121
Market Potential Measurability, 104
Market Preference
: Clustered, 96
: Diffused, 96
: Homogeneous, 96
MARKET SECTORS FOR THE COMPANY, 64-89
MARKET SEGMENT AVAILABILITY, 124
MARKET SEGMENT DECISIONS, 122
MARKET SEGMENTATION, 93, 104
Market share, 150
MARKET SHARE / RELATIVE MARKET SHARES, 42
Market specialist, 146
Market Substantiality : Existing Products, 104
Market Substantiality : New Products, 104
MARKET & PRODUCT SEGMENTATION, 48
MARKETING, 36
MARKETING COSTS, 50
MARKETING FACTORS, 42, 43, 118
Markets can be segmented, 92
Markets: Concentrated, 96
Markets: Un-concentrated, 96
Measurability, 102
MISCELLANEOUS CURRENT ASSETS, 7, 13, 19, 25, 31
MISCELLANEOUS CURRENT LIABILITIES, 8, 14, 20, 26, 32
MISCELLANEOUS LONG TERM LIABILITIES, 8, 14, 20, 26, 32
Multibrand strategy, 161
Nature of Service
Customer perceptions, 131
NET ASSETS, 8, 14, 20, 26, 32
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 10, 16, 22, 28, 34
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 11, 17, 23, 29, 35
NEW TECHNOLOGY EXPENDITURE, 10, 16, 22, 28, 34
NON-TRADING INCOME, 7, 13, 19, 25, 31
OPERATING CRITERIA / PRODUCT OPERATION OR USAGE, 42
OPERATING PROFIT, 7, 13, 19, 25, 31
OPERATING PROFIT MARGIN, 8, 14, 20, 26, 32
OPERATIONS + DIVISIONS OF THE COMPANY, 96, 104, 112, 124, 132, 139, 152, 162
OTHER PRODUCTION CAPACITY, 42
OVERSEAS TURNOVER, 7, 13, 19, 25, 31
OVERSEAS TURNOVER / SALES, 9, 15, 21, 27, 33
OWN BUYING INFLUENCE / ECONOMIES OF SCALE, 42
Packaging, 131
PART 7, 2
PART 7 Product Management Tactics, 4
PART 7.2, 36
PART 7.3, 61
PART 7.4, 92
PART 7.5, 130
PAYROLL COSTS, 10, 16, 22, 28, 34
PERFORMANCE / PRODUCT EFFICIENCY / PRODUCT INTEGRITY, 42
PERSONALITY, 111
PHYSICAL CRITERIA / PHYSICAL PARAMETERS, 42
PLANT + EQUIPMENT IN USE, 10, 16, 22, 28, 34
PLANT + EQUIPMENT INVESTMENT, 10, 16, 22, 28, 34
POTENTIAL FIRST YEAR GROWTH
: NEW PRODUCTS, 53
: PRODUCT REVISIONS, 53
PRE-TAX PROFIT, 7, 13, 19, 25, 31
PRE-TAX PROFIT MARGINS, 8, 14, 20, 26, 32
Present Sales Potential: Sub-market Segment, 124
PRICE ADVANTAGES & PRICING AMONGST OTHER SUPPLIERS, 42
Price differentiation, 159
PRICES AT PRODUCERS SALE PRICE, 42
PRICES AT OEM / END USER / RETAIL SALE PRICE, 42
PROBABILITY OF TECHNICAL DEVELOPMENT / TECHNICAL, 42
PRODUCER / SUPPLIER FACTORS, 44
PRODUCT + MARKET TARGETS, 92
Product Branding, 132
PRODUCT CONCEPT, 132
PRODUCT FACTORS, 43
PRODUCT FACTORS:, 42
Product Features, 132
Product item, 139
PRODUCT ITEMS - LINES - MIX, 139
PRODUCT LAUNCH DATA, 49
PRODUCT LAUNCH FACTORS, 49
PRODUCT LIFE / LONGEVITY, 42
PRODUCT LIFE CYCLE / PRODUCT OBSOLESCENCE, 42
Product line, 139
PRODUCT MARKETING, 38
Product mix, 139
Product Mix Factors
: % Profit Contribution : Year +2, 148
: % Profit Contribution : Year +3, 148
: % Profit Contribution :Year+1, 148
: %Profit Contribution : Year +4, 148
: %Profit Contribution in year, 148
: Items in all Product Lines, 142
: Items in Product Line, 142
Product modification costs, 120
Product Packaging, 132
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 11, 17, 23, 29, 35
PRODUCT PROFILES, 61
PRODUCT PURCHASE BACKGROUND / PAST PRODUCT PURCHASE, 42
Product Quality, 132
PRODUCT STRATEGY, 152
Product Strategy Factors
: High Growth Products, 152
: Selective Pruning Products, 152
: Steady Reinvestment Products, 152
: Support Products, 152
: Venture Products, 152
Product Styling, 132
Product-line specialist, 146
PRODUCT-MIX, 130
PRODUCT-MIX ALTERNATIVES, 146
Product-Mix Audit, 147, 148
PRODUCT-MIX CHARACTERISTICS, 140
PRODUCT-MIX OPTIMISATION, 147
PRODUCT-MIX QUALITY, 142
PRODUCT-MIX STRATEGY, 139
Product-Service Mix Segment, 124
PRODUCTION CAPACITY / FLEXIBILITY OF PLANT, 42
PRODUCTION FACILITIES & CAPACITY, 42
Production costs, 120
Products - showing high growth and high share, 150
Products - showing high growth but low share, 150
Products - showing low growth and low share, 150
Products - showing low growth but high share, 150
PRODUCTS OF THE COMPANY, 98, 106, 114, 126, 134, 139, 142, 148, 154, 164
PROFIT PER EMPLOYEE, 9, 15, 21, 27, 33
Profitability, 150
Promotion costs, 120
Promotional-Distribution Mix Segment, 124
PROPENSITY TO CONSUME / DEMAND FACTORS, 42
Pruning or rejuvenating products, 151
PSYCHOGRAPHIC SEGMENTATION, 111
Psychographic Segmentation Factors
: Customer Factors, 112
: Market Factors, 112
: Product Usage Factors, 112
PURCHASE PRICE / ACQUISITION COSTS / PRODUCT COSTS, 42
PURCHASING CRITERIA - COMMERCIAL, 42
PURCHASING CRITERIA - MOTIVATIONAL, 42
Quality, 140
QUALITY / QUALITY APPROVALS, 42
Quality level, 131
QUICK RATIO, 9, 15, 21, 27, 33
R & D COSTS / DEVELOPMENT COSTS / CUSTOMIZATION, 42
Rate of new-product development, 150
Rate of product pruning, 150
READER WORKSHEET, 97, 99, 101, 105, 107, 109, 113, 115, 117, 125, 127, 129, 133, 135, 137, 143, 145, 149, 153, 155, 157, 163, 165, 167
RELIABILITY / PRODUCT FAILURE / PRODUCT DEFECTS, 42
REMUNERATIONS / SALES, 9, 15, 21, 27, 33
REQUIREMENTS FOR EFFECTIVE SEGMENTATION, 102
RETURN ON ASSETS, 8, 14, 20, 26, 32
RETURN ON CAPITAL, 8, 14, 20, 26, 32
RETURN ON INVESTMENTS, 9, 15, 21, 27, 33
RETURN ON SHAREHOLDERS' FUNDS, 8, 14, 20, 26, 32
Reverse line extension, 120
SALES / FIXED ASSETS, 8, 14, 20, 26, 32
SALES & SELLING COSTS, 50, 54
: DURING PRODUCT LAUNCH, 54
SALES COSTS, 10, 16, 22, 28, 34
SALES GROWTH, 49, 150
SALES PER EMPLOYEE, 9, 15, 21, 27, 33
SALES PROMOTION / ADVERTISING / SALEFORCE, 42
SALES PROMOTION & SALES COSTS, 42
SALES VOLUMES / TURNOVER REQUIRED, 42
SEASONALITY / CYCLICAL DEMAND / DEMAND FLUCTUATIONS, 42
SELECTING MARKET TARGETING STRATEGY, 121
SENSITIVITY TO ECONOMIC CLIMATE & CONDITIONS, 42
SHAREHOLDERS FUNDS, 8, 14, 20, 26, 32
SHORT TERM LOANS, 7, 13, 19, 25, 31
Special-situation specialist, 146
Specific-product specialist, 146
STAGES OF READINESS, 118
Steady reinvestment products, 151
STOCK AVAILABILITY / LEAD TIMES / DELIVERY, 42
STOCK TURNOVER, 8, 14, 20, 26, 32
STOCKS, 7, 13, 19, 25, 31
Structure / Location, Availability, 131
Styling, 131
Substantiality, 102
SUPERIOR QUALITY PRODUCTS, 11, 17, 23, 29, 35
SUPPLIER FACTORS:, 42
Support products, 151
TARGET MARKETS, 119
Targeting strategies, 92
TECHNICAL / MARKETING CAPABILITIES & CAPACITY, 42
TECHNICAL CAPABILITIES / NEW PRODUCT DEVELOPMENTS, 42
TECHNOLOGICAL APTITUDE / TECHNOLOGICAL INNOVATIONS, 42
TECHNOLOGY / TECHNOLOGY FACTORS & DEVELOPMENT, 42
TOTAL ASSETS, 7, 13, 19, 25, 31
TOTAL ASSETS / EMPLOYEE, 9, 15, 21, 27, 33
TOTAL CURRENT ASSETS, 7, 13, 19, 25, 31
TOTAL CURRENT LIABILITIES, 8, 14, 20, 26, 32
TOTAL DEBT / WORKING CAPITAL, 9, 15, 21, 27, 33
TOTAL EMPLOYEES, 8, 14, 20, 26, 32
TOTAL FIXED ASSETS, 7, 13, 19, 25, 31
TOTAL MARKETING COSTS, 10, 16, 22, 28, 34, 58
TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH, 58
TOTAL OPERATIONAL PROCESS COSTS, 10, 16, 22, 28, 34
TOTAL R + D EXPENDITURE, 10, 16, 22, 28, 34
TOTAL SALES, 7, 13, 19, 25, 31
Trademark, 158
TRADING PROFIT, 7, 13, 19, 25, 31
TRADING PROFIT MARGIN, 8, 14, 20, 26, 32
Types of Services / Terms, Costs, Speed, 131
UNDIFFERENTIATED MARKETING, 119
Undifferentiated marketing., 93
USAGE RATE, 111
USER STATUS, 111
Venture products, 151
WARRANTY COSTS, 50
WORKING CAPITAL / SALES, 9, 15, 21, 27, 33

PART 8

Overseas Development Guide

240 pages

Top

Overseas Development Guide

PART 8 Overseas Development Guide
8.1 Overseas Turnover Improvement Scenarios
8.2 International Marketing
8.3 Guide over 200 potential overseas target markets
Market Demographics
8.4 Market Manuals

PART 8 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 8 Overseas Development Guide
6 PART 8.1
6 COMMERCIAL DECISION SCENARIOS
10 : EXPORT SALES IMPROVEMENT : to 2028
12 PART 8.2
12 OVERSEAS DEVELOPMENT FOR THE COMPANY
13 OVERSEAS ENVIRONMENTS
13 1. ECONOMIC ENVIRONMENT
13 i. Economies classified according to industrial structure
13 a) Subsistence economies
13 b). Raw-material exporting economies
13 c). Industrialising economies
13 d). Industrial economies
14 EXPORT PRODUCT TARGETING
14 Subsistence Countries
14 Raw-Material Exporting Countries
14 Industrialising Countries
14 Industrial Countries
14 High Technology Countries
20 ii. Economies classified according to National Incomes
20 a) Very low family incomes
20 b) Mostly low family incomes
20 c) Very low, very high family incomes
20 d) Low, medium, high family incomes
20 e) Mostly medium family incomes
21 2. POLITICAL-LEGAL ENVIRONMENT
21 a). Attitudes toward international buying
21 b). Political stability
21 c). Monetary regulations
21 d). Government bureaucracy
22 3. CULTURAL ENVIRONMENT
23 OVERSEAS DECISIONS
24 MARKET SELECTION DECISIONS
24 i. Estimate of current market potential
24 ii. Forecast of future market potential
24 iii. Forecast of market share
24 iv. Forecast of costs and profits
24 v. Estimate of rate of return on investment
25 MARKET ENTRY DECISIONS
25 1. EXPORT
25 i. Indirect export
25 ii. Direct export
26 2. JOINT VENTURING
26 i. Licensing
26 ii. Contract production
26 iii. Management contracting
27 iv. Joint-ownership ventures
27 3. DIRECT INVESTMENT
28 OVERSEAS DEVELOPMENT STRATEGY
28 Export : Indirect
28 Export : Direct
28 Joint Ventures : Investment Based
28 Joint Ventures : Local Investment Based
28 Direct Investment
34 4. MULTINATIONAL MARKETING
34 Direct investment base in several countries
35 MARKETING-MIX DECISIONS
35 1. PRODUCT + PROMOTION
35 i. Straight extensions
35 ii. Communication adaptation
35 iii. Product adaptation
35 iv. Dual adaptation
35 v. Product invention
36 OVERSEAS MARKETING-MIX
36 Straight Extensions
36 Communication Adaptation
36 Product Adaptation
36 Dual Adaptation
36 Product Innovation
42 2. DISTRIBUTION CHANNELS
42 3. PRICING
43 COMPANY ORGANISATION DECISIONS
43 1. EXPORT DEPARTMENT
43 2. INTERNATIONAL DIVISION
43 3. MULTINATIONAL ORGANISATION
44 OVERSEAS ORGANISATION
44 Export Department : Head Office Based
44 Export Department : Regionally Based
44 International Division : Regionally Based
44 International Division : Locally Based
44 Multinational Organisation

50 POTENTIAL OVERSEAS MARKETS
52 Afghanistan
53 Albania
54 Algeria
55 Andorra
56 Angola
57 Antigua & Barbuda
58 Argentina
59 Australia
60 Austria
61 Bahamas
62 Bahrain
63 Bangladesh
64 Barbados
65 Belgium
66 Belize
67 Benin
68 Bermuda
69 Bhutan
70 Bolivia
71 Botswana
72 Brazil
73 Brunei
74 Bulgaria
75 Burkina Faso
76 Burma
77 Burundi
78 Cambodia
79 Cameroon
80 Canada
81 Cape Verde
82 Central African Republic
83 Chad
84 Chile
85 China
86 Colombia
87 Comoros
88 Congo
89 Costa Rica
90 Cuba
91 Cyprus
92 Czech Republic & Slovakia
93 Denmark
94 Djibouti
95 Dominica
96 Dominican Republic
97 Germany
98 Ecuador
99 Egypt
100 El Salvador
101 Equatorial Guinea
102 Ethiopia
103 Fiji
104 Finland
105 France
106 French Guiana
107 Gabon
108 Gambia
109 Ghana
110 Greece
111 Grenada
112 Guatemala
113 Guinea
114 Guinea-Bissau
115 Guyana
116 Haiti
117 Honduras
118 Hong Kong
119 Hungary
120 Iceland
121 India
122 Indonesia
123 Iran
124 Iraq
125 Ireland
126 Israel
127 Italy
128 Ivory Coast
129 Jamaica
130 Japan
131 Jordan
132 Kenya
133 Kiribati
134 Kuwait
135 Laos
136 Lebanon
137 Lesotho
138 Liberia
139 Libya
140 Liechtenstein
141 Luxembourg
142 Macau
143 Madagascar
144 Malawi
145 Malaysia
146 Maldives
147 Mali
148 Malta
149 Martinique
150 Mauritania
151 Mauritius
152 Mexico
153 Monaco
154 Mongolia
155 Morocco
156 Mozambique
157 Namibia
158 Nauru
159 Nepal
160 Netherlands
161 Netherlands Antilles
162 New Zealand
163 Nicaragua
164 Niger
165 Nigeria
166 North Korea
167 Yemen
168 Norway
169 Oman
170 Pakistan
171 Panama
172 Papua New Guinea
173 Paraguay
174 Peru
175 Philippines
176 Poland
177 Portugal
178 Qatar
179 Romania
180 Rwanda
181 San Marino
182 Sao Tome & Principe
183 Saudi Arabia
184 Senegal
185 Seychelles
186 Sierra Leone
187 Singapore
188 Solomon Islands
189 Somalia
190 South Africa
191 South Korea
193 Spain
194 Sri Lanka
195 St. Kitts-Nevis
196 St. Lucia
197 St. Vincent
198 Sudan
199 Suriname
200 Swaziland
201 Sweden
202 Switzerland
203 Syria
204 Taiwan
205 Tanzania
206 Thailand
207 Togo
208 Tonga
209 Trinidad & Tobago
210 Tunisia
211 Turkey
212 Tuvalu
213 Uganda
214 United Arab Emirates
215 United Kingdom
216 United States of America
217 Uruguay
218 Russia (Former USSR + C.I.S. / Russian Federation)
219 Vanuatu
220 Venezuela
221 Vietnam
222 Germany (Former Western + United Germany)
223 Western Sahara
224 (Western) Samoa
225 (Yugoslavia - Current States of the former Yugoslavia)
226 Zaire (Democratic Republic of Congo)
227 Zambia
228 Zimbabwe

230 MARKET MANUAL
233 WORLD CONSUMPTION REPORT
233 PRODUCT CONSUMPTION
241 PRODUCT DISTRIBUTION
247 DISTRIBUTION CHANNEL COVERAGE

PART 8 - INDEX

ADDED VALUE, 10
ADVERTISING COSTS, 10
Afghanistan, 52
AFTER-SALES COSTS, 10
Albania, 53
Algeria, 54
Andorra, 55
Angola, 56
Antigua & Barbuda, 57
Argentina, 58
ASSETS UTILIZATION, 8
Attitudes toward international buying, 21
Australia, 59
Austria, 60
AVERAGE REMUNERATION, 9
Bahamas, 61
Bahrain, 62
Balance of Trade, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Bangladesh, 63
Barbados, 64
Belgium, 65
Belize, 66
Benin, 67
Bermuda, 68
Bhutan, 69
Bolivia, 70
BORROWING RATIO, 9
Botswana, 71
Brazil, 72
Brunei, 73
Bulgaria, 74
Burkina Faso, 75
Burma, 76
Burundi, 77
Cambodia, 78
Cameroon, 79
Canada, 80
CAPACITY UTILIZATION, 11
Cape Verde, 81
CAPITAL EMPLOYED, 8
CAPITAL EMPLOYED / EMPLOYEE, 9
CAPITAL EXPENDITURE, 11
Central African Republic, 82
Chad, 83
Chile, 84
China, 85
Colombia, 86
COMMERCIAL DECISION SCENARIOS
: EXPORT SALES IMPROVEMENT to 2028, 6
: EXPORT SALES IMPROVEMENT FORECAST, 10
Communication adaptation, 35
Comoros, 87
COMPARATIVE ADVERTISING EXPENDITURE, 11
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 11
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 11
COMPETITOR EXPORT PRODUCT TARGETING, 18
COMPETITOR OVERSEAS DEVELOPMENT STRATEGY, 32
COMPETITOR OVERSEAS MARKETING-MIX, 40
COMPETITOR OVERSEAS ORGANISATION, 48
COMPETITORS OF THE COMPANY, 18, 32, 40, 48
Congo, 88
Contract production, 26
Costa Rica, 89
CREDIT PERIOD, 8
CREDITORS, 7
CREDITORS' RATIO, 9
Cuba, 90
CULTURAL ENVIRONMENT, 22
CURRENT RATIO, 9
Cyprus, 91
Czech Republic & Slovakia, 92
DEBT GEARING RATIO, 9
DEBTORS, 7
Denmark, 93
DEPRECIATION, 7
Direct export, 25
DIRECT INVESTMENT, 27
Direct investment base overseas, 34
DIRECTORS' REMUNERATIONS, 8
DISTRIBUTION & HANDLING COSTS, 10
DISTRIBUTION CHANNEL COVERAGE, 247
DISTRIBUTION CHANNELS, 42
Djibouti, 94
DOMESTIC SALES, 7
Dominica, 95
Dominican Republic, 96
Dual adaptation, 35
ECONOMIC ENVIRONMENT, 13
Economies classified according to National Incomes, 20
Economies classified by industrial structure, 13
Ecuador, 98
Egypt, 99
El Salvador, 100
EMPLOYEES' REMUNERATIONS, 8
Entry and operating decision, 23
ENTRY DECISIONS, 25
Equatorial Guinea, 101
EQUITY RATIO, 9
Estimate of current market potential, 24
Estimate of rate of return on investment, 24
Ethiopia, 102
EXPORT, 25
EXPORT DEPARTMENT, 43
EXPORT PRODUCT TARGETING, 14
Fiji, 103
Finland, 104
FIXED ASSETS, 7
FIXED ASSETS / EMPLOYEE, 9
Forecast of costs & profits, 24
Forecast of future market potential, 24
Forecast of market share, 24
Foreign markets, 12
France, 105
French Guiana, 106
Gabon, 107
Gambia, 108
Germany, 97
Ghana, 109
Government bureaucracy, 21
Greece, 110
Grenada, 111
Gross National Product, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Growth in GNP, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Guatemala, 112
Guinea, 113
Guinea-Bissau, 114
Guyana, 115
Haiti, 116
Honduras, 117
Hong Kong, 118
Hungary, 119
Iceland, 120
IMMEDIATE CUSTOMER BASES, 11
INCOME GEARING, 9
India, 121
Indirect export, 25
Indonesia, 122
Industrial economies, 13
Industrialising economies, 13
INPUT / MATERIALS / ENERGY COSTS, 10
INTANGIBLE ASSETS, 7
INTEREST PAID, 7
INTERMEDIATE ASSETS, 7
INTERNATIONAL DIVISION, 43
International marketing decision, 23
Iran, 123
Iraq, 124
Ireland, 125
Israel, 126
Italy, 127
Ivory Coast, 128
Jamaica, 129
Japan, 130
JOINT VENTURING, 26
Joint-ownership ventures, 27
Jordan, 131
Kenya, 132
Kiribati, 133
Kuwait, 134
Laos, 135
Lebanon, 136
Lesotho, 137
Liberia, 138
Libya, 139
Licensing, 26
Liechtenstein, 140
LONG TERM LOANS, 8
Low & medium, high family incomes, 20
Luxembourg, 141
Macau, 142
Madagascar, 143
Major Cities in Afghanistan, 52
Major Cities in Albania, 53
Major Cities in Algeria, 54
Major Cities in Andorra, 55
Major Cities in Angola, 56
Major Cities in Antigua & Barbuda, 57
Major Cities in Argentina, 58
Major Cities in Australia, 59
Major Cities in Austria, 60
Major Cities in Bahamas, 61
Major Cities in Bahrain, 62
Major Cities in Bangladesh, 63
Major Cities in Barbados, 64
Major Cities in Belgium, 65
Major Cities in Belize, 66
Major Cities in Benin, 67
Major Cities in Bermuda, 68
Major Cities in Bhutan, 69
Major Cities in Bolivia, 70
Major Cities in Botswana, 71
Major Cities in Brazil, 72
Major Cities in Brunei, 73
Major Cities in Bulgaria, 74
Major Cities in Burkina Faso, 75
Major Cities in Burma, 76
Major Cities in Burundi, 77
Major Cities in Cambodia, 78
Major Cities in Cameroon, 79
Major Cities in Canada, 80
Major Cities in Cape Verde, 81
Major Cities in Central African Republic, 82
Major Cities in Chad, 83
Major Cities in Chile, 84
Major Cities in China, 85
Major Cities in Colombia, 86
Major Cities in Comoros, 87
Major Cities in Congo, 88
Major Cities in Costa Rica, 89
Major Cities in Cuba, 90
Major Cities in Cyprus, 91
Major Cities in Czech Republic & Slovakia, 92
Major Cities in Denmark, 93
Major Cities in Djibouti, 94
Major Cities in Dominica, 95
Major Cities in Dominican Republic, 96
Major Cities in Ecuador, 98
Major Cities in Egypt, 99
Major Cities in El Salvador, 100
Major Cities in Equatorial Guinea, 101
Major Cities in Ethiopia, 102
Major Cities in Fiji, 103
Major Cities in Finland, 104
Major Cities in France, 105
Major Cities in French Guiana, 106
Major Cities in Gabon, 107
Major Cities in Gambia, 108
Major Cities in Germany, 97
Major Cities in Ghana, 109
Major Cities in Greece, 110
Major Cities in Grenada, 111
Major Cities in Guatemala, 112
Major Cities in Guinea, 113
Major Cities in Guinea-Bissau, 114
Major Cities in Guyana, 115
Major Cities in Haiti, 116
Major Cities in Honduras, 117
Major Cities in Hong Kong, 118
Major Cities in Hungary, 119
Major Cities in Iceland, 120
Major Cities in India, 121
Major Cities in Indonesia, 122
Major Cities in Iran, 123
Major Cities in Iraq, 124
Major Cities in Ireland, 125
Major Cities in Israel, 126
Major Cities in Italy, 127
Major Cities in Ivory Coast, 128
Major Cities in Jamaica, 129
Major Cities in Japan, 130
Major Cities in Jordan, 131
Major Cities in Kenya, 132
Major Cities in Kiribati, 133
Major Cities in Kuwait, 134
Major Cities in Laos, 135
Major Cities in Lebanon, 136
Major Cities in Lesotho, 137
Major Cities in Liberia, 138
Major Cities in Libya, 139
Major Cities in Liechtenstein, 140
Major Cities in Luxembourg, 141
Major Cities in Macau, 142
Major Cities in Madagascar, 143
Major Cities in Malawi, 144
Major Cities in Malaysia, 145
Major Cities in Maldives, 146
Major Cities in Mali, 147
Major Cities in Malta, 148
Major Cities in Martinique, 149
Major Cities in Mauritania, 150
Major Cities in Mauritius, 151
Major Cities in Mexico, 152
Major Cities in Monaco, 153
Major Cities in Mongolia, 154
Major Cities in Morocco, 155
Major Cities in Mozambique, 156
Major Cities in Namibia, 157
Major Cities in Nauru, 158
Major Cities in Nepal, 159
Major Cities in Netherlands, 160
Major Cities in Netherlands Antilles, 161
Major Cities in New Zealand, 162
Major Cities in Nicaragua, 163
Major Cities in Niger, 164
Major Cities in Nigeria, 165
Major Cities in North Korea, 166
Major Cities in Yemen, 167
Major Cities in Norway, 168
Major Cities in Oman, 169
Major Cities in Pakistan, 170
Major Cities in Panama, 171
Major Cities in Papua New Guinea, 172
Major Cities in Paraguay, 173
Major Cities in Peru, 174
Major Cities in Philippines, 175
Major Cities in Poland, 176
Major Cities in Portugal, 177
Major Cities in Qatar, 178
Major Cities in Romania, 179
Major Cities in Rwanda, 180
Major Cities in San Marino, 181
Major Cities in Sao Tome & Principe, 182
Major Cities in Saudi Arabia, 183
Major Cities in Senegal, 184
Major Cities in Seychelles, 185
Major Cities in Sierra Leone, 186
Major Cities in Singapore, 187
Major Cities in Solomon Islands, 188
Major Cities in Somalia, 189
Major Cities in South Africa, 190
Major Cities in South Korea, 191
Major Cities in Spain, 193
Major Cities in Sri Lanka, 194
Major Cities in St. Kitts-Nevis, 195
Major Cities in St. Lucia, 196
Major Cities in St. Vincent, 197
Major Cities in Sudan, 198
Major Cities in Suriname, 199
Major Cities in Swaziland, 200
Major Cities in Sweden, 201
Major Cities in Switzerland, 202
Major Cities in Syria, 203
Major Cities in Taiwan, 204
Major Cities in Tanzania, 205
Major Cities in Thailand, 206
Major Cities in Togo, 207
Major Cities in Tonga, 208
Major Cities in Trinidad & Tobago, 209
Major Cities in Tunisia, 210
Major Cities in Turkey, 211
Major Cities in Tuvalu, 212
Major Cities in Uganda, 213
Major Cities in United Arab Emirates, 214
Major Cities in United Kingdom, 215
Major Cities in United States of America, 216
Major Cities in Uruguay, 217
Major Cities in Russia (former USSR + New States), 218
Major Cities in Vanuatu, 219
Major Cities in Venezuela, 220
Major Cities in Vietnam, 221
Major Cities in Germany (former Western + United Germany), 222
Major Cities in Western Sahara, 223
Major Cities in (Western) Samoa, 224
Major Cities in (Yugoslavia - Current States of the former Yugoslavia), 225
Major Cities in Zaire (Democratic Republic of Congo), 226
Major Cities in Zambia, 227
Major Cities in Zimbabwe, 228
Malawi, 144
Malaysia, 145
Maldives, 146
Mali, 147
Malta, 148
Management contracting, 26
MARKET MANUAL, 230
MARKET SELECTION DECISIONS, 24
Market-selection decision, 23
Marketing-mix decision, 23
MARKETING-MIX DECISIONS, 35
Marketing-organisation decision, 23
Martinique, 149
Mauritania, 150
Mauritius, 151
Mexico, 152
MISCELLANEOUS CURRENT ASSETS, 7
MISCELLANEOUS CURRENT LIABILITIES, 8
MISCELLANEOUS LONG TERM LIABILITIES, 8
Monaco, 153
Monetary regulations, 21
Mongolia, 154
Morocco, 155
Mostly low family incomes, 20
Mostly medium family incomes, 20
Mozambique, 156
MULTINATIONAL MARKETING, 34
MULTINATIONAL ORGANISATION, 43
Namibia, 157
Nauru, 158
Nepal, 159
NET ASSETS, 8
Netherlands, 160
Netherlands Antilles, 161
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 10
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 11
NEW TECHNOLOGY EXPENDITURE, 10
New Zealand, 162
Nicaragua, 163
Niger, 164
Nigeria, 165
NON-TRADING INCOME, 7
North Korea, 166
Yemen, 167
Norway, 168
Oman, 169
OPERATING PROFIT, 7
OPERATING PROFIT MARGIN, 8
OPERATIONS + DIVISIONS OF THE COMPANY, 14, 28, 36, 44
ORGANISATION DECISIONS, 43
OVERSEAS DECISIONS, 23
OVERSEAS DEVELOPMENT, 12
OVERSEAS DEVELOPMENT STRATEGY, 28
Overseas Direct Investment, 28
OVERSEAS ENVIRONMENTS, 13
Overseas Joint Ventures : Investment Based, 28
Overseas Joint Ventures : Local Investment Based, 28
Overseas marketing, 12
OVERSEAS MARKETING-MIX, 36
Overseas Marketing Factors
: Communication Adaptation, 36
: Dual Adaptation, 36
: Product Adaptation, 36
: Product Innovation, 36
: Straight Extensions, 36
Overseas Mix Factors
: International Division : Locally Based, 44
: International Division : Regionally Based, 44
: Multinational Organisation, 44
: Sales Department : Head Office Based, 44
: Sales Department : Regionally Based, 44
OVERSEAS ORGANISATION, 44
Overseas Sales: Direct, 28
Overseas Sales: Indirect, 28
OVERSEAS TURNOVER, 7
OVERSEAS TURNOVER / SALES, 9
Pakistan, 170
Panama, 171
Papua New Guinea, 172
Paraguay, 173
PART 8, 2
PART 8 Overseas Development Guide, 4
PART 8.2, 12
PAYROLL COSTS, 10
Per Capita GNP, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Peru, 174
Philippines, 175
PLANT + EQUIPMENT IN USE, 10
PLANT + EQUIPMENT INVESTMENT, 10
Poland, 176
Political stability, 21
POLITICAL-LEGAL ENVIRONMENT, 21
Population, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Population Demographics, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Population Density, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Population Growth, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Population Literacy, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Population Urbanisation, 52, 53, 54, 55, 56, 57, 58, 59, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115, 116, 117, 118, 119, 120, 121, 122, 123, 124, 125, 126, 127, 128, 129, 130, 131, 132, 133, 134, 135, 136, 137, 138, 139, 140, 141, 142, 143, 144, 145, 146, 147, 148, 149, 150, 151, 152, 153, 154, 155, 156, 157, 158, 159, 160, 161, 162, 163, 164, 165, 166, 167, 168, 169, 170, 171, 172, 173, 174, 175, 176, 177, 178, 179, 180, 181, 182, 183, 184, 185, 186, 187, 188, 189, 190, 191, 192, 193, 194, 195, 196, 197, 198, 199, 200, 201, 202, 203, 204, 205, 206, 207, 208, 209, 210, 211, 212, 213, 214, 215, 216, 217, 218, 219, 220, 221, 222, 223, 224, 225, 226, 227, 228
Portugal, 177
POTENTIAL OVERSEAS MARKETS, 50
PRE-TAX PROFIT, 7
PRE-TAX PROFIT MARGINS, 8
PRICING, 42
PRODUCT & PROMOTION, 35
Product adaptation, 35
Product invention, 35
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 11
PRODUCTS OF THE COMPANY, 16, 30, 38, 46
PROFIT PER EMPLOYEE, 9
Qatar, 178
QUICK RATIO, 9
Raw-material exporting economies, 13
READER WORKSHEET, 15, 17, 19, 29, 31, 33, 37, 39, 41, 45, 47, 49
REMUNERATIONS / SALES, 9
RETURN ON ASSETS, 8
RETURN ON CAPITAL, 8
RETURN ON INVESTMENTS, 9
RETURN ON SHAREHOLDERS' FUNDS, 8
Risk and uncertainty of marketing, 24
Romania, 179
Rwanda, 180
SALES / FIXED ASSETS, 8
SALES COSTS, 10
SALES PER EMPLOYEE, 9
San Marino, 181
Sao Tome & Principe, 182
Saudi Arabia, 183
Senegal, 184
Seychelles, 185
SHAREHOLDERS FUNDS, 8
SHORT TERM LOANS, 7
Sierra Leone, 186
Singapore, 187
Solomon Islands, 188
Somalia, 189
South Africa, 190
South Korea, 191
Spain, 193
Sri Lanka, 194
St. Kitts-Nevis, 195
St. Lucia, 196
St. Vincent, 197
STOCK TURNOVER, 8
STOCKS, 7
Straight extensions, 35
Subsistence economies, 13
Sudan, 198
SUPERIOR QUALITY PRODUCTS, 11
Suriname, 199
Swaziland, 200
Sweden, 201
Switzerland, 202
Syria, 203
Taiwan, 204
Tanzania, 205
Target Market Factors
: High Technology Countries, 14
: Industrial Countries, 14
: Industrialising Countries, 14
: Raw-Material Exporting Countries, 14
: Subsistence Countries, 14
Target return on its investment, 24
Thailand, 206
Togo, 207
Tonga, 208
TOTAL ASSETS, 7
TOTAL ASSETS / EMPLOYEE, 9
TOTAL CURRENT ASSETS, 7
TOTAL CURRENT LIABILITIES, 8
TOTAL DEBT / WORKING CAPITAL, 9
TOTAL EMPLOYEES, 8
TOTAL FIXED ASSETS, 7
TOTAL MARKETING COSTS, 10
TOTAL OPERATIONAL PROCESS COSTS, 10
TOTAL R + D EXPENDITURE, 10
TOTAL SALES, 7
TRADING PROFIT, 7
TRADING PROFIT MARGIN, 8
Trinidad & Tobago, 209
Tunisia, 210
Turkey, 211
Tuvalu, 212
Uganda, 213
United Arab Emirates, 214
United Kingdom, 215
United States of America, 216
Uruguay, 217
Russia (former USSR + New States), 218
Vanuatu, 219
Venezuela, 220
Very low / very high family incomes, 20
Very low family incomes, 20
Vietnam, 221
Germany (former Western + United Germany), 222
Western Sahara, 223
(Western) Samoa, 224
WORKING CAPITAL / SALES, 9
WORLD CONSUMPTION, 233
WORLD CONSUMPTION REPORT, 233
WORLD DISTRIBUTION, 241
(Yugoslavia - Current States of the former Yugoslavia), 225
Zaire (Democratic Republic of Congo), 226
Zambia, 227
Zimbabwe, 228

PART 9

Product Distribution & Customer Service Planning

150 pages

Top

Product Distribution & Customer Planning

PART 9 Product Distribution & Customer Service Planning
9.1 Distribution & Customer Service Costs & Margins
9.2 Physical Distribution & Objectives
        Distribution Strategy
        Product Availability
        Locations Tactics
        Organisational Problems
        National & Geographic Variations
9.3 Distribution Channels & Customer Servicing Financial Scenarios

PART 9 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 9 Product Distribution & Customer Service Planning
6 PART 9.1
6 CHANNEL DECISIONS FOR THE COMPANY
8 COMPANY INTERMEDIARIES
8 COMPANY CHANNEL LEVELS
10 PRODUCT CHANNELS
10 Direct to End User
10 Via Sales-Force
10 Via Sales Outlet
10 Via Wholesaler
10 Via Jobber
16 CHANNEL FLOWS
17 INTERMEDIARIES
18 PHYSICAL PRODUCT FLOWS
20 OWNERSHIP FLOWS
22 PAYMENT FLOWS
24 INFORMATION FLOWS
26 PROMOTIONAL FLOWS
30 PRODUCT FUNCTION CHECKLIST
30 Contact
30 Merchandising
30 Pricing
30 Propaganda
30 Physical Handling
36 CHANNEL CHANGES
37 VERTICAL CHANNEL
37 Traditional channels
37 Vertical marketing systems
37 Types of vertical marketing systems
37 1. Corporate system
37 2. Administered system
38 3. Contractual system
40 HORIZONTAL CHANNELS
40 CHANNEL POSITION
41 CHANNEL COMPETITION
42 CHANNEL DESIGN
43 CHANNEL OBJECTIVES
43 1. Customer Characteristics
43 2. Product characteristics
44 3. Distribution Channel characteristics
44 4. Competitive characteristics
44 5. Company characteristics
45 6. Environmental characteristics
46 CHANNEL CHARACTERISTICS
46 Customer Strengths
46 Product Strengths
46 Competitive Strengths
46 In-House Strengths
46 Environmental Strengths
52 CHANNEL ALTERNATIVES
52 Distinguishing the major channel alternatives
52 1. Basic types of business intermediaries
52 2. Number of intermediaries
52 3. Particular marketing tasks of intermediary
52 4. Responsibilities of intermediaries
52 1. Types of intermediaries
53 2. Number of Intermediaries
53 i. Intensive distribution
53 ii. Exclusive distribution
53 iii. Selective distribution
54 3. Specific marketing tasks of channel members
55 4. Terms + responsibilities of channel members
55 i. Pricing policies
55 ii. Conditions of sale
55 iii. Territorial rights
55 iv. Specific performance of each party
56 CHANNEL ALTERNATIVES
56 Strengths: Type of Intermediaries
56 Strengths: Numbers of Intermediaries
56 Strengths: Marketing Effectiveness of Channels
56 Strengths: Trading Terms of Channel Members
56 Strengths: Responsibilities of Channel Members
63 COMPANY CHANNEL EVALUATION
63 1. Economic criteria
64 CHANNEL EVALUATION
64 Direct to End User
64 Via Sales-Force
64 Via Sales Outlet
64 Via Wholesaler
64 Via Jobber
70 2. Control criteria
72 PRODUCT CHANNEL EVALUATION
72 Vertical Relations
72 Horizontal Relations
72 Interchannel Conflict
72 Legal Conflict
72 Motivation
78 3. Adaptive criteria
80 PRODUCT CHANNEL ADAPTABILITY
80 Probability of Channel Change
80 Easy of Exit from existing channels
80 Penalties in Exit from existing channels
80 Flexibility of Existing Channels
80 Potential for developing Existing Channels
86 COMPANY CHANNEL MANAGEMENT
86 1. Selecting channel members
87 2. Motivating channel members
88 3. Evaluating channel members
90 PRODUCT CHANNEL MANAGEMENT
90 Formalised Channel Selection Screening
90 Formalised Channel Motivation Programmed
90 Formalised Channel Evaluation & Rating
90 Formalised Channel Monitoring procedure
90 Formalised Trouble-shooting procedure
96 CHANNEL MODIFICATIONS
101 PART 9.2
101 COMPANY PHYSICAL DISTRIBUTION
102 COMPANY DISTRIBUTION SCOPE
103 DISTRIBUTION EFFICIENCY
103 Distribution Planning & Accounting
103 Process Management & Handling
103 Physical Distribution Efficiency
103 Point of Sale & Customer Service Efficiency
103 Order Handling & Processing
109 PHYSICAL DISTRIBUTION SYSTEM FLOW CHART
110 COMPANY PHYSICAL DISTRIBUTION OBJECTIVES
110 1. Level of Service
111 LEVEL + COST OF SERVICE
111 Level of Service: Responsiveness
111 Level of Service: Problem Solving
111 Level of Service: Product / Price / Service Factors
111 Cost of Service: Functional Costs
111 Cost of Service: Physical Handling Costs
117 2. Cost of service
118 3. Service objective
119 INDUSTRY AVERAGE DISTRIBUTION COSTS
119 DISTRIBUTION COSTS
121 DISTRIBUTION COSTS
121 Distribution & Storage Fixed Costs
121 Distribution & Storage Variable Costs
121 Physical Handling & Process Fixed Costs
121 Physical Handling & Process Variable Costs
121 Total Distribution Costs
127 ALTERNATIVES IN PHYSICAL DISTRIBUTION
127 1. Single Location, Single Market
127 2. Single Location, multiple markets
128 i. Direct handling of customers
129 ii. Bulk handling of customers from a local handling facility
129 iii. Part processing at a local or remote location
129 iv. Full processing at a local or remote location
130 3. Multiple Locations, multiple markets
131 PHYSICAL DISTRIBUTION
131 Single Location / Single Markets
131 Single Location / Multiple Markets: Direct Handling
131 Single Location / Multiple Markets: Bulk Handling
131 Single Location / Multiple Markets: Split Processing
131 Multiple Location / Multiple Markets
137 PRODUCT AVAILABILITY DECISIONS
137 1. Types of Product Supply & Availability decisions
137 i. Supply Timing
138 ii. Supply Quantity
139 LOCATION DECISIONS
139 1. Types of location decisions
139 i. Selecting the location area
140 ii. Selecting sites
142 DISTRIBUTION RESPONSIBILITY
142 1. Divided authority
142 2. Organisational alternatives
143 DISTRIBUTION DECISIONS
143 Product Availability Timing Efficiency
143 Product Availability Quantity Efficiency
143 Locations Efficiency
143 Organisational Efficiency
143 ~~ Organisational & Decision Flexibility
150 DISTRIBUTION CHANNEL IMPROVEMENT to 2028
154 DISTRIBUTION CHANNEL IMPROVEMENT : to 2028

PART 9 - INDEX

Adaptive criteria, 78
Adaptive Factors, 63
ADDED VALUE, 154
Additional charges or prices, 110
Administered system, 37
ADVERTISING COSTS, 154
AFTER-SALES COSTS, 154
ALTERNATIVES IN PHYSICAL DISTRIBUTION, 127
Annual sales volume target, 141
ASSETS UTILIZATION, 152
Availability of after-sales services, 110
AVERAGE REMUNERATION, 153
BORROWING RATIO, 153
Broad View, 102
Bulk handling - local facility, 129
Bulk Handling of customers, 127
CAPACITY UTILIZATION, 155
CAPITAL EMPLOYED, 152
CAPITAL EMPLOYED / EMPLOYEE, 153
CAPITAL EXPENDITURE, 155
Care with which products are delivered, 110
CHANNEL ALTERNATIVES, 52, 56
Channel Change Probability, 80
CHANNEL CHANGES, 36
CHANNEL CHARACTERISTICS, 46
CHANNEL COMPETITION, 41
Channel Competitive Strengths, 46
Channel Customer Strengths, 46
CHANNEL DECISIONS, 6
CHANNEL DESIGN, 42
Channel Environmental Strengths, 46
CHANNEL EVALUATION, 63, 64
Channel Evaluation & Rating, 90
Channel Evaluation Factors
: Direct to End User, 64
: Via Jobber, 64
: Via Sales Outlet, 64
: Via Sales-Force, 64
: Via Wholesaler, 64
CHANNEL FLOWS, 16
Channel In-House Strengths, 46
CHANNEL LEVELS, 8
CHANNEL MANAGEMENT, 86
CHANNEL MODIFICATIONS, 96
Channel Monitoring procedure, 90
Channel Motivation Programmed, 90
CHANNEL OBJECTIVES, 43
CHANNEL POSITION, 40
Channel Product Strengths, 46
Channel Selection Screening, 90
Channel Strengths Factors
: Marketing Effectiveness of Channels, 56
: Numbers of Intermediaries, 56
: Responsibilities of Channel Members, 56
: Trading Terms of Channel Members, 56
: Type of Intermediaries, 56
Channel Trouble-shooting procedure, 90
COMMERCIAL DECISION SCENARIOS
: DISTRIBUTION CHANNEL IMPROVEMENT to 2028, 150
: DISTRIBUTION CHANNEL IMPROVEMENT FORECAST, 154
Company characteristics, 44
COMPARATIVE ADVERTISING EXPENDITURE, 155
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 155
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 155
Competitive characteristics, 44
COMPETITOR CHANNEL ALTERNATIVES, 60
COMPETITOR CHANNEL CHARACTERISTICS, 50
COMPETITOR CHANNEL EVALUATION, 68
COMPETITOR DISTRIBUTION COSTS, 125
COMPETITOR DISTRIBUTION DECISIONS, 147
COMPETITOR DISTRIBUTION EFFICIENCY, 107
COMPETITOR LEVEL + COST OF SERVICE, 115
COMPETITOR PHYSICAL DISTRIBUTION, 135
COMPETITOR PRODUCT CHANNEL ADAPTABILITY, 84
COMPETITOR PRODUCT CHANNEL EVALUATION, 76
COMPETITOR PRODUCT CHANNEL MANAGEMENT, 94
COMPETITOR PRODUCT CHANNELS, 14
COMPETITOR PRODUCT FUNCTION CHECKLIST, 34
COMPETITORS OF THE COMPANY, 14, 34, 50, 60, 68, 76, 84, 94, 107, 115, 125, 135, 147
Complementor, 40
Conditions of sale, 55
Contact, 28
Contractual system, 38
Control criteria, 70
Control Factors, 63
Corporate system, 37
Cost of capital, 138
Cost of lost sales due to average delivery delay, 118
Cost of service, 117
CREDIT PERIOD, 152
CREDITORS, 151
CREDITORS' RATIO, 153
CURRENT RATIO, 153
Customer Characteristics, 43
Customer profiles, 141
DEBT GEARING RATIO, 153
DEBTORS, 151
Demographic data, 141
DEPRECIATION, 151
Depreciation and obsolescence, 138
Direct Handling of customers, 127, 128
DIRECTORS' REMUNERATIONS, 152
Distinguishing channel alternatives, 52
DISTRIBUTION & HANDLING COSTS, 154
Distribution & Storage Fixed Costs, 121
Distribution & Storage Variable Costs, 121
Distribution Channel characteristics, 44
DISTRIBUTION COSTS, 119, 121
DISTRIBUTION DECISIONS, 143
DISTRIBUTION EFFICIENCY, 103
Distribution Fixed Costs, 119
Distribution Organisational & Decision Flexibility, 143
Distribution Organisational Efficiency, 143
Distribution Planning & Accounting, 103
Distribution Process Management & Handling, 103
DISTRIBUTION RESPONSIBILITY, 142
DISTRIBUTION SCOPE, 102
Distribution Variable Costs, 119
Divided authority, 142
DOMESTIC SALES, 151
Economic criteria, 63
Economic Factors, 63
EMPLOYEES' REMUNERATIONS, 152
Environmental characteristics, 45
EQUITY RATIO, 153
Evaluating channel members, 88
Exclusive distribution, 53
Existing channels Factors
: Easy of Exit, 80
: Flexibility, 80
: Penalties in Exit, 80
: Potential for developing, 80
Filling and delivering normal orders, 110
FIXED ASSETS, 151
FIXED ASSETS / EMPLOYEE, 153
Franchise organisation, 38
Full processing, 127
Full processing - local or remote location, 129
Geographic setting, 141
Handling and Storage charges, 138
HORIZONTAL CHANNELS, 40
Horizontal relations in the channel, 70
IMMEDIATE CUSTOMER BASES, 155
INCOME GEARING, 153
INDUSTRY AVERAGE DISTRIBUTION COSTS, 119
INFORMATION FLOWS, 24
INPUT / MATERIALS / ENERGY COSTS, 154
Insiders, 40
INTANGIBLE ASSETS, 151
Intensive distribution, 53
Interchannel conflict, 70
INTEREST PAID, 151
INTERMEDIARIES, 8, 17
INTERMEDIATE ASSETS, 151
Legal conflict, 70
LEVEL + COST OF SERVICE, 111
Level of Service, 110
Local handling facility, 127
Local or remote location, 127
LOCATION DECISIONS, 139
Locations Efficiency, 143
LONG TERM LOANS, 152
Marketing tasks of channel members, 54
Merchandising, 28
MISCELLANEOUS CURRENT ASSETS, 151
MISCELLANEOUS CURRENT LIABILITIES, 152
MISCELLANEOUS LONG TERM LIABILITIES, 152
Motivating channel members, 87
Multiple Locations / multiple markets, 130
Narrow View, 102
NET ASSETS, 152
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 154
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 155
NEW TECHNOLOGY EXPENDITURE, 154
NON-TRADING INCOME, 151
Number of intermediaries, 52, 53
OPERATING PROFIT, 151
OPERATING PROFIT MARGIN, 152
OPERATIONS + DIVISIONS OF THE COMPANY, 10, 30, 46, 56, 64, 72, 80, 90, 103, 111, 121, 131, 143
Options on order handling, 110
Order Handling & Processing Efficiency, 103
Organisational alternatives, 142
Outside innovator, 40
OVERSEAS TURNOVER, 151
OVERSEAS TURNOVER / SALES, 153
Ownership and terms of location, 141
OWNERSHIP FLOWS, 20
PART 9, 2
PART 9 Product Distribution & Customer Service Planning, 4
PART 9.1, 6
PART 9.2, 101
Part processing, 127
Part processing - local or remote location, 129
PAYMENT FLOWS, 22
PAYROLL COSTS, 154
Performance of channel parties, 55
PHYSICAL DISTRIBUTION, 101, 131
Physical Distribution Efficiency, 103
PHYSICAL DISTRIBUTION OBJECTIVES, 110
PHYSICAL DISTRIBUTION SYSTEM FLOW CHART, 109
Physical Handling, 28
Physical Handling & Process Fixed Costs, 121
Physical Handling & Process Variable Costs, 121
Physical Handling Fixed Costs, 119
Physical Handling Variable Costs, 119
Physical Multiple Location / Multiple Markets, 131
Physical Process Fixed Costs, 119
Physical Process Variable Costs, 119
PHYSICAL PRODUCT FLOWS, 18
Physical Locations
: Single Location / Multiple Markets: Bulk Handling, 131
: Single Location / Multiple Markets: Direct Handling, 131
: Single Location / Multiple Markets: Split Processing, 131
: Single Location / Single Markets, 131
PLANT + EQUIPMENT IN USE, 154
PLANT + EQUIPMENT INVESTMENT, 154
Point of Sale & Customer Service Efficiency, 103
PRE-TAX PROFIT, 151
PRE-TAX PROFIT MARGINS, 152
Pricing, 28
Pricing policies, 55
PRODUCT AVAILABILITY DECISIONS, 137
Product Availability Quantity Efficiency, 143
Product Availability Timing Efficiency, 143
PRODUCT CHANNEL ADAPTABILITY, 80
PRODUCT CHANNEL EVALUATION, 72
PRODUCT CHANNEL MANAGEMENT, 90
Product Channel Factors
: Direct to End User, 10
: Horizontal Relations, 72
: Interchannel Conflict, 72
: Legal Conflict, 72
: Motivation, 72
: Vertical Relations, 72
: Via Jobber, 10
: Via Sales Outlet, 10
: Via Sales-Force, 10
: Via Wholesaler, 10
PRODUCT CHANNELS, 10
Product characteristics, 43
PRODUCT FUNCTION CHECKLIST, 30
Product Function Factors
: Contact, 30
: Merchandising, 30
: Physical Handling, 30
: Pricing, 30
: Propaganda, 30
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 155
PRODUCTS OF THE COMPANY, 12, 32, 48, 58, 66, 74, 82, 92, 105, 113, 123, 133, 145
PROFIT PER EMPLOYEE, 153
PROMOTIONAL FLOWS, 26
Propaganda, 28
QUICK RATIO, 153
READER WORKSHEET, 11, 13, 15, 31, 33, 35, 47, 49, 51, 57, 59, 61, 65, 67, 69, 73, 75, 77, 81, 83, 85, 91, 93, 95, 104, 106, 108, 112, 114, 116, 122, 124, 126, 132, 134, 136, 144, 146, 148
Readiness to rectify complaints, 110
REMUNERATIONS / SALES, 153
Responsibilities of channel members, 55
Responsibilities of intermediaries, 52
Retail Level co-operatives, 38
RETURN ON ASSETS, 152
RETURN ON CAPITAL, 152
RETURN ON INVESTMENTS, 153
RETURN ON SHAREHOLDERS' FUNDS, 152
SALES / FIXED ASSETS, 152
SALES COSTS, 154
SALES PER EMPLOYEE, 153
Scarce resources, 28
Selecting channel members, 86
Selecting Locations, 139
Selecting sites, 140
Selective distribution, 53
Service Cost: Functional Costs, 111
Service Cost: Physical Handling Costs, 111
Service objective, 118
Service Factors
: Level of Problem Solving, 111
: Level of Product / Price / Service Factors, 111
: Level of Responsiveness, 111
SHAREHOLDERS FUNDS, 152
SHORT TERM LOANS, 151
Single Locations & multiple markets, 127
Single Market, 127
Site and support infrastructure, 141
Specialisation, 28
STOCK TURNOVER, 152
STOCKS, 151
Strivers, 40
SUPERIOR QUALITY PRODUCTS, 155
Supply Quantity, 138
Supply Timing, 137
Tasks of intermediary, 52
Taxes and insurance, 138
Territorial rights, 55
TOTAL ASSETS, 151
TOTAL ASSETS / EMPLOYEE, 153
TOTAL CURRENT ASSETS, 151
TOTAL CURRENT LIABILITIES, 152
TOTAL DEBT / WORKING CAPITAL, 153
Total distribution costs, 118
TOTAL EMPLOYEES, 152
TOTAL FIXED ASSETS, 151
Total fixed handling costs, 118
TOTAL MARKETING COSTS, 154
TOTAL OPERATIONAL PROCESS COSTS, 154
TOTAL R + D EXPENDITURE, 154
TOTAL SALES, 151
Total transport costs, 118
Total variable handling costs, 118
Trade-relations mix, 55
Trading area, 141
TRADING PROFIT, 151
TRADING PROFIT MARGIN, 152
Traditional channels, 37
Transients, 40
Types of business intermediaries, 52
Types of intermediaries, 52
Types of location decisions, 139
Types of Product Supply & Availability, 137
Types of vertical marketing systems, 37
VERTICAL CHANNEL, 37
Vertical marketing systems, 37
Vertical relations in the channel, 70
Voluntary chain, 38
Warehouse/Storage Fixed Costs, 119
Warehouse/Storage Variable Costs, 119
Willingness to improve product availability, 110
Willingness to meet emergency product needs, 110
WORKING CAPITAL / SALES, 153

PART 10

Advertising & P.R. Department Management

90 pages

Top

Advertising & P.R. Department Management

PART 10 Advertising & P.R. Department Management
10.1 Comparative Industry Advertising
        Sales Response & Decay
10.2 Advertising Message Generation
        Message Evaluation
        Message Execution
10.3 Media Vehicles
        Media Selection
10.4 Advertising Timing
        Advertising Efficiency
10.5 Customer Communications

PART 10 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 10 Advertising & P.R. Department Management
6 PART 10.1
6 ADVERTISING STRATEGY FOR THE COMPANY
7 1. Purpose of advertising
7 2. The power of advertising
8 3. Defining advertising goals
9 4. Major advertising decisions
10 COMPANY ADVERTISING BUDGET DECISIONS
10 1. Static methods for setting the advertising budget
10 i. "Affordable" method advertising budget
10 ii. Percentage-of-sales method advertising budget
11 iii. Competitive-parity method advertising budget
11 iv. Objective-and-task method advertising budget
12 2. Dynamic models for setting advertising budgets
12 i. Sales-response and decay models
13 ii. Communication Stage models
14 iii. Adaptive-control models
15 iv. Competitive Share models
16 ADVERTISING STRATEGY APPRAISAL
16 Advertising Budget Setting Procedures
16 Advertising Goal + Target Formulation
16 Advertising Competitiveness
16 Advertising Objectives & Tasks
16 Dynamic Advertising Planning
22 INDUSTRY AVERAGE SALES COSTS
22 ADVERTISING COSTS
24 ADVERTISING COSTS
24 Mail & Direct Mail Advertising
24 Media Advertising
24 Advertising Materials
24 Merchandising / POS
24 Publicity : P.R. : Exhibitions
31 PART 10.2
31 ADVERTISING MESSAGE GENERATION FOR THE COMPANY
32 1. Message generation
33 2. Message evaluation + selection
34 3. Message execution
34 4. Creating Advertisements
35 ADVERTISING MESSAGE
35 Message Generation Efficiency
35 Message Evaluation
35 Message Execution: Structure
35 Message Execution: Development
35 Message Creativity
42 PART 10.3
42 ADVERTISING MEDIA SELECTION FOR THE COMPANY
42 1. Selecting Media Categories
43 2. Selecting Media Vehicles
43 i. Cost-per-thousand criterion
44 ii. Computerised media selection
46 MEDIA VEHICLE EVALUATION
46 Media Selection Efficiency
46 Target Audience Efficiency
46 Target Geographic Efficiency
46 Target Product Efficiency
46 Target Market Efficiency
53 PART 10.4
53 ADVERTISING TIMING FOR THE COMPANY
54 1. Macro-scheduling problem
55 2. Micro-scheduling problem
55 Classification of Timing Patterns
56 COMPANY ADVERTISING EFFECTIVENESS
56 1. Communication Effect research
56 i. Direct ratings
57 ADVERTISING MONITORING
57 Ad. Agency: Monitoring
57 Ad. Agency: Research Techniques
57 In-House: Ad Agency Monitoring
57 In-House: Advertising Monitoring
57 In-House: Advertising Research Techniques
63 ii. Portfolio tests
63 iii. Laboratory tests
63 iv. Recall tests
63 v. Recognition tests
64 PORTFOLIO TEST RATING
65 ADVERTISING RATING
65 Attention Strengths
65 Read-Through Strengths
65 Cognitive Strengths
65 Affective Strengths
65 Behavioural Strengths
71 2. Sales Effect research
74 PART 10.5
74 COMMUNICATIONS AT COMPANY
75 COMPANY PERSUASION PROCESSES
75 RHETORICAL
75 PROPAGANDA
75 NEGOTIATION
76 COMPANY COMMUNICATION DECISIONS
76 1. Audience
76 i. Audience response models
77 ii. Audience characteristics
78 AUDIENCE + CHANNEL RATING
78 Audience Response Rating
78 Audience Characteristic Recognition Rating
78 Audience Image Recognition Rating
78 Channel Personal Influence Rating
78 Channel Non-Personal Influence Rating
84 iii. Audience image
85 2. Channels
85 i. Personal influence
85 ii. Non-personal influence channels
85 i. Personal influence channels
87 ii. Non-personal influence channels
88 3. Message
88 i. Message function
90 ii. Message structure
92 3. Communicator
92 i. Source credibility
93 ii. Source incongruity
94 ADVERTISING MESSAGE RATING
94 Message Function Rating
94 Message Structure Rating
94 Source Expertness
94 Source Trustworthiness
94 ~~ Source Likability

PART 10 - INDEX

Ad Agency Monitoring In-House, 57
Ad. Agency Monitoring, 57
Ad. Agency Research Techniques, 57
Adaptive-control models, 14
Adnorms, 63
Advertising budget, 12
ADVERTISING BUDGET DECISIONS, 10
Advertising Budget Setting Procedures, 16
Advertising Competitiveness, 16
ADVERTISING COSTS, 22, 24
ADVERTISING EFFECTIVENESS, 56
Advertising Goal + Target Formulation, 16
Advertising Materials, 24
ADVERTISING MEDIA SELECTION, 42
ADVERTISING MESSAGE, 35
Advertising Message Function Rating, 94
ADVERTISING MESSAGE GENERATION, 31
ADVERTISING MESSAGE RATING, 94
Advertising Message Structure Rating, 94
ADVERTISING MONITORING, 57
Advertising Monitoring In-House, 57
Advertising Objectives & Tasks, 16
Advertising Planning - Dynamic, 16
ADVERTISING RATING, 65
Advertising Research Techniques In-House, 57
Advertising Source Expertness, 94
Advertising Source Likability, 94
Advertising Source Trustworthiness, 94
ADVERTISING STRATEGY, 6
ADVERTISING STRATEGY APPRAISAL, 16
ADVERTISING TIMING, 53
Advertising Factors
: Affective Strengths, 65
: Attention Strengths, 65
: Behavioural Strengths, 65
: Cognitive Strengths, 65
: Read-Through Strengths, 65
Advocate channels, 85
Affective Strength: Desired emotion, 64
Affective Strength: Particular appeal, 64
Affordable advertising budget, 10
AFTER-SALES COSTS, 22
AIDA model, 76
Atmospheres, 85
Atmospheric, 75
Attention Strength : All readers, 64
Attention Strength : Target reader, 64
Attitudes, 8
Audience, 76
AUDIENCE + CHANNEL RATING, 78
Audience Characteristic Recognition Rating, 78
Audience characteristics, 77
Audience image, 84
Audience Image Recognition Rating, 78
Audience response models, 76
Audience Response Rating, 78
Awareness, 8
Behavioural Strength: Actual follow-through, 64
Behavioural Strength: Suggested follow-through action, 64
Believability, 33
Buyer turnover, 55
Change in the rate of sales at time, 12
Channel Non-Personal Influence Rating, 78
Channel Personal Influence Rating, 78
Channels, 76, 85
Classification of Timing Patterns, 55
Cognitive Strength, 64
COMMUNICATION DECISIONS, 76
Communication Effect research, 56
Communication Stage models, 13
COMMUNICATIONS, 74
Communicator, 76, 92
Competitive Share models, 15
Competitive-parity advertising budget, 11
COMPETITOR ADVERTISING COSTS, 28
COMPETITOR ADVERTISING MESSAGE, 39
COMPETITOR ADVERTISING MESSAGE RATING, 98
COMPETITOR ADVERTISING MONITORING, 61
COMPETITOR ADVERTISING RATING, 69
COMPETITOR ADVERTISING STRATEGY APPRAISAL, 20
COMPETITOR AUDIENCE + CHANNEL RATING, 82
COMPETITOR MEDIA VEHICLE EVALUATION, 50
COMPETITORS OF THE COMPANY, 20, 28, 39, 50, 61, 69, 82, 98
Computerised media selection, 44
Cost-per-thousand criterion, 43
Creating Advertisements, 34
Current Media Models, 45
Deductive, 32
Defining advertising goals, 8
Design the advertisement, 34
Desirability, 33
Direct ratings, 56
Dissonance-attribution response model, 77
DISTRIBUTION COSTS, 22
Dynamic advertising budgets, 12
Effective mass-media strategy, 86
Ego satisfaction, 32
Event, 75
Events, 85
Exclusiveness, 33
Exhibition, 22
Experimental design, 71
Expert channels, 85
Expertness, 92
Exposure, 8
Forgetting rate, 55
Heuristic programming, 44
Hierarchy-of-effects, 76
Historical approach, 71
Incidental-to-use experience, 32
Inductively, 32
INDUSTRY AVERAGE SALES COSTS, 22
Innovation-adoption, 76
Introductory advertisements, 55
Laboratory tests, 63
Learning response model, 77
Likability, 92
Linear programming, 44
Long-run demand, 54
Low-involvement response model, 77
Macro-scheduling, 53
Macro-scheduling problem, 54
Mail & Direct Mail Advertising, 22, 24
Major advertising decisions, 9
MARKETING COSTS, 22
Mass and selective media, 85
Materials, 22
Media, 22
Media Advertising, 24
Media habits, 42
Media Selection Efficiency, 46
Media Target Audience Efficiency, 46
Media Target Geographic Efficiency, 46
Media Target Market Efficiency, 46
Media Target Product Efficiency, 46
MEDIA VEHICLE EVALUATION, 46
Merchandising / POS, 24
Message, 76, 88
Message as simple as possible, 34
Message Creativity, 35
Message Evaluation, 35
Message evaluation & selection, 33
Message execution, 34
Message Execution Development, 35
Message Execution Structure, 35
Message function, 88
Message generation, 32
Message Generation Efficiency, 35
Message structure, 90
Message to the media, 34
Micro-scheduling, 53
Micro-scheduling problem, 55
Negotiation, 74, 75
Non-personal influence, 85, 87
Noted Recognition, 63
Objective-and-task advertising budget, 11
One or Two sided arguments, 90
OPERATIONS + DIVISIONS OF THE COMPANY, 16, 24, 35, 46, 57, 65, 78, 94
Opinion followers, 86
Opinion leadership, 86
Order of presentation, 91
P.O.S., 22
PART 10, 2
PART 10 Advertising & P.R. Department Management, 4
PART 10.1, 6
PART 10.2, 31
PART 10.3, 42
PART 10.4, 53
PART 10.5, 74
Percentage-of-sales advertising budget, 10
Personal influence, 85
Personal influence channels, 85
PERSUASION PROCESSES, 75
PORTFOLIO TEST RATING, 64
Portfolio tests, 63
Product, 42
PRODUCTS OF THE COMPANY, 18, 26, 37, 48, 59, 67, 80, 96
Product-in-use experience, 32
PROPAGANDA, 75
Propagandistic, 74
Publicity : P.R. : Exhibitions, 24
Purchase frequency, 55
Purpose of advertising, 7
Rate of advertising expenditure at time, 12
Rate of sales at time, 12
Rational, 32
Read most Recognition., 63
Read-Through Strength, 64
READER WORKSHEET, 17, 19, 21, 25, 27, 29, 36, 38, 40, 47, 49, 51, 58, 60, 62, 66, 68, 70, 79, 81, 83, 95, 97, 99
Recall tests, 63
Recognition tests, 63
Relevant and familiar to the audience, 34
Results-of-use experience, 32
Rhetorical, 74, 75
Sales, 8
SALES COSTS, 22
Sales decay constant, 12
Sales Effect research, 71
Sales-response constant and decay models, 12
Saturation level of sales, 12
Seen/associated Recognition., 63
Selecting Media Categories, 42
Selecting Media Vehicles, 43
Selective attention, 87
Selective distortion, 87
Selective retention, 87
Sensory, 32
Simulation model, 44
Social, 32
Social channels, 85
Source credibility, 92
Source incongruity, 93
Static advertising budget, 10
The power of advertising, 7
Timing Patterns Concentrated, 55
Timing Patterns Continuous, 55
Timing Patterns Intermittent, 55
Trustworthiness, 92
Two firm competition, 13
Words and images, 34

PART 11

Market Research Issues

940 pages

Top

Market Research Issues

PART 11 Market Research Issues

11.1 Market Notes
11.2 Market Research Summary
11.3 Markets
        Markets & Demand Measurement
11.4 Geographic Data
11.5 Product Profiles
        Historic Product Profile
        Current Product Profile
        Forecast Product Development
11.6 Product Summary to 2028
        Current Product Summary
        Forecast Product Summary
11.7 Marketing Data
11.8 Industry Financial Data
11.9 Industry Data
11.10A National Survey Data
        Customer Surveys
        Consumer & Buyer Behaviour
        Distribution Surveys
        Distribution Channel Perceptions & Behaviour
        Buyer Surveys
        Industry Performance Surveys
11.10B National Buyer Profiles
11.11 Market Notes
11.12 Market Research Summary
11.13 Markets
        Markets & Demand Measurement
11.14 Geographic Data
11.15 Product Profiles
        Historic Product Profile
        Current Product Profile
        Forecast Product Development
11.16 Marketing Data
11.17 Industry Financial Data
11.18 Industry Data
11.19A National Survey Data
        Customer Surveys
        Consumer & Buyer Behaviour
        Distribution Surveys
        Distribution Channel Perceptions & Behaviour
        Buyer Surveys
        Industry Performance Surveys
11.19B National Buyer Profiles

PART 11 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 11 Market Research Issues
6 PART 11.1
6 MARKET PREFACE
7 INDUSTRY / PRODUCT / MARKET COVERAGE
9 GEOGRAPHIC COVERAGE
9 Europe & Trade Cell
10 DATABASE GEOGRAPHIC COVERAGE
11 MARKET DATA TYPES
11 MARKET REPORT
11 PRODUCTS REPORT
11 INDUSTRY REPORT
12 PRODUCT & INDUSTRY
13 MATERIALS REPORTS
15 MARKETS DATA NOTES
16 MARKET ENVIRONMENT
16 TRADING AREA
16 BASIS OF MARKET COVERAGE
17 MARKETS
17 MARKET TERMS USED
18 from 1997 HISTORIC DATA + TIME SERIES
19 EXCHANGE RATE
20 to 2016 CURRENT DATA + TIME SERIES
22 to 2028 FORECAST DATA + TIME SERIES
25 PART 11.2
25 MARKET SUMMARY : PRODUCT
27 EUROPE & TRADE CELL
28 MARKET SUMMARY
29 MARKET SUMMARY
30 PERSPECTIVE FOR THE PRODUCT IN EUROPE & THE TRADE CELL
30 MARKET TRENDS
30 MARKET FORECAST
31 MARKET SUMMARY FOR AUSTRIA
32 MARKET SUMMARY FOR BELGIUM + LUXEMBOURG
33 MARKET SUMMARY FOR DENMARK
34 MARKET SUMMARY FOR EIRE
35 MARKET SUMMARY FOR FINLAND
36 MARKET SUMMARY FOR FRANCE
37 MARKET SUMMARY FOR GERMANY
38 MARKET SUMMARY FOR ITALY
39 MARKET SUMMARY FOR THE NETHERLANDS
40 MARKET SUMMARY FOR NORWAY
41 MARKET SUMMARY FOR PORTUGAL
42 MARKET SUMMARY FOR SPAIN
43 MARKET SUMMARY FOR SWEDEN
44 MARKET SUMMARY FOR SWITZERLAND
45 MARKET SUMMARY FOR THE UNITED KINGDOM
47 PART 11.3
47 MARKET DATA FOR THE PRODUCT
49 MARKET CONSUMPTION : 1997-2028
49 PRODUCT DEVELOPMENT : 1997-2028
50 AUSTRIA
52 BELGIUM & LUXEMBOURG
54 DENMARK
56 EIRE
58 FINLAND
60 FRANCE
62 GERMANY
64 ITALY
66 THE NETHERLANDS
68 NORWAY
70 PORTUGAL
72 SPAIN
74 SWEDEN
76 SWITZERLAND
78 THE UNITED KINGDOM
80 MARKETS
81 PRODUCT DEVELOPMENT
82 AUSTRIA
84 BELGIUM & LUXEMBOURG
86 DENMARK
88 EIRE
90 FINLAND
92 FRANCE
94 GERMANY
96 ITALY
98 THE NETHERLANDS
100 NORWAY
102 PORTUGAL
104 SPAIN
106 SWEDEN
108 SWITZERLAND
110 THE UNITED KINGDOM
114 PART 11.3.1
114 MARKET SECTORS FOR THE PRODUCT
116 MARKET SECTOR BREAKDOWN
117 AUSTRIA
118 BELGIUM & LUXEMBOURG
119 DENMARK
120 EIRE
121 FINLAND
122 FRANCE
123 GERMANY
124 ITALY
125 THE NETHERLANDS
126 NORWAY
127 PORTUGAL
128 SPAIN
129 SWEDEN
130 SWITZERLAND
131 THE UNITED KINGDOM
132 MARKET SECTOR - COMPARATIVE BREAKDOWN
133 AUSTRIA
134 BELGIUM & LUXEMBOURG
135 DENMARK
136 EIRE
137 FINLAND
138 FRANCE
139 GERMANY
140 ITALY
141 THE NETHERLANDS
142 NORWAY
143 PORTUGAL
144 SPAIN
145 SWEDEN
146 SWITZERLAND
147 THE UNITED KINGDOM
PART 11.4
150 GEOGRAPHY : PRODUCT
150 CUSTOMER / SUPPLIER / EMPLOYEE BASE
152 GEOGRAPHY
152 NATIONAL CONSUMPTION GEOGRAPHY
154 DISTRIBUTION OF THE CUSTOMER BASE
154 DISTRIBUTION OF DISTRIBUTION CHANNELS
154 DISTRIBUTION OF EMPLOYMENT
154 Key Service Cities
156 AUSTRIA
156 Key Service Cities
158 BELGIUM / LUXEMBOURG
158 Key Service Cities
160 DENMARK
160 Key Service Cities
162 EIRE
162 Key Service Cities
164 FINLAND
164 Key Service Cities
166 FRANCE
166 Key Service Cities
168 GERMANY
168 Key Service Cities
170 ITALY
170 Key Service Cities
172 THE NETHERLANDS
172 Key Service Cities
174 NORWAY
174 Key Service Cities
176 PORTUGAL
176 Key Service Cities
178 SPAIN
178 Key Service Cities
180 SWEDEN
180 Key Service Cities
182 SWITZERLAND
182 Key Service Cities
184 THE UNITED KINGDOM
184 Key Service Cities
185 NATIONAL PRODUCT BREAKDOWN - GEOGRAPHIC
187 PRODUCT PURCHASES : AUSTRIA
189 PRODUCT PURCHASES : BELGIUM & LUXEMBOURG
191 PRODUCT PURCHASES : DENMARK
193 PRODUCT PURCHASES : EIRE
195 PRODUCT PURCHASES : FINLAND
197 PRODUCT PURCHASES : FRANCE
199 PRODUCT PURCHASES : GERMANY
201 PRODUCT PURCHASES : ITALY
203 PRODUCT PURCHASES : THE NETHERLANDS
205 PRODUCT PURCHASES : NORWAY
207 PRODUCT PURCHASES : PORTUGAL
209 PRODUCT PURCHASES : SPAIN
211 PRODUCT PURCHASES : SWEDEN
213 PRODUCT PURCHASES : SWITZERLAND
215 PRODUCT PURCHASES : THE UNITED KINGDOM
220 PART 11.5
220 PRODUCT PROFILES
223-248 MARKET SECTORS FOR THE COMPANY
251 PART 11.6
251 PRODUCT SUMMARY
253 PRODUCT SUMMARY to 2016
254-279 PRODUCT SECTORS FOR THE COMPANY
282 PRODUCT SUMMARY to 2028
283-308 PRODUCT SECTORS FOR THE COMPANY
311 PART 11.7
311 MARKETING THE PRODUCT
313 PRODUCT MARKETING
315 CRITICAL FACTORS + PARAMETERS
315 AVERAGE VALUES
318 PRODUCT FACTORS
318 MARKETING FACTORS
319 PRODUCER / SUPPLIER FACTORS
319 DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
320 CUSTOMER FACTORS
321 MARKET & PRODUCT SEGMENTATION
324 PRODUCT LAUNCH FACTORS
324 ADOPTION RATES
324 CONVERSION RATIOS
324 SALES GROWTH
324 PRODUCT LAUNCH DATA
325 MARKETING COSTS
325 1. SALES & SELLING COSTS
325 2. DISTRIBUTION COSTS
325 3. ADVERTISING COSTS
325 4. AFTER-SALES COSTS
325 AFTER-SALES COSTS & WARRANTY COSTS
326 ADOPTION RATES : PRODUCT REVISIONS
326 ADOPTION RATES : NEW PRODUCTS
327 CONVERSION RATIOS : PRODUCT REVISIONS
327 CONVERSION RATIOS : NEW PRODUCTS
328 POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
328 POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
329 SALES & SELLING COSTS
329 SALES & SELLING COSTS : DURING PRODUCT LAUNCH
330 DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
330 DISTRIBUTION/ WAREHOUSE/ HANDLING / PROCESS COSTS : DURING PRODUCT LAUNCH
331 ADVERTISING / PROMOTIONAL COSTS
331 ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
332 AFTER-SALES COSTS
332 AFTER-SALES COSTS : DURING PRODUCT LAUNCH
333 TOTAL MARKETING COSTS
333 TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH
336 PART 11.8
336 PRODUCT INDUSTRY FINANCIAL PERFORMANCE
340 FINANCIAL DATA
344 PROFITS / TOTAL ASSETS
344 PROFIT / SALES
345 SALES / TOTAL ASSETS
345 PROFIT / CAPITAL EMPLOYED
346 SALES PER EMPLOYEE
346 CAPITAL EMPLOYED PER EMPLOYEE
347 PROFIT PER EMPLOYEE
347 AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
348 SALES / EMPLOYEE REMUNERATION
348 CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
349 SALES / STOCK RATIO
349 CURRENT RATIO
350 CREDIT TAKEN BY CUSTOMERS
353 PART 11.9
353 INDUSTRY PRODUCTION + PROCESSES FOR THE PRODUCT
357 NEW TECHNOLOGY INVESTMENT
357 PRODUCTION TECHNOLOGY INVESTMENT
358 PLANT & EQUIPMENT
358 PLANT & EQUIPMENT INVESTMENT
359 NEW TECHNOLOGY INVESTMENTS
359 NEW PRODUCTION & PROCESS INVESTMENTS
360 PLANT & EQUIPMENT IN USE
362 PLANT & EQUIPMENT INVESTMENTS
367 PART 11.10A
367 NATIONAL SURVEYS: PRODUCT
368 NATIONAL SURVEY OF END USERS
368 NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION
369 NATIONAL SURVEY OF BUYERS
369 NATIONAL INDUSTRY PERFORMANCE SURVEYS
372 NATIONAL END USERS SURVEYS
373 NATIONAL END USERS SURVEY - INTRODUCTION
374 CURRENT PURCHASING CRITERIA
375 REACTION TO ADVERTISING AND SALES PROMOTION
376 REACTION TO P.O.S. AND MERCHANDISING
376 SATISFACTION WITH PRODUCT QUALITY
377 SATISFACTION WITH PRODUCT DESIGN
377 SATISFACTION WITH PRODUCT AVAILABILITY
378 SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
378 SATISFACTION WITH EXISTING RETAIL LEVEL
379 SATISFACTION WITH PRODUCT AVAILABILITY
379 SATISFACTION WITH EXISTING METHODS OF SUPPLY
380 SATISFACTION WITH PRODUCT PACKAGING
380 SATISFACTION WITH PRODUCT PACKAGING DESIGN
381 ATTITUDES TOWARDS DISCOUNT PRODUCTS
381 PRODUCT AWARENESS
382 THE QUALITY -V- PRICE QUESTION
382 THE AVAILABILITY -V- PRICE QUESTION
383 PRICE SENSITIVITY
383 FUTURE TRENDS IN PURCHASING CRITERIA
384 NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS
385 NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
386 END USER: CURRENT PURCHASING CRITERIA
386 END USER: SOURCE OF SUPPLY
387 END USER: SUPPLIER LOYALTY
387 END USER: ORDERING PROCEDURES
388 END USER: DELIVERIES
388 END USER: METHOD OF PAYMENT
389 END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
389 END USER: PRODUCT RETURNS RATE
390 END USER: PRODUCT REJECT RATE
390 END USER: PRODUCT REJECT RATE AFTER PURCHASE
391 END USER: SATISFACTION WITH EXISTING PRODUCTS
391 END USER: SATISFACTION WITH EXISTING SUPPLIERS & SOURCES
392 END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
392 END USER: SATISFACTION WITH SUPPLIERS
393 END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
393 END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
394 END USER: SATISFACTION WITH DELIVERIES / FREQUENCY & UP-TAKE
394 END USER: SATISFACTION WITH ORDERING PROCEDURES
395 END USER: SATISFACTION WITH TERMS OF TRADING
395 END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
396 END USER: SATISFACTION WITH ADVERTISING SUPPORT & PROMOTIONAL MATERIALS
396 END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
397 END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
397 COMMERCIAL CURRENT PURCHASING CRITERIA
398 COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
398 COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
399 COMMERCIAL: THE QUALITY -v- PRICE QUESTION
399 COMMERCIAL: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
400 COMMERCIAL: FREQUENCY OF PURCHASE/S
400 COMMERCIAL: BUYING PATTERNS
401 COMMERCIAL: MODE OF ORDERING (RETAIL)
401 COMMERCIAL: DELIVERY / SERVICE AREA
402 COMMERCIAL: SALES FREQUENCY PER CUSTOMER
402 COMMERCIAL: MODE OF PAYMENT (RETAIL)
403 COMMERCIAL: DISCOUNTS OFFERED (RETAIL)
403 COMMERCIAL: RETAIL ATTITUDE TOWARDS PRICE -v- AVAILABILITY
404 COMMERCIAL: DELIVERIES (RETAIL)
404 COMMERCIAL: SUPPLIER LOYALTY
405 COMMERCIAL: NUMBER OF COMPETITIVE PRODUCTS REPRESENTED
405 COMMERCIAL: SALES PROMOTIONAL ACTIVITIES (RETAIL)
406 COMMERCIAL: SALES PROMOTIONAL ACTIVITIES MIX
406 COMMERCIAL: SALES PROMOTION MOST INFLUENTIAL
407 COMMERCIAL: FINANCING
407 COMMERCIAL: PROBLEMS WITH PRODUCTS
408 COMMERCIAL: EXPERIENCES OF WARRANTY / REJECT CLAIMS
408 COMMERCIAL: SATISFACTION WITH QUALITY OF SUPPLIES RECEIVED
409 COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCTS
409 COMMERCIAL: SATISFACTION WITH SUPPLIER PRODUCT LEVELS
410 COMMERCIAL: SATISFACTION WITH SUPPLIER ABILITY TO FULFILL ORDERS ON TIME
410 COMMERCIAL: SATISFACTION WITH SUPPLIER UP-TAKE
411 COMMERCIAL: SATISFACTION WITH SUPPLIER ORDERING PROCEDURES + FORMALITIES
411 COMMERCIAL: SATISFACTION WITH SUPPLIER TERMS OF TRADING
412 COMMERCIAL: SATISFACTION WITH SUPPLIER CREDIT & FINANCIAL DETAILS
412 COMMERCIAL: SATISFACTION WITH OWN PRODUCT LEVELS
413 COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
413 COMMERCIAL: SATISFACTION WITH EXISTING SUPPLIERS AND SOURCES
414 COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
414 COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCT
415 COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
415 COMMERCIAL: SATISFACTION: AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
416 COMMERCIAL: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
416 COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
417 BUYING PATTERNS
417 FREQUENCY OF PURCHASE/S
418 ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
418 THE QUALITY -v- PRICE QUESTION
419 THE AVAILABILITY -v- PRICE QUESTION
419 END USER PURCHASING CRITERIA - FUTURE TRENDS
420 NATIONAL BUYER SURVEYS
421 NATIONAL BUYER SURVEYS - INTRODUCTION
422 END USER: PERSON/S INITIATING DECISION TO RE-ORDER
422 END USER: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
423 END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
423 END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
424 COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
424 COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
425 COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
425 COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
426 COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
426 COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
427 COMMERCIAL: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
427 COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
428 COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
428 COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
429 PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
429 PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
430 PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
430 PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
431 PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
431 PERSON/S INITIATING DECISION TO INCREASE PURCHASES
432 NATIONAL INDUSTRY PERFORMANCE SURVEYS
433 NATIONAL INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION
434 Credibility: Company Level
434 Customer Confidence at Company Level
435 Customer Confidence at Branch/Outlet Level
435 Customer Confidence in Company Managers
436 Customer Confidence in Company Staff
436 Customer Confidence in Specialist Company Staff
437 Customer Confidence in Company Contracts & Documentation
437 Customer Confidence in Company Advertising
438 Reputation at Company Level
438 Reputation at Branch/Outlet Level
439 Reputation of Company Managers
439 Reputation of Company Staff
440 Reputation of Specialist Company Staff
440 Staff Efficiency: Company Level
441 Staff Efficiency: Branch/Outlet Level
441 Staff Efficiency: Company Managers
442 Staff Efficiency: Company Staff
442 Staff Efficiency: Specialist Company Staff
443 Staff Efficiency: Contracts & Documentation
443 Staff Efficiency: Problem Solving
444 Staff Performance: Company Level
444 Staff Performance: Branch/Outlet Level
445 Staff Performance: Company Managers
445 Staff Performance: Company Staff
446 Staff Performance: Specialist Company Staff
446 Staff Performance: Contracts & Documentation
447 Staff Performance: Overall Customer Handling
447 Staff Integrity: Company Level
448 Staff Integrity: Branch/Outlet Level
448 Staff Integrity: Company Managers
449 Staff Integrity: Company Staff
449 Staff Integrity: Specialist Company Staff
450 Staff Integrity: Contracts & Documentation
450 Staff Integrity: Advertising & Promotions
451 Truth & Honesty: Company Level
451 Truth & Honesty: Branch/Outlet Level
452 Truth & Honesty: Company Managers
452 Truth & Honesty: Company Staff
453 Truth & Honesty: Specialist Company Staff
453 Truth & Honesty: Contracts & Documentation
454 Truth & Honesty: Advertising & Promotions
454 Written Communications: Company Level
455 Written Communications: Branch/Outlet Level
455 Written Communications: Company Managers
456 Written Communications: Company Staff
456 Written Communications: Specialist Company Staff
457 Written Communications: Contractual
457 Written Communications: Correspondence
458 Verbal Contact: Company Level
458 Verbal Contact: Branch/Outlet Level
459 Verbal Contact: Company Managers
459 Verbal Contact: Company Staff
460 Verbal Contact: Specialist Company Staff
460 Customer Handling: Company Level
461 Customer Handling: Branch/Outlet Level
461 Customer Handling: Company Managers
462 Customer Handling: Company Staff
462 Customer Handling: Specialist Company Staff
463 Customer Complaint Handling: Company Level
463 Customer Complaint Handling: Branch/Outlet Level
464 Customer Complaint Handling: Company Managers
464 Customer Complaint Handling: Company Staff
465 Customer Complaint Handling: Specialist Company Staff
465 Customer Problem Solving: Company Level
466 Customer Problem Solving: Branch/Outlet Level
466 Customer Problem Solving: Company Managers
467 Customer Problem Solving: Company Staff
467 Customer Problem Solving: Specialist Company Staff
468 Customer Comprehension of Product: Company Level
468 Customer Comprehension of Product: Branch/Outlet Level
469 Staff Comprehension of Product: Company Managers
469 Staff Comprehension of Product: Company Staff
470 Staff Comprehension of Product: Specialist Company Staff
470 Customer Awareness of Product: Company Level
471 Customer Awareness of Product: Branch/Outlet Level
471 Staff Awareness of Product: Company Managers
472 Staff Awareness of Product: Company Staff
472 Staff Awareness of Product: Specialist Company Staff
473 Customer Confidence in Product: Company Level
473 Customer Confidence in Product: Branch/Outlet Level
474 Staff Confidence in Product: Company Managers
474 Staff Confidence in Product: Company Staff
475 Staff Confidence in Product: Specialist Company Staff
475 Customer Service: Company Level
476 Customer Service: Branch/Outlet Level
476 Customer Service: Company Managers
477 Customer Service: Company Staff
477 Customer Service: Specialist Company Staff
478 Customer Service: Contracts & Documentation
478 Initial Customer Response: Company Level
479 Initial Customer Response: Branch/Outlet Level
479 Initial Customer Response: Company Managers
480 Initial Customer Response: Company Staff
480 Initial Customer Response: Specialist Company Staff
481 Information for Customers: Company Level
481 Information for Customers: Branch/Outlet Level
482 Information for Customers: Company Managers
482 Information for Customers: Company Staff
483 Information for Customers: Specialist Company Staff
483 Promotional Activity: Company Level
484 Promotional Activity: Branch/Outlet Level
484 Advertising Posture: Company Level
485 Advertising Posture: Branch/Outlet Level
485 Contract Documentation: Company Level
486 Contract Documentation: Branch/Outlet Level
486 Credibility: Company Advertising
487 Credibility: Company Contracts & Documentation
487 Credibility: Specialist Company Staff
488 Credibility: Company Staff
488 Credibility: Company Managers
489 Credibility: Branch/Outlet Level
492 PART 11.10B
492 NATIONAL CONSUMPTION + USERS PROFILES
493 NATIONAL CONSUMPTION + USERS PROFILES
494 NATIONAL CONSUMPTION + USERS PROFILE DEFINITIONS
494 SOCIAL CLASS DEFINITIONS
499 AUSTRIA CONSUMPTION + USERS PROFILE
500 BELGIUM & LUXEMBOURG CONSUMPTION + USERS PROFILE
501 DENMARK CONSUMPTION + USERS PROFILE
502 EIRE CONSUMPTION + USERS PROFILE
503 FINLAND CONSUMPTION + USERS PROFILE
504 FRANCE CONSUMPTION + USERS PROFILE
505 GERMANY CONSUMPTION + USERS PROFILE
506 ITALY CONSUMPTION + USERS PROFILE
507 THE NETHERLANDS CONSUMPTION + USERS PROFILE
508 NORWAY CONSUMPTION + USERS PROFILE
509 PORTUGAL CONSUMPTION + USERS PROFILE
510 SPAIN CONSUMPTION + USERS PROFILE
511 SWEDEN CONSUMPTION + USERS PROFILE
512 SWITZERLAND CONSUMPTION + USERS PROFILE
513 THE UNITED KINGDOM CONSUMPTION + USERS PROFILE
521 PART 11.11
521 MARKET PREFACE
522 INDUSTRY / PRODUCT / MARKET COVERAGE
524 GEOGRAPHIC COVERAGE
524 The United States
525 DATABASE GEOGRAPHIC COVERAGE
526 MARKET DATA TYPES
526 MARKET REPORT
526 PRODUCTS REPORT
526 INDUSTRY REPORT
527 PRODUCT & INDUSTRY
528 MATERIALS REPORTS
530 MARKETS DATA NOTES
531 MARKET ENVIRONMENT
531 TRADING AREA
531 BASIS OF MARKET COVERAGE
532 MARKETS
532 MARKET TERMS USED
533 from 1997 HISTORIC DATA + TIME SERIES
534 EXCHANGE RATE
535 to 2016 CURRENT DATA + TIME SERIES
537 to 2028 FORECAST DATA + TIME SERIES
540 PART 11.12
540 U.S.A. MARKET SUMMARY
542 THE UNITED STATES
543 MARKET SUMMARY
544 MARKET SUMMARY
546 THE PRODUCT IN THE UNITED STATES
546 USA MARKET : to 2016
546 USA MARKET : to 2028
547 USA MARKET + PRODUCT SECTORS
548 USA INDUSTRY MARKETING COSTS
548 USA INDUSTRY INVESTMENT & CAPITAL EQUIPMENT
549 USA INDUSTRY FINANCIAL DATA
550 USA PRODUCT INDUSTRY PROFILE
551 USA : MARKETS
552 USA : PRODUCT
554 PART 11.13
554 MARKET DATA: PRODUCT
556 THE UNITED STATES MARKET
557 ALABAMA CONSUMPTION
559 ALASKA CONSUMPTION
561 ARIZONA CONSUMPTION
563 ARKANSAS CONSUMPTION
565 CALIFORNIA CONSUMPTION
567 COLORADO CONSUMPTION
569 CONNECTICUT CONSUMPTION
571 DELAWARE CONSUMPTION
573 FLORIDA CONSUMPTION
575 GEORGIA CONSUMPTION
577 HAWAII CONSUMPTION
579 IDAHO CONSUMPTION
581 ILLINOIS CONSUMPTION
583 INDIANA CONSUMPTION
585 IOWA CONSUMPTION
587 KANSAS CONSUMPTION
589 KENTUCKY CONSUMPTION
591 LOUISIANA CONSUMPTION
593 MAINE CONSUMPTION
595 MARYLAND CONSUMPTION
597 MASSACHUSETTS CONSUMPTION
599 MICHIGAN CONSUMPTION
601 MINNESOTA CONSUMPTION
603 MISSISSIPPI CONSUMPTION
605 MISSOURI CONSUMPTION
607 MONTANA CONSUMPTION
609 NEBRASKA CONSUMPTION
611 NEVADA CONSUMPTION
613 NEW HAMPSHIRE CONSUMPTION
615 NEW JERSEY CONSUMPTION
617 NEW MEXICO CONSUMPTION
619 NEW YORK CONSUMPTION
621 NORTH CAROLINA CONSUMPTION
623 NORTH DAKOTA CONSUMPTION
625 OHIO CONSUMPTION
627 OKLAHOMA CONSUMPTION
629 OREGON CONSUMPTION
631 PENNSYLVANIA CONSUMPTION
633 RHODE ISLAND CONSUMPTION
635 SOUTH CAROLINA CONSUMPTION
637 SOUTH DAKOTA CONSUMPTION
639 TENNESSEE CONSUMPTION
641 TEXAS CONSUMPTION
643 UTAH CONSUMPTION
645 VERMONT CONSUMPTION
647 VIRGINIA CONSUMPTION
649 WASHINGTON CONSUMPTION
651 WEST VIRGINIA CONSUMPTION
653 WISCONSIN CONSUMPTION
655 WYOMING CONSUMPTION
657 MARKETS
658 PRODUCT DEVELOPMENT
661 PART 11.13.1
661 MARKET SECTORS : PRODUCT
663 MARKET SECTOR BREAKDOWN
664 THE UNITED STATES
665 MARKET SECTOR - COMPARATIVE BREAKDOWN
666 THE UNITED STATES : MARKETS
668 PART 11.14
669 GEOGRAPHY : PRODUCT
669 CUSTOMER / SUPPLIER / EMPLOYEE BASE
671 GEOGRAPHIC CUSTOMER CONCENTRATION
673 DISTRIBUTION OF THE CUSTOMER BASE
673 DISTRIBUTION OF DISTRIBUTION CHANNELS
673 DISTRIBUTION OF EMPLOYMENT
675 USA : THE END USERS
677 USA : THE DISTRIBUTORS
679 USA : THE INDUSTRY
684 PART 11.15
684 PRODUCT PROFILES
687-739 USA : PRODUCT PROFILES FOR THE COMPANY
742 PART 11.16
742 PRODUCT MARKETING
744 PRODUCT MARKETING
746 CRITICAL FACTORS + PARAMETERS
746 AVERAGE VALUES
749 PRODUCT FACTORS
749 MARKETING FACTORS
750 PRODUCER / SUPPLIER FACTORS
750 DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
751 CUSTOMER FACTORS
752 MARKET & PRODUCT SEGMENTATION
755 PRODUCT LAUNCH FACTORS
755 ADOPTION RATES
755 CONVERSION RATIOS
755 SALES GROWTH
755 PRODUCT LAUNCH DATA
756 MARKETING COSTS
756 1. SALES & SELLING COSTS
756 2. DISTRIBUTION COSTS
756 3. ADVERTISING COSTS
756 4. AFTER-SALES COSTS
756 AFTER-SALES COSTS & WARRANTY COSTS
757 ADOPTION RATES : PRODUCT REVISIONS
757 ADOPTION RATES : NEW PRODUCTS
758 CONVERSION RATIOS : PRODUCT REVISIONS
758 CONVERSION RATIOS : NEW PRODUCTS
759 POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
759 POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
760 SALES & SELLING COSTS
760 SALES & SELLING COSTS : DURING PRODUCT LAUNCH
761 DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
761 DISTRIBUTION/ WAREHOUSE/ HANDLING / PROCESS COSTS : DURING PRODUCT LAUNCH
762 ADVERTISING / PROMOTIONAL COSTS
762 ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
763 AFTER-SALES COSTS
763 AFTER-SALES COSTS : DURING PRODUCT LAUNCH
764 TOTAL MARKETING COSTS
764 TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH
767 PART 11.17
767 PRODUCT INDUSTRY FINANCIAL PERFORMANCE
771 FINANCIAL DATA
775 PROFITS / TOTAL ASSETS
775 PROFIT / SALES
776 SALES / TOTAL ASSETS
776 PROFIT / CAPITAL EMPLOYED
777 SALES PER EMPLOYEE
777 CAPITAL EMPLOYED PER EMPLOYEE
778 PROFIT PER EMPLOYEE
778 AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
779 SALES / EMPLOYEE REMUNERATION
779 CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
780 SALES / STOCK RATIO
780 CURRENT RATIO
781 CREDIT TAKEN BY CUSTOMERS
784 PART 11.18
784 PRODUCT INDUSTRY PRODUCTION + PROCESSES
788 NEW TECHNOLOGY INVESTMENT
788 PRODUCTION TECHNOLOGY INVESTMENT
789 PLANT & EQUIPMENT
789 PLANT & EQUIPMENT INVESTMENT
790 NEW TECHNOLOGY INVESTMENTS
790 NEW PRODUCTION & PROCESS INVESTMENTS
791 PLANT & EQUIPMENT IN USE
793 PLANT & EQUIPMENT INVESTMENTS
798 PART 11.19A
798 NATIONAL SURVEYS: PRODUCT
799 NATIONAL SURVEY OF END USERS
799 NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION
800 NATIONAL SURVEY OF BUYERS
800 NATIONAL INDUSTRY PERFORMANCE SURVEYS
803 NATIONAL END USERS SURVEYS
804 NATIONAL END USERS SURVEY - INTRODUCTION
805 CURRENT PURCHASING CRITERIA
805 PERCEPTIONS OF FOREIGN BRANDS
806 WILLINGNESS TO PURCHASE FOREIGN GOODS & SERVICES
806 REACTION TO ADVERTISING AND SALES PROMOTION
807 REACTION TO P.O.S. AND MERCHANDISING
807 SATISFACTION WITH PRODUCT QUALITY
808 SATISFACTION WITH PRODUCT DESIGN
808 SATISFACTION WITH PRODUCT AVAILABILITY
809 SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
809 SATISFACTION WITH EXISTING SUPPLIERS
810 SATISFACTION WITH PRODUCT LEVELS
810 SATISFACTION WITH EXISTING METHODS OF SUPPLY
811 SATISFACTION WITH PRODUCT PACKAGING
811 SATISFACTION WITH PRODUCT PACKAGING DESIGN
812 ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
812 PRODUCT AWARENESS
813 THE QUALITY -V- PRICE QUESTION
813 THE AVAILABILITY -V- PRICE QUESTION
814 PRICE SENSITIVITY
814 FUTURE TRENDS IN PURCHASING CRITERIA
815 NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS
816 NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
817 END USER: CURRENT PURCHASING CRITERIA
817 END USER: SOURCE OF SUPPLY
818 END USER: SUPPLIER LOYALTY
818 END USER: ORDERING PROCEDURES
819 END USER: FREQUENCY OF UP-TAKE
819 END USER: METHOD OF PAYMENT
820 END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
820 END USER: PRODUCT RETURNS RATE
821 END USER: PRODUCT REJECT RATE
821 END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
822 END USER: SATISFACTION WITH EXISTING PRODUCTS
822 END USER: SATISFACTION WITH EXISTING SUPPLIERS & SOURCES
823 END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
823 END USER: SATISFACTION WITH PRODUCT LEVELS
824 END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT
824 END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
825 END USER: SATISFACTION WITH PURCHASE FREQUENCY & UP-TAKE
825 END USER: SATISFACTION WITH ORDERING PROCEDURES
826 END USER: SATISFACTION WITH TERMS OF TRADING
826 END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
827 END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
827 END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
828 END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
828 COMMERCIAL: CURRENT PURCHASING CRITERIA
829 COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
829 COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
830 COMMERCIAL: THE QUALITY -v- PRICE QUESTION
830 COMMERCIAL: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
831 COMMERCIAL: FREQUENCY OF PURCHASE/S
831 COMMERCIAL: BUYING PATTERNS
832 COMMERCIAL: MODE OF ORDERING BY RETAIL LEVELS
832 COMMERCIAL: DELIVERY / SERVICE AREA
833 COMMERCIAL: FREQUENCY PER CUSTOMER
833 COMMERCIAL: MODE OF PAYMENT
834 COMMERCIAL: DISCOUNTS OFFERED
834 COMMERCIAL: ATTITUDE TOWARDS PRICE -v- AVAILABILITY
835 COMMERCIAL: FREQUENCY OF PURCHASE
835 COMMERCIAL: SUPPLIER LOYALTY
836 COMMERCIAL: NUMBER OF COMPETITIVE PRODUCTS
836 COMMERCIAL: SALES PROMOTIONAL ACTIVITIES
837 COMMERCIAL: SALES PROMOTIONAL ACTIVITIES MIX
837 COMMERCIAL: SALES PROMOTION MOST INFLUENTIAL
838 COMMERCIAL: FINANCING
838 COMMERCIAL: PROBLEMS WITH PRODUCTS
839 COMMERCIAL: EXPERIENCES OF WARRANTY / REJECT CLAIMS
839 COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
840 COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCTS
840 COMMERCIAL: SATISFACTION WITH PRODUCT LEVELS
841 COMMERCIAL: SATISFACTION WITH ABILITY TO FULFILL ORDERS ON TIME
841 COMMERCIAL: SATISFACTION WITH DELIVERY OF PRODUCTS
842 COMMERCIAL: SATISFACTION WITH ORDERING PROCEDURES AND FORMALITIES
842 COMMERCIAL: SATISFACTION WITH TERMS OF TRADING
843 COMMERCIAL: SATISFACTION WITH CREDIT AND OTHER FINANCIAL DETAILS
843 COMMERCIAL: SATISFACTION WITH OWN PRODUCT LEVELS
844 COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
844 COMMERCIAL: SATISFACTION WITH EXISTING SUPPLIERS AND SOURCES
845 COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
845 COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS
846 COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
846 COMMERCIAL: SATISFACTION: AVAILABILITY OF ADVERTISING SUPPORT MATERIALS
847 COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
847 COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
848 BUYING PATTERNS
848 FREQUENCY OF PURCHASE/S
849 ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
849 THE QUALITY -v- PRICE QUESTION
850 THE AVAILABILITY -v- PRICE QUESTION
850 PURCHASING CRITERIA - FUTURE TRENDS
851 NATIONAL BUYER SURVEYS
852 NATIONAL BUYER SURVEYS - INTRODUCTION
853 END USER: PERSON/S INITIATING DECISION TO RE-ORDER
853 END USER: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
854 END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
854 END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
855 COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
855 COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
856 COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
856 COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
857 COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
857 COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
858 COMMERCIAL: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
858 COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
859 COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
859 COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
860 PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
860 PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
861 PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
861 PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
862 PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
862 PERSON/S INITIATING DECISION TO INCREASE PURCHASES
863 NATIONAL INDUSTRY PERFORMANCE SURVEYS
864 NATIONAL INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION
865 Credibility: Company Level
865 Customer Confidence at Company Level
866 Customer Confidence at Branch/Outlet Level
866 Customer Confidence in Company Managers
867 Customer Confidence in Company Staff
867 Customer Confidence in Specialist Company Staff
868 Customer Confidence in Company Contracts & Documentation
868 Customer Confidence in Company Advertising
869 Reputation at Company Level
869 Reputation at Branch/Outlet Level
870 Reputation of Company Managers
870 Reputation of Company Staff
871 Reputation of Specialist Company Staff
871 Staff Efficiency: Company Level
872 Staff Efficiency: Branch/Outlet Level
872 Staff Efficiency: Company Managers
873 Staff Efficiency: Company Staff
873 Staff Efficiency: Specialist Company Staff
874 Staff Efficiency: Contracts & Documentation
874 Staff Efficiency: Problem Solving
875 Staff Performance: Company Level
875 Staff Performance: Branch/Outlet Level
876 Staff Performance: Company Managers
876 Staff Performance: Company Staff
877 Staff Performance: Specialist Company Staff
877 Staff Performance: Contracts & Documentation
878 Staff Performance: Overall Customer Handling
878 Staff Integrity: Company Level
879 Staff Integrity: Branch/Outlet Level
879 Staff Integrity: Company Managers
880 Staff Integrity: Company Staff
880 Staff Integrity: Specialist Company Staff
881 Staff Integrity: Contracts & Documentation
881 Staff Integrity: Advertising & Promotions
882 Truth & Honesty: Company Level
882 Truth & Honesty: Branch/Outlet Level
883 Truth & Honesty: Company Managers
883 Truth & Honesty: Company Staff
884 Truth & Honesty: Specialist Company Staff
884 Truth & Honesty: Contracts & Documentation
885 Truth & Honesty: Advertising & Promotions
885 Written Communications: Company Level
886 Written Communications: Branch/Outlet Level
886 Written Communications: Company Managers
887 Written Communications: Company Staff
887 Written Communications: Specialist Company Staff
888 Written Communications: Contractual
888 Written Communications: Correspondence
889 Verbal Contact: Company Level
889 Verbal Contact: Branch/Outlet Level
890 Verbal Contact: Company Managers
890 Verbal Contact: Company Staff
891 Verbal Contact: Specialist Company Staff
891 Customer Handling: Company Level
892 Customer Handling: Branch/Outlet Level
892 Customer Handling: Company Managers
893 Customer Handling: Company Staff
893 Customer Handling: Specialist Company Staff
894 Customer Complaint Handling: Company Level
894 Customer Complaint Handling: Branch/Outlet Level
895 Customer Complaint Handling: Company Managers
895 Customer Complaint Handling: Company Staff
896 Customer Complaint Handling: Specialist Company Staff
896 Customer Problem Solving: Company Level
897 Customer Problem Solving: Branch/Outlet Level
897 Customer Problem Solving: Company Managers
898 Customer Problem Solving: Company Staff
898 Customer Problem Solving: Specialist Company Staff
899 Customer Comprehension of Product: Company Level
899 Customer Comprehension of Product: Branch/Outlet Level
900 Staff Comprehension of Product: Company Managers
900 Staff Comprehension of Product: Company Staff
901 Staff Comprehension of Product: Specialist Company Staff
901 Customer Awareness of Product: Company Level
902 Customer Awareness of Product: Branch/Outlet Level
902 Staff Awareness of Product: Company Managers
903 Staff Awareness of Product: Company Staff
903 Staff Awareness of Product: Specialist Company Staff
904 Customer Confidence in Product: Company Level
904 Customer Confidence in Product: Branch/Outlet Level
905 Staff Confidence in Product: Company Managers
905 Staff Confidence in Product: Company Staff
906 Staff Confidence in Product: Specialist Company Staff
906 Customer Service: Company Level
907 Customer Service: Branch/Outlet Level
907 Customer Service: Company Managers
908 Customer Service: Company Staff
908 Customer Service: Specialist Company Staff
909 Customer Service: Contracts & Documentation
909 Initial Customer Response: Company Level
910 Initial Customer Response: Branch/Outlet Level
910 Initial Customer Response: Company Managers
911 Initial Customer Response: Company Staff
911 Initial Customer Response: Specialist Company Staff
912 Information for Customers: Company Level
912 Information for Customers: Branch/Outlet Level
913 Information for Customers: Company Managers
913 Information for Customers: Company Staff
914 Information for Customers: Specialist Company Staff
914 Promotional Activity: Company Level
915 Promotional Activity: Branch/Outlet Level
915 Advertising Posture: Company Level
916 Advertising Posture: Branch/Outlet Level
916 Contract Documentation: Company Level
917 Contract Documentation: Branch/Outlet Level
917 Credibility: Company Advertising
918 Credibility: Company Contracts & Documentation
918 Credibility: Specialist Company Staff
919 Credibility: Company Staff
919 Credibility: Company Managers
920 Credibility: Branch/Outlet Level
923 PART 11.19B
923 NATIONAL CONSUMPTION + USERS PROFILES
924 NATIONAL CONSUMPTION + USERS PROFILES
925 NATIONAL CONSUMPTION + USERS PROFILE DEFINITIONS
925 SOCIAL CLASS DEFINITIONS
930 NEW ENGLAND CONSUMPTION + USERS PROFILE
931 MID ATLANTIC CONSUMPTION + USERS PROFILE
932 E. N. CENTRAL CONSUMPTION + USERS PROFILE
933 N. W. CENTRAL CONSUMPTION + USERS PROFILE
934 S. ATLANTIC CONSUMPTION + USERS PROFILE
935 E. S. CENTRAL CONSUMPTION + USERS PROFILE
936 S. W. CENTRAL CONSUMPTION + USERS PROFILE
937 MOUNTAIN CONSUMPTION + USERS PROFILE
938 PACIFIC CONSUMPTION + USERS PROFILE
939 CALIFORNIA CONSUMPTION + USERS PROFILE
940 NEW YORK CONSUMPTION + USERS PROFILE
941 TEXAS CONSUMPTION + USERS PROFILE
942 ILLINOIS CONSUMPTION + USERS PROFILE
943 FLORIDA CONSUMPTION + USERS PROFILE
944 ~~ MASSACHUSETTS CONSUMPTION + USERS PROFILE

PART 11 - INDEX

from 1997 HISTORIC DATA & TIME SERIES, 18, 533
to 2016 CURRENT DATA & TIME SERIES, 20, 535
to 2028 FORECAST DATA & TIME SERIES, 22, 537
ADOPTION RATES, 324, 755
ADOPTION RATES : NEW PRODUCTS, 326, 757
ADOPTION RATES : PRODUCT REVISIONS, 326, 757
ADVERTISING / PROMOTIONAL COSTS, 331, 762
: DURING PRODUCT LAUNCH, 331, 762
ADVERTISING COSTS, 325, 548, 756
ADVERTISING POSTURE & ADVERTISING COSTS, 317, 748
Advertising Posture: Branch/Outlet Level, 485, 916
Advertising Posture: Company Level, 484, 915
AFTER-SALES & WARRANTY COSTS, 325, 756
AFTER-SALES COSTS, 325, 332, 548, 756, 763
: DURING PRODUCT LAUNCH, 332, 763
AFTER-SALES FACTORS, 317, 748
ALABAMA, 557
ALASKA, 559
ALTERNATIVE SUPPLIERS / PRODUCER BASE, 317, 748
AREA/S SERVICED AND GEOGRAPHIC COVERAGE, 317, 748
ARIZONA, 561
ARKANSAS, 563
ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS, 381, 812
AUSTRIA, 50, 82, 117, 133, 156
AUSTRIA CONSUMPTION + USERS PROFILE, 499
Average Annual Growth Rate to 2016, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279
Average Annual Growth Rate to 2028, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES), 347, 778
AVERAGE VALUES, 315, 746
BASIS OF MARKET COVERAGE, 16, 531
BELGIUM & LUXEMBOURG, 52, 84, 118, 134, 158
BELGIUM & LUXEMBOURG CONSUMPTION + USERS PROFILE, 500
BUYER SURVEYS - INTRODUCTION, 421, 852
CALIFORNIA, 565
CALIFORNIA CONSUMPTION + USERS PROFILE, 939
CAPITAL EMPLOYED / EMPLOYEE REMUNERATION, 348, 549, 779
CAPITAL EMPLOYED PER EMPLOYEE, 346, 777
CAPITAL EXPENDITURE, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
CAPITAL REQUIREMENTS OF DISTRIBUTION CHANNEL, 317, 748
CAPTIVE CUSTOMER BASE / CUSTOMERS HANDLED, 317, 748
CASH-FLOW REQUIREMENTS OF DISTRIBUTION CHANNEL, 317, 748
COLORADO, 567
COMMERCIAL QUESTIONS
: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS, 399, 830
: BUYING PATTERNS, 400, 831
: CURRENT PURCHASING CRITERIA, 397, 828
: DISCOUNTS OFFERED, 403, 834
: EXPERIENCES OF WARRANTY / REJECT CLAIMS, 408, 839
: FINANCING, 407, 838
: FREQUENCY OF PURCHASE/S, 400, 831
: FREQUENCY OF SUPPLY, 404, 835
: MODE OF ORDERING (RETAIL), 401, 832
: MODE OF PAYMENT (RETAIL), 402, 833
: NUMBER OF COMPETITIVE PRODUCTS REPRESENTED, 405, 836
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 428, 859
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 425, 856
: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE, 426, 857
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 424, 855
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 425, 856
: PERSON/S INITIATING DECISION TO RE-ORDER, 424, 855
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 428, 859
: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS, 427, 858
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 426, 857
: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS, 427, 858
: PROBLEMS WITH PRODUCTS, 407, 838
: PURCHASING CRITERIA - FUTURE TRENDS, 398, 829
: RETAIL ATTITUDE TOWARDS PRICE -v- AVAILABILITY, 403, 834
: SALES FREQUENCY PER CUSTOMER, 402, 833
: SALES PROMOTIONAL ACTIVITIES, 405, 836
: SALES PROMOTIONAL ACTIVITIES MIX, 406, 837
: SALES PROMOTION MOST INFLUENTIAL, 406, 837
: SERVICE AREA, 401, 832
: SUPPLIER LOYALTY, 404, 835
: THE AVAILABILITY -v- PRICE QUESTION, 398, 829
: THE QUALITY -v- PRICE QUESTION, 399, 830
COMMERCIAL SATISFACTION LEVELS
: ABILITY TO FULFILL ORDERS ON TIME, 410, 841
: AFTER-SALES SERVICES RECEIVED, 415, 846
: AVAILABILITY OF ADVERTISING SUPPORT AND POS / PROMOTIONAL MATERIALS, 415, 846
: AVAILABILITY OF SUPPLY, 409, 840
: CREDIT AND OTHER FINANCIAL DETAILS, 412, 843
: DOCUMENTATION / INSTRUCTIONS, 416, 847
: EXISTING METHODS OF SUPPLY AND DISTRIBUTION, 414, 845
: EXISTING PRODUCTS AND PRODUCT RANGES, 413, 844
: EXISTING SUPPLIERS AND SOURCES, 413, 844
: ORDERING PROCEDURES AND FORMALITIES, 411, 842
: OWN PRODUCT LEVELS, 412, 843
: PRODUCT LEVELS, 409, 840
: QUALITY AND SPECIFICATIONS OF SUPPLY, 414, 845
: QUALITY RECEIVED, 408, 839
: SUPPLY FREQUENCY AND UP-TAKE, 410, 841
: TECHNICAL AND OTHER ASSISTANCE RECEIVED, 416, 847
: TERMS OF TRADING, 411, 842
COMMITMENT TO OTHER SUPPLIERS, 317, 748
COMMITMENT/CAPACITY OF OTHER SUPPLIERS, 317, 748
COMPETITION / COMPETITORS' AGGRESSIVENESS & POSTURE, 317, 748
CONDITIONS OF SALE / TERMS OF TRADING, 317, 748
CONNECTICUT, 569
CONSUMPTION + PURCHASES
: AUSTRIA, 187
: BELGIUM & LUXEMBOURG, 189
: DENMARK, 191
: EIRE, 193
: FINLAND, 195
: FRANCE, 197
: GERMANY, 199
: ITALY, 201
: NORWAY, 205
: PORTUGAL, 207
: SPAIN, 209
: SWEDEN, 211
: SWITZERLAND, 213
: THE NETHERLANDS, 203
: THE UNITED KINGDOM, 215
Contract Documentation : Branch/Outlet Level, 486, 917
Contract Documentation : Company Level, 485, 916
CONVERSION RATIOS, 324, 755
CONVERSION RATIOS : NEW PRODUCTS, 327, 758
CONVERSION RATIOS : PRODUCT REVISIONS, 327, 758
COST STRUCTURE, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
Credibility Factors
: Branch/Outlet Level, 489, 920
: Company Advertising, 486, 917
: Company Contracts & Documentation, 487, 918
: Company Level, 434, 865
: Company Managers, 488, 919
: Company Staff, 488, 919
: Specialist Company Staff, 487, 918
CREDIT TAKEN, 350, 549, 781
CRITICAL FACTORS & PARAMETERS, 315, 746
CURRENCY CONVERSIONS, 19, 534
CURRENT PURCHASING CRITERIA, 374, 805
CURRENT RATIO, 349, 549, 780
CUSTOMER / SUPPLIER / EMPLOYEE BASE, 150, 669
Customer & End User Factors, 16, 531
Customer Awareness of Product
: Branch/Outlet Level, 471, 902
: Company Level, 470, 901
CUSTOMER BASE PROFILE, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
Customer Complaint Handling
: Branch/Outlet Level, 463, 894
: Company Level, 463, 894
: Company Managers, 464, 895
: Company Staff, 464, 895
: Specialist Company Staff, 465, 896
Customer Comprehension of Product
: Branch/Outlet Level, 468, 899
: Company Level, 468, 899
Customer Confidence
at Branch/Outlet Level, 435, 866
at Company Level, 434, 865
in Company Advertising, 437, 868
in Company Contracts & Documentation, 437, 868
in Company Managers, 435, 866
in Company Staff, 436, 867
in Product: Branch/Outlet Level, 473, 904
in Product: Company Level, 473, 904
in Specialist Company Staff, 436, 867
CUSTOMER FACTORS, 317, 320, 748, 751
Customer Handling
: Branch/Outlet Level, 461, 892
: Company Level, 460, 891
: Company Managers, 461, 892
: Company Staff, 462, 893
: Specialist Company Staff, 462, 893
Customer Problem Solving
: Branch/Outlet Level, 466, 897
: Company Level, 465, 896
: Company Managers, 466, 897
: Company Staff, 467, 898
: Specialist Company Staff, 467, 898
Customer Service
: Branch/Outlet Level, 476, 907
: Company Level, 475, 906
: Company Managers, 476, 907
: Company Staff, 477, 908
: Contracts & Documentation, 478, 909
: Specialist Company Staff, 477, 908
DATABASE GEOGRAPHIC COVERAGE, 10, 525
DEFINITION OF "A" SOCIAL GRADE, 495, 926
DEFINITION OF "B" SOCIAL GRADE, 495, 926
DEFINITION OF "C1" SOCIAL GRADE, 496, 927
DEFINITION OF "C2" SOCIAL GRADE, 497, 928
DEFINITION OF "D" SOCIAL GRADE, 498, 929
DEFINITION OF "E" SOCIAL GRADE, 498, 929
DELAWARE, 571
DENMARK, 54, 86, 119, 135, 160
DENMARK CONSUMPTION + USERS PROFILE, 501
DEPENDENCE ON SUB-CONTRACTORS / IN-HOUSE SUPPLIES, 317, 748
DESIGN / DESIGNER FACTORS / DESIGN SPECIFICATIONS, 317, 748
DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS, 330, 761
: DURING PRODUCT LAUNCH, 330, 761
DISTRIBUTION / WAREHOUSING / HANDLING COSTS, 317, 748
DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS, 319, 750
Distribution Channels, 152, 671
DISTRIBUTION COSTS, 325, 548, 756
DISTRIBUTION FACILITIES & MANPOWER AVAILABILITY, 317, 748
DISTRIBUTION FACTORS:, 317, 748
DISTRIBUTION OF DISTRIBUTION CHANNELS, 154, 673
DISTRIBUTION OF EMPLOYMENT, 154, 673
Distribution of Industry Employment, 152, 671
Distribution of The Customer Base, 152, 154, 671, 673
DMU SUSCEPTIBILITY / CUSTOMER AWARENESS, 317, 748
E. N. CENTRAL CONSUMPTION + USERS PROFILE, 932
E. S. CENTRAL CONSUMPTION + USERS PROFILE, 935
EFFECTS ON EXISTING PRODUCTS & CUSTOMER BASE, 317, 748
EIRE, 56, 88, 120, 136, 162
EIRE CONSUMPTION + USERS PROFILE, 502
END USERS SURVEY - INTRODUCTION, 373, 804
EUROPE & TRADE CELL, 9, 27
EXCHANGE RATE, 19, 534
FINANCIAL DATA, 340, 771
FINLAND, 58, 90, 121, 137, 164
FINLAND CONSUMPTION + USERS PROFILE, 503
FLORIDA, 573
FLORIDA CONSUMPTION + USERS PROFILE, 943
FRANCE, 60, 92, 122, 138, 166
FRANCE CONSUMPTION + USERS PROFILE, 504
FUTURE TRENDS IN PURCHASING CRITERIA, 383, 814
GEOGRAPHIC COVERAGE, 9, 524
GEOGRAPHIC CUSTOMER CONCENTRATION, 671
GEOGRAPHY, 152
GEORGIA, 575
GERMANY, 62, 94, 123, 139, 168
GERMANY CONSUMPTION + USERS PROFILE, 505
HAWAII, 577
IDAHO, 579
ILLINOIS, 581
ILLINOIS CONSUMPTION + USERS PROFILE, 942
INDIANA, 583
INDUSTRY / PRODUCT / MARKET COVERAGE, 7, 522
INDUSTRY CAPITAL EXPENDITURE STRUCTURE, 550
INDUSTRY CONCENTRATION, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308, 550
INDUSTRY COST STRUCTURE, 550
INDUSTRY DATA, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
INDUSTRY EMPLOYMENT, 550
INDUSTRY FINANCIAL DATA, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
INDUSTRY FINANCIAL PERFORMANCE, 336, 767
INDUSTRY MARKETING COSTS, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION, 433, 864
INDUSTRY PRODUCTION + PROCESSES, 353, 784
INDUSTRY PROFILE, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
INDUSTRY REPORT, 11, 526
INDUSTRY REVENUE TO IMMEDIATE CUSTOMER BASE PROFILE, 550
Information for Customers
: Branch/Outlet Level, 481, 912
: Company Level, 481, 912
: Company Managers, 482, 913
: Company Staff, 482, 913
: Specialist Company Staff, 483, 914
Initial Customer Response
: Branch/Outlet Level, 479, 910
: Company Level, 478, 909
: Company Managers, 479, 910
: Company Staff, 480, 911
: Specialist Company Staff, 480, 911
INVENTORY STRUCTURE, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
INVENTORY STRUCTURE IN THE INDUSTRY, 550
INVESTMENT, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
IOWA, 585
ITALY, 64, 96, 124, 140, 170
ITALY CONSUMPTION + USERS PROFILE, 506
KANSAS, 587
KENTUCKY, 589
Key Service Cities, 154
LOUISIANA, 591
MAINE, 593
Major Industry Reports, 11, 526
MARGINS / ADDED VALUE, 317, 748
MARKET & PRODUCT SEGMENTATION, 321, 752
MARKET CONSUMPTION : 1997-2028, 49
MARKET DATA, 47, 554
MARKET DATA TYPES, 11, 526
MARKET ENVIRONMENT, 16, 531
MARKET FORECAST, 30
MARKET GEOGRAPHY, 150, 669
Market Growth, 16, 531
MARKET GROWTH RATES, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
MARKET PREFACE, 6, 521
MARKET REPORT, 11, 526
MARKET SECTOR - COMPARATIVE BREAKDOWN, 132, 665
MARKET SECTOR BREAKDOWN, 116, 663
MARKET SECTOR PROFILES, 223-248
MARKET SECTORS, 114, 661
MARKET SECTORS FOR THE COMPANY, 254-308
MARKET SHARE / RELATIVE MARKET SHARES, 317, 748
Market Structure, 16, 531
MARKET SUMMARY, 25, 28, 29, 540, 543, 544
MARKET SUMMARY + FORECASTS
: AUSTRIA, 31
: BELGIUM + LUXEMBOURG, 32
: DENMARK, 33
: EIRE, 34
: FINLAND, 35
: FRANCE, 36
: GERMANY, 37
: ITALY, 38
: NORWAY, 40
: PORTUGAL, 41
: SPAIN, 42
: SWEDEN, 43
: SWITZERLAND, 44
: THE NETHERLANDS, 39
: THE UNITED KINGDOM, 45
MARKET TERMS USED, 17, 532
MARKET TRENDS, 30
MARKET & PRODUCT SEGMENTATION, 323, 754
Market/s Serviced, 16, 531
MARKETING, 311, 742
MARKETING COSTS, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308, 325, 756
MARKETING FACTORS, 317, 318, 748, 749
MARKETS, 17, 80, 532, 657
MARKETS DATA NOTES, 15, 530
MARYLAND, 595
MASSACHUSETTS, 597
MASSACHUSETTS CONSUMPTION + USERS PROFILE, 944
MATERIALS REPORTS, 13, 528
MICHIGAN, 599
MID ATLANTIC CONSUMPTION + USERS PROFILE, 931
MINNESOTA, 601
MISSISSIPPI, 603
MISSOURI, 605
MONTANA, 607
MOUNTAIN CONSUMPTION + USERS PROFILE, 937
N. W. CENTRAL CONSUMPTION + USERS PROFILE, 933
NATIONAL BUYER SURVEYS, 420, 851
NATIONAL CONSUMPTION + USERS PROFILE DEFINITIONS, 494, 925
NATIONAL CONSUMPTION + USERS PROFILES, 492, 493, 923, 924
NATIONAL CONSUMPTION BREAKDOWN - GEOGRAPHIC, 185
NATIONAL CONSUMPTION GEOGRAPHY, 152
NATIONAL END USERS SURVEYS, 372, 803
NATIONAL INDUSTRY PERFORMANCE SURVEYS, 369, 432, 800, 863
NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS, 384, 815
NATIONAL SURVEY OF BUYERS, 369, 800
NATIONAL SURVEY OF END USERS, 368, 799
NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION, 368, 799
NATIONAL SURVEYS : PRODUCT, 367, 798
NEBRASKA, 609
NETHERLANDS, 66, 98, 125, 141, 172
NETHERLANDS CONSUMPTION + USERS PROFILE, 507
NEVADA, 611
NEW ENGLAND CONSUMPTION + USERS PROFILE, 930
NEW HAMPSHIRE, 613
NEW JERSEY, 615
NEW MEXICO, 617
NEW PRODUCTION & PROCESS INVESTMENTS, 359, 790
NEW TECHNOLOGY INVESTMENT, 357, 548, 788
NEW TECHNOLOGY INVESTMENTS, 359, 790
NEW YORK, 619
NEW YORK CONSUMPTION + USERS PROFILE, 940
NORTH CAROLINA, 621
NORTH DAKOTA, 623
NORWAY, 68, 100, 126, 142, 174
NORWAY CONSUMPTION + USERS PROFILE, 508
OHIO, 625
OKLAHOMA, 627
OPERATING CRITERIA / PRODUCT OPERATION OR USAGE, 317, 748
OREGON, 629
OTHER PRODUCTION CAPACITY, 317, 748
OWN BUYING INFLUENCE / ECONOMIES OF SCALE, 317, 748
P & E INVESTMENT, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308
PACIFIC CONSUMPTION + USERS PROFILE, 938
PART 11 I, 2
PART 11 II, 517
PART 11 Market Research Issues, 4, 519
PART 11.1, 6
PART 11.10A, 367
PART 11.10B, 492
PART 11.11, 521
PART 11.12, 540, 544
PART 11.13, 554
PART 11.13.1, 661
PART 11.14, 669
PART 11.15, 684
PART 11.16, 742
PART 11.17, 767
PART 11.18, 784
PART 11.19A, 798
PART 11.19B, 923
PART 11.2, 25, 29
PART 11.3, 47
PART 11.3.1, 114
PART 11.4, 150
PART 11.5, 220
PART 11.6, 251
PART 11.7, 311
PART 11.8, 336
PART 11.9, 353
PENNSYLVANIA, 631
PERCEPTIONS OF CURRENTLY IMPORTED BRANDS, 374, 805
PERFORMANCE / PRODUCT EFFICIENCY / PRODUCT INTEGRITY, 317, 748
PERSPECTIVE : EUROPE & TRADE CELL, 30
PHYSICAL CRITERIA / PHYSICAL PARAMETERS, 317, 748
PLANT & EQUIPMENT, 254, 255, 256, 257, 258, 259, 260, 261, 262, 263, 264, 265, 266, 267, 268, 269, 270, 271, 272, 273, 274, 275, 276, 277, 278, 279, 283, 284, 285, 286, 287, 288, 289, 290, 291, 292, 293, 294, 295, 296, 297, 298, 299, 300, 301, 302, 303, 304, 305, 306, 307, 308, 358, 548, 789
PLANT & EQUIPMENT IN USE, 360, 361, 791, 792
PLANT & EQUIPMENT INVESTMENT, 358, 548, 789
PLANT & EQUIPMENT INVESTMENTS, 362, 363, 793, 794
PORTUGAL, 70, 102, 127, 143, 176
PORTUGAL CONSUMPTION + USERS PROFILE, 509
POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS, 328, 759
POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS, 328, 759
PRICE ADVANTAGES & PRICING AMONGST OTHER SUPPLIERS, 317, 748
PRICE SENSITIVITY, 383, 814
PRICES AT PRODUCERS SALE PRICE, 317, 748
PRICES AT OEM / END USER / RETAIL SALE PRICE, 317, 748
PROBABILITY OF TECHNICAL DEVELOPMENT / TECHNICAL, 317, 748
PRODUCER / SUPPLIER FACTORS, 319, 750
PRODUCT & INDUSTRY, 12, 527
PRODUCT AWARENESS, 381, 812
PRODUCT DEVELOPMENT, 81, 658
PRODUCT DEVELOPMENT : 1997-2028, 49
PRODUCT FACTORS, 318, 749
PRODUCT FACTORS:, 317, 748
PRODUCT GROUP, 50, 52, 54, 56, 58, 60, 62, 64, 66, 68, 70, 72, 74, 76, 78, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100, 102, 104, 106, 108, 110, 557, 559, 561, 563, 565, 567, 569, 571, 573, 575, 577, 579, 581, 583, 585, 587, 589, 591, 593, 595, 597, 599, 601, 603, 605, 607, 609, 611, 613, 615, 617, 619, 621, 623, 625, 627, 629, 631, 633, 635, 637, 639, 641, 643, 645, 647, 649, 651, 653, 655
PRODUCT LAUNCH DATA, 324, 755
PRODUCT LAUNCH FACTORS, 324, 755
PRODUCT LIFE / LONGEVITY, 317, 748
PRODUCT LIFE CYCLE / PRODUCT OBSOLESCENCE, 317, 748
PRODUCT MARKETING, 313, 744
PRODUCT PROFILES, 220, 684
PRODUCT PURCHASE BACKGROUND / PAST PRODUCT PURCHASE, 317, 748
Product Reports, 11, 526
Product Sector Reports, 11, 526
PRODUCT SUMMARY, 251
PRODUCT SUMMARY to 2016, 253
PRODUCT SUMMARY to 2028, 282
PRODUCTION CAPACITY / FLEXIBILITY OF PLANT, 317, 748
PRODUCTION FACILITIES & CAPACITY, 317, 748
PRODUCTION TECHNOLOGY INVESTMENT, 357, 548, 788
PRODUCTS REPORT, 11, 526
PROFIT / CAPITAL EMPLOYED, 345, 549, 776
PROFIT / SALES, 344, 549, 775
PROFIT / TOTAL ASSETS, 549
PROFIT PER EMPLOYEE, 347, 778
PROFITS / TOTAL ASSETS, 344, 775
Promotional Activity: Branch/Outlet Level, 484, 915
Promotional Activity: Company Level, 483, 914
PROPENSITY TO CONSUME / DEMAND FACTORS, 317, 748
PURCHASE PRICE / ACQUISITION COSTS / PRODUCT COSTS, 317, 748
PURCHASING CRITERIA - COMMERCIAL, 317, 748
PURCHASING CRITERIA - MOTIVATIONAL, 317, 748
QUALITY / QUALITY APPROVALS, 317, 748
R & D COSTS / DEVELOPMENT COSTS / CUSTOMIZATION, 317, 748
REACTION TO ADVERTISING AND SALES PROMOTION, 375, 806
REACTION TO P.O.S. AND MERCHANDISING, 376, 807
RELIABILITY / PRODUCT FAILURE / PRODUCT DEFECTS, 317, 748
Reputation:
at Branch/Outlet Level, 438, 869
at Company Level, 438, 869
of Company Managers, 439, 870
of Company Staff, 439, 870
of Specialist Company Staff, 440, 871
RETAIL QUESTIONS
: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS, 418, 849
: BUYING PATTERNS, 417, 848
: CURRENT PURCHASING CRITERIA, 386, 817
: FREQUENCY OF PURCHASE/S, 417, 848
: FREQUENCY OF SERVICE, 388, 819
: METHOD OF PAYMENT, 388, 819
: ORDERING PROCEDURES, 387, 818
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 423, 854
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 430, 861
: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE, 429, 860
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 431, 862
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 431, 862
: PERSON/S INITIATING DECISION TO RE-ORDER, 422, 853
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 423, 854
: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS, 422, 853
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 430, 861
: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS, 429, 860
: PRODUCT REJECT RATE, 390, 821
: PRODUCT REJECT/RETURN RATE AFTER PURCHASE, 390, 821
: PRODUCT RETURNS RATE, 389, 820
: PURCHASING CRITERIA - FUTURE TRENDS, 419, 850
: REACTIONS TO ADVERTISING AND SALES PROMOTION, 389, 820
: SOURCE OF SUPPLY, 386, 817
: SUPPLIER LOYALTY, 387, 818
: THE AVAILABILITY -v- PRICE QUESTION, 419, 850
: THE QUALITY -v- PRICE QUESTION, 418, 849
RETAIL SATISFACTION LEVEL
: AFTER-SALES SERVICES RECEIVED FROM SUPPLIERS, 395, 826
: AVAILABILITY OF ADVERTISING SUPPORT & POS / PROMOTIONAL MATERIALS, 396, 827
: AVAILABILITY OF PRODUCT, 393, 824
: EXISTING METHODS OF SUPPLY & DISTRIBUTION, 392, 823
: EXISTING PRODUCTS, 391, 822
: EXISTING SUPPLIERS & SOURCES, 391, 822
: ORDERING PROCEDURES, 394, 825
: QUALITY & SPECIFICATIONS OF PRODUCT, 393, 824
: SUPPLIERS' PRODUCT LEVELS, 392, 823
: SUPPLY / FREQUENCY & UP-TAKE, 394, 825
: TECHNICAL & OTHER ASSISTANCE RECEIVED, 396, 827
: TECHNICAL DOCUMENTATION / INSTRUCTIONS, 397, 828
: TERMS OF TRADING, 395, 826
RHODE ISLAND, 633
S. ATLANTIC CONSUMPTION + USERS PROFILE, 934
S. W. CENTRAL CONSUMPTION + USERS PROFILE, 936
S.I.C. Industry Reports, 11, 526
SALES / EMPLOYEE REMUNERATION, 348, 549, 779
SALES / STOCK RATIO, 349, 780
SALES / STOCKS, 549
SALES / TOTAL ASSETS, 345, 549, 776
SALES & SELLING COSTS, 325, 329, 548, 756, 760
: DURING PRODUCT LAUNCH, 329, 760
SALES GROWTH, 324, 755
SALES PER EMPLOYEE, 346, 777
SALES PROMOTION / ADVERTISING / SALEFORCE, 317, 748
SALES PROMOTION & SALES COSTS, 317, 748
SALES VOLUMES / TURNOVER REQUIRED, 317, 748
SATISFACTION LEVEL:
: WITH EXISTING METHODS OF SUPPLY, 379, 810
: WITH EXISTING PRODUCTS AND SERVICES, 378, 809
: WITH EXISTING RETAIL LEVEL, 378, 809
: WITH PRODUCT AVAILABILITY, 377, 808
: WITH PRODUCT DESIGN, 377, 808
: WITH PRODUCT PACKAGING, 380, 811
: WITH PRODUCT PACKAGING DESIGN, 380, 811
: WITH PRODUCT QUALITY, 376, 807
: WITH PRODUCT LEVELS, 379, 810
SEASONALITY / CYCLICAL DEMAND / DEMAND FLUCTUATIONS, 317, 748
SENSITIVITY TO ECONOMIC CLIMATE & CONDITIONS, 317, 748
SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION, 385, 816
SOCIAL CLASS DEFINITIONS, 494, 925
SOUTH CAROLINA, 635
SOUTH DAKOTA, 637
SPAIN, 72, 104, 128, 144, 178
SPAIN CONSUMPTION + USERS PROFILE, 510
Staff Awareness of Product
: Company Managers, 471, 902
: Company Staff, 472, 903
: Specialist Company Staff, 472, 903
Staff Comprehension of Product
: Company Managers, 469, 900
: Company Staff, 469, 900
: Specialist Company Staff, 470, 901
Staff Confidence in Product
: Company Managers, 474, 905
: Company Staff, 474, 905
: Specialist Company Staff, 475, 906
Staff Efficiency
: Branch/Outlet Level, 441, 872
: Company Level, 440, 871
: Company Managers, 441, 872
: Company Staff, 442, 873
: Contracts & Documentation, 443, 874
: Problem Solving, 443, 874
: Specialist Company Staff, 442, 873
Staff Integrity
: Advertising & Promotions, 450, 881
: Branch/Outlet Level, 448, 879
: Company Level, 447, 878
: Company Managers, 448, 879
: Company Staff, 449, 880
: Contracts & Documentation, 450, 881
: Specialist Company Staff, 449, 880
Staff Performance
: Branch/Outlet Level, 444, 875
: Company Level, 444, 875
: Company Managers, 445, 876
: Company Staff, 445, 876
: Contracts & Documentation, 446, 877
: Overall Customer Handling, 447, 878
: Specialist Company Staff, 446, 877
STOCK AVAILABILITY / LEAD TIMES / DELIVERY, 317, 748
SUPPLIER FACTORS:, 317, 748
SWEDEN, 74, 106, 129, 145, 180
SWEDEN CONSUMPTION + USERS PROFILE, 511
SWITZERLAND, 76, 108, 130, 146, 182
SWITZERLAND CONSUMPTION + USERS PROFILE, 512
TECHNICAL / MARKETING CAPABILITIES & CAPACITY, 317, 748
TECHNICAL CAPABILITIES / NEW PRODUCT DEVELOPMENTS, 317, 748
TECHNOLOGICAL APTITUDE / TECHNOLOGICAL INNOVATIONS, 317, 748
TECHNOLOGY / TECHNOLOGY FACTORS & DEVELOPMENT, 317, 748
TENNESSEE, 639
TEXAS, 641
TEXAS CONSUMPTION + USERS PROFILE, 941
THE AVAILABILITY -V- PRICE QUESTION, 382, 813
THE QUALITY -V- PRICE QUESTION, 382, 813
TOTAL MARKETING COSTS, 333, 548, 764
TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH, 333, 764
TRADING AREA, 16, 531
Truth & Honesty
: Advertising & Promotions, 454, 885
: Branch/Outlet Level, 451, 882
: Company Level, 451, 882
: Company Managers, 452, 883
: Company Staff, 452, 883
: Contracts & Documentation, 453, 884
: Specialist Company Staff, 453, 884
UNITED KINGDOM, 78, 110, 131, 147, 184
UNITED KINGDOM CONSUMPTION + USERS PROFILE, 513
UNITED STATES, 524, 542, 664, 666
UNITED STATES MARKET, 556
UNITED STATES SUMMARY, 546
USA, 521, 540, 554, 661, 669, 684, 742, 767, 784, 798, 923
USA : PRODUCT, 551, 552
USA : MARKET SECTORS FOR THE COMPANY, 687-739
USA : THE DISTRIBUTORS, 677
USA : THE END USERS, 675
USA : THE INDUSTRY, 679
USA INDUSTRY FINANCIAL DATA, 549
USA INDUSTRY INVESTMENT & CAPITAL EQUIPMENT, 548
USA INDUSTRY MARKETING COSTS, 548
USA INDUSTRY PROFILE, 550
USA MARKET : to 2016, 546
USA MARKET : to 2028, 546
USA MARKET & PRODUCT SECTORS, 547
UTAH, 643
Verbal Contact
: Branch/Outlet Level, 458, 889
: Company Level, 458, 889
: Company Managers, 459, 890
: Company Staff, 459, 890
: Specialist Company Staff, 460, 891
VERMONT, 645
VIRGINIA, 647
WARRANTY COSTS, 325, 756
WASHINGTON, 649
WEST VIRGINIA, 651
WILLINGNESS TO PURCHASE FOREIGN BRANDS, 375, 806
WISCONSIN, 653
Written Communications
: Branch/Outlet Level, 455, 886
: Company Level, 454, 885
: Company Managers, 455, 886
: Company Staff, 456, 887
: Contractual, 457, 888
: Correspondence, 457, 888
: Specialist Company Staff, 456, 887
WYOMING, 655

PART 12

Administration & Customer Handling

100 pages

Top

Administration & Customer Handling

PART 12 Administration & Customer Handling
12.1 Administrative Considerations
        Personnel & Staff Performance
        Staff Selection & Training
        Customer Handling
        Customer Handling - Relative & Competitive Performance
        Operating Procedures & Systems
        Order Handling & Input
        Order Progress Notification
        Order Supply
        After-Sales Considerations
        Administration Controls
        Security & Product Protection
        Quality Control Procedures
        Accounting Practices & Procedures
        Order Taking and Processing
        Order Delivery or Contract Satisfaction
        After-Sales Services & Procedures
        Legal Considerations & Conditions of Business

PART 12 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 12 Administration & Customer Handling
6 PART 12.1
6 ADMINISTRATION OBJECTIVES FOR THE COMPANY
7 ADMINISTRATION FUNCTIONS
7 1. Planning
8 2. Organisation
8 3. Staffing
9 4. Direction
9 5. Control
10 6. Innovation
11 7. Representation
11 8. Communication
11 9. Learning for Results
12 PERSONNEL + STAFF PERFORMANCE
12 Planning Performance
12 Organisational Ability
12 Direction & Delegation
12 Control & Communication
12 Innovation
16 COMPANY HUMAN RELATIONS
16 1. SELECTION
17 1. TRAINING
18 STAFF SELECTION + TRAINING EFFICIENCY
18 Recruitment Methods
18 Selection Methods
18 Initial Training
18 Specialist Training Programmes
18 Continuous Training Programmes
22 3. DIRECTION
23 4. INCENTIVES
24 5. LOYALTY
25 6. ACHIEVEMENT
26 7. LEADERSHIP
30 COMPANY ORGANISATION
31 1. OBJECTIVES
31 2. SPECIALISATION
32 3. COORDINATION
32 4. AUTHORITY
33 5. RESPONSIBILITY
33 6. DELEGATION
34 7. SPAN OF CONTROL
34 8. SHORT CHAIN OF COMMAND
35 9. LINE + STAFF
37 COMPANY CUSTOMER HANDLING
38 CUSTOMER HANDLING
38 Overall Performance
38 Competitive Rating
38 Senior Staff Performance
38 Point-of-Sale Staff Performance
38 Complaints Handling
42 OPERATING PROCEDURES + SYSTEMS
42 Overall Performance
42 Competitive Rating
42 Professionalism of Operating Procedures
42 Investments in Systems
42 Corporate Responsibility & Development
46 ORDER HANDLING
46 Overall Performance
46 Competitive Rating
46 Ease of Customer Order & Interface
46 Input Systems & Performance
46 In-House Order Handling Performance
50 ORDER PROGRESS
50 Overall Order Progress Monitoring
50 Competitive Rating
50 Systemised Procedures for Order Chasing
50 Automated Systems
50 Level of Systems Investment
54 ORDER DELIVERY
54 Overall Performance
54 Competitive Rating
54 On-Time Delivery Rating
54 Complete Order Delivery
54 Delivery System Investment
58 AFTER-SALES RATING
58 Overall Performance
58 Competitive Rating
58 Availability of After-Sales Services
58 Cost of After-Sales Services
58 Efficiency of After-Sales Services
62 COMPANY ORGANISATION DECISIONS
63 1. DIVISIBILITY
64 2. REORGANISATION
64 3. BEHAVIOURAL SCIENCE + ORGANISATION
65 4. ORGANISATION FOR MOTIVATION
65 5. INFORMAL ORGANISATION
67 COMPANY COMMUNICATIONS + OBJECTIVES
67 1. NEW APPROACH
68 2. OBJECTIVES -v- TASKS
71 3. ANALYSIS OF OPPORTUNITIES
73 COMPANY ADMINISTRATION COMMUNICATION
74 1. MENTAL SET
75 2. COMMUNICATION PROCESS
76 3. COMMUNICATION BY ACTION
77 COMPANY ADMINISTRATION CONTROLS
78 SECURITY + PRODUCT PROTECTION
78 Corporate Security Rating
78 Process Security Rating
78 Product Security Rating
78 Product Protection
78 Process Protection
82 QUALITY CONTROL PROCEDURES
82 Overall Rating
82 Competitive Rating
82 Formalised Quality Control Systems
82 Quality Control Efficiency
82 Quality Control Development
86 ACCOUNTING PRACTICES & PROCEDURES
86 Overall Rating
86 Competitive Rating
86 Accounting Efficiency
86 Cash-Flow Handling
86 Customer Satisfaction with Accounts Procedures
90 ORDER TAKING + PROCEDURES
90 Overall Rating
90 Competitive Rating
90 Order Taking Efficiency
90 Order Taking Systems Investment
90 Customer Satisfaction with Order Taking
94 ORDER DELIVERY + CONTRACT PERFORMANCE
94 Overall Rating
94 Competitive Rating
94 Order Delivery Efficiency
94 Contract Performance Rating
94 Customer Satisfaction with Contract Performance
98 AFTER-SALES SERVICES + PROCEDURES
98 Overall Rating
98 Competitive Rating
98 After-Sales Service Efficiency
98 After-Sales Systems Investment
98 Customer Satisfaction with After-Sales Procedures
102 LEGAL CONDITIONS + TERMS OF BUSINESS
102 Overall Rating
102 Competitive Rating
102 Levels of Litigation
102 Fairness of Terms of Business
102 ~~ Customer Satisfaction with Terms of Business

PART 12 - INDEX

Accounting Efficiency, 86
Accounting Practices & Procedures, 77, 86
Accounting : Competitive Rating, 86
Accounting : Overall Rating, 86
ACHIEVEMENT, 25
ADMINISTRATION COMMUNICATION, 73
ADMINISTRATION CONTROLS, 77
ADMINISTRATION FUNCTIONS, 7
ADMINISTRATION OBJECTIVES, 6
After-Sales Considerations, 37
AFTER-SALES RATING, 58
After-Sales Service Efficiency, 98
After-Sales Services & Procedures, 77
AFTER-SALES SERVICES + PROCEDURES, 98
After-Sales Systems Investment, 98
After-Sales Factors
: Availability, 58
: Competitive Rating, 58, 98
: Cost, 58
: Efficiency, 58
: Overall Performance, 58
: Overall Rating, 98
ANALYSIS OF OPPORTUNITIES, 71
AUTHORITY, 32
BEHAVIOURAL SCIENCE & ORGANISATION, 64
Cash-Flow Handling, 86
Communication, 11
COMMUNICATION BY ACTION, 76
COMMUNICATION PROCESS, 75
COMMUNICATIONS & OBJECTIVES, 67
COMPETITOR ACCOUNTING PRACTICES & PROCEDURES, 88
COMPETITOR AFTER-SALES RATING, 60
COMPETITOR AFTER-SALES SERVICES + PROCEDURES, 100
COMPETITOR CUSTOMER HANDLING, 40
COMPETITOR LEGAL CONDITIONS + TERMS OF BUSINESS, 104
COMPETITOR OPERATING PROCEDURES + SYSTEMS, 44
COMPETITOR ORDER DELIVERY, 56
COMPETITOR DELIVERY + CONTRACT PERFORMANCE, 96
COMPETITOR ORDER HANDLING, 48
COMPETITOR ORDER PROGRESS, 52
COMPETITOR ORDER TAKING + PROCEDURES, 92
COMPETITOR PERSONNEL + STAFF PERFORMANCE, 14
COMPETITOR QUALITY CONTROL PROCEDURES, 84
COMPETITOR SECURITY + PRODUCT PROTECTION, 80
COMPETITOR STAFF SELECTION + TRAINING EFFICIENCY, 20
COMPETITORS OF THE COMPANY, 14, 20, 40, 44, 48, 52, 56, 60, 80, 84, 88, 92, 96, 100, 104
Contract Performance Rating, 94
Control, 9
COORDINATION, 32
Customer Complaints Handling, 38
CUSTOMER HANDLING, 37, 38
Customer Handling - Relative & Competitive Performance, 37
Customer Handling
: Competitive Rating, 38
: Overall Performance, 38
: Point-of-Sale Staff Performance, 38
: Senior Staff Performance, 38
Customer Satisfaction
: with Accounts Procedures, 86
: with After-Sales Procedures, 98
: with Contract Performance, 94
: with Order Taking, 90
: with Terms of Business, 102
DELEGATION, 33
Delivery Completion, 54
Delivery System Investment, 54
Delivery
: Competitive Rating, 54
: On-Time Rating, 54
: Overall Performance, 54
Direction, 9, 22
DIVISIBILITY, 63
Fairness of Terms of Business, 102
HUMAN RELATIONS, 16
INCENTIVES, 23
INFORMAL ORGANISATION, 65
Innovation, 10
LEADERSHIP, 26
Learning for Results, 11
LEGAL CONDITIONS + TERMS OF BUSINESS, 102
Legal Considerations & Conditions of Business, 77
Legal Issues : Competitive Rating, 102
Legal Issues : Overall Rating, 102
LINE & STAFF, 35
Litigation Levels, 102
LOYALTY, 24
MENTAL SET, 74
NEW APPROACH, 67
OBJECTIVES, 31
OBJECTIVES -v- TASKS, 68
Operating Procedures & Systems, 37
OPERATING PROCEDURES + SYSTEMS, 42
Operating Systems
: Competitive Rating, 42
: Investments, 42
: Overall Performance, 42
: Professionalism, 42
: Responsibility & Development, 42
OPERATIONS + DIVISIONS OF THE COMPANY, 12, 18, 38, 42, 46, 50, 54, 58, 78, 82, 86, 90, 94, 98, 102
ORDER DELIVERY, 54
ORDER DELIVERY + CONTRACT PERFORMANCE, 94
Order Delivery Efficiency, 94
Order Delivery or Contract Satisfaction, 77
Order Delivery
: Competitive Rating, 94
: Overall Rating, 94
ORDER HANDLING, 46
Order Handling & Input, 37
Order Handling
: Competitive Rating, 46
: Ease of Customer Order & Interface, 46
: In-House Order Handling Performance, 46
: Input Systems & Performance, 46
: Overall Performance, 46
ORDER PROGRESS, 50
Order Progress Notification, 37
Order Progress
: Automated Systems, 50
: Competitive Rating, 50
: Level of Systems Investment, 50
: Overall Order Progress Monitoring, 50
: Systemised Procedures for Order Chasing, 50
Order Supply, 37
ORDER TAKING + PROCEDURES, 90
Order Taking and Processing, 77
Order Taking Efficiency, 90
Order Taking Systems Investment, 90
Order Taking : Competitive Rating, 90
Order Taking : Overall Rating, 90
Organisation, 8, 30
ORGANISATION DECISIONS, 62
ORGANISATION FOR MOTIVATION, 65
PART 12, 2
PART 12 Administration & Customer Handling, 4
PART 12.1, 6
PERSONNEL + STAFF PERFORMANCE, 12
Personnel Control & Communication, 12
Personnel Direction & Delegation, 12
Personnel Innovation, 12
Personnel Organisational Ability, 12
Personnel Planning Performance, 12
Planning, 7
Process Protection, 78
Product Protection, 78
Quality Control Development, 82
Quality Control Efficiency, 82
Quality Control Procedures, 77, 82
Quality Control Systems, 82
Quality Control : Competitive Rating, 82
Quality Control : Overall Rating, 82
READER WORKSHEET, 13, 15, 19, 21, 39, 41, 43, 45, 47, 49, 51, 53, 55, 57, 59, 61, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99, 101, 103, 105
REORGANISATION, 64
Representation, 11
RESPONSIBILITY, 33
Security & Product Protection, 77
SECURITY + PRODUCT PROTECTION, 78
Security Rating
: Corporate, 78
: Process, 78
: Product, 78
SELECTION, 16
SHORT CHAIN OF COMMAND, 34
SPAN OF CONTROL, 34
SPECIALISATION, 31
Staff Continuous Training Programmes, 18
Staff Initial Training, 18
Staff Recruitment Methods, 18
STAFF SELECTION + TRAINING EFFICIENCY, 18
Staff Selection Methods, 18
Staff Specialist Training Programmes, 18
Staffing, 8
TRAINING, 17

PART 13

Human Resources Director's Screening Manual

80 pages

Top

Human Resources Director's Screening Manual

PART 13 Human Resources Director's Screening Manual
13.1 Personnel Screening
        Supervisory or Boardroom Management
        Executive Supervisory Team
        Senior Marketing Management Performance
        Senior Product & Process Management Performance
        Senior Financial Management Performance
        Senior Administrative Management Performance
        Middle Marketing & Sales Management Performance
        Middle Sourcing, Process & Distribution Management Performance
        Middle Financial & Accounting Management Performance
        Middle Administrative & Personnel Management Performance
        Sales & Customer Service Personnel Performance
        Buying, Process & Distribution Staff Performance
        Credit & Accounting Staff Performance
        Administrative & Secretarial Staff Performance
13.2 Personnel & Staff Improvement Financial Scenarios

PART 13 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 13 Human Resources Director's Screening Manual
6 PART 13.1
6 MANAGEMENT OBJECTIVES FOR THE COMPANY
8 1. MANAGEMENT DIRECTION
9 2. MANAGEMENT LEVELS
10 3. MANAGER OBJECTIVES
11 4. MANAGER CONTROL
13 5. MANAGEMENT CONTROL MEASUREMENT
15 6. MANAGEMENT PROCEDURES
16 7. MANAGEMENT ETHIC
17 8. MANAGEMENT TASKS
18 9. MANAGER RESPONSIBILITIES
19 10. MANAGEMENT DELEGATION
20 11. MANAGEMENT CHANNELS
21 COMPANY MANAGEMENT RATINGS
22 SUPERVISORY / BOARDROOM MANAGEMENT
22 Direction & Delegation Rating
22 Management Levels & Degree of Responsibility
22 Management Planning & Procedures
22 Manager Control & Monitoring
22 Manager Performance & Efficiency
26 EXECUTIVE SUPERVISORY TEAM
26 Direction & Delegation Rating
26 Management Levels & Degree of Responsibility
26 Management Planning & Procedures
26 Manager Control & Monitoring
26 Manager Performance & Efficiency
30 SENIOR MARKETING MANAGEMENT
30 Direction & Delegation Rating
30 Management Levels & Degree of Responsibility
30 Management Planning & Procedures
30 Manager Control & Monitoring
30 Manager Performance & Efficiency
34 SENIOR PRODUCT + PROCESS MANAGEMENT
34 Direction & Delegation Rating
34 Management Levels & Degree of Responsibility
34 Management Planning & Procedures
34 Manager Control & Monitoring
34 Manager Performance & Efficiency
38 SENIOR FINANCIAL MANAGEMENT
38 Direction & Delegation Rating
38 Management Levels & Degree of Responsibility
38 Management Planning & Procedures
38 Manager Control & Monitoring
38 Manager Performance & Efficiency
42 SENIOR ADMINISTRATIVE MANAGEMENT
42 Direction & Delegation Rating
42 Management Levels & Degree of Responsibility
42 Management Planning & Procedures
42 Manager Control & Monitoring
42 Manager Performance & Efficiency
46 MIDDLE SALES + MARKETING MANAGERS
46 Direction & Delegation Effectiveness
46 Supervisory Levels & Degree of Responsibility
46 Activity Planning & Procedures
46 Sub-ordinate Control & Monitoring
46 Sub-ordinate Performance & Efficiency
50 MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS
50 Direction & Delegation Effectiveness
50 Supervisory Levels & Degree of Responsibility
50 Activity Planning & Procedures
50 Sub-ordinate Control & Monitoring
50 Sub-ordinate Performance & Efficiency
54 MIDDLE FINANCIAL + ACCOUNTING MANAGERS
54 Direction & Delegation Effectiveness
54 Supervisory Levels & Degree of Responsibility
54 Activity Planning & Procedures
54 Sub-ordinate Control & Monitoring
54 Sub-ordinate Performance & Efficiency
58 MIDDLE ADMINISTRATION + PERSONNEL MANAGERS
58 Direction & Delegation Effectiveness
58 Supervisory Levels & Degree of Responsibility
58 Activity Planning & Procedures
58 Sub-ordinate Control & Monitoring
58 Sub-ordinate Performance & Efficiency
62 SALES + CUSTOMER SERVICE PERSONNEL
62 Direction & Supervision Effectiveness
62 Supervisory Effectiveness
62 Activity Planning
62 Activity Control & Monitoring
62 Activity Performance & Efficiency
66 BUYING / PROCESS / DISTRIBUTION STAFF
66 Direction & Supervision Effectiveness
66 Supervisory Effectiveness
66 Activity Planning
66 Activity Control & Monitoring
66 Activity Performance & Efficiency
70 CREDIT + ACCOUNTING STAFF
70 Direction & Supervision Effectiveness
70 Supervisory Effectiveness
70 Activity Planning
70 Activity Control & Monitoring
70 Activity Performance & Efficiency
74 ADMINISTRATIVE + SECRETARIAL STAFF
74 Direction & Supervision Effectiveness
74 Supervisory Effectiveness
74 Activity Planning
74 Activity Control & Monitoring
74 ~~ Activity Performance & Efficiency
79 PERSONNEL + STAFF IMPROVEMENT to 2028
83 PERSONNEL + STAFF IMPROVEMENT : to 2028

PART 13 - INDEX

Accounting Direction & Delegation Effectiveness, 54
Activity Control & Monitoring, 62, 66, 70, 74
Activity Performance & Efficiency, 62, 66, 70, 74
Activity Planning, 62, 66, 70, 74
Activity Planning & Procedures, 46, 50, 54, 58
ADDED VALUE, 83
Administrative & Secretarial Staff Performance, 21
ADMINISTRATIVE + SECRETARIAL STAFF, 74
Administrative Direction & Delegation Rating, 42
ADVERTISING COSTS, 83
AFTER-SALES COSTS, 83
ASSETS UTILIZATION, 81
AVERAGE REMUNERATION, 82
Boardroom Direction & Delegation Rating, 22
BORROWING RATIO, 82
Buying / Process & Distribution Staff Performance, 21
BUYING / PROCESS / DISTRIBUTION STAFF, 66
CAPACITY UTILIZATION, 84
CAPITAL EMPLOYED, 81
CAPITAL EMPLOYED / EMPLOYEE, 82
CAPITAL EXPENDITURE, 84
CAPITAL EXPENDITURE : PLANT + EQUIPMENT, 84
CAPITAL EXPENDITURE : STRUCTURES, 84
Cashflow Direction & Supervision Effectiveness, 70
COMMERCIAL DECISION SCENARIOS
: PERSONNEL + STAFF IMPROVEMENT to 2028, 79
: PERSONNEL + STAFF IMPROVEMENT FORECAST, 83
COMPARATIVE ADVERTISING EXPENDITURE, 84
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 84
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 84
COMPETITORS
: ADMINISTRATIVE + SECRETARIAL STAFF, 76
: BUYING / PROCESS / DISTRIBUTION STAFF, 68
: CREDIT + ACCOUNTING STAFF, 72
: EXECUTIVE SUPERVISORY TEAM, 28
: MIDDLE ADMINISTRATION + PERSONNEL MANAGERS, 60
: MIDDLE FINANCIAL + ACCOUNTING MANAGERS, 56
: MIDDLE SALES + MARKETING MANAGERS, 48
: MIDDLE SOURCING/ PROCESS/ DISTRIBUTION MANAGERS, 52
: SALES + CUSTOMER SERVICE PERSONNEL, 64
: SENIOR ADMINISTRATIVE MANAGEMENT, 44
: SENIOR FINANCIAL MANAGEMENT, 40
: SENIOR MARKETING MANAGEMENT, 32
: SENIOR PRODUCT + PROCESS MANAGEMENT, 36
: SUPERVISORY / BOARDROOM MANAGEMENT, 24
COMPETITORS OF THE COMPANY, 24, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72, 76
Credit & Accounting Staff Performance, 21
CREDIT + ACCOUNTING STAFF, 70
CREDIT PERIOD, 81
CREDITORS, 80
CREDITORS' RATIO, 82
CURRENT RATIO, 82
DEBT GEARING RATIO, 82
DEBTORS, 80
DEPRECIATION, 80
DIRECTORS' REMUNERATIONS, 81
DISTRIBUTION & HANDLING COSTS, 83
DOMESTIC SALES, 80
EMPLOYEES' REMUNERATIONS, 81
EQUITY RATIO, 82
Executive Direction & Delegation Rating, 26
Executive Supervisory Team, 21, 26
Financial Direction & Delegation Rating, 38
FIXED ASSETS, 80
FIXED ASSETS / EMPLOYEE, 82
IMMEDIATE CUSTOMER BASES, 84
INCOME GEARING, 82
INPUT / MATERIALS / ENERGY COSTS, 83
INTANGIBLE ASSETS, 80
INTEREST PAID, 80
INTERMEDIATE ASSETS, 80
LONG TERM LOANS, 81
MANAGEMENT CHANNELS, 20
MANAGEMENT CONTROL MEASUREMENT, 13
MANAGEMENT DELEGATION, 19
MANAGEMENT DIRECTION, 8
MANAGEMENT ETHIC, 16
MANAGEMENT LEVELS, 9
Management Levels & Degree of Responsibility, 22, 26, 30, 34, 38, 42
MANAGEMENT OBJECTIVES, 6
Management Planning & Procedures, 22, 26, 30, 34, 38, 42
MANAGEMENT PROCEDURES, 15
MANAGEMENT RATINGS, 21
MANAGEMENT TASKS, 17
MANAGER CONTROL, 11
Manager Control & Monitoring, 22, 26, 30, 34, 38, 42
MANAGER OBJECTIVES, 10
Manager Performance & Efficiency, 22, 26, 30, 34, 38, 42
MANAGER RESPONSIBILITIES, 18
Marketing Direction & Delegation Rating, 30
MIDDLE ADMINISTRATION + PERSONNEL MANAGERS, 58
Middle Administrative & Personnel Management Performance, 21
Middle Financial & Accounting Management Performance, 21
MIDDLE FINANCIAL + ACCOUNTING MANAGERS, 54
Middle Marketing & Sales Management Performance, 21
MIDDLE SALES + MARKETING MANAGERS, 46
Middle Sourcing
Process & Distribution Management Performance, 21
MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS, 50
MISCELLANEOUS CURRENT ASSETS, 80
MISCELLANEOUS CURRENT LIABILITIES, 81
MISCELLANEOUS LONG TERM LIABILITIES, 81
NET ASSETS, 81
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 83
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 84
NEW TECHNOLOGY EXPENDITURE, 83
NON-TRADING INCOME, 80
OPERATING PROFIT, 80
OPERATING PROFIT MARGIN, 81
OPERATIONS + DIVISIONS OF THE COMPANY, 22, 26, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
OVERSEAS TURNOVER, 80
OVERSEAS TURNOVER / SALES, 82
PART 13, 2
PART 13 Human Resources Director's Screening Manual, 4
PART 13.1, 6
PAYROLL COSTS, 83
Personnel Direction & Delegation Effectiveness, 58
PLANT + EQUIPMENT IN USE, 83
PLANT + EQUIPMENT INVESTMENT, 83
PRE-TAX PROFIT, 80
PRE-TAX PROFIT MARGINS, 81
Process Direction & Delegation Effectiveness, 50
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 84
Product/Process Direction & Delegation Rating, 34
PROFIT PER EMPLOYEE, 82
QUICK RATIO, 82
READER WORKSHEET, 23, 25, 27, 29, 31, 33, 35, 37, 39, 41, 43, 45, 47, 49, 51, 53, 55, 57, 59, 61, 63, 65, 67, 69, 71, 73, 75, 77
REMUNERATIONS / SALES, 82
RETURN ON ASSETS, 81
RETURN ON CAPITAL, 81
RETURN ON INVESTMENTS, 82
RETURN ON SHAREHOLDERS' FUNDS, 81
SALES / FIXED ASSETS, 81
Sales & Customer Service Personnel Performance, 21
SALES + CUSTOMER SERVICE PERSONNEL, 62
SALES COSTS, 83
Sales Direction & Delegation Effectiveness, 46
SALES PER EMPLOYEE, 82
SENIOR ADMINISTRATIVE MANAGEMENT, 42
Senior Administrative Management Performance, 21
SENIOR FINANCIAL MANAGEMENT, 38
Senior Financial Management Performance, 21
SENIOR MARKETING MANAGEMENT, 30
Senior Marketing Management Performance, 21
Senior Product & Process Management Performance, 21
SENIOR PRODUCT + PROCESS MANAGEMENT, 34
Service Direction & Supervision Effectiveness, 62
SHAREHOLDERS FUNDS, 81
SHORT TERM LOANS, 80
Sourcing/Channel Direction & Supervision Effectiveness, 66
Staff Direction & Supervision Effectiveness, 74
STOCK TURNOVER, 81
STOCKS, 80
Sub-ordinate Control & Monitoring, 46, 50, 54, 58
Sub-ordinate Performance & Efficiency, 46, 50, 54, 58
SUPERIOR QUALITY PRODUCTS, 84
SUPERVISORY / BOARDROOM MANAGEMENT, 22
Supervisory Effectiveness, 62, 66, 70, 74
Supervisory Levels & Degree of Responsibility, 46, 50, 54, 58
Supervisory or Boardroom Management, 21
TOTAL ASSETS, 80
TOTAL ASSETS / EMPLOYEE, 82
TOTAL CURRENT ASSETS, 80
TOTAL CURRENT LIABILITIES, 81
TOTAL DEBT / WORKING CAPITAL, 82
TOTAL EMPLOYEES, 81
TOTAL FIXED ASSETS, 80
TOTAL MARKETING COSTS, 83
TOTAL OPERATIONAL PROCESS COSTS, 83
TOTAL R + D EXPENDITURE, 83
TOTAL SALES, 80
TRADING PROFIT, 80
TRADING PROFIT MARGIN, 81
WORKING CAPITAL / SALES, 82

PART 14

Quality & Product Control Handbook

10 pages

Top

Quality & Product Control Handbook

PART 14 Quality & Product Control Handbook
14.1 Quality and Product Controls
        Setting Quality Goals & Objectives
        Setting Quality Tolerances and Acceptability levels
        Product Performance
        Product Standards
        Quality Controls & Systems
        Process Issues
        Process Controls
        Procurement Issues
        Quality sampling
        Quality & Personnel
        Quality & Cost Savings
14.2 Product Quality Improvement Financial Benefit Scenarios

PART 14 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 14 Quality & Product Control Handbook
6 PART 14.1
6 COMPANY QUALITY + PRODUCT CONTROLS
9 QUALITY IMPROVEMENT to 2028
13 COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT : to 2028

PART 14 - INDEX

ADDED VALUE, 13
ADVERTISING COSTS, 13
AFTER-SALES COSTS, 13
ASSETS UTILIZATION, 11
AVERAGE REMUNERATION, 12
BORROWING RATIO, 12
CAPACITY UTILIZATION, 14
CAPITAL EMPLOYED, 11
CAPITAL EMPLOYED / EMPLOYEE, 12
CAPITAL EXPENDITURE, 14
COMMERCIAL DECISION SCENARIOS
: QUALITY IMPROVEMENT to 2028, 9
: QUALITY IMPROVEMENT FORECAST, 13
COMPARATIVE ADVERTISING EXPENDITURE, 14
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 14
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 14
CREDIT PERIOD, 11
CREDITORS, 10
CREDITORS' RATIO, 12
CURRENT RATIO, 12
DEBT GEARING RATIO, 12
DEBTORS, 10
DEPRECIATION, 10
DIRECTORS' REMUNERATIONS, 11
DISTRIBUTION & HANDLING COSTS, 13
DOMESTIC SALES, 10
EMPLOYEES' REMUNERATIONS, 11
EQUITY RATIO, 12
FIXED ASSETS, 10
FIXED ASSETS / EMPLOYEE, 12
IMMEDIATE CUSTOMER BASES, 14
INCOME GEARING, 12
INPUT / MATERIALS / ENERGY COSTS, 13
INTANGIBLE ASSETS, 10
INTEREST PAID, 10
INTERMEDIATE ASSETS, 10
LONG TERM LOANS, 11
MISCELLANEOUS CURRENT ASSETS, 10
MISCELLANEOUS CURRENT LIABILITIES, 11
MISCELLANEOUS LONG TERM LIABILITIES, 11
NET ASSETS, 11
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 13
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 14
NEW TECHNOLOGY EXPENDITURE, 13
NON-TRADING INCOME, 10
OPERATING PROFIT, 10
OPERATING PROFIT MARGIN, 11
OVERSEAS TURNOVER, 10
OVERSEAS TURNOVER / SALES, 12
PART 14, 2
PART 14 Quality & Product Control Handbook, 4
PART 14.1, 6
PAYROLL COSTS, 13
PLANT + EQUIPMENT IN USE, 13
PLANT + EQUIPMENT INVESTMENT, 13
PRE-TAX PROFIT, 10
PRE-TAX PROFIT MARGINS, 11
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 14
PROFIT PER EMPLOYEE, 12
QUALITY + PRODUCT CONTROLS, 6
QUICK RATIO, 12
REMUNERATIONS / SALES, 12
RETURN ON ASSETS, 11
RETURN ON CAPITAL, 11
RETURN ON INVESTMENTS, 12
RETURN ON SHAREHOLDERS' FUNDS, 11
SALES / FIXED ASSETS, 11
SALES COSTS, 13
SALES PER EMPLOYEE, 12
SHAREHOLDERS FUNDS, 11
SHORT TERM LOANS, 10
STOCK TURNOVER, 11
STOCKS, 10
SUPERIOR QUALITY PRODUCTS, 14
TOTAL ASSETS, 10
TOTAL ASSETS / EMPLOYEE, 12
TOTAL CURRENT ASSETS, 10
TOTAL CURRENT LIABILITIES, 11
TOTAL DEBT / WORKING CAPITAL, 12
TOTAL EMPLOYEES, 11
TOTAL FIXED ASSETS, 10
TOTAL MARKETING COSTS, 13
TOTAL OPERATIONAL PROCESS COSTS, 13
TOTAL R + D EXPENDITURE, 13
TOTAL SALES, 10
TRADING PROFIT, 10
TRADING PROFIT MARGIN, 11
WORKING CAPITAL / SALES, 12

PART 15

New Product Development Blueprint

130 pages

Top

New Product Development Blueprint

PART 15 New Product Development Blueprint
15.1 New Product Development Financial & Operational scenarios
15.2 New Product + Product Launch Comparisons
15.3 New Product Exploitation
        Product Life Cycles
        Product Strategies
15.4 New Product Generation
        New Product Screening
        New Product Criteria
        Technical
        Process
        Marketing
        Profit Potential
        Capital Requirements
        Test Marketing & Evaluation
        Commercialisation

PART 15 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 15 New Product Development Blueprint
6 NEW PRODUCT DEVELOPMENT
10 : NEW PRODUCT DEVELOPMENT FORECASTS : to 2028
12 PART 15.2
12 MARKETING THE PRODUCT
14 PRODUCT MARKETING
16 CRITICAL FACTORS + PARAMETERS
16 AVERAGE VALUES
19 PRODUCT FACTORS
19 MARKETING FACTORS
20 PRODUCER / SUPPLIER FACTORS
20 DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
21 CUSTOMER FACTORS
22 MARKET & PRODUCT SEGMENTATION
24 1: MARKET & PRODUCT SEGMENTATION
24 2: MARKET & PRODUCT SEGMENTATION
25 PRODUCT LAUNCH FACTORS
25 ADOPTION RATES
25 CONVERSION RATIOS
25 SALES GROWTH
25 PRODUCT LAUNCH DATA
26 MARKETING COSTS
26 1. SALES & SELLING COSTS
26 2. DISTRIBUTION COSTS
26 3. ADVERTISING COSTS
26 4. AFTER-SALES COSTS
26 AFTER-SALES COSTS & WARRANTY COSTS
27 ADOPTION RATES : PRODUCT REVISIONS
27 ADOPTION RATES : NEW PRODUCTS
28 CONVERSION RATIOS : PRODUCT REVISIONS
28 CONVERSION RATIOS : NEW PRODUCTS
29 POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
29 POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
30 SALES & SELLING COSTS
30 SALES & SELLING COSTS : DURING PRODUCT LAUNCH
31 DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
31 DISTRIBUTION / WAREHOUSE / HANDLING/ PROCESS COSTS : DURING PRODUCT LAUNCH
32 ADVERTISING / PROMOTIONAL COSTS
32 ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
33 AFTER-SALES COSTS
33 AFTER-SALES COSTS : DURING PRODUCT LAUNCH
34 TOTAL MARKETING COSTS
34 TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH
37 ~ COMPANY
38 COMPANY PRODUCT LIFE CYCLE
38 1. Stages in the product life cycle
39 AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE
39 Introductory
39 Growth
39 Maturity
39 Decline
39 Obsolescence
43 2. Product Life Cycles
43 3. Rationale for the product life cycle
44 PRODUCT INTRODUCTION
44 Marketing strategies in the introduction stage
44 i. High-profile strategy
45 STRATEGY FOR PRODUCT INTRODUCTIONS
45 High Profile: Product Based
45 High Profile: Market Based
45 Selective: Product Based
45 Selective: Market Based
45 Pre-emptive
49 ii. Selective penetration strategy
49 iii. Pre-emptive penetration strategy
50 PRODUCT GROWTH STAGES
50 Marketing strategies in the growth stage
51 PRODUCT GROWTH STAGE STRATEGIES
51 Product Quality Improvements
51 New Market Segmentation
51 New Distribution
51 Improved Marketing
51 Price Adjustments
55 PRODUCT MATURITY
55 1 Marketing strategies in the mature stage
55 i. Market modification
56 ii. Product modification
56 a) Strategy of quality improvement
56 b) Strategy of feature improvement
56 c) Strategy of style improvement
56 iii. Marketing-mix modification
57 PRODUCT MATURITY STAGE STRATEGIES
57 Product Modifications: Quality
57 Product Modifications: Features
57 Market Segmentation
57 Marketing-Mix Modifications
57 Market Extension
61 2. Dominant -v- Trailing firm
61 i. Strategy of innovation
62 ii. Strategy of segmentation and fortification to maintaining leadership
62 iii. Confrontation strategy will be the principal defence of non-innovative firms
62 iv. Dominant firms pursue a persecution strategy
63 COMPETITIVE STRATEGIES
63 Product Innovation
63 Market Segmentation & Fortification
63 Confrontation
63 Domination
63 Competitive niche position
69 COMPANY PRODUCT DECLINE
70 Marketing strategies in the decline stage
70 i. Identifying weak products
70 ii. Determining marketing strategies
70 iii. Drop decision
71 PRODUCT DECLINE STRATEGIES
71 Elimination of Products
71 Harvesting of Products
71 Product Reformulation
71 Market Repositioning
71 Customer Base Change
76 PART 15.4
76 NEW PRODUCT CRITERIA AT THE COMPANY
77 COMPANY NEW PRODUCT PERCEPTIONS
77 1. SHORTAGE OF IMPORTANT NEW PRODUCT IDEAS
77 2. FRAGMENTED MARKETS
77 3. GROWING SOCIAL + GOVERNMENTAL CONSTRAINTS
77 4. COSTLINESS OF NEW PRODUCT DEVELOPMENT PROCESS
77 5. HIGH RATE OF PRODUCT FAILURE
78 NEW PRODUCT RATING
78 Market Fragmentation
78 New Product Stagnation
78 New Product Life Cycle Limits
78 New Product Failures
78 New Product Costs
82 6. SHORTER LIFE SPANS OF SUCCESSFUL PRODUCTS
83 NEW PRODUCT ORGANISATION
83 1. Product managers
83 2. New Product managers
83 3. New product committees
83 4. New product departments
83 5. New product venture teams
84 NEW PRODUCT ORGANISATION
84 Board Responsibility
84 Senior Management Responsibility
84 Middle Management Responsibility
84 Junior Management Responsibility
84 Ad Hoc Responsibility
91 IDEAS GENERATION
91 1. SOURCES OF NEW PRODUCT IDEAS
91 i. Customers
92 NEW PRODUCT GENERATION
92 Executive Responsibility
92 Senior Management Responsibility
92 Middle Management Responsibility
92 Junior Management Responsibility
92 Ad Hoc Responsibility
98 ii. Technocrats & Specialists
98 iii. Competitors
98 iv. Company salesmen + distributors
98 v. Top Management
99 2. IDEAS DEVICES
99 i. Attribute listing
99 ii. Forced relationships
99 iii. Morphological analysis
100 iv. Brainstorming
100 v. Operational creativity
101 PRODUCT SCREENING
101 1. Product idea rating devices
102 PRODUCT SCREENING CHECKLIST
103 CONCEPT DECISIONS
103 1. Concept development
104 2. Product and brand positioning
104 3. Concept testing
105 BUSINESS ANALYSIS
105 1. Estimating future sales
105 i. ESTIMATING FIRST TIME SALES
107 ii. ESTIMATING REPLACEMENT OR REPEAT SALES
107 2. Estimating future costs + profits
108 NEW PRODUCT PROFITABILITY
108 High Immediate Profit
108 Sustained Profits
108 Average Long-Term Profits
108 Marginal Profitability
108 High Risk Profit Scenario
115 COMPANY PRODUCT DEVELOPMENT FACTORS
115 1. Prototype development + consumer testing
115 2. Brand Naming
116 PRODUCT DEVELOPMENT RATING
116 Prototype Efficiency
116 Process Development
116 Packaging & Distribution
116 Marketing-Mix
116 Customer Service
122 3. Packaging
122 i. Performance
122 ii. Consumer affluence
122 iii. Integrated marketing concept
122 iv. Innovational opportunity
123 NEW PRODUCT TESTING
123 1. Test marketing
124 2. Procedures for test marketing
124 i. TEST CITIES
124 ii. WHICH TEST CITIES?
124 iii. TEST RUN
125 iv. INFORMATION COLLECTED DURING THE TESTING
125 a) Product shipments data
125 b) Store audits
125 c) Consumer panels
125 d) Buyer surveys
125 e) Miscellaneous studies
125 v. ACTION AFTER THE TESTING
127 COMPANY PRODUCT COMMERCIALISATION
128 PRODUCT COMMERCIALISATION
128 New Plant & Equipment Costs
128 Process Costs
128 Distribution Costs
128 Sales Costs
128 Marketing Costs
132 PRODUCT ADOPTION
133 1. Concepts in innovation diffusion
133 2. Propositions on the consumer adoption process
133 i. Stages in the adoption process
134 ii. Individual differences in innovativeness
135 iii. Role of personal influence
135 iv. Influence of product characteristics on the rate of adoption
136 NEW PRODUCT DIFFUSION
136 Early Adopters
136 Heavy Users
136 Substantial Target Markets
136 Deep Customer Bases
136 Market or Geographic Extensions

PART 15 - INDEX

Absolute product failure, 101
ACTION AFTER THE TESTING, 125
Adapt?, 99
Add new-product features, 50
ADDED VALUE, 10
Adopter categories, 133
Adoption, 133
ADOPTION RATES, 25
ADOPTION RATES
: NEW PRODUCTS, 27
: PRODUCT REVISIONS, 27
ADVERTISING / PROMOTIONAL COSTS, 32
: DURING PRODUCT LAUNCH, 32
ADVERTISING COSTS, 10, 26
ADVERTISING POSTURE & ADVERTISING COSTS, 18
AFTER-SALES & WARRANTY COSTS, 26
AFTER-SALES COSTS, 10, 26, 33
: DURING PRODUCT LAUNCH, 33
AFTER-SALES FACTORS, 18
ALTERNATIVE SUPPLIERS / PRODUCER BASE, 18
AREA/S SERVICED AND GEOGRAPHIC COVERAGE, 18
ASSETS UTILIZATION, 8
Attribute listing, 99
Attributes of the product, 104
AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE, 39
AVERAGE REMUNERATION, 9
AVERAGE VALUES, 16
Aware of the product, 44
Awareness, 133
Better than that of its major competitors, 104
BORROWING RATIO, 9
Brainstorming, 100
Brand Naming, 115
Brinkmanship, 61
Build up brand preference, 44
Building product awareness, 50
Business analysis, 91, 105
Buyer surveys, 125
Capable of quality improvement, 56
CAPACITY UTILIZATION, 11
CAPITAL EMPLOYED, 8
CAPITAL EMPLOYED / EMPLOYEE, 9
CAPITAL EXPENDITURE, 11
CAPITAL REQUIREMENTS OF DISTRIBUTION CHANNEL, 18
CAPTIVE CUSTOMER BASE / CUSTOMERS HANDLED, 18
CASH-FLOW REQUIREMENTS OF DISTRIBUTION CHANNEL, 18
Coalition formation, 90
Combine?, 99
COMMERCIAL DECISION SCENARIOS
: NEW PRODUCT DEVELOPMENT to 2028, 6
: NEW PRODUCT DEVELOPMENT FORECAST, 10
Commercialisation, 91
Commercialisation Factors
: Distribution Costs, 128
: Marketing Costs, 128
: New Plant & Equipment Costs, 128
: Process Costs, 128
: Sales Costs, 128
COMMITMENT TO OTHER SUPPLIERS, 18
COMMITMENT/CAPACITY OF OTHER SUPPLIERS, 18
Communicability, 135
Company Competence Level, 102
Company salesmen & distributors, 98
COMPARATIVE ADVERTISING EXPENDITURE, 11
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 11
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 11
Compatibility, 135
COMPETITION / COMPETITORS' AGGRESSIVENESS & POSTURE, 18
Competitive Factors
: Confrontation, 63
: Domination, 63
: Market Segmentation & Fortification, 63
: niche position, 63
: Product Innovation, 63
Competitive response, 103
COMPETITIVE STRATEGIES, 63
COMPETITOR AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE, 41
COMPETITOR COMPETITIVE STRATEGIES, 67
COMPETITOR NEW PRODUCT
: DIFFUSION, 138
: GENERATION, 96
: ORGANISATION, 88
: PROFITABILITY, 112
: RATING, 80
COMPETITOR PRODUCT
: COMMERCIALISATION, 130
: DECLINE STRATEGIES, 73
: DEVELOPMENT RATING, 120
: GROWTH STAGE STRATEGIES, 53
: MATURITY STAGE STRATEGIES, 59
COMPETITOR STRATEGY FOR PRODUCT INTRODUCTIONS, 47
Competitors, 98
COMPETITORS OF THE COMPANY, 41, 47, 53, 59, 67, 73, 80, 88, 96, 112, 120, 130, 138
Complexity, 135
CONCEPT DECISIONS, 103
Concept development, 103
Concept development and testing, 91
Concept testing, 104
Concepts in innovation diffusion, 133
CONDITIONS OF SALE / TERMS OF TRADING, 18
Confrontation strategy, 62
Consumer affluence, 122
Consumer panels, 125
CONVERSION RATIOS, 25
: NEW PRODUCTS, 28
: PRODUCT REVISIONS, 28
COSTLINESS OF NEW PRODUCT DEVELOPMENT, 77
CREDIT PERIOD, 8
CREDITORS, 7
CREDITORS' RATIO, 9
CRITICAL FACTORS & PARAMETERS, 16
Criticism, 100
CURRENT RATIO, 9
Customer Base Change, 71
CUSTOMER FACTORS, 18, 21
Customer reluctance, 44
Customer Service Development, 116
Customers, 91
DEBT GEARING RATIO, 9
DEBTORS, 7
Decaying maturity, 55
Delays in making the product available, 44
Delays in the expansion of supply capacity, 44
Deliberateness, 134
DEPENDENCE ON SUB-CONTRACTORS / IN-HOUSE SUPPLIES, 18
DEPRECIATION, 7
DESIGN / DESIGNER FACTORS / DESIGN SPECIFICATIONS, 18
Determining marketing strategies, 70
Development of new functional features, 56
Diffusion process, 133
Diplomacy of violence, 61
Direct customer surveys, 91
DIRECTORS' REMUNERATIONS, 8
Distinct benefits of this product over competing offerings, 104
DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS, 31
: DURING PRODUCT LAUNCH, 31
DISTRIBUTION / WAREHOUSING / HANDLING COSTS, 18
DISTRIBUTION & HANDLING COSTS, 10
DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS, 20
DISTRIBUTION COSTS, 26
DISTRIBUTION FACILITIES & MANPOWER AVAILABILITY, 18
DISTRIBUTION FACTORS:, 18
Divisibility, 135
DMU SUSCEPTIBILITY / CUSTOMER AWARENESS, 18
DOMESTIC SALES, 7
Dominant -v- Trailing firm, 61
Dominant persecution strategy, 62
Drop decision, 70
Early adopters, 43, 134
Early majority, 43, 134
Effective organisational arrangements, 82
EFFECTS ON EXISTING PRODUCTS & CUSTOMER BASE, 18
Elimination of Products, 71
EMPLOYEES' REMUNERATIONS, 8
EQUITY RATIO, 9
ESTIMATING FIRST TIME SALES, 105
Estimating future costs & profits, 107
Estimating future sales, 105
ESTIMATING REPLACEMENT OR REPEAT SALES, 107
Evaluation, 133
Expected value of first sampling, 123
Expected value of immediate action, 123
FIXED ASSETS, 7
FIXED ASSETS / EMPLOYEE, 9
Flexible competitive tool, 56
Focus group discussions, 91
Forced relationships, 99
FRAGMENTED MARKETS, 77
Free publicity, 56
Free wheeling, 100
Graduated response, 61
GROWING SOCIAL & GOVERNMENTAL CONSTRAINTS, 77
Growth maturity, 55
Harvesting of Products, 71
Healthy products, 69
Heavy marketing expenditures, 132
High margins are required, 44
High-profile strategy, 44
Idea generation, 91
IDEAS DEVICES, 99
IDEAS GENERATION, 91
Identifying weak products, 70
Idle capacity, 103
IMMEDIATE CUSTOMER BASES, 11
Improve product quality, 50
Improved Marketing, 51
Improved techniques, 82
INCOME GEARING, 9
Individual differences in innovativeness, 134
Induce trial of the product, 44
Influence of product characteristics on adoption, 135
INFORMATION COLLECTED DURING TESTING, 125
Innovation, 133
Innovational opportunity, 122
Innovativeness, 133
Innovators, 43, 134
INPUT / MATERIALS / ENERGY COSTS, 10
INTANGIBLE ASSETS, 7
Integrated marketing concept, 122
Intense preference of pre-selected market, 56
Interest, 133
INTEREST PAID, 7
INTERMEDIATE ASSETS, 7
Introducing the product commercially, 127
Introductions
: High Profile: Market Based, 45
: High Profile: Product Based, 45
: Pre-emptive, 45
: Selective: Market Based, 45
: Selective: Product Based, 45
Is the concept clear, 104
Is there an opportunity to improve, 61
Laggards, 134
Late Majority, 134
LIFE SPANS - SUCCESSFUL PRODUCTS, 82
Limited warfare, 61
LONG TERM LOANS, 8
Low output rates, 44
Lower prices, 50
Magnify?, 99
Management's time, 69
MARGINS / ADDED VALUE, 18
MARKET & PRODUCT SEGMENTATION, 22
Market Extension, 57
Market Fragmentation, 78
Market is aware, 49
Market is not aware of the product, 44
Market is relatively limited, 49
Market modification, 55
Market probe, 123
Market Repositioning, 71
Market Segmentation, 57
MARKET SHARE / RELATIVE MARKET SHARES, 18
MARKET & PRODUCT SEGMENTATION, 24
MARKETING, 12
MARKETING COSTS, 26
MARKETING FACTORS, 19
MARKETING FACTORS:, 18
Marketing strategies
- decline stage, 70
- growth stage, 50
- introduction stage, 44
- mature stage, 55
Marketing-Mix Development, 116
Marketing-mix modification, 56
Marketing-Mix Modifications, 57
Massive retaliation, 61
Minimise?, 99
MISCELLANEOUS CURRENT ASSETS, 7
MISCELLANEOUS CURRENT LIABILITIES, 8
MISCELLANEOUS LONG TERM LIABILITIES, 8
Miscellaneous studies, 125
Modify?, 99
Morphological analysis, 99
NET ASSETS, 8
New Distribution, 51
New distribution channels, 50
New Market Segmentation, 51
New market segments, 50
New markets and market segments, 55
New Product Average Long-Term Profits, 108
New product committees, 83
New Product Costs, 78
NEW PRODUCT CRITERIA, 76
New product departments, 83
NEW PRODUCT DIFFUSION, 136
New Product Failures, 78
NEW PRODUCT GENERATION, 92
New Product High Immediate Profit, 108
New Product High Risk Profit Scenario, 108
New Product Life Cycle Limits, 78
New Product managers, 83
New Product Marginal Profitability, 108
NEW PRODUCT ORGANISATION, 83, 84
NEW PRODUCT PERCEPTIONS, 77
NEW PRODUCT PROFITABILITY, 108
NEW PRODUCT RATING, 78
New Product Stagnation, 78
New Product Sustained Profits, 108
NEW PRODUCT TESTING, 123
New product venture teams, 83
New Product Responsibility
: Ad Hoc Responsibility, 84
: Board Responsibility, 84
: Junior Management Responsibility, 84
: Middle Management Responsibility, 84
: Senior Management Responsibility, 84
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 10
New products, 76
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 11
NEW TECHNOLOGY EXPENDITURE, 10
NON-TRADING INCOME, 7
OPERATING CRITERIA / PRODUCT OPERATION OR USAGE, 18
OPERATING PROFIT, 7
OPERATING PROFIT MARGIN, 8
Operational creativity, 100
OPERATIONS + DIVISIONS OF THE COMPANY, 45, 51, 57, 63, 71, 78, 84, 92, 108, 116, 128, 136
Opinion leaders, 133
OTHER PRODUCTION CAPACITY, 18
OVERSEAS TURNOVER, 7
OVERSEAS TURNOVER / SALES, 9
OWN BUYING INFLUENCE / ECONOMIES OF SCALE, 18
Packaging, 122
Packaging & Distribution Development, 116
PART 15, 2
PART 15 New Product Development Blueprint, 4
PART 15.2, 12
PART 15.3, 37
PART 15.4, 76
Partial product failure, 101
Pay a high price, 49
PAYROLL COSTS, 10
Perceptual and preference mapping, 91
Performance, 122
PERFORMANCE / PRODUCT EFFICIENCY / PRODUCT INTEGRITY, 18
PHYSICAL CRITERIA / PHYSICAL PARAMETERS, 18
PLANT + EQUIPMENT IN USE, 10
PLANT + EQUIPMENT INVESTMENT, 10
Potential consumers, 44
POTENTIAL FIRST YEAR GROWTH
: NEW PRODUCTS, 29
: PRODUCT REVISIONS, 29
PRE-TAX PROFIT, 7
PRE-TAX PROFIT MARGINS, 8
Pre-emptive penetration strategy, 49
Price Adjustments, 51
PRICE ADVANTAGES & PRICING AMONGST OTHER SUPPLIERS, 18
Price and inventory adjustments, 69
PRICES AT PRODUCERS SALE PRICE, 18
PRICES AT OEM / END USER / RETAIL SALE PRICE, 18
Principle of the offensive, 61
PROBABILITY OF TECHNICAL DEVELOPMENT / TECHNICAL, 18
Problem of discontinuous jumps, 90
Procedures for test marketing, 124
Process Development, 116
PRODUCER / SUPPLIER FACTORS, 20
Product & brand positioning, 104
PRODUCT ADOPTION, 132
PRODUCT COMMERCIALISATION, 127, 128
Product Decline, 38, 39, 69
PRODUCT DECLINE STRATEGIES, 71
Product development, 91
PRODUCT DEVELOPMENT FACTORS, 115
PRODUCT DEVELOPMENT RATING, 116
Product Diffusion
: Deep Customer Bases, 136
: Early Adopters, 136
: Heavy Users, 136
: Market or Geographic Extensions, 136
: Substantial Target Markets, 136
PRODUCT EVOLUTION, 37
PRODUCT FACTORS, 18, 19
PRODUCT FAILURE, 77
Product Generation
: Ad Hoc Responsibility, 92
: Executive Responsibility, 92
: Junior Management Responsibility, 92
: Middle Management Responsibility, 92
: Senior Management Responsibility, 92
Product Growth, 38, 39
PRODUCT GROWTH STAGE STRATEGIES, 51
PRODUCT GROWTH STAGES, 50
Product idea rating devices, 101
Product Introduction, 38, 44
Product Introductory, 39
PRODUCT LAUNCH DATA, 25
PRODUCT LAUNCH FACTORS, 25
PRODUCT LIFE / LONGEVITY, 18
PRODUCT LIFE CYCLE, 38
PRODUCT LIFE CYCLE / PRODUCT OBSOLESCENCE, 18
Product Life Cycles, 43
Product managers, 83
PRODUCT MARKETING, 14
Product Maturity, 38, 39, 55
PRODUCT MATURITY STAGE STRATEGIES, 57
Product modification, 56
: Features, 57
: Quality, 57
Product Obsolescence, 39
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 11
PRODUCT PURCHASE BACKGROUND / PAST PRODUCT PURCHASE, 18
Product Quality Improvements, 51
Product Reformulation, 71
PRODUCT SCREENING, 101
PRODUCT SCREENING CHECKLIST, 102
Product shipments data, 125
Product Success, 102
PRODUCTION CAPACITY / FLEXIBILITY OF PLANT, 18
PRODUCTION FACILITIES & CAPACITY, 18
PRODUCTS OF THE COMPANY, 39, 65, 86, 94, 110, 118
PROFIT PER EMPLOYEE, 9
Projective tests, 91
PROPENSITY TO CONSUME / DEMAND FACTORS, 18
Propositions on consumer adoption process, 133
Prototype development & consumer testing, 115
Prototype Efficiency, 116
PURCHASE PRICE / ACQUISITION COSTS / PRODUCT COSTS, 18
PURCHASING CRITERIA
- COMMERCIAL, 18
- MOTIVATIONAL, 18
QUALITY / QUALITY APPROVALS, 18
QUICK RATIO, 9
R & D COSTS / DEVELOPMENT COSTS / CUSTOMIZATION, 18
Rate of market penetration, 106
Rate of return, 103
Rationale for the product life cycle, 43
READER WORKSHEET, 40, 42, 46, 48, 52, 54, 58, 60, 64, 66, 68, 72, 74, 79, 81, 85, 87, 89, 93, 95, 97, 109, 111, 113, 117, 119, 121, 129, 131, 137, 139
Rearrange?, 99
Relative advantage, 135
Relative product failure, 101
RELIABILITY / PRODUCT FAILURE / PRODUCT DEFECTS, 18
REMUNERATIONS / SALES, 9
Repositioning the brand, 55
Respect, 134
Responsive to improved quality, 56
RETURN ON ASSETS, 8
RETURN ON CAPITAL, 8
RETURN ON INVESTMENTS, 9
RETURN ON SHAREHOLDERS' FUNDS, 8
Reverse, 99
Role of personal influence, 135
Rounding out, 103
SALES / FIXED ASSETS, 8
SALES & SELLING COSTS, 26, 30
SALES & SELLING COSTS : DURING PRODUCT LAUNCH, 30
SALES COSTS, 10
SALES GROWTH, 25
SALES PER EMPLOYEE, 9
SALES PROMOTION / ADVERTISING / SALEFORCE, 18
SALES PROMOTION & SALES COSTS, 18
Sales volume, 103
SALES VOLUMES / TURNOVER REQUIRED, 18
Sales-force and distributors' enthusiasm, 56
Saturation, 55
Screening, 91
SEASONALITY / CYCLICAL DEMAND / DEMAND FLUCTUATIONS, 18
Secure distribution, 44
Selective penetration strategy, 49
SENSITIVITY TO ECONOMIC CLIMATE & CONDITIONS, 18
Setup times, 69
Shadow on the company's image, 69
SHAREHOLDERS FUNDS, 8
Short production runs, 69
SHORT TERM LOANS, 7
SHORTAGE NEW PRODUCT IDEAS, 77
Scepticism, 134
SOURCES OF NEW PRODUCT IDEAS, 91
Stable maturity, 55
Stages in the adoption process, 133
Stages in the product life cycle, 38
Stimulate increased usage, 55
STOCK AVAILABILITY / LEAD TIMES / DELIVERY, 18
STOCK TURNOVER, 8
STOCKS, 7
Store audits, 125
STRATEGY FOR PRODUCT INTRODUCTIONS, 45
Strategy of feature improvement, 56
Strategy of innovation, 61
Strategy of quality improvement, 56
Strategy of segmentation & fortification, 62
Strategy of style improvement, 56
Substitute?, 99
Suggestion systems, 91
SUPERIOR QUALITY PRODUCTS, 11
SUPPLIER FACTORS:, 18
Synergic, 100
TECHNICAL / MARKETING CAPABILITIES & CAPACITY, 18
TECHNICAL CAPABILITIES / NEW PRODUCT DEVELOPMENTS, 18
Technical problems, 44
Technocrats & Specialists, 98
TECHNOLOGICAL APTITUDE / TECHNOLOGICAL INNOVATIONS, 18
Technological problems, 44
TECHNOLOGY / TECHNOLOGY FACTORS & DEVELOPMENT, 18
TEST CITIES, 124
Test marketing, 91, 123
TEST RUN, 124
Threat of potential competition, 49
Threat systems, 61
Top Management, 98
TOTAL ASSETS, 7
TOTAL ASSETS / EMPLOYEE, 9
TOTAL CURRENT ASSETS, 7
TOTAL CURRENT LIABILITIES, 8
TOTAL DEBT / WORKING CAPITAL, 9
TOTAL EMPLOYEES, 8
TOTAL FIXED ASSETS, 7
TOTAL MARKETING COSTS, 10, 34
TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH, 34
TOTAL OPERATIONAL PROCESS COSTS, 10
TOTAL R + D EXPENDITURE, 10
TOTAL SALES, 7
TRADING PROFIT, 7
TRADING PROFIT MARGIN, 8
Tradition, 134
Trial, 133
Venturesomeness, 134
WARRANTY COSTS, 26
Wasted exposures, 132
Weak product, 69
What are the strategic options available, 61
What improvements, 104
What is the primary usage, 103
What primary benefit, 103
WHICH TEST CITIES?, 124
Who is to use the product?, 103
WORKING CAPITAL / SALES, 9
Would this product meet a real need of yours?, 104
Would you buy this product?, 104

PART 16

New Technology Primers

70 pages

Top

New Technology Primers

PART 16 New Technology Primers
16.1 New Technology Investment Financial & Operational Scenarios
16.2 Industry New Production + Process Technology
16.3 Innovation Diffusion
        Innovation Adoption
16.4 New Technology Exploitation
        Internal development
        Joint Ventures
        Third-party development
        New Technology Screening
        New Technology Criteria
                Technological Impact
        Process
        Profit Potential
        Capital Requirements

PART 16 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 16 New Technology Primers
6 PART 16.1
6 NEW TECHNOLOGY INVESTMENT FORECAST
10 : NEW TECHNOLOGY INVESTMENT FORECAST : to 2028
12 PART 16.2
12 INDUSTRY PRODUCTION + PROCESSES
16 NEW TECHNOLOGY INVESTMENT
16 PRODUCTION TECHNOLOGY INVESTMENT
17 PLANT & EQUIPMENT
17 PLANT & EQUIPMENT INVESTMENT
18 NEW TECHNOLOGY INVESTMENTS
18 NEW PRODUCTION & PROCESS INVESTMENTS
19 PLANT & EQUIPMENT IN USE
21 PLANT & EQUIPMENT INVESTMENTS
26 PART 16.3
26 TECHNOLOGY INNOVATION AT THE COMPANY
27 1. Inherent uncertainty of Technological Innovation
30 NEW TECHNOLOGY RISK
30 Feasibility
30 Uniqueness
30 Future Development
30 Process Efficiency
30 Pay-back Certainty
34 2. Cost of Innovation
35 TECHNOLOGY DIFFUSION
36 Prime Adopters
36 Primary adopters
36 Secondary adopters
36 Tertiary adopters
36 Inert adopters
38 NEW TECHNOLOGY ADOPTION
38 Fixed Technology Spend
38 Technology Innovation Goals
38 Technology Evaluation Goals
38 Ad Hoc Technology Innovation
38 No Technology Goals
43 PART 16.4
43 TECHNOLOGY EVOLUTION AT THE COMPANY
44 COMPANY TECHNOLOGY DEVELOPMENT
45 TECHNOLOGY DECISIONS
45 New Technology Evolution
45 Obsolete Technology Replacement
45 Technology Diversification
45 Technology Utilisation
45 Competitive Technology Adoption
49 COMPANY MANAGEMENT DECISIONS
50 COMPANY TECHNOLOGY INITIATIVES
51 TECHNOLOGY INITIATIVES
51 Internal Development
51 Joint Ventures
51 Licensing
51 Purchase
51 Ad Hoc
55 COMPANY TECHNOLOGY SCREENING
57 TECHNOLOGY SCREENING
57 Formal Technology Targets
57 Informal Technology Targets
57 Senior Management Responsibility
57 Middle Management Responsibility
57 Ad Hoc Screening
61 COMPANY TECHNOLOGY IMPACT
63 TECHNOLOGY IMPACT
63 New Technology Operation Criteria
63 New Technology Performance
63 New Technology Durability
63 New Technology Reliability
63 New Technology Longevity
67 COMPANY TECHNOLOGY COSTING
69 NEW TECHNOLOGY FUNDING
69 Costs Funded from Reserves
69 Costs Funded from Profits
69 Costs Funded from Cash-Flow
69 Costs Funded from Equity
69 Costs Funded from Loans
73 COMPANY TECHNOLOGY IMPLEMENTATION
75 TECHNOLOGY IMPLEMENTATION
75 Technology Security
75 Technology Duration
75 Technology Cost Elasticity
75 Technology Lead-Times
75 Technology Supply Factors

PART 16 - INDEX

ADDED VALUE, 10
ADVERTISING COSTS, 10
AFTER-SALES COSTS, 10
ASSETS UTILIZATION, 8
AVERAGE REMUNERATION, 9
BORROWING RATIO, 9
CAPACITY UTILIZATION, 11
CAPITAL EMPLOYED, 8
CAPITAL EMPLOYED / EMPLOYEE, 9
CAPITAL EXPENDITURE, 11
COMMERCIAL DECISION SCENARIOS
: NEW TECHNOLOGY INVESTMENT to 2028, 6
: NEW TECHNOLOGY INVESTMENT FORECAST, 10
COMPARATIVE ADVERTISING EXPENDITURE, 11
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 11
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 11
Competitive Technology Adoption, 45
COMPETITOR NEW TECHNOLOGY ADOPTION, 40
COMPETITOR NEW TECHNOLOGY FUNDING, 71
COMPETITOR NEW TECHNOLOGY RISK, 32
COMPETITOR TECHNOLOGY DECISIONS, 47
COMPETITOR TECHNOLOGY IMPACT, 65
COMPETITOR TECHNOLOGY IMPLEMENTATION, 77
COMPETITOR TECHNOLOGY INITIATIVES, 53
COMPETITOR TECHNOLOGY SCREENING, 59
COMPETITORS OF THE COMPANY, 32, 40, 47, 53, 59, 65, 71, 77
Cost of failure, 61
Cost of Innovation, 34
CREDIT PERIOD, 8
CREDITORS, 7
CREDITORS' RATIO, 9
CURRENT RATIO, 9
DEBT GEARING RATIO, 9
DEBTORS, 7
DEPRECIATION, 7
DIRECTORS' REMUNERATIONS, 8
DISTRIBUTION & HANDLING COSTS, 10
Diversification, 49
DOMESTIC SALES, 7
EMPLOYEES' REMUNERATIONS, 8
EQUITY RATIO, 9
FIXED ASSETS, 7
FIXED ASSETS / EMPLOYEE, 9
Growth, 49
IMMEDIATE CUSTOMER BASES, 11
Improved profits, 49
Improved utilisation of processes, 49
Improvement of the competitive situation, 49
INCOME GEARING, 9
INDUSTRY PRODUCTION + PROCESSES, 12
Inert adopters, 35, 36
INPUT / MATERIALS / ENERGY COSTS, 10
INTANGIBLE ASSETS, 7
INTEREST PAID, 7
INTERMEDIATE ASSETS, 7
Internal development, 50
Joint venture, 50
Licensing, 50
LONG TERM LOANS, 8
MANAGEMENT DECISIONS, 49
MISCELLANEOUS CURRENT ASSETS, 7
MISCELLANEOUS CURRENT LIABILITIES, 8
MISCELLANEOUS LONG TERM LIABILITIES, 8
NET ASSETS, 8
NEW PRODUCTION & PROCESS INVESTMENTS, 18
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 10
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 11
NEW TECHNOLOGY ADOPTION, 38
New Technology Durability, 63
New Technology Evolution, 45
NEW TECHNOLOGY EXPENDITURE, 10
NEW TECHNOLOGY FUNDING, 69
NEW TECHNOLOGY INVESTMENT, 16
NEW TECHNOLOGY INVESTMENTS, 18
New Technology Longevity, 63
New Technology Operation Criteria, 63
New Technology Performance, 63
New Technology Reliability, 63
NEW TECHNOLOGY RISK, 30
NON-TRADING INCOME, 7
Obsolete Technology Replacement, 45
OPERATING PROFIT, 7
OPERATING PROFIT MARGIN, 8
OPERATIONS + DIVISIONS OF THE COMPANY, 30, 38, 45, 51, 57, 63, 69, 75
OVERSEAS TURNOVER, 7
OVERSEAS TURNOVER / SALES, 9
PART 16, 2
PART 16 New Technology Primers, 4
PART 16.2, 12
PART 16.3, 26
PART 16.4, 43
PAYROLL COSTS, 10
PLANT & EQUIPMENT, 17
PLANT & EQUIPMENT IN USE, 10, 20
PLANT & EQUIPMENT INVESTMENT, 17
PLANT & EQUIPMENT INVESTMENTS, 10, 21
PRE-TAX PROFIT, 7
PRE-TAX PROFIT MARGINS, 8
Primary adopters, 35, 36
Prime Adopters, 36
Prime innovators, 35
Probability of failure, 61
PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE, 11
PRODUCTION TECHNOLOGY INVESTMENT, 16
PROFIT PER EMPLOYEE, 9
Purchase, 50
QUICK RATIO, 9
READER WORKSHEET, 31, 33, 39, 41, 46, 48, 52, 54, 58, 60, 64, 66, 70, 72, 76, 78
REMUNERATIONS / SALES, 9
Replacement of obsolete technologies, 49
RETURN ON ASSETS, 8
RETURN ON CAPITAL, 8
RETURN ON INVESTMENTS, 9
RETURN ON SHAREHOLDERS' FUNDS, 8
SALES / FIXED ASSETS, 8
SALES COSTS, 10
SALES PER EMPLOYEE, 9
Secondary adopters, 35, 36
Selective Exposure, 37
Selective Perception, 37
Selective Retention, 37
SHAREHOLDERS FUNDS, 8
SHORT TERM LOANS, 7
STOCK TURNOVER, 8
STOCKS, 7
SUPERIOR QUALITY PRODUCTS, 11
Technology Cost Elasticity, 75
TECHNOLOGY COSTING, 67
TECHNOLOGY DECISIONS, 45
TECHNOLOGY DEVELOPMENT, 44
TECHNOLOGY DIFFUSION, 35
Technology Diversification, 45
Technology Duration, 75
Technology Evaluation Goals, 38
TECHNOLOGY EVOLUTION, 43
Technology Factors
: Ad Hoc, 51
: Ad Hoc Screening, 57
: Costs Funded from Cash-Flow, 69
: Costs Funded from Equity, 69
: Costs Funded from Loans, 69
: Costs Funded from Profits, 69
: Costs Funded from Reserves, 69
: Internal Development, 51
: Joint Ventures, 51
: Licensing, 51
: Middle Management Responsibility, 57
: Purchase, 51
: Senior Management Responsibility, 57
Technology Feasibility, 30
Technology Future Development, 30
Technology Goals - Negative, 38
TECHNOLOGY IMPACT, 61, 63
TECHNOLOGY IMPLEMENTATION, 73, 75
TECHNOLOGY INITIATIVES, 50, 51
TECHNOLOGY INNOVATION, 26
Technology Innovation - Ad Hoc, 38
Technology Innovation Goals, 38
Technology Lead-Times, 75
Technology Pay-back Certainty, 30
Technology Process Efficiency, 30
TECHNOLOGY SCREENING, 55, 57
Technology Security, 75
Technology Spend - Fixed, 38
Technology Supply Factors, 75
Technology Targets
: Formal, 57
: Informal, 57
Technology Uniqueness, 30
Technology Utilisation, 45
Tertiary adopters, 35, 36
TOTAL ASSETS, 7
TOTAL ASSETS / EMPLOYEE, 9
TOTAL CURRENT ASSETS, 7
TOTAL CURRENT LIABILITIES, 8
TOTAL DEBT / WORKING CAPITAL, 9
TOTAL EMPLOYEES, 8
TOTAL FIXED ASSETS, 7
TOTAL MARKETING COSTS, 10
TOTAL OPERATIONAL PROCESS COSTS, 10
TOTAL R + D EXPENDITURE, 10
TOTAL SALES, 7
TRADING PROFIT, 7
TRADING PROFIT MARGIN, 8
Uncertainty of Technological Innovation, 27
WORKING CAPITAL / SALES, 9

PART 17

Physical Process & Order Handling Schema

110 pages

Top

Physical Process & Order Handling Schema

PART 17 Physical Process & Order Handling Schema
17.1 Physical Processes
17.2 New Plant & Equipment Investment Financial & Operational Scenarios
        Profit Impact from Materials Cost reduction
        Profit Impact from Payroll Cost reduction
        Profit Impact from Process Cost reduction
        Profit Impact from Distribution Cost reduction
        Profit Impact from Customer Handling Cost reduction
        Capital Investments Options: Process Plant & Equipment
        Capital Investments Options: Premises
        Capital Investments Options: Distribution / Handling
        Capital Investments Options: Customer Handling Systems
        Product Cost Improvements
        Product Quality Improvement
        Customer Handling Improvements
17.3 Industry New Plant + Equipment Data

PART 17 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 17 Physical Process & Order Handling Schema
6 PART 17.1
6 PROCESS PRINCIPLES FOR THE COMPANY
7 COMPANY PHYSICAL SYSTEMS
8 1. UNIQUE-PRODUCT PHYSICAL PROCESSES
9 2. PHYSICAL PROCESSES INFLEXIBLE + FLEXIBLE
11 2. ANALOGUE PHYSICAL PROCESSES
12 FLEXIBILITY OF PROCESSES
12 Highly Modular & Flexible
12 Highly Flexible
12 Flexible
12 Inflexible
12 Highly Inflexible
16 COMPANY PROCESS MANAGEMENT
17 COMPANY PROCESS DEMANDS
19 COMPANY PROCESS AUTOMATION
20 AUTOMATION RATING
20 Substantial Usage
20 High Usage
20 Average Usage
20 Low Usage
20 No Usage
25 PART 17.2
25 BALANCE SHEET FORECAST : NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
27 : PROFIT IMPACT FROM MATERIALS COST REDUCTION P+L FORECAST : to 2028
31 : PROFIT IMPACT FROM PAYROLL COST REDUCTION P+L FORECAST : to 2028
35 : PROFIT IMPACT FROM PROCESS COST REDUCTION P+L FORECAST : to 2028
39 : PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION P+L FORECAST : to 2028
43 : PROFIT IMPACT: CUSTOMER HANDLING COST REDUCTION P+L FORECAST : to 2028
47 : CAPITAL OPTIONS: PROCESS PLANT & EQUIPMENT P+L FORECAST : to 2028
51 : CAPITAL INVESTMENTS OPTIONS: PREMISES P+L FORECAST : to 2028
55 : CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING P+L FORECAST : to 2028
59 : CAPITAL INVESTMENTS: CUSTOMER HANDLING SYSTEMS P+L FORECAST : to 2028
63 : PRODUCT COST IMPROVEMENTS P+L FORECAST : to 2028
67 : PRODUCT QUALITY IMPROVEMENT P+L FORECAST : to 2028
71 : CUSTOMER HANDLING IMPROVEMENTS P+L FORECAST : to 2028
75 COST FORECAST : NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
77 : PROFIT IMPACT FROM MATERIALS COST REDUCTION FORECAST : to 2028
79 : PROFIT IMPACT FROM PAYROLL COST REDUCTION FORECAST : to 2028
81 : PROFIT IMPACT FROM PROCESS COST REDUCTION FORECAST : to 2028
83 : PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION FORECAST : to 2028
85 : PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION FORECAST : to 2028
87 : CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT & EQUIPMENT FORECAST : to 2028
89 : CAPITAL INVESTMENTS OPTIONS: PREMISES FORECAST : to 2028
91 : CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING FORECAST : to 2028
93 : CAPITAL INVESTMENTS: CUSTOMER HANDLING SYSTEMS FORECAST : to 2028
95 : PRODUCT COST IMPROVEMENTS FORECAST : to 2028
97 : PRODUCT QUALITY IMPROVEMENT FORECAST : to 2028
99 : CUSTOMER HANDLING IMPROVEMENTS FORECAST : to 2028
101 PART 17.3
101 PRODUCT INDUSTRY PRODUCTION + PROCESSES
105 NEW TECHNOLOGY INVESTMENT
105 PRODUCTION TECHNOLOGY INVESTMENT
106 PLANT & EQUIPMENT
106 PLANT & EQUIPMENT INVESTMENT
107 NEW TECHNOLOGY INVESTMENTS
107 NEW PRODUCTION & PROCESS INVESTMENTS
108 PLANT & EQUIPMENT IN USE
110 ~~~~ PLANT & EQUIPMENT INVESTMENTS

PART 17 - INDEX

ADDED VALUE, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
ADVERTISING COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
AFTER-SALES COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
ANALOGUE PHYSICAL PROCESSES, 11
ASSETS UTILIZATION, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
Automation and Technological Development, 11
AUTOMATION RATING, 20
Automation Factors
: Average Usage, 20
: High Usage, 20
: Low Usage, 20
: No Usage, 20
: Substantial Usage, 20
AVERAGE REMUNERATION, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
BALANCE SHEET FORECAST, 25
BORROWING RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
Capacity, 10
CAPACITY UTILIZATION, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
CAPITAL EMPLOYED, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
CAPITAL EMPLOYED / EMPLOYEE, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
CAPITAL EXPENDITURE, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
COMPARATIVE ADVERTISING EXPENDITURE, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
COMPARATIVE SALESFORCE + SELLING EXPENDITURE, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
COMPETITOR AUTOMATION RATING, 22
COMPETITOR FLEXIBILITY OF PROCESSES, 14
COMPETITORS OF THE COMPANY, 14, 22
COST FORECAST, 75
CREDIT PERIOD, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
CREDITORS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
CREDITORS' RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
CURRENT RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
DEBT GEARING RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
DEBTORS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
DEPRECIATION, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
DIRECTORS' REMUNERATIONS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
DISTRIBUTION & HANDLING COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
DOMESTIC SALES, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
EMPLOYEES' REMUNERATIONS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
EQUITY RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
FIXED ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
FIXED ASSETS / EMPLOYEE, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
FLEXIBILITY OF PROCESSES, 12
Flexible, 7, 9, 11, 17
IMMEDIATE CUSTOMER BASES, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
INCOME GEARING, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
INDUSTRY PRODUCTION + PROCESSES, 101
Inflexible, 7, 9
INPUT / MATERIALS / ENERGY COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
INTANGIBLE ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
INTEREST PAID, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
INTERMEDIATE ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
LONG TERM LOANS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
MISCELLANEOUS CURRENT ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
MISCELLANEOUS CURRENT LIABILITIES, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
MISCELLANEOUS LONG TERM LIABILITIES, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
NET ASSETS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
: CUSTOMER HANDLING IMPROVEMENTS, 71, 99
: CUSTOMER HANDLING IMPROVEMENTS P+L, 71
: PRODUCT COST IMPROVEMENTS FORECAST, 63, 95
: PRODUCT COST IMPROVEMENTS P+L, 63
: PRODUCT QUALITY IMPROVEMENT FORECAST, 67, 97
: PRODUCT QUALITY IMPROVEMENT P+L, 67
: CAPITAL INVESTMENTS OPTIONS
: CUSTOMER HANDLING SYSTEMS FORECAST, 59, 93
: CUSTOMER HANDLING SYSTEMS P+L, 59
: DISTRIBUTION / HANDLING FORECAST, 55, 91
: DISTRIBUTION / HANDLING P+L, 55
: PREMISES BALANCE SHEET FORECAST, 51, 89
: PREMISES P+L, 51
: PROCESS PLANT & EQUIPMENT FORECAST, 47, 87
: PROCESS PLANT & EQUIPMENT P+L, 47
NEW PLANT & EQUIPMENT INVESTMENT : PROFIT IMPACT
: CUSTOMER HANDLING COST REDUCTION, 43, 85
: CUSTOMER HANDLING COST REDUCTION P+L, 43
: DISTRIBUTION COST REDUCTION FORECAST, 39, 83
: DISTRIBUTION COST REDUCTION P+L, 39
: MATERIALS COST REDUCTION FORECAST, 27, 77
: MATERIALS COST REDUCTION P+L, 27
: PAYROLL COST REDUCTION FORECAST, 31, 79
: PAYROLL COST REDUCTION P+L, 31
: PROCESS COST REDUCTION FORECAST, 35, 81
: PROCESS COST REDUCTION P+L, 35
NEW PRODUCTION & PROCESS INVESTMENTS, 107
NEW PRODUCTION TECHNOLOGY EXPENDITURE, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
NEW PRODUCTS RELATIVE TO TOTAL OUTPUT, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
NEW TECHNOLOGY EXPENDITURE, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
NEW TECHNOLOGY INVESTMENT, 105
NEW TECHNOLOGY INVESTMENTS, 107
NON-TRADING INCOME, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
OPERATING PROFIT, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
OPERATIONS + DIVISIONS OF THE COMPANY, 12, 20
OVERSEAS TURNOVER, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
OVERSEAS TURNOVER / SALES, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
PART 17, 2
PART 17 Physical Process & Order Handling Schema, 4
PART 17.1, 6
PART 17.2, 25, 75
PART 17.3, 101
PAYROLL COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
PHYSICAL PROCESSES INFLEXIBLE & FLEXIBLE, 9
Physical processing of components, 9
PHYSICAL SYSTEMS, 7
PLANT & EQUIPMENT, 106
PLANT + EQUIPMENT IN USE, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99, 109
PLANT + EQUIPMENT INVESTMENT, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99, 106, 110
PRE-TAX PROFIT, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
PRE-TAX PROFIT MARGINS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
PROCESS AUTOMATION, 19
PROCESS DEMANDS, 17
PROCESS MANAGEMENT, 16
PROCESS PRINCIPLES, 6
Process Factors
: Flexible, 12
: Highly Flexible, 12
: Highly Inflexible, 12
: Highly Modular & Flexible, 12
: Inflexible, 12
PRODUCT PRICES RELATION TO THE MARKET AVERAGE, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
PRODUCTION TECHNOLOGY INVESTMENT, 105
PROFIT MARGIN, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
PROFIT PER EMPLOYEE, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
QUICK RATIO, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
READER WORKSHEET, 13, 15, 21, 23
REMUNERATIONS / SALES, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
RETURN ON ASSETS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
RETURN ON CAPITAL, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
RETURN ON INVESTMENTS, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
RETURN ON SHAREHOLDERS' FUNDS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
SALES / FIXED ASSETS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
SALES COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
SALES PER EMPLOYEE, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
SHAREHOLDERS FUNDS, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
SHORT TERM DEBT, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
STOCK TURN, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
STOCKS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
SUPERIOR QUALITY PRODUCTS, 78, 80, 82, 84, 86, 88, 90, 92, 94, 96, 98, 100
TOTAL ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
TOTAL ASSETS / EMPLOYEE, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
TOTAL CURRENT ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
TOTAL CURRENT LIABILITIES, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
TOTAL DEBT / WORKING CAPITAL, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74
TOTAL EMPLOYEES, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
TOTAL FIXED ASSETS, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
TOTAL MARKETING COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
TOTAL OPERATIONAL PROCESS COSTS, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
TOTAL R + D COST, 77, 79, 81, 83, 85, 87, 89, 91, 93, 95, 97, 99
TOTAL SALES, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
TRADING PROFIT, 28, 32, 36, 40, 44, 48, 52, 56, 60, 64, 68, 72
TRADING PROFIT MARGIN, 29, 33, 37, 41, 45, 49, 53, 57, 61, 65, 69, 73
UNIQUE-PRODUCT PHYSICAL PROCESSES, 8
WORKING CAPITAL / SALES, 30, 34, 38, 42, 46, 50, 54, 58, 62, 66, 70, 74

PART 18

Competition Analysis

740 pages

Top

Competition Analysis

PART 18 Competition Analysis

18.1 Competitive Comparisons
18.2.1 Competitor Marketing Standing : Products
18.3.1 Competitor Marketing Environment : Corporate
18.4.1 Competitor Advertising + Marketing Issues
18.4.2 Short-term Company Marketing Issues
18.5.1 Competitor Advertising + Marketing Consideration
18.5.2 Short-term Company Marketing Consideration
18.6 Competitor Corporate Surveys

             Physical Process Considerations
             Materials Considerations
             Manpower Considerations
             Product Process Considerations
             Product Quality & Perceptions
             Management Considerations
             Corporate Considerations
             Marketing Considerations
             Profitability Considerations
             Customer Response: Product
             Customer Response: Sales
             Customer Response: Handling
             Customer Response: Satisfaction
             Marketing Factors
             Staff Factors
             Corporate Factors
             Physical Factors
             Profit Factors

PART 18 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 18 Competition Analysis
6 PART 18.2.1
6 COMPETITOR ADVERTISING + MARKETING APPRAISAL
8 COMPETITOR STANDING
8 SECTOR COVERAGE
11 PRESENT STANDING
13-149 COMPETITORS OF THE COMPANY
161 PART 18.3.1
161 COMPETITOR ENVIRONMENT
165 CRITICAL FACTORS AND PARAMETERS
166 CORPORATE COVERAGE
167-290 COMPETITORS OF THE COMPANY
301 SHORT-TERM COMPETITOR ISSUES
303 COMPETITOR ISSUES
305 SHORT-TERM COMPETITOR ISSUES
306 BASIS OF THE ANALYSIS
306 PRESENTATION OF THE ANALYSIS
307 GRAPHICS USED
308 PROSE USED
309 COMPETITOR ISSUES
309 SECTOR COVERAGE
311 OVERALL AWARENESS BY CUSTOMERS
312 OVERALL REPUTATION
313 REPUTATION OF PRODUCTS
314 REPUTATION OF PRODUCT QUALITY
315 REPUTATION OF SERVICE PROVIDED
316 REPUTATION OF CUSTOMER HANDLING
317 RATING OF OVERALL SALES PROMOTION ACTIVITY
318 RATING OF ADVERTISING
319 RATING OF SALES PERSONNEL
320 RATING OF SALES PRINT
321 RATING OF PRODUCT AVAILABILITY
322 RATING OF PRODUCT SPECIFICATIONS
323 RATING OF ON-TIME DELIVERY
324 RATING OF COMPLETE ORDER DELIVERY
325 RATING OF ORDER HANDLING
326 RATING OF ABILITY TO SUPPLY
327 RATING OF MARKETING COMPETENCE
328 RATING OF MARKETING AWARENESS
329 RATING OF MARKETING TECHNOLOGY
330 RATING OF PROMOTIONAL DOCUMENTATION
331 RATING OF PROMOTIONAL + SALES DECAY
332 RATING OF ADVERTISING COMPETENCE
333 PERCEPTION OF PRODUCT PRICING
334 PRODUCT SUPERIORITY
335 CUSTOMER SERVICE
336 PROMPT DELIVERY
337 SERVICE PROMPTNESS
338 SERVICE LEVELS
339 SERVICE PROCEDURES
340 SERVICE CONVENIENCE
341 PRODUCT DELIVERY SYSTEM
342 FLEXIBILITY OF CUSTOMER HANDLING
343 PERCEPTIONS OF TERMS OF TRADING
344 INITIAL CONTACT
345 ORDER HANDLING STAFF
346 SALES STAFF
347 ADMINISTRATION STAFF
348 SALES MANAGEMENT
349 SALES PERSONNEL
350 UPSTREAM SALES INTEGRATION
351 DOWNSTREAM PROMOTIONAL INTEGRATION
352 CAPTIVE SALES CHANNELS
353 RELIANCE ON SELLING OUTLETS
354 UTILIZATION OF OTHER PROMOTIONAL EFFORT
355 BENEFITS OF OTHER MARKETING
356 CAPTIVE CUSTOMER BASES
357 WAREHOUSING & HANDLING
358 PACKING & PACKAGING
359 SALES ACTIVITY
360 PRODUCT LEVEL AVAILABILITY
361 CUSTOMER SATISFACTION
362 LOCATION OF CUSTOMERS
363 CAPTIVENESS OF THE CUSTOMER BASE
364 CUSTOMER BASE LOYALTY
365 CONCENTRATION OF PURCHASES
366 PURCHASE FREQUENCY
367 ORDER SIZE
368 CUSTOMER SERVICING
369 SEASONALITY
370 ADVERTISING & SALES PROMOTION
371 MARKETING
372 SALES PROMOTION
373 SALESFORCE
374 ADVERTISING
375 PRICING POLICY
376 ECONOMIC CONDITIONS
377 RELATIVE MARKETING EFFORT
378 REACTION TO COMPETITORS
379 NEW COMPETITORS
380 PRICES AT MSP
381 PRICE INCREASES
382 PRICES AT RSP
383 MARKET SHARE
385 SHORT-TERM COMPETITIVE ISSUES FOR THE COMPANY
387 COMPETITIVE ISSUES
390 BASIS OF THE ANALYSIS
390 PRESENTATION OF THE ANALYSIS
391 GRAPHICS USED
392 PROSE USED
393 COMPANY COMPETITIVE ISSUES
393 SECTOR COVERAGE
395 OVERALL AWARENESS BY CUSTOMERS
396 OVERALL REPUTATION
397 REPUTATION OF PRODUCTS
398 REPUTATION OF PRODUCT QUALITY
399 REPUTATION OF SERVICE PROVIDED
400 REPUTATION OF CUSTOMER HANDLING
401 RATING OF OVERALL SALES PROMOTION ACTIVITY
402 RATING OF ADVERTISING
403 RATING OF SALES PERSONNEL
404 RATING OF SALES PRINT
405 RATING OF PRODUCT AVAILABILITY
406 RATING OF PRODUCT SPECIFICATIONS
407 RATING OF ON-TIME DELIVERY
408 RATING OF COMPLETE ORDER DELIVERY
409 RATING OF ORDER HANDLING
410 RATING OF ABILITY TO SUPPLY
411 RATING OF MARKETING COMPETENCE
412 RATING OF MARKETING AWARENESS
413 RATING OF MARKETING TECHNOLOGY
414 RATING OF PROMOTIONAL DOCUMENTATION
415 RATING OF PROMOTIONAL + SALES DECAY
416 RATING OF ADVERTISING COMPETENCE
417 PERCEPTION OF PRODUCT PRICING
418 PRODUCT SUPERIORITY
419 CUSTOMER SERVICE
420 PROMPT DELIVERY
421 SERVICE PROMPTNESS
422 SERVICE LEVELS
423 SERVICE PROCEDURES
424 SERVICE CONVENIENCE
425 PRODUCT DELIVERY SYSTEM
426 FLEXIBILITY OF CUSTOMER HANDLING
427 PERCEPTIONS OF TERMS OF TRADING
428 INITIAL CONTACT
429 ORDER HANDLING STAFF
430 SALES STAFF
431 ADMINISTRATION STAFF
432 SALES MANAGEMENT
433 SALES PERSONNEL
434 UPSTREAM SALES INTEGRATION
435 DOWNSTREAM PROMOTIONAL INTEGRATION
436 CAPTIVE SALES CHANNELS
437 RELIANCE ON SELLING OUTLETS
438 UTILIZATION OF OTHER PROMOTIONAL EFFORT
439 BENEFITS OF OTHER MARKETING
440 CAPTIVE CUSTOMER BASES
441 WAREHOUSING & HANDLING
442 PACKING & PACKAGING
443 SALES ACTIVITY
444 STOCK AVAILABILITY
445 CUSTOMER SATISFACTION
446 LOCATION OF CUSTOMERS
447 CAPTIVENESS OF THE CUSTOMER BASE
448 CUSTOMER BASE LOYALTY
449 CONCENTRATION OF PURCHASES
450 PURCHASE FREQUENCY
451 ORDER SIZE
452 CUSTOMER SERVICING
453 SEASONALITY
454 ADVERTISING & SALES PROMOTION
455 MARKETING
456 SALES PROMOTION
457 SALESFORCE
458 ADVERTISING
459 PRICING POLICY
460 ECONOMIC CONDITIONS
461 RELATIVE MARKETING EFFORT
462 REACTION TO COMPETITORS
463 NEW COMPETITORS
464 PRICES AT MSP
465 PRICE INCREASES
466 PRICES AT RSP
467 MARKET SHARE
469 SHORT-TERM COMPETITOR CONSIDERATIONS
471 COMPETITOR CONSIDERATIONS
473 SHORT-TERM COMPETITOR CONSIDERATIONS
474 BASIS OF THE ANALYSIS
474 PRESENTATION OF THE ANALYSIS
475 GRAPHICS USED
476 PROSE USED
477 SHORT-TERM COMPETITOR CONSIDERATIONS
477 CORPORATE COVERAGE
478 PHYSICAL MARKETING DIFFICULTIES
479 PHYSICAL MARKETING CAPACITY
480 PHYSICAL ADVERTISING CAPACITY
481 FLEXIBILITY OF ADVERTISING RESPONSE
482 ABILITY TO VARY MARKETING EFFORT
483 CUSTOMER HANDLING SYSTEMS & EQUIPMENT
484 ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES
485 ADVERTISING & MARKETING MATERIALS STOCK LEVELS
486 DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS
487 ADVERTISING BUYING INFLUENCE
488 SALES MANPOWER AVAILABILITY
489 SALES STAFF RELATIONS
490 PRESSURE OF SALESFORCE WAGE RISES
491 RELATIVE SALES PAYROLL LEVELS
492 RELATIVE SALES INCENTIVE LEVELS
493 SALESFORCE TECHNICAL CAPABILITIES
494 MARKETING MATERIALS STOCK LEVELS
495 VARIABLE MARKETING COSTS
496 FIXED MARKETING COSTS
497 MARKETING PAYROLL COSTS
498 DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
499 PRODUCT DEVELOPMENT COSTS
500 QUALITY
501 PRODUCT SPECIFICATIONS
502 DESIGN
503 OPERATING CRITERIA
504 PRODUCT EFFICIENCY
505 PRODUCT RELIABILITY
506 PRODUCT LONGEVITY
507 PRODUCT LIFE CYCLE
508 PRODUCT CUSTOMIZATION
509 PRODUCT TECHNOLOGY
510 PRODUCT USAGE
511 MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
512 MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
513 MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
514 MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
515 MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
516 MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
517 UPSTREAM MARKETING STRATEGIES
518 DOWNSTREAM MARKETING TACTICS
519 CAPTIVE MARKETING CHANNELS
520 DEPENDENCE ON EXTERNAL MARKETING
521 DEPENDENCE ON EXTERNAL PROMOTION
522 DEPENDENCE ON EXTERNAL MARKETING SUPPORT
523 DEPENDENCE ON CUSTOMERS ATTITUDES
524 WAREHOUSING & HANDLING
525 PACKING & PACKAGING
526 DISTRIBUTION
527 STOCK AVAILABILITY
528 ORDER PROCESSING
529 LOCATION OF CUSTOMERS
530 DEPENDENCE ON CUSTOMER BASE
531 CAPTIVE CUSTOMER BASE
532 CONCENTRATION OF CUSTOMERS
533 PRODUCT USAGE FREQUENCY
534 ORDER VALUE
535 RELATIVE CUSTOMER SERVICING
536 SEASONALITY OF DEMAND
537 ADVERTISING & SALES PROMOTION
538 MARKETING COSTS
539 SALES PROMOTION COSTS
540 SELLING COSTS
541 ADVERTISING COSTS
542 COMPETITORS' PRICING POLICY
543 SENSITIVITY TO ECONOMIC CONDITIONS
544 RELATIVE MARKETING SPEND
545 COMPETITORS' AGGRESSIVENESS
546 ENTRY OF NEW COMPETITORS
547 PRICES AT MSP
548 PRICE INCREASES AT MSP
549 PRICES AT RSP
550 MARKET SHARE
553 SHORT-TERM COMPETITIVE CONSIDERATIONS FOR THE COMPANY
555 COMPETITIVE CONSIDERATIONS
557 SHORT-TERM COMPETITIVE CONSIDERATIONS
558 BASIS OF THE ANALYSIS
558 PRESENTATION OF THE ANALYSIS
559 GRAPHICS USED
560 PROSE USED
561 SHORT-TERM COMPETITIVE CONSIDERATIONS
561 CORPORATE COVERAGE
563 PHYSICAL MARKETING DIFFICULTIES
564 PHYSICAL MARKETING CAPACITY
565 PHYSICAL ADVERTISING CAPACITY
566 FLEXIBILITY OF ADVERTISING RESPONSE
567 ABILITY TO VARY MARKETING EFFORT
568 CUSTOMER HANDLING SYSTEMS & EQUIPMENT
569 ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES
570 ADVERTISING & MARKETING MATERIALS STOCK LEVELS
571 DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS
572 ADVERTISING BUYING INFLUENCE
573 SALES MANPOWER AVAILABILITY
574 SALES STAFF RELATIONS
575 PRESSURE OF SALESFORCE WAGE RISES
576 RELATIVE SALES PAYROLL LEVELS
577 RELATIVE SALES INCENTIVE LEVELS
578 SALESFORCE TECHNICAL CAPABILITIES
579 MARKETING MATERIALS STOCK LEVELS
580 VARIABLE MARKETING COSTS
581 FIXED MARKETING COSTS
582 MARKETING PAYROLL COSTS
583 DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
584 PRODUCT DEVELOPMENT COSTS
585 QUALITY
586 PRODUCT SPECIFICATIONS
587 DESIGN
588 OPERATING CRITERIA
589 PRODUCT EFFICIENCY
590 PRODUCT RELIABILITY
591 PRODUCT LONGEVITY
592 PRODUCT LIFE CYCLE
593 PRODUCT CUSTOMIZATION
594 PRODUCT TECHNOLOGY
595 PRODUCT USAGE
596 MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
597 MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
598 MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
599 MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
600 MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
601 MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
602 UPSTREAM MARKETING STRATEGIES
603 DOWNSTREAM MARKETING TACTICS
604 CAPTIVE MARKETING CHANNELS
605 DEPENDENCE ON EXTERNAL MARKETING
606 DEPENDENCE ON EXTERNAL PROMOTION
607 DEPENDENCE ON EXTERNAL MARKETING SUPPORT
608 DEPENDENCE ON CUSTOMERS ATTITUDES
609 WAREHOUSING & HANDLING
610 PACKING & PACKAGING
611 DISTRIBUTION
612 STOCK AVAILABILITY
613 ORDER PROCESSING
614 LOCATION OF CUSTOMERS
615 DEPENDENCE ON CUSTOMER BASE
616 CAPTIVE CUSTOMER BASE
617 CONCENTRATION OF CUSTOMERS
618 PRODUCT USAGE FREQUENCY
619 ORDER VALUE
620 RELATIVE CUSTOMER SERVICING
621 SEASONALITY OF DEMAND
622 ADVERTISING & SALES PROMOTION
623 MARKETING COSTS
624 SALES PROMOTION COSTS
625 SELLING COSTS
626 ADVERTISING COSTS
627 COMPETITORS' PRICING POLICY
628 SENSITIVITY TO ECONOMIC CONDITIONS
629 RELATIVE MARKETING SPEND
630 COMPETITORS' AGGRESSIVENESS
631 ENTRY OF NEW COMPETITORS
632 PRICES AT MSP
633 PRICE INCREASES AT MSP
634 PRICES AT RSP
635 MARKET SHARE
638 PART 18.6
638 COMPETITOR SURVEY FINDINGS
640 COMPETITOR SURVEYS
640 SURVEY OF COMPETITOR END USERS
640 SURVEY OF COMPETITOR SERVICE NETWORKS + DISTRIBUTION
641 SURVEY OF COMPETITOR BUYERS
641 SURVEY OF COMPETITOR PERFORMANCE
642 CORPORATE COVERAGE
645 COMPETITOR END USERS SURVEYS
646 COMPETITOR END USERS SURVEY - INTRODUCTION
647 CURRENT PURCHASING CRITERIA
647 REACTION TO P.O.S. AND MERCHANDISING
648 SATISFACTION WITH PRODUCT QUALITY
648 SATISFACTION WITH PRODUCT DESIGN
649 SATISFACTION WITH PRODUCT AVAILABILITY
649 SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
650 SATISFACTION WITH EXISTING SUPPLIERS
650 SATISFACTION WITH RETAIL PRODUCT LEVELS
651 SATISFACTION WITH EXISTING METHODS OF SUPPLY
651 SATISFACTION WITH PRODUCT PACKAGING
652 SATISFACTION WITH PRODUCT PACKAGING DESIGN
652 REACTION TO ADVERTISING AND SALES PROMOTION
653 PRODUCT AWARENESS
653 THE QUALITY -V- PRICE QUESTION
654 THE AVAILABILITY -V- PRICE QUESTION
654 PRICE SENSITIVITY
655 FUTURE TRENDS IN PURCHASING CRITERIA
656 COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
657 COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
658 END USER: CURRENT PURCHASING CRITERIA
658 END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
659 END USER: SATISFACTION WITH EXISTING PRODUCTS
659 END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
660 END USER: SATISFACTION WITH PRODUCT LEVELS
660 END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
661 END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS
661 END USER: SATISFACTION WITH DELIVERY / FREQUENCY & UP-TAKE
662 END USER: SATISFACTION WITH ORDERING PROCEDURES
662 END USER: SATISFACTION WITH TERMS OF TRADING
663 END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
663 END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT MATERIALS
664 END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
664 END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
665 COMMERCIAL: CURRENT PURCHASING CRITERIA
665 COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
666 COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
666 COMMERCIAL: THE QUALITY -v- PRICE QUESTION
667 COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCT RECEIVED
667 COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCTS
668 COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
668 COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
669 COMMERCIAL: SATISFACTION WITH COMPANY SUPPLY FREQUENCY AND UP-TAKE
669 COMMERCIAL: SATISFACTION WITH ORDERING PROCEDURES AND FORMALITIES
670 COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
670 COMMERCIAL: SATISFACTION WITH CREDIT AND OTHER FINANCIAL DETAILS
671 COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
671 COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY + DISTRIBUTION
672 COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
672 COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED
673 COMMERCIAL: SATISFACTION: AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS
673 COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
674 COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
674 PRODUCT REJECT RATE
675 PRODUCT RETURNS
675 REACTIONS TO ADVERTISING AND SALES PROMOTION
676 THE QUALITY -v- PRICE QUESTION
676 THE AVAILABILITY -v- PRICE QUESTION
677 PURCHASING CRITERIA - FUTURE TRENDS
678 COMPETITOR COMMERCIAL USERS SURVEYS
679 COMPETITOR COMMERCIAL USERS SURVEYS - INTRODUCTION
680 END USER: PERSON/S INITIATING DECISION TO RE-ORDER
680 END USER: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
681 END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
681 END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
682 COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
682 COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
683 COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
683 COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
685 COMMERCIAL: PERSON/S SEEKING QUOTATIONS
685 COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
686 COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
686 COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
687 PERSON/S SEEKING QUOTATIONS
687 PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
688 PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
688 PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
689 PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
689 END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
690 COMPETITOR PERFORMANCE SURVEYS
691 COMPETITOR PERFORMANCE SURVEYS - INTRODUCTION
692 Relative Credibility: Company Level
692 Relative Credibility: Branch/Outlet Level
693 Relative Credibility: Company Managers
693 Relative Credibility: Company Staff
694 Relative Credibility: Specialist Company Staff
694 Relative Credibility: Company Contracts & Documentation
695 Relative Credibility: Company Advertising
695 Relative Customer Confidence at Company Level
696 Relative Customer Confidence at Branch/Outlet Level
696 Relative Customer Confidence in Company Managers
697 Relative Customer Confidence in Company Staff
697 Relative Customer Confidence in Specialist Company Staff
698 Relative Customer Confidence in Company Contracts & Documentation
698 Relative Customer Confidence in Company Advertising
699 Relative Reputation at Company Level
699 Relative Reputation at Branch/Outlet Level
700 Relative Reputation of Company Managers
700 Relative Reputation of Company Staff
701 Relative Reputation of Specialist Company Staff
701 Relative Staff Efficiency: Company Level
702 Relative Staff Efficiency: Branch/Outlet Level
702 Relative Staff Efficiency: Company Managers
703 Relative Staff Efficiency: Company Staff
703 Relative Staff Efficiency: Specialist Company Staff
704 Relative Staff Efficiency: Contracts & Documentation
704 Relative Staff Efficiency: Problem Solving
705 Relative Staff Performance: Company Level
705 Relative Staff Performance: Branch/Outlet Level
706 Relative Staff Performance: Company Managers
706 Relative Staff Performance: Company Staff
707 Relative Staff Performance: Specialist Company Staff
707 Relative Staff Performance: Contracts & Documentation
708 Relative Staff Performance: Overall Customer Handling
708 Relative Staff Integrity: Company Level
709 Relative Staff Integrity: Branch/Outlet Level
709 Relative Staff Integrity: Company Managers
710 Relative Staff Integrity: Company Staff
710 Relative Staff Integrity: Specialist Company Staff
711 Relative Staff Integrity: Contracts & Documentation
711 Relative Staff Integrity: Advertising & Promotions
712 Relative Truth & Honesty: Company Level
712 Relative Truth & Honesty: Branch/Outlet Level
713 Relative Truth & Honesty: Company Managers
713 Relative Truth & Honesty: Company Staff
714 Relative Truth & Honesty: Specialist Company Staff
714 Relative Truth & Honesty: Contracts & Documentation
715 Relative Truth & Honesty: Advertising & Promotions
715 Relative Written Communications: Company Level
716 Relative Written Communications: Branch/Outlet Level
716 Relative Written Communications: Company Managers
717 Relative Written Communications: Company Staff
717 Relative Written Communications: Specialist Company Staff
718 Relative Written Communications: Contractual
718 Relative Written Communications: Correspondence
719 Relative Verbal Contact: Company Level
719 Relative Verbal Contact: Branch/Outlet Level
720 Relative Verbal Contact: Company Managers
720 Relative Verbal Contact: Company Staff
721 Relative Verbal Contact: Specialist Company Staff
721 Relative Customer Handling: Company Level
722 Relative Customer Handling: Branch/Outlet Level
722 Relative Customer Handling: Company Managers
723 Relative Customer Handling: Company Staff
723 Relative Customer Handling: Specialist Company Staff
724 Relative Customer Complaint Handling: Company Level
724 Relative Customer Complaint Handling: Branch/Outlet Level
725 Relative Customer Complaint Handling: Company Managers
725 Relative Customer Complaint Handling: Company Staff
726 Relative Customer Complaint Handling: Specialist Company Staff
726 Relative Customer Problem Solving: Company Level
727 Relative Customer Problem Solving: Branch/Outlet Level
727 Relative Customer Problem Solving: Company Managers
728 Relative Customer Problem Solving: Company Staff
728 Relative Customer Problem Solving: Specialist Company Staff
729 Relative Customer Comprehension of Product: Company Level
729 Relative Customer Comprehension of Product: Branch/Outlet Level
730 Relative Staff Comprehension of Product: Company Managers
730 Relative Staff Comprehension of Product: Company Staff
731 Relative Staff Comprehension of Product: Specialist Company Staff
731 Relative Customer Awareness of Product: Company Level
732 Relative Customer Awareness of Product: Branch/Outlet Level
732 Relative Staff Awareness of Product: Company Managers
733 Relative Staff Awareness of Product: Company Staff
733 Relative Staff Awareness of Product: Specialist Company Staff
734 Relative Customer Confidence in Product: Company Level
734 Relative Customer Confidence in Product: Branch/Outlet Level
735 Relative Staff Confidence in Product: Company Managers
735 Relative Staff Confidence in Product: Company Staff
736 Relative Staff Confidence in Product: Specialist Company Staff
736 Relative Customer Service: Company Level
737 Relative Customer Service: Branch/Outlet Level
737 Relative Customer Service: Company Managers
738 Relative Customer Service: Company Staff
738 Relative Customer Service: Specialist Company Staff
739 Relative Customer Service: Contracts & Documentation
739 Relative Initial Customer Response: Company Level
740 Relative Initial Customer Response: Branch/Outlet Level
740 Relative Initial Customer Response: Company Managers
741 Relative Initial Customer Response: Company Staff
741 Relative Initial Customer Response: Specialist Company Staff
742 Relative Information for Customers: Company Level
742 Relative Information for Customers: Branch/Outlet Level
743 Relative Information for Customers: Company Managers
743 Relative Information for Customers: Company Staff
744 Relative Information for Customers: Specialist Company Staff
744 Relative Promotional Activity: Company Level
745 Relative Promotional Activity: Branch/Outlet Level
745 Relative Advertising Posture: Company Level
746 Relative Advertising Posture: Branch/Outlet Level
746 Relative Contract Documentation: Company Level
747 ~~ Relative Contract Documentation: Branch/Outlet Level

PART 18 - INDEX

% COMMERCIAL USERS RESPONSES, 680, 681, 682, 683, 684, 685, 686, 687, 688, 689
% CUSTOMER RESPONSES, 692, 693, 694, 695, 696, 697, 698, 699, 700, 701, 702, 703, 704, 705, 706, 707, 708, 709, 710, 711, 712, 713, 714, 715, 716, 717, 718, 719, 720, 721, 722, 723, 724, 725, 726, 727, 728, 729, 730, 731, 732, 733, 734, 735, 736, 737, 738, 739, 740, 741, 742, 743, 744, 745, 746, 747
% END USERS, 647, 648, 649, 650, 651, 652, 653, 654, 655
% SERVICE NETWORKS + DISTRIBUTION RESPONSES, 658, 659, 660, 661, 662, 663, 664, 665, 666, 667, 668, 669, 670, 671, 672, 673, 674, 675, 676, 677
ABILITY TO VARY MARKETING EFFORT, 482, 567
ADMINISTRATION STAFF, 347, 431
ADVERTISING, 374, 458
ADVERTISING & MARKETING MATERIALS STOCK LEVELS, 485, 570
ADVERTISING & SALES PROMOTION, 370, 454, 537, 622
ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES, 484, 569
ADVERTISING BUYING INFLUENCE, 487, 572
ADVERTISING COSTS, 541, 626
Advertising Supplies considerations, 163, 305, 389, 473, 477, 557, 561
BASIS OF ANALYSIS
: COMPETITOR CONSIDERATIONS, 474
: COMPETITOR ISSUES, 306
: SHORT-TERM COMPETITIVE CONSIDERATIONS, 558
: SHORT-TERM COMPETITIVE ISSUES, 390
BENEFITS OF OTHER MARKETING, 355, 439
CAPTIVE CUSTOMER BASES, 356, 440, 531, 616
CAPTIVE MARKETING CHANNELS, 519, 604
CAPTIVE SALES CHANNELS, 352, 436
CAPTIVENESS OF THE CUSTOMER BASE, 363, 447
COMMERCIAL QUESTIONS
: CURRENT PURCHASING CRITERIA, 665
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 686
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 683
: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE, 684
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 682
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 683
: PERSON/S INITIATING DECISION TO REORDER, 682
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 686
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 685
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 684
: PERSON/S SEEKING QUOTATIONS, 685
: PURCHASING CRITERIA - FUTURE TRENDS, 665
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 672
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT AND POS / PROMOTIONAL MATERIALS, 673
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 667
: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME, 668
: SATISFACTION WITH COMPANY CREDIT AND OTHER FINANCIAL DETAILS, 670
: SATISFACTION WITH COMPANY DELIVERY FREQUENCY AND UP-TAKE, 669
: SATISFACTION WITH COMPANY ORDERING PROCEDURES AND FORMALITIES, 669
: SATISFACTION WITH COMPANY PRODUCT LEVELS, 668
: SATISFACTION WITH COMPANY TERMS OF TRADING, 670
: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS, 674
: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION, 671
: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES, 671
: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS, 672
: SATISFACTION WITH QUALITY OF PRODUCT RECEIVED, 667
: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED, 673
: THE AVAILABILITY -v- PRICE QUESTION, 666
: THE QUALITY -v- PRICE QUESTION, 666
Competitive and Market considerations, 8, 305, 309, 389, 393, 473, 557
Competitive considerations, 163, 305, 389, 473, 477, 555, 557, 561
COMPETITIVE ISSUES, 387, 393
COMPETITOR ADVERTISING + MARKETING APPRAISAL, 6
COMPETITOR COMMERCIAL USERS SURVEYS, 678
COMPETITOR COMMERCIAL USERS SURVEYS - INTRODUCTION, 679
COMPETITOR CONSIDERATIONS, 471
COMPETITOR END USERS SURVEY - INTRODUCTION, 646
COMPETITOR END USERS SURVEYS, 645
COMPETITOR ENVIRONMENT, 161
COMPETITOR ISSUES, 303, 309
COMPETITOR PERFORMANCE SURVEYS, 690
COMPETITOR PERFORMANCE SURVEYS - INTRODUCTION, 691
COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS, 656
COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION, 657
COMPETITOR STANDING, 8
COMPETITOR SURVEY FINDINGS, 638
COMPETITOR SURVEYS, 640
COMPETITORS OF THE COMPANY, 8, 13, 166, 167, 309, 477, 642
COMPETITORS' AGGRESSIVENESS, 545, 630
COMPETITORS' PRICING POLICY, 542, 627
CONCENTRATION OF CUSTOMERS, 532, 617
CONCENTRATION OF PURCHASES, 365, 449
CORPORATE COVERAGE, 166, 477, 561, 642
Corporate Marketing considerations, 163, 305, 389, 473, 477, 557, 561
CRITICAL FACTORS AND PARAMETERS, 165
CURRENT PURCHASING CRITERIA, 647
CUSTOMER BASE LOYALTY, 364, 448
Customer considerations, 163, 305, 389, 473, 477, 557, 561
CUSTOMER HANDLING SYSTEMS & EQUIPMENT, 483, 568
CUSTOMER SATISFACTION, 361, 445
CUSTOMER SERVICE, 335, 419
CUSTOMER SERVICING, 368, 452
DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS, 486, 571
DEPENDENCE ON CUSTOMER BASE, 530, 615
DEPENDENCE ON CUSTOMERS ATTITUDES, 523, 608
DEPENDENCE ON EXTERNAL MARKETING, 520, 605
DEPENDENCE ON EXTERNAL MARKETING SUPPORT, 522, 607
DEPENDENCE ON EXTERNAL PROMOTION, 521, 606
DESIGN, 502, 587
DIRECT MARKETING COSTS RELATIVE TO COMPETITORS, 498, 583
DISTRIBUTION, 526, 611
Distribution Channel considerations, 163, 305, 389, 473, 477, 557, 561
DOWNSTREAM MARKETING TACTICS, 518, 603
DOWNSTREAM PROMOTIONAL INTEGRATION, 351, 435
ECONOMIC CONDITIONS, 376, 460
ENTRY OF NEW COMPETITORS, 546, 631
FIXED MARKETING COSTS, 496, 581
FLEXIBILITY OF ADVERTISING RESPONSE, 481, 566
FLEXIBILITY OF CUSTOMER HANDLING, 342, 426
FUTURE TRENDS IN PURCHASING CRITERIA, 655
GRAPHICS USED
: COMPETITOR CONSIDERATIONS, 475
: COMPETITOR ISSUES, 307
: SHORT-TERM COMPETITIVE CONSIDERATIONS, 559
: SHORT-TERM COMPETITIVE ISSUES, 391
INITIAL CONTACT, 344, 428
LOCATION OF CUSTOMERS, 362, 446, 529, 614
MANAGEMENT STRENGTHS
: CUSTOMER HANDLING MANAGERS, 514, 599
: CUSTOMER HANDLING RELIABILITY, 516, 601
: SALES & MARKETING STAFF, 513, 598
: SALESFORCE MANAGERS, 512, 597
: SENIOR MARKETING PERSONNEL, 511, 596
: TECHNICAL APTITUDE, 515, 600
MARKET SHARE, 383, 467, 550, 635
MARKETING, 371, 455
Marketing Cost and Margin considerations, 163, 305, 389, 473, 477, 557, 561
MARKETING COSTS, 538, 623
Marketing Issues, 163, 305, 389, 473, 477, 557, 561
Marketing Management Strengths, 163, 305, 389, 473, 477, 557, 561
MARKETING MATERIALS STOCK LEVELS, 494, 579
MARKETING PAYROLL COSTS, 497, 582
NEW COMPETITORS, 379, 463
OPERATING CRITERIA, 503, 588
OPERATIONS + DIVISIONS OF THE COMPANY, 561
ORDER HANDLING STAFF, 345, 429
ORDER PROCESSING, 528, 613
ORDER SIZE, 367, 451
ORDER VALUE, 534, 619
OVERALL AWARENESS BY CUSTOMERS, 311, 395
OVERALL REPUTATION, 312, 396
PACKING & PACKAGING, 358, 442, 525, 610
PART 18, 2
PART 18 Competition Analysis, 4
PART 18.2.1, 6
PART 18.3.1, 161
PART 18.6, 638
PERCEPTION OF PRODUCT PRICING, 333, 417
PERCEPTIONS OF TERMS OF TRADING, 343, 427
PHYSICAL ADVERTISING CAPACITY, 480, 565
PHYSICAL MARKETING CAPACITY, 479, 564
Physical Marketing considerations, 163, 305, 389, 473, 477, 557, 561
PHYSICAL MARKETING DIFFICULTIES, 478, 563
PRESENT STANDING, 11
PRESENTATION USED
: COMPETITOR CONSIDERATIONS, 474
: COMPETITOR ISSUES, 306
: SHORT-TERM COMPETITIVE CONSIDERATIONS, 558
: SHORT-TERM COMPETITIVE ISSUES, 390
PRESSURE OF SALESFORCE WAGE RISES, 490, 575
PRICE INCREASES, 381, 465
PRICE INCREASES AT MSP, 548, 633
PRICE SENSITIVITY, 654
PRICES AT MSP, 380, 464, 547, 632
PRICES AT RSP, 382, 466, 549, 634
PRICING POLICY, 375, 459
PRODUCT AWARENESS, 653
Product Benefit considerations, 163, 305, 389, 473, 477, 557, 561
PRODUCT CUSTOMIZATION, 508, 593
PRODUCT DELIVERY SYSTEM, 341, 425
PRODUCT DEVELOPMENT COSTS, 499, 584
PRODUCT EFFICIENCY, 504, 589
PRODUCT LIFE CYCLE, 507, 592
PRODUCT LONGEVITY, 506, 591
PRODUCT RELIABILITY, 505, 590
PRODUCT SPECIFICATIONS, 501, 586
PRODUCT SUPERIORITY, 334, 418
PRODUCT TECHNOLOGY, 509, 594
PRODUCT USAGE, 510, 595
PRODUCT USAGE FREQUENCY, 533, 618
PRODUCTS OF THE COMPANY, 393
PROMPT DELIVERY, 336, 420
PROSE USED
: COMPETITOR CONSIDERATIONS, 476
: COMPETITOR ISSUES, 308
: SHORT-TERM COMPETITIVE CONSIDERATIONS, 560
: SHORT-TERM COMPETITIVE ISSUES, 392
PURCHASE FREQUENCY, 366, 450
QUALITY, 500, 585
RATING LEVEL
: ABILITY TO SUPPLY, 326, 410
: ADVERTISING, 318, 402
: ADVERTISING COMPETENCE, 332, 416
: COMPLETE ORDER DELIVERY, 324, 408
: MARKETING AWARENESS, 328, 412
: MARKETING COMPETENCE, 327, 411
: MARKETING TECHNOLOGY, 329, 413
: ON-TIME DELIVERY, 323, 407
: ORDER HANDLING, 325, 409
: OVERALL SALES PROMOTION ACTIVITY, 317, 401
: PRODUCT AVAILABILITY, 321, 405
: PRODUCT SPECIFICATIONS, 322, 406
: PROMOTIONAL + SALES DECAY, 331, 415
: PROMOTIONAL DOCUMENTATION, 330, 414
: SALES PERSONNEL, 319, 403
: SALES PRINT, 320, 404
REACTIONS
: TO ADVERTISING AND SALES PROMOTION, 652
: TO COMPETITORS, 378, 462
: TO P.O.S. AND MERCHANDISING, 647
RELATIVE PERCEPTIONS & RATINGS
: Advertising Posture: Branch/Outlet Level, 746
: Advertising Posture: Company Level, 745
: Contract Documentation: Branch/Outlet Level, 747
: Contract Documentation: Company Level, 746
: Corporate Structure, 8, 305, 309, 389, 393, 473, 557
: Credibility: Branch/Outlet Level, 692
: Credibility: Company Advertising, 695
: Credibility: Company Contracts & Documentation, 694
: Credibility: Company Level, 692
: Credibility: Company Managers, 693
: Credibility: Company Staff, 693
: Credibility: Specialist Company Staff, 694
: Customer Awareness of Product: Branch/Outlet Level, 732
: Customer Awareness of Product: Company Level, 731
: Customer Complaint Handling: Branch/Outlet Level, 724
: Customer Complaint Handling: Company Level, 724
: Customer Complaint Handling: Company Managers, 725
: Customer Complaint Handling: Company Staff, 725
: Customer Complaint Handling: Specialist Company Staff, 726
: Customer Comprehension of Product: Branch/Outlet Level, 729
: Comprehension of Product: Company Level, 729
: Confidence at Branch/Outlet Level, 696
: Confidence at Company Level, 695
: Confidence in Company Advertising, 698
: Confidence in Company Contracts & Documentation, 698
: Customer Confidence in Company Managers, 696
: Customer Confidence in Company Staff, 697
: Customer Confidence in Product: Branch/Outlet Level, 734
: Customer Confidence in Product: Company Level, 734
: Customer Confidence in Specialist Company Staff, 697
: Customer Factors, 8, 305, 309, 389, 393, 473, 557
: Customer Handling: Branch/Outlet Level, 722
: Customer Handling: Company Level, 721
: Customer Handling: Company Managers, 722
: Customer Handling: Company Staff, 723
: Customer Handling: Specialist Company Staff, 723
: Customer Problem Solving: Branch/Outlet Level, 727
: Customer Problem Solving: Company Level, 726
: Customer Problem Solving: Company Managers, 727
: Customer Problem Solving: Company Staff, 728
: Customer Problem Solving: Specialist Company Staff, 728
: Customer Service: Branch/Outlet Level, 737
: Customer Service: Company Level, 736
: Customer Service: Company Managers, 737
: Customer Service: Company Staff, 738
: Customer Service: Contracts & Documentation, 739
: Customer Service: Specialist Company Staff, 738
: CUSTOMER SERVICING, 535, 620
: Distribution Considerations, 8, 305, 309, 389, 393, 473, 557
: Information for Customers: Branch/Outlet Level, 742
: Information for Customers: Company Level, 742
: Information for Customers: Company Managers, 743
: Information for Customers: Company Staff, 743
: Information for Customers: Specialist Company Staff, 744
: Initial Customer Response: Branch/Outlet Level, 740
: Initial Customer Response: Company Level, 739
: Initial Customer Response: Company Managers, 740
: Initial Customer Response: Company Staff, 741
: Initial Customer Response: Specialist Company Staff, 741
: MARKETING EFFORT, 377, 461
: Marketing Factors, 8, 305, 309, 389, 393, 473, 557
: MARKETING SPEND, 544, 629
: Product Availability, 8, 305, 309, 389, 393, 473, 557
: Promotional Activity, 8, 305, 309, 389, 393, 473, 557
: Promotional Activity: Branch/Outlet Level, 745
: Promotional Activity: Company Level, 744
: Reputation, 389, 393, 557
: Reputation at Branch/Outlet Level, 699
: Reputation at Company Level, 699
: Reputation of Company Managers, 700
: Reputation of Company Staff, 700
: Reputation of Competitors, 8, 305, 309, 473
: Reputation of Specialist Company Staff, 701
: SALES INCENTIVE LEVELS, 492, 577
: SALES PAYROLL LEVELS, 491, 576
: Staff Awareness of Product: Company Managers, 732
: Staff Awareness of Product: Company Staff, 733
: Staff Awareness of Product: Specialist Company Staff, 733
: Staff Comprehension of Product: Company Managers, 730
: Staff Comprehension of Product: Company Staff, 730
: Staff Comprehension of Product: Specialist Company Staff, 731
: Staff Confidence in Product: Company Managers, 735
: Staff Confidence in Product: Company Staff, 735
: Staff Confidence in Product: Specialist Company Staff, 736
: Staff Efficiency: Branch/Outlet Level, 702
: Staff Efficiency: Company Level, 701
: Staff Efficiency: Company Managers, 702
: Staff Efficiency: Company Staff, 703
: Staff Efficiency: Contracts & Documentation, 704
: Staff Efficiency: Problem Solving, 704
: Staff Efficiency: Specialist Company Staff, 703
: Staff Integrity: Advertising & Promotions, 711
: Staff Integrity: Branch/Outlet Level, 709
: Staff Integrity: Company Level, 708
: Staff Integrity: Company Managers, 709
: Staff Integrity: Company Staff, 710
: Staff Integrity: Contracts & Documentation, 711
: Staff Integrity: Specialist Company Staff, 710
: Staff Performance, 8, 305, 309, 389, 393, 473, 557
: Staff Performance: Branch/Outlet Level, 705
: Staff Performance: Company Level, 705
: Staff Performance: Company Managers, 706
: Staff Performance: Company Staff, 706
: Staff Performance: Contracts & Documentation, 707
: Staff Performance: Overall Customer Handling, 708
: Staff Performance: Specialist Company Staff, 707
: Technical Competence, 8, 305, 309, 389, 393, 473, 557
: Truth & Honesty: Advertising & Promotions, 715
: Truth & Honesty: Branch/Outlet Level, 712
: Truth & Honesty: Company Level, 712
: Truth & Honesty: Company Managers, 713
: Truth & Honesty: Company Staff, 713
: Truth & Honesty: Contracts & Documentation, 714
: Truth & Honesty: Specialist Company Staff, 714
: Verbal Contact: Branch/Outlet Level, 719
: Verbal Contact: Company Level, 719
: Verbal Contact: Company Managers, 720
: Verbal Contact: Company Staff, 720
: Verbal Contact: Specialist Company Staff, 721
: Written Communications: Branch/Outlet Level, 716
: Written Communications: Company Level, 715
: Written Communications: Company Managers, 716
: Written Communications: Company Staff, 717
: Written Communications: Contractual, 718
: Written Communications: Correspondence, 718
: Written Communications: Specialist Company Staff, 717
RELIANCE ON SELLING OUTLETS, 353, 437
REPUTATION
: OF CUSTOMER HANDLING, 316, 400
: OF PRODUCT QUALITY, 314, 398
: OF PRODUCTS, 313, 397
: OF SERVICE PROVIDED, 315, 399
RETAIL QUESTIONS
: CURRENT PURCHASING CRITERIA, 658
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 681
: PERSON/S DECIDING PRODUCTS TO BE BOUGHT, 688
: PERSON/S EVALUATING PRODUCTS AVAILABLE, 687
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 689
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 689
: PERSON/S INITIATING DECISION TO RE-ORDER, 680
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 681
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 680
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 688
: PERSON/S SEEKING QUOTATIONS, 687
: PRODUCT REJECT RATE, 674
: PRODUCT REJECT/RETURN RATE AFTER PURCHASE, 658
: PRODUCT RETURN RATE, 675
: PURCHASING CRITERIA - FUTURE TRENDS, 677
: REACTIONS TO ADVERTISING AND SALES PROMOTION, 675
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 663
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS, 663
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 660
: SATISFACTION WITH COMPANY'S PRODUCT LEVELS, 660
: SATISFACTION WITH DELIVERY / FREQUENCY & UP-TAKE, 661
: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION, 659
: SATISFACTION WITH EXISTING PRODUCTS, 659
: SATISFACTION WITH ORDERING PROCEDURES, 662
: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS, 661
: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED, 664
: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS, 664
: SATISFACTION WITH TERMS OF TRADING, 662
: THE AVAILABILITY -v- PRICE QUESTION, 676
: THE QUALITY -v- PRICE QUESTION, 676
SALES ACTIVITY, 359, 443
SALES MANAGEMENT, 348, 432
SALES MANPOWER AVAILABILITY, 488, 573
Sales Manpower considerations, 163, 305, 389, 473, 477, 557, 561
SALES PERSONNEL, 349, 433
SALES PROMOTION, 372, 456
SALES PROMOTION COSTS, 539, 624
SALES STAFF, 346, 430
SALES STAFF RELATIONS, 489, 574
SALESFORCE, 373, 457
SALESFORCE TECHNICAL CAPABILITIES, 493, 578
SATISFACTION LEVELS
: EXISTING METHODS OF SUPPLY, 651
: EXISTING PRODUCTS AND SERVICES, 649
: EXISTING RETAIL LEVELS, 650
: PRODUCT AVAILABILITY, 649
: PRODUCT DESIGN, 648
: PRODUCT PACKAGING, 651
: PRODUCT PACKAGING DESIGN, 652
: PRODUCT QUALITY, 648
: RETAIL PRODUCT LEVELS, 650
SEASONALITY, 369, 453
SEASONALITY OF DEMAND, 536, 621
SECTOR COVERAGE, 8, 309, 393
SELLING COSTS, 540, 625
SENSITIVITY TO ECONOMIC CONDITIONS, 543, 628
SERVICE CONVENIENCE, 340, 424
SERVICE LEVELS, 338, 422
SERVICE PROCEDURES, 339, 423
SERVICE PROMPTNESS, 337, 421
SHORT-TERM COMPETITIVE CONSIDERATIONS, 553, 557, 561
SHORT-TERM COMPETITIVE ISSUES, 385
SHORT-TERM COMPETITOR CONSIDERATIONS, 469, 473, 477
SHORT-TERM COMPETITOR ISSUES, 301, 305
STOCK AVAILABILITY, 360, 444, 527, 612
SURVEYS
: COMPETITOR BUYERS, 641
: COMPETITOR END USERS, 640
: COMPETITOR PERFORMANCE, 641
: COMPETITOR SERVICE NETWORKS + DISTRIBUTION, 640
THE AVAILABILITY -V- PRICE QUESTION, 654
THE QUALITY -V- PRICE QUESTION, 653
UPSTREAM MARKETING STRATEGIES, 517, 602
UPSTREAM SALES INTEGRATION, 350, 434
UTILIZATION OF OTHER PROMOTIONAL EFFORT, 354, 438
VARIABLE MARKETING COSTS, 495, 580
WAREHOUSING & HANDLING, 357, 441, 524, 609

PART 19

Product Perceptions

250 pages

Top

Product Perceptions

PART 19 Product Perceptions

Analysis of 15 product groups and market sectors of the Company
Analysis of 16 national markets

The products and services offered by the Company are analysed in this part of the Company Acquisition Manual. The section looks at the major products, product groups and market sectors which the Company currently supply.

PART 19 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 19 Product Perceptions
6 PART 19.1
6 COMPANY SECTOR SURVEY FINDINGS
8 COMPANY SECTOR SURVEYS
8 SURVEY OF COMPANY SECTOR END USERS
8 SURVEY OF COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION
9 SURVEY OF COMPANY SECTOR BUYERS
9 SURVEY OF COMPANY SECTOR PERFORMANCE
10 SECTOR COVERAGE
12 COMPANY SECTOR SURVEY FINDINGS
13 COMPANY SECTOR END USERS SURVEYS
14 SECTOR END USERS SURVEY - INTRODUCTION
15 CURRENT PURCHASING CRITERIA
15 REACTION TO P.O.S. AND MERCHANDISING
16 SATISFACTION WITH PRODUCT QUALITY
16 SATISFACTION WITH PRODUCT DESIGN
17 SATISFACTION WITH PRODUCT AVAILABILITY
17 SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
18 SATISFACTION WITH EXISTING RETAIL LEVELS
18 SATISFACTION WITH RETAIL PRODUCT LEVELS
19 SATISFACTION WITH EXISTING METHODS OF SUPPLY
19 SATISFACTION WITH PRODUCT PACKAGING
20 SATISFACTION WITH PRODUCT PACKAGING DESIGN
20 REACTION TO ADVERTISING AND SALES PROMOTION
21 PRODUCT AWARENESS
21 THE QUALITY -V- PRICE QUESTION
22 THE AVAILABILITY -V- PRICE QUESTION
22 PRICE SENSITIVITY
23 FUTURE TRENDS IN PURCHASING CRITERIA
24 COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
25 SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
26 END USER' CURRENT PURCHASING CRITERIA
26 END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
27 END USER: SATISFACTION WITH EXISTING PRODUCTS
27 END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
28 END USER: SATISFACTION WITH COMPANY'S PRODUCT LEVELS
28 END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
29 END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS
29 END USER: SATISFACTION WITH DELIVERY / FREQUENCY & UP-TAKE
30 END USER: SATISFACTION WITH ORDERING PROCEDURES
30 END USER: SATISFACTION WITH TERMS OF TRADING
31 END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
31 END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
32 END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
32 END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
33 COMMERCIAL: CURRENT PURCHASING CRITERIA
33 COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
34 COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
34 COMMERCIAL: THE QUALITY -v- PRICE QUESTION
35 COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCT RECEIVED
35 COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
36 COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
36 COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
37 COMMERCIAL: SATISFACTION WITH COMPANY DELIVERY FREQUENCY AND UP-TAKE
37 COMMERCIAL: SATISFACTION WITH COMPANY ORDERING PROCEDURES + FORMALITIES
38 COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
38 COMMERCIAL: SATISFACTION WITH COMPANY CREDIT + FINANCIAL DETAILS
39 COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
39 COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
40 COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
40 COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
41 COMMERCIAL: SATISFACTION: AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS
41 COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
42 COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
42 PRODUCT REJECT RATE
43 PRODUCT RETURNS RATE
43 REACTIONS TO ADVERTISING AND SALES PROMOTION
44 THE QUALITY -v- PRICE QUESTION
44 THE AVAILABILITY -v- PRICE QUESTION
45 PURCHASING CRITERIA - FUTURE TRENDS
46 COMPANY SECTOR COMMERCIAL USERS SURVEYS
47 SECTOR COMMERCIAL USERS SURVEYS - INTRODUCTION
48 END USER: PERSON/S INITIATING DECISION TO RE-ORDER
48 END USER: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
49 END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
49 END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
50 COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
50 COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
51 COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
51 COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
52 COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
52 COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
53 COMMERCIAL: PERSON/S SEEKING QUOTATIONS
53 COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
54 COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
54 COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
55 END USER: PERSON/S SEEKING QUOTATIONS
55 END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
56 END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
56 END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
57 END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS
57 END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
58 COMPANY SECTOR PERFORMANCE SURVEYS
59 SECTOR PERFORMANCE SURVEYS - INTRODUCTION
60 Relative Credibility: Company Level
60 Relative Credibility: Branch/Outlet Level
61 Relative Credibility: Company Managers
61 Relative Credibility: Company Staff
62 Relative Credibility: Specialist Company Staff
62 Relative Credibility: Company Contracts & Documentation
63 Relative Credibility: Company Advertising
63 Relative Customer Confidence at Company Level
64 Relative Customer Confidence at Branch/Outlet Level
64 Relative Customer Confidence in Company Managers
65 Relative Customer Confidence in Company Staff
65 Relative Customer Confidence in Specialist Company Staff
66 Relative Customer Confidence in Company Contracts & Documentation
66 Relative Customer Confidence in Company Advertising
67 Relative Reputation at Company Level
67 Relative Reputation at Branch/Outlet Level
68 Relative Reputation of Company Managers
68 Relative Reputation of Company Staff
69 Relative Reputation of Specialist Company Staff
69 Relative Staff Efficiency: Company Level
70 Relative Staff Efficiency: Branch/Outlet Level
70 Relative Staff Efficiency: Company Managers
71 Relative Staff Efficiency: Company Staff
71 Relative Staff Efficiency: Specialist Company Staff
72 Relative Staff Efficiency: Contracts & Documentation
72 Relative Staff Efficiency: Problem Solving
73 Relative Staff Performance: Company Level
73 Relative Staff Performance: Branch/Outlet Level
74 Relative Staff Performance: Company Managers
74 Relative Staff Performance: Company Staff
75 Relative Staff Performance: Specialist Company Staff
75 Relative Staff Performance: Contracts & Documentation
76 Relative Staff Performance: Overall Customer Handling
76 Relative Staff Integrity: Company Level
77 Relative Staff Integrity: Branch/Outlet Level
77 Relative Staff Integrity: Company Managers
78 Relative Staff Integrity: Company Staff
78 Relative Staff Integrity: Specialist Company Staff
79 Relative Staff Integrity: Contracts & Documentation
79 Relative Staff Integrity: Advertising & Promotions
80 Relative Truth & Honesty: Company Level
80 Relative Truth & Honesty: Branch/Outlet Level
81 Relative Truth & Honesty: Company Managers
81 Relative Truth & Honesty: Company Staff
82 Relative Truth & Honesty: Specialist Company Staff
82 Relative Truth & Honesty: Contracts & Documentation
83 Relative Truth & Honesty: Advertising & Promotions
83 Relative Written Communications: Company Level
84 Relative Written Communications: Branch/Outlet Level
84 Relative Written Communications: Company Managers
85 Relative Written Communications: Company Staff
85 Relative Written Communications: Specialist Company Staff
86 Relative Written Communications: Contractual
86 Relative Written Communications: Correspondence
87 Relative Verbal Contact: Company Level
87 Relative Verbal Contact: Branch/Outlet Level
88 Relative Verbal Contact: Company Managers
88 Relative Verbal Contact: Company Staff
89 Relative Verbal Contact: Specialist Company Staff
89 Relative Customer Handling: Company Level
90 Relative Customer Handling: Branch/Outlet Level
90 Relative Customer Handling: Company Managers
91 Relative Customer Handling: Company Staff
91 Relative Customer Handling: Specialist Company Staff
92 Relative Customer Complaint Handling: Company Level
92 Relative Customer Complaint Handling: Branch/Outlet Level
93 Relative Customer Complaint Handling: Company Managers
93 Relative Customer Complaint Handling: Company Staff
94 Relative Customer Complaint Handling: Specialist Company Staff
94 Relative Customer Problem Solving: Company Level
95 Relative Customer Problem Solving: Branch/Outlet Level
95 Relative Customer Problem Solving: Company Managers
96 Relative Customer Problem Solving: Company Staff
96 Relative Customer Problem Solving: Specialist Company Staff
97 Relative Customer Comprehension of Product: Company Level
97 Relative Customer Comprehension of Product: Branch/Outlet Level
98 Relative Staff Comprehension of Product: Company Managers
98 Relative Staff Comprehension of Product: Company Staff
99 Relative Staff Comprehension of Product: Specialist Company Staff
99 Relative Customer Awareness of Product: Company Level
100 Relative Customer Awareness of Product: Branch/Outlet Level
100 Relative Staff Awareness of Product: Company Managers
101 Relative Staff Awareness of Product: Company Staff
101 Relative Staff Awareness of Product: Specialist Company Staff
102 Relative Customer Confidence in Product: Company Level
102 Relative Customer Confidence in Product: Branch/Outlet Level
103 Relative Staff Confidence in Product: Company Managers
103 Relative Staff Confidence in Product: Company Staff
104 Relative Staff Confidence in Product: Specialist Company Staff
104 Relative Customer Service: Company Level
105 Relative Customer Service: Branch/Outlet Level
105 Relative Customer Service: Company Managers
106 Relative Customer Service: Company Staff
106 Relative Customer Service: Specialist Company Staff
107 Relative Customer Service: Contracts & Documentation
107 Relative Initial Customer Response: Company Level
108 Relative Initial Customer Response: Branch/Outlet Level
108 Relative Initial Customer Response: Company Managers
109 Relative Initial Customer Response: Company Staff
109 Relative Initial Customer Response: Specialist Company Staff
110 Relative Information for Customers: Company Level
110 Relative Information for Customers: Branch/Outlet Level
111 Relative Information for Customers: Company Managers
111 Relative Information for Customers: Company Staff
112 Relative Information for Customers: Specialist Company Staff
112 Relative Promotional Activity: Company Level
113 Relative Promotional Activity: Branch/Outlet Level
113 Relative Advertising Posture: Company Level
114 Relative Advertising Posture: Branch/Outlet Level
114 Relative Contract Documentation: Company Level
115 Relative Contract Documentation: Branch/Outlet Level
118 PART 19.2
118 CURRENT ADVERTISING + MARKETING APPRAISAL
119 CURRENT STANDING
120 CURRENT STANDING
122 SECTOR COVERAGE
124-251~~ PRODUCT SECTORS FOR THE COMPANY

PART 19 - INDEX

% COMMERCIAL USERS RESPONSES, 48, 49, 50, 51, 52, 53, 54, 55, 56, 57
% CUSTOMER RESPONSES, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115
% END USERS, 15, 16, 17, 18, 19, 20, 21, 22, 23
% SERVICE NETWORKS + DISTRIBUTION RESPONSES, 26, 27, 28, 29, 30, 31, 32, 33, 34, 35, 36, 37, 38, 39, 40, 41, 42, 43, 44, 45
COMMERCIAL QUESTIONS
: CURRENT PURCHASING CRITERIA, 33
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 54
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 51
: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE, 52
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 50
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 51
: PERSON/S INITIATING DECISION TO REORDER, 50
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 54
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 53
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 52
: PERSON/S SEEKING QUOTATIONS, 53
: PURCHASING CRITERIA - FUTURE TRENDS, 33
: THE AVAILABILITY -v- PRICE QUESTION, 34
: THE QUALITY -v- PRICE QUESTION, 34
COMMERCIAL SATISFACTION LEVELS
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 40
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS, 41
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 35
: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME, 36
: SATISFACTION WITH COMPANY CREDIT AND OTHER FINANCIAL DETAILS, 38
: SATISFACTION WITH COMPANY DELIVERY FREQUENCY AND UP-TAKE, 37
: SATISFACTION WITH COMPANY ORDERING PROCEDURES AND FORMALITIES, 37
: SATISFACTION WITH COMPANY PRODUCT LEVELS, 36
: SATISFACTION WITH COMPANY TERMS OF TRADING, 38
: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS, 42
: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION, 39
: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES, 39
: SATISFACTION WITH QUALITY AND SPECIFICATIONS, 40
: SATISFACTION WITH QUALITY RECEIVED, 35
: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED, 41
COMPANY SECTOR SURVEYS, 8
Competitive and Market considerations, 119
CURRENT ADVERTISING + MARKETING APPRAISAL, 118
CURRENT PURCHASING CRITERIA, 15
CURRENT STANDING, 119, 120
FUTURE TRENDS IN PURCHASING CRITERIA, 23
PART 19, 2
PART 19 Product Perceptions, 4
PART 19.1, 6
PART 19.2, 118
PRICE SENSITIVITY, 22
PRODUCT AWARENESS, 21
PRODUCTS FOR THE COMPANY, 10, 11, 122, 124, 133, 142, 151, 160, 169, 178, 187, 196, 205, 215, 224, 233, 242, 251
REACTION TO ADVERTISING AND SALES PROMOTION, 20
REACTION TO P.O.S. AND MERCHANDISING, 15
RELATIVE PERCEPTIONS & RATINGS
: Advertising Posture: Branch/Outlet Level, 114
: Advertising Posture: Company Level, 113
: Contract Documentation: Branch/Outlet Level, 115
: Contract Documentation: Company Level, 114
: Corporate Structure, 119
: Credibility: Branch/Outlet Level, 60
: Credibility: Company Advertising, 63
: Credibility: Company Contracts & Documentation, 62
: Credibility: Company Level, 60
: Credibility: Company Managers, 61
: Credibility: Company Staff, 61
: Credibility: Specialist Company Staff, 62
: Customer Awareness of Product: Branch/Outlet Level, 100
: Customer Awareness of Product: Company Level, 99
: Customer Complaint Handling: Branch/Outlet Level, 92
: Customer Complaint Handling: Company Level, 92
: Customer Complaint Handling: Company Managers, 93
: Customer Complaint Handling: Company Staff, 93
: Customer Complaint Handling: Specialist Company Staff, 94
: Customer Comprehension of Product: Branch/Outlet Level, 97
: Customer Comprehension of Product: Company Level, 97
: Customer Confidence at Branch/Outlet Level, 64
: Customer Confidence at Company Level, 63
: Customer Confidence in Company Advertising, 66
: Customer Confidence in Contracts & Documentation, 66
: Customer Confidence in Company Managers, 64
: Customer Confidence in Company Staff, 65
: Customer Confidence in Product: Branch/Outlet Level, 102
: Customer Confidence in Product: Company Level, 102
: Customer Confidence in Specialist Company Staff, 65
: Customer Factors, 119
: Customer Handling: Branch/Outlet Level, 90
: Customer Handling: Company Level, 89
: Customer Handling: Company Managers, 90
: Customer Handling: Company Staff, 91
: Customer Handling: Specialist Company Staff, 91
: Customer Problem Solving: Branch/Outlet Level, 95
: Customer Problem Solving: Company Level, 94
: Customer Problem Solving: Company Managers, 95
: Customer Problem Solving: Company Staff, 96
: Customer Problem Solving: Specialist Company Staff, 96
: Customer Service: Branch/Outlet Level, 105
: Customer Service: Company Level, 104
: Customer Service: Company Managers, 105
: Customer Service: Company Staff, 106
: Customer Service: Contracts & Documentation, 107
: Customer Service: Specialist Company Staff, 106
: Distribution Considerations, 119
: Information for Customers: Branch/Outlet Level, 110
: Information for Customers: Company Level, 110
: Information for Customers: Company Managers, 111
: Information for Customers: Company Staff, 111
: Information for Customers: Specialist Company Staff, 112
: Initial Customer Response: Branch/Outlet Level, 108
: Initial Customer Response: Company Level, 107
: Initial Customer Response: Company Managers, 108
: Initial Customer Response: Company Staff, 109
: Initial Customer Response: Specialist Company Staff, 109
: Marketing Factors, 119
: Product Availability, 119
: Promotional Activity, 119
: Promotional Activity: Branch/Outlet Level, 113
: Promotional Activity: Company Level, 112
: Reputation, 119
: Reputation at Branch/Outlet Level, 67
: Reputation at Company Level, 67
: Reputation of Company Managers, 68
: Reputation of Company Staff, 68
: Reputation of Specialist Company Staff, 69
: Staff Awareness of Product: Company Managers, 100
: Staff Awareness of Product: Company Staff, 101
: Staff Awareness of Product: Specialist Company Staff, 101
: Staff Comprehension of Product: Company Managers, 98
: Staff Comprehension of Product: Company Staff, 98
: Staff Comprehension of Product: Specialist Company Staff, 99
: Staff Confidence in Product: Company Managers, 103
: Staff Confidence in Product: Company Staff, 103
: Staff Confidence in Product: Specialist Company Staff, 104
: Staff Efficiency: Branch/Outlet Level, 70
: Staff Efficiency: Company Level, 69
: Staff Efficiency: Company Managers, 70
: Staff Efficiency: Company Staff, 71
: Staff Efficiency: Contracts & Documentation, 72
: Staff Efficiency: Problem Solving, 72
: Staff Efficiency: Specialist Company Staff, 71
: Staff Integrity: Advertising & Promotions, 79
: Staff Integrity: Branch/Outlet Level, 77
: Staff Integrity: Company Level, 76
: Staff Integrity: Company Managers, 77
: Staff Integrity: Company Staff, 78
: Staff Integrity: Contracts & Documentation, 79
: Staff Integrity: Specialist Company Staff, 78
: Staff Performance, 119
: Staff Performance: Branch/Outlet Level, 73
: Staff Performance: Company Level, 73
: Staff Performance: Company Managers, 74
: Staff Performance: Company Staff, 74
: Staff Performance: Contracts & Documentation, 75
: Staff Performance: Overall Customer Handling, 76
: Staff Performance: Specialist Company Staff, 75
: Technical Competence, 119
: Truth & Honesty: Advertising & Promotions, 83
: Truth & Honesty: Branch/Outlet Level, 80
: Truth & Honesty: Company Level, 80
: Truth & Honesty: Company Managers, 81
: Truth & Honesty: Company Staff, 81
: Truth & Honesty: Contracts & Documentation, 82
: Truth & Honesty: Specialist Company Staff, 82
: Verbal Contact: Branch/Outlet Level, 87
: Verbal Contact: Company Level, 87
: Verbal Contact: Company Managers, 88
: Verbal Contact: Company Staff, 88
: Verbal Contact: Specialist Company Staff, 89
: Written Communications: Branch/Outlet Level, 84
: Written Communications: Company Level, 83
: Written Communications: Company Managers, 84
: Written Communications: Company Staff, 85
: Written Communications: Contractual, 86
: Written Communications: Correspondence, 86
: Written Communications: Specialist Company Staff, 85
RETAIL QUESTIONS
: CURRENT PURCHASING CRITERIA, 26
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 49
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 56
: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE, 55
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 57
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 57
: PERSON/S INITIATING DECISION TO RE-ORDER, 48
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 49
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 48
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 56
: PERSON/S SEEKING QUOTATIONS, 55
: PRODUCT REJECT RATE, 42
: PRODUCT REJECT/RETURN RATE AFTER PURCHASE, 26
: PRODUCT RETURNS RATE, 43
: PURCHASING CRITERIA - FUTURE TRENDS, 45
: REACTIONS TO ADVERTISING AND SALES PROMOTION, 43
: THE AVAILABILITY -v- PRICE QUESTION, 44
: THE QUALITY -v- PRICE QUESTION, 44
RETAIL SATISFACTION QUESTIONS
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 31
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & POS / PROMOTIONAL MATERIALS, 31
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 28
: SATISFACTION WITH COMPANY'S PRODUCT LEVELS, 28
: SATISFACTION WITH DELIVERIES / FREQUENCY & UP-TAKE, 29
: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION, 27
: SATISFACTION WITH EXISTING PRODUCTS, 27
: SATISFACTION WITH ORDERING PROCEDURES, 30
: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS, 29
: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED, 32
: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS, 32
: SATISFACTION WITH TERMS OF TRADING, 30
SATISFACTION LEVELS OF END USERS
: SATISFACTION WITH EXISTING METHODS OF SUPPLY, 19
: SATISFACTION WITH EXISTING PRODUCTS AND SERVICES, 17
: SATISFACTION WITH EXISTING RETAIL OUTLETS, 18
: SATISFACTION WITH PRODUCT AVAILABILITY, 17
: SATISFACTION WITH PRODUCT DESIGN, 16
: SATISFACTION WITH PRODUCT PACKAGING, 19
: SATISFACTION WITH PRODUCT PACKAGING DESIGN, 20
: SATISFACTION WITH PRODUCT QUALITY, 16
: SATISFACTION WITH RETAIL PRODUCT LEVELS, 18
SECTOR COMMERCIAL USERS SURVEYS, 46
SECTOR COMMERCIAL USERS SURVEYS - INTRODUCTION, 47
SECTOR COVERAGE, 10, 122
SECTOR END USERS SURVEY - INTRODUCTION, 14
SECTOR END USERS SURVEYS, 13
SECTOR PERFORMANCE SURVEYS, 58
SECTOR PERFORMANCE SURVEYS - INTRODUCTION, 59
SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS, 24
SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION, 25
SECTOR SURVEY FINDINGS, 6, 12
SURVEYS
: COMPANY SECTOR BUYERS, 9
: COMPANY SECTOR END USERS, 8
: COMPANY SECTOR PERFORMANCE, 9
: COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION, 8
THE AVAILABILITY -V- PRICE QUESTION, 22
THE QUALITY -V- PRICE QUESTION, 21

PART 20

Customer Perceptions

240 pages

Top

Customer Perceptions

PART 20 Customer Perceptions

Data on 15 operating divisions/ regions/ subsidiaries of the Company
Analysis of 16 national markets

This part of the Company Acquisition Manual looks are the perceptions of the Company held by their customers. The section considers some 200 critical questions which analyse each operating division, operating region, subsidiaries and companies which together form the Company.

PART 20 : CONTENTS

COMPANY ACQUISITION MANUAL

PART 20 Customer Perceptions
6 PART 20.1
6 COMPANY CORPORATE SURVEY FINDINGS
8 COMPANY CORPORATE SURVEYS
8 SURVEY OF COMPANY CORPORATE END USERS
8 SURVEY OF COMPANY CORPORATE SERVICE NETWORKS + DISTRIBUTION
9 SURVEY OF COMPANY CORPORATE BUYERS
9 SURVEY OF COMPANY CORPORATE PERFORMANCE
10 CORPORATE COVERAGE
12 CORPORATE SURVEY FINDINGS
13 CORPORATE END USERS SURVEYS
14 CORPORATE END USERS SURVEY - INTRODUCTION
15 CURRENT PURCHASING CRITERIA
15 REACTION TO P.O.S. AND MERCHANDISING
16 SATISFACTION WITH PRODUCT QUALITY
16 SATISFACTION WITH PRODUCT DESIGN
17 SATISFACTION WITH PRODUCT AVAILABILITY
17 SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
18 SATISFACTION WITH EXISTING RETAIL LEVEL
18 SATISFACTION WITH RETAIL PRODUCT LEVELS
19 SATISFACTION WITH EXISTING METHODS OF SUPPLY
19 SATISFACTION WITH PRODUCT PACKAGING
20 SATISFACTION WITH PRODUCT PACKAGING DESIGN
20 REACTION TO ADVERTISING AND SALES PROMOTION
21 PRODUCT AWARENESS
21 THE QUALITY -V- PRICE QUESTION
22 THE AVAILABILITY -V- PRICE QUESTION
22 PRICE SENSITIVITY
23 FUTURE TRENDS IN PURCHASING CRITERIA
24 CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS
25 CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
26 END USER: CURRENT PURCHASING CRITERIA
26 END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
27 END USER: SATISFACTION WITH EXISTING PRODUCTS
27 END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
28 END USER: SATISFACTION WITH COMPANY'S PRODUCT LEVELS
28 END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
29 END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
29 END USER: SATISFACTION WITH DELIVERIES / FREQUENCY & UP-TAKE
30 END USER: SATISFACTION WITH ORDERING PROCEDURES
30 END USER: SATISFACTION WITH TERMS OF TRADING
31 END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
31 END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
32 END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
32 END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
33 COMMERCIAL: CURRENT PURCHASING CRITERIA
33 COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
34 COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
34 COMMERCIAL: THE QUALITY -v- PRICE QUESTION
35 COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS RECEIVED
35 COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
36 COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
36 COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
37 COMMERCIAL: SATISFACTION WITH COMPANY DELIVERY FREQUENCY AND UP-TAKE
37 COMMERCIAL: SATISFACTION WITH COMPANY ORDERING PROCEDURES + FORMALITIES
38 COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
38 COMMERCIAL: SATISFACTION WITH COMPANY CREDIT AND OTHER FINANCIAL DETAILS
39 COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
39 COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
40 COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
40 COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
41 COMMERCIAL: SATISFACTION: AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS
41 COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
42 COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
42 END USER: PRODUCT REJECT RATE
43 END USER: PRODUCT RETURNS RATE
43 END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
44 END USER: THE QUALITY -v- PRICE QUESTION
44 END USER: THE AVAILABILITY -v- PRICE QUESTION
45 END USER: PURCHASING CRITERIA - FUTURE TRENDS
46 CORPORATE COMMERCIAL USERS SURVEYS
47 CORPORATE COMMERCIAL USERS SURVEYS - INTRODUCTION
48 END USER: PERSON/S INITIATING DECISION TO RE-ORDER
48 END USER: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
49 END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
49 END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
50 COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
50 COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
51 COMMERCIAL: PERSON/S DECIDING TO INTRODUCE NEW PRODUCTS/BRANDS
51 COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
52 COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
52 COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
53 COMMERCIAL: PERSON/S SEEKING QUOTATIONS
53 COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
54 COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
54 COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
55 END USER: PERSON/S SEEKING QUOTATIONS
55 END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
56 END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
56 END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
57 END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
57 END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
58 CORPORATE PERFORMANCE SURVEYS
59 CORPORATE PERFORMANCE SURVEYS - INTRODUCTION
60 Relative Credibility: Company Level
60 Relative Credibility: Branch/Outlet Level
61 Relative Credibility: Company Managers
61 Relative Credibility: Company Staff
62 Relative Credibility: Specialist Company Staff
62 Relative Credibility: Company Contracts & Documentation
63 Relative Credibility: Company Advertising
63 Relative Customer Confidence at Company Level
64 Relative Customer Confidence at Branch/Outlet Level
64 Relative Customer Confidence in Company Managers
65 Relative Customer Confidence in Company Staff
65 Relative Customer Confidence in Specialist Company Staff
66 Relative Customer Confidence in Company Contracts & Documentation
66 Relative Customer Confidence in Company Advertising
67 Relative Reputation at Company Level
67 Relative Reputation at Branch/Outlet Level
68 Relative Reputation of Company Managers
68 Relative Reputation of Company Staff
69 Relative Reputation of Specialist Company Staff
69 Relative Staff Efficiency: Company Level
70 Relative Staff Efficiency: Branch/Outlet Level
70 Relative Staff Efficiency: Company Managers
71 Relative Staff Efficiency: Company Staff
71 Relative Staff Efficiency: Specialist Company Staff
72 Relative Staff Efficiency: Contracts & Documentation
72 Relative Staff Efficiency: Problem Solving
73 Relative Staff Performance: Company Level
73 Relative Staff Performance: Branch/Outlet Level
74 Relative Staff Performance: Company Managers
74 Relative Staff Performance: Company Staff
75 Relative Staff Performance: Specialist Company Staff
75 Relative Staff Performance: Contracts & Documentation
76 Relative Staff Performance: Overall Customer Handling
76 Relative Staff Integrity: Company Level
77 Relative Staff Integrity: Branch/Outlet Level
77 Relative Staff Integrity: Company Managers
78 Relative Staff Integrity: Company Staff
78 Relative Staff Integrity: Specialist Company Staff
79 Relative Staff Integrity: Contracts & Documentation
79 Relative Staff Integrity: Advertising & Promotions
80 Relative Truth & Honesty: Company Level
80 Relative Truth & Honesty: Branch/Outlet Level
81 Relative Truth & Honesty: Company Managers
81 Relative Truth & Honesty: Company Staff
82 Relative Truth & Honesty: Specialist Company Staff
82 Relative Truth & Honesty: Contracts & Documentation
83 Relative Truth & Honesty: Advertising & Promotions
83 Relative Written Communications: Company Level
84 Relative Written Communications: Branch/Outlet Level
84 Relative Written Communications: Company Managers
85 Relative Written Communications: Company Staff
85 Relative Written Communications: Specialist Company Staff
86 Relative Written Communications: Contractual
86 Relative Written Communications: Correspondence
87 Relative Verbal Contact: Company Level
87 Relative Verbal Contact: Branch/Outlet Level
88 Relative Verbal Contact: Company Managers
88 Relative Verbal Contact: Company Staff
89 Relative Verbal Contact: Specialist Company Staff
89 Relative Customer Handling: Company Level
90 Relative Customer Handling: Branch/Outlet Level
90 Relative Customer Handling: Company Managers
91 Relative Customer Handling: Company Staff
91 Relative Customer Handling: Specialist Company Staff
92 Relative Customer Complaint Handling: Company Level
92 Relative Customer Complaint Handling: Branch/Outlet Level
93 Relative Customer Complaint Handling: Company Managers
93 Relative Customer Complaint Handling: Company Staff
94 Relative Customer Complaint Handling: Specialist Company Staff
94 Relative Customer Problem Solving: Company Level
95 Relative Customer Problem Solving: Branch/Outlet Level
95 Relative Customer Problem Solving: Company Managers
96 Relative Customer Problem Solving: Company Staff
96 Relative Customer Problem Solving: Specialist Company Staff
97 Relative Customer Comprehension of Product: Company Level
97 Relative Customer Comprehension of Product: Branch/Outlet Level
98 Relative Staff Comprehension of Product: Company Managers
98 Relative Staff Comprehension of Product: Company Staff
99 Relative Staff Comprehension of Product: Specialist Company Staff
99 Relative Customer Awareness of Product: Company Level
100 Relative Customer Awareness of Product: Branch/Outlet Level
100 Relative Staff Awareness of Product: Company Managers
101 Relative Staff Awareness of Product: Company Staff
101 Relative Staff Awareness of Product: Specialist Company Staff
102 Relative Customer Confidence in Product: Company Level
102 Relative Customer Confidence in Product: Branch/Outlet Level
103 Relative Staff Confidence in Product: Company Managers
103 Relative Staff Confidence in Product: Company Staff
104 Relative Staff Confidence in Product: Specialist Company Staff
104 Relative Customer Service: Company Level
105 Relative Customer Service: Branch/Outlet Level
105 Relative Customer Service: Company Managers
106 Relative Customer Service: Company Staff
106 Relative Customer Service: Specialist Company Staff
107 Relative Customer Service: Contracts & Documentation
107 Relative Initial Customer Response: Company Level
108 Relative Initial Customer Response: Branch/Outlet Level
108 Relative Initial Customer Response: Company Managers
109 Relative Initial Customer Response: Company Staff
109 Relative Initial Customer Response: Specialist Company Staff
110 Relative Information for Customers: Company Level
110 Relative Information for Customers: Branch/Outlet Level
111 Relative Information for Customers: Company Managers
111 Relative Information for Customers: Company Staff
112 Relative Information for Customers: Specialist Company Staff
112 Relative Promotional Activity: Company Level
113 Relative Promotional Activity: Branch/Outlet Level
113 Relative Advertising Posture: Company Level
114 Relative Advertising Posture: Branch/Outlet Level
114 Relative Contract Documentation: Company Level
115 Relative Contract Documentation: Branch/Outlet Level
118 PART 20.2
118 COMPANY CURRENT ENVIRONMENT
120 CRITICAL FACTORS AND PARAMETERS
121 CORPORATE COVERAGE
122-242~~ OPERATIONS + DIVISIONS OF THE COMPANY

PART 20 - INDEX

% COMMERCIAL USERS RESPONSES, 48, 49, 50, 51, 52, 53, 54, 55, 56, 57
% CUSTOMER RESPONSES, 60, 61, 62, 63, 64, 65, 66, 67, 68, 69, 70, 71, 72, 73, 74, 75, 76, 77, 78, 79, 80, 81, 82, 83, 84, 85, 86, 87, 88, 89, 90, 91, 92, 93, 94, 95, 96, 97, 98, 99, 100, 101, 102, 103, 104, 105, 106, 107, 108, 109, 110, 111, 112, 113, 114, 115
% END USERS, 15, 16, 17, 18, 19, 20, 21, 22, 23
% SERVICE NETWORKS + DISTRIBUTION RESPONSES, 26, 27, 28, 29, 30, 31, 32, 33, 34, 35, 36, 37, 38, 39, 40, 41, 42, 43, 44, 45
Advertising Supplies considerations, 119
COMMERCIAL USERS SURVEYS - INTRODUCTION, 47
COMMERCIAL QUESTIONS
: CURRENT PURCHASING CRITERIA, 33
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 54
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 51
: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE, 52
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 50
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 51
: PERSON/S INITIATING DECISION TO REORDER, 50
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 54
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 53
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 52
: PERSON/S SEEKING QUOTATIONS, 53
: PURCHASING CRITERIA - FUTURE TRENDS, 33
: THE AVAILABILITY -v- PRICE QUESTION, 34
: THE QUALITY -v- PRICE QUESTION, 34
COMMERCIAL: SATISFACTION LEVELS
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 40
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS, 41
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 35
: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME, 36
: SATISFACTION WITH COMPANY CREDIT AND OTHER FINANCIAL DETAILS, 38
: SATISFACTION WITH COMPANY DELIVERY FREQUENCY AND UP-TAKE, 37
: SATISFACTION WITH COMPANY ORDERING PROCEDURES AND FORMALITIES, 37
: SATISFACTION WITH COMPANY PRODUCT LEVELS, 36
: SATISFACTION WITH COMPANY TERMS OF TRADING, 38
: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS, 42
: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION, 39
: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES, 39
: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS, 40
: SATISFACTION WITH QUALITY OF PRODUCTS, 35
: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED, 41
Competitive considerations, 119
CORPORATE COMMERCIAL USERS SURVEYS, 46
CORPORATE COVERAGE, 10, 121
CORPORATE END USERS SURVEYS, 13
Corporate Marketing considerations, 119
CORPORATE PERFORMANCE SURVEYS, 58
CORPORATE PERFORMANCE SURVEYS - INTRODUCTION, 59
CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS, 24
CORPORATE SURVEY FINDINGS, 6, 12
CORPORATE SURVEYS, 8
CRITICAL FACTORS AND PARAMETERS, 120
CURRENT ENVIRONMENT, 118
CURRENT PURCHASING CRITERIA, 15
Customer considerations, 119
Distribution Channel considerations, 119
END USERS SURVEY - INTRODUCTION, 14
FUTURE TRENDS IN PURCHASING CRITERIA, 23
Marketing Cost and Margin considerations, 119
Marketing Issues, 119
Marketing Management Strengths, 119
OPERATIONS + DIVISIONS OF THE COMPANY, 10, 11, 121, 122, 131, 140, 149, 157, 166, 174, 183, 191, 200, 209, 217, 225, 234, 242
PART 20, 2
PART 20 Customer Perceptions, 4
PART 20.1, 6
PART 20.2, 118
Physical Marketing considerations, 119
PRICE SENSITIVITY, 22
PRODUCT AWARENESS, 21
Product Benefit considerations, 119
REACTION TO ADVERTISING AND SALES PROMOTION, 20
REACTION TO P.O.S. AND MERCHANDISING, 15
RELATIVE PERCEPTIONS AND RATINGS
COMPANY -v- COMPETITORS
: Advertising Posture: Branch/Outlet Level, 114
: Advertising Posture: Company Level, 113
: Contract Documentation: Branch/Outlet Level, 115
: Contract Documentation: Company Level, 114
: Credibility: Branch/Outlet Level, 60
: Credibility: Company Advertising, 63
: Credibility: Company Contracts & Documentation, 62
: Credibility: Company Level, 60
: Credibility: Company Managers, 61
: Credibility: Company Staff, 61
: Credibility: Specialist Company Staff, 62
: Customer Awareness of Product: Branch/Outlet Level, 100
: Customer Awareness of Product: Company Level, 99
: Customer Complaint Handling: Branch/Outlet Level, 92
: Customer Complaint Handling: Company Level, 92
: Customer Complaint Handling: Company Managers, 93
: Customer Complaint Handling: Company Staff, 93
: Customer Complaint Handling: Specialist Company Staff, 94
: Customer Comprehension of Product: Branch/Outlet Level, 97
: Customer Comprehension of Product: Company Level, 97
: Customer Confidence at Branch/Outlet Level, 64
: Customer Confidence at Company Level, 63
: Customer Confidence in Company Advertising, 66
: Customer Confidence in Contracts & Documentation, 66
: Customer Confidence in Company Managers, 64
: Customer Confidence in Company Staff, 65
: Customer Confidence in Product: Branch/Outlet Level, 102
: Customer Confidence in Product: Company Level, 102
: Customer Confidence in Specialist Company Staff, 65
: Customer Handling: Branch/Outlet Level, 90
: Customer Handling: Company Level, 89
: Customer Handling: Company Managers, 90
: Customer Handling: Company Staff, 91
: Customer Handling: Specialist Company Staff, 91
: Customer Problem Solving: Branch/Outlet Level, 95
: Customer Problem Solving: Company Level, 94
: Customer Problem Solving: Company Managers, 95
: Customer Problem Solving: Company Staff, 96
: Customer Problem Solving: Specialist Company Staff, 96
: Customer Service: Branch/Outlet Level, 105
: Customer Service: Company Level, 104
: Customer Service: Company Managers, 105
: Customer Service: Company Staff, 106
: Customer Service: Contracts & Documentation, 107
: Customer Service: Specialist Company Staff, 106
: Information for Customers: Branch/Outlet Level, 110
: Information for Customers: Company Level, 110
: Information for Customers: Company Managers, 111
: Information for Customers: Company Staff, 111
: Information for Customers: Specialist Company Staff, 112
: Initial Customer Response: Branch/Outlet Level, 108
: Initial Customer Response: Company Level, 107
: Initial Customer Response: Company Managers, 108
: Initial Customer Response: Company Staff, 109
: Initial Customer Response: Specialist Company Staff, 109
: Promotional Activity: Branch/Outlet Level, 113
: Promotional Activity: Company Level, 112
: Reputation at Branch/Outlet Level, 67
: Reputation at Company Level, 67
: Reputation of Company Managers, 68
: Reputation of Company Staff, 68
: Reputation of Specialist Company Staff, 69
: Staff Awareness of Product: Company Managers, 100
: Staff Awareness of Product: Company Staff, 101
: Staff Awareness of Product: Specialist Company Staff, 101
: Staff Comprehension of Product: Company Managers, 98
: Staff Comprehension of Product: Company Staff, 98
: Staff Comprehension of Product: Specialist Company Staff, 99
: Staff Confidence in Product: Company Managers, 103
: Staff Confidence in Product: Company Staff, 103
: Staff Confidence in Product: Specialist Company Staff, 104
: Staff Efficiency: Branch/Outlet Level, 70
: Staff Efficiency: Company Level, 69
: Staff Efficiency: Company Managers, 70
: Staff Efficiency: Company Staff, 71
: Staff Efficiency: Contracts & Documentation, 72
: Staff Efficiency: Problem Solving, 72
: Staff Efficiency: Specialist Company Staff, 71
: Staff Integrity: Advertising & Promotions, 79
: Staff Integrity: Branch/Outlet Level, 77
: Staff Integrity: Company Level, 76
: Staff Integrity: Company Managers, 77
: Staff Integrity: Company Staff, 78
: Staff Integrity: Contracts & Documentation, 79
: Staff Integrity: Specialist Company Staff, 78
: Staff Performance: Branch/Outlet Level, 73
: Staff Performance: Company Level, 73
: Staff Performance: Company Managers, 74
: Staff Performance: Company Staff, 74
: Staff Performance: Contracts & Documentation, 75
: Staff Performance: Overall Customer Handling, 76
: Staff Performance: Specialist Company Staff, 75
: Truth & Honesty: Advertising & Promotions, 83
: Truth & Honesty: Branch/Outlet Level, 80
: Truth & Honesty: Company Level, 80
: Truth & Honesty: Company Managers, 81
: Truth & Honesty: Company Staff, 81
: Truth & Honesty: Contracts & Documentation, 82
: Truth & Honesty: Specialist Company Staff, 82
: Verbal Contact: Branch/Outlet Level, 87
: Verbal Contact: Company Level, 87
: Verbal Contact: Company Managers, 88
: Verbal Contact: Company Staff, 88
: Verbal Contact: Specialist Company Staff, 89
: Written Communications: Branch/Outlet Level, 84
: Written Communications: Company Level, 83
: Written Communications: Company Managers, 84
: Written Communications: Company Staff, 85
: Written Communications: Contractual, 86
: Written Communications: Correspondence, 86
: Written Communications: Specialist Company Staff, 85
RETAIL QUESTIONS
: PERSON/S APPROVING / AUTHORIZING ORDER/S, 49
: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT, 56
: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE, 55
: PERSON/S INITIATING DECISION TO INCREASE PURCHASES, 57
: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS, 57
: PERSON/S INITIATING DECISION TO RE-ORDER, 48
: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES, 49
: PERSON/S NEGOTIATING TERMS WITH THE COMPANY, 48
: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES, 56
: PERSON/S SEEKING QUOTATIONS, 55
: PRODUCT REJECT/RETURN RATE AFTER PURCHASE, 26
: PRODUCT RETURNS RATE, 43
: PRODUCT REJECT RATE, 42
: REACTIONS TO ADVERTISING AND SALES PROMOTION, 43
: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY, 31
: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS, 31
: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY, 28
: SATISFACTION WITH COMPANY'S PRODUCT LEVELS, 28
: SATISFACTION WITH DELIVERIES / FREQUENCY & UP-TAKE, 29
: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION, 27
: SATISFACTION WITH EXISTING PRODUCTS, 27
: SATISFACTION WITH ORDERING PROCEDURES, 30
: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS, 29
: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED, 32
: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS, 32
: SATISFACTION WITH TERMS OF TRADING, 30
: THE AVAILABILITY -v- PRICE QUESTION, 44
: THE QUALITY -v- PRICE QUESTION, 44
: CURRENT PURCHASING CRITERIA, 26
: PURCHASING CRITERIA - FUTURE TRENDS, 45
Sales Manpower considerations, 119
SATISFACTION LEVELS + RATINGS
: WITH EXISTING METHODS OF SUPPLY, 19
: WITH EXISTING PRODUCTS AND SERVICES, 17
: WITH EXISTING RETAIL LEVELS, 18
: WITH PRODUCT AVAILABILITY, 17
: WITH PRODUCT DESIGN, 16
: WITH PRODUCT PACKAGING, 19
: WITH PRODUCT PACKAGING DESIGN, 20
: WITH PRODUCT QUALITY, 16
: WITH RETAIL PRODUCT LEVELS, 18
SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION, 25
SURVEYS
: CORPORATE BUYERS, 9
: CORPORATE END USERS, 8
: CORPORATE PERFORMANCE, 9
: CORPORATE SERVICE NETWORKS + DISTRIBUTION, 8
THE AVAILABILITY -V- PRICE QUESTION, 22
THE QUALITY -V- PRICE QUESTION, 21

APPENDIX 1

Products & Markets covered in the Manual

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PRODUCTS + MARKETS COVERED

The ACQUISITION MANUAL has coverage of all the Products and Market sectors which affect the business, former, current and potential, of the company.
The Manual analyses the existing products and markets of the company and looks at alternatives and possibilities for the company.

Up to 500 PRODUCT / MARKET SECTORs are covered for the target company.

APPENDIX 2

Competitive Companies covered in the Manual

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COMPETITIVE COMPANIES

The ACQUISITION MANUAL has coverage of all the Competitors in the Market sectors which concern the commercial environment, former (since 1985), current and potential, of the target company.

The Manual analyses the existing competitors, including the company, which service the markets and looks at strengths and weaknesses of the company in relation to the competitive situation.

GENERAL COMPETITORS

Highly detailed analysis if provided for the company's 15 most critical and important competitors and well as analysis by Competitor for each Product or Market sector:-

APPENDIX 3

Input Materials, Supplies & Services covered

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INPUT MATERIALS, SUPPLIES + SERVICES COVERED

The ACQUISITION MANUAL has coverage of all the Input Materials, Supplies and Services which affect the operation, former, current and potential, of the target company.

The Manual analyses the existing goods and supplies purchased by the company and reviews the parallel products, substitutes and options for the company.

BASE COSTS + PURCHASES
Payroll
Salaries & Wages
Fringe Benefits
Commissions & Incentives
Sub-Contractors
Financial Costs
Interest: Short Term
Interest: Long Term
Debt Servicing: On Balance Sheet
Debt Servicing: Off Balance Sheet
Bad Debts
General Expenses
Rent & Leases
Rent of Buildings
Rent of Vehicles / Machinery / Equipment
Services Purchased
Communications Costs
Maintenance Costs
Buildings
Vehicles & Equipment
Capital Expenditures
Buildings
Machinery & Equipment
Vehicles
Computers & Data Processing
Miscellaneous

COMPANY COSTS (*)

Input Supplies / Materials and Energy Costs
Payroll Costs
Total Operational & Process Costs
Sales Personnel Variable & Commission Costs
Sales Expenses and Costs
Sales Materials Costs
Total Sales Costs
Distribution Fixed Costs
Distribution Variable Costs
Warehousing Fixed Costs
Warehousing Variable Costs
Physical Handling Fixed Costs
Physical Handling Variable Costs
Physical Process Fixed Costs
Physical Process Variable Costs
Total Distribution and Handling Costs
Mailing & Correspondence Costs
Media Advertising Costs
Advertising Materials & Print
POS & Display Costs
Exhibition & Events Costs
Total Advertising Costs
Product Returns & Rejection Costs
Product Installation & Re-Installation Costs
Product Breakdown & Post Installation Costs
Product Systems & Configuration Costs
Product Service & Maintenance Costs
Customer Problem Solving & Complaint Costs
Total After-Sales Costs
Total Marketing Costs
Total Operational Costs
New Technology Expenditure
New Production Technology Expenditure
Research and Development Expenditure
Capital Expenditure on Plant and Equipment
Capital Expenditure on Structures
Capital Expenditure on Miscellaneous Items
Total Capital Expenditure
Finished Product Stocks
Work in Progress as Stocks
Materials as Stocks
Consumables + Supplies as Stock
Debtors within Agreed Terms
Debtors Outside Agreed Terms
Un-recoverable Debts
(*) These costs are covered in each of the Financial Forecasts

GENERAL MATERIALS + SUPPLIES CONSUMED
Cost of Materials
Raw Materials
Finished Products
Power & Fuel
Electricity

APPENDIX 4

Methodology & Notes

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ACQUISITION MANUAL

Published in Europe, the U.S.A. and Japan by The Data Institute.

The Data Institute are a private research organisation.

The Acquisition Manual is supplied to buyers under specific terms and conditions of sale.

1. The Data Institute has used due care and attention in the preparation of this publication. The information herein has been obtained from sources believed to be accurate and reportable, however the entire publication has been written by computer and in this respect readers are cautioned regarding the possibility of computer or printing error and thus the accuracy of the publication is not guaranteed or warranted in any manner.

2. The opinions stated in this publication are not recommendations or solicitations of any type and the publication must be regarded by the reader as being computer generated opinions of certain topics relating to the target company. Readers are specifically recommended not to rely on the opinions in the publication but to make their own analysis and evaluation of the items covered.

3. The Publishers have received no payment or inducements of any type from the target company, or from any other source. The publishers only source of income in respect of this publication is the purchase price of the publication which is paid by buyers.

4. This publication is an existing title and this brochure is not a research proposal or prospectus.

5. This publication is for the sole private use of the purchaser and the information given may not be copied or transmitted in any form whatsoever.

6. The Publishers accept no liability in respect of any of the information contained in this publication.

7. This publication is available from retailers and booksellers throughout the world at the published price of US€ 9950. Retailers and Booksellers act as the agent of the buyer and not the Publishers.

APPENDIX 5

DVD-rom and other products available

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DVD-rom

This Manual is available as a single DVD-rom which contains a full text version of each of the 20 volumes listed. The DVD-rom allows readers to access and reproduce the information in one's own documents or reports.
In addition, the tables and databases published in the reports are available (as Access & Excel formats) on DVD to enable readers to use these databases for their own spreadsheet calculations and modelling.

COMPLEMENTARY PRODUCTS

Readers of the ACQUISITION MANUAL may find the following complementary products useful:-

1. Checklists for Action € 95 per set
2. Reader Worksheets Sets € 95 per set
3. Report databases in Access & Excel formats for spreadsheets on DVD-rom
4. In-house War gaming seminars (ask for free brochure) €4950
5. Corporate Attack P.R. package (ask for free brochure) €1950
6. Combat Training for executives (ask for free brochure) Ad Hoc
7. World Product Consumption Report (ask for free brochure) €1950
8. World Product Distribution Report (ask for free brochure) €1950
9. World Product Producer Report (ask for free brochure) €1950

10. Customers of the Company
Sales: Values & Products; Discounts & Deals
Special Terms negotiated. Future deals
Supplied on DVD € 950

11. Suppliers of the Company
Purchases: Values & Products; Discounts & Deals
Special Terms negotiated. Future deals
Supplied on DVD € 950

Prices

Products may be returned (within 10 days of receipt) for a full credit.

Returned products must be in a re-saleable condition; and to ensure this, should therefore be in their original shipping packaging.

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PRICES & AVAILABILITY

Acquisition Manuals are available as either printed books consisting of 20 volumes (6,000 pages) or as a DVD-rom. The DVD-rom version of the Report is roughly half the price of the printed books due to the relative costs of the publication and distribution.

Acquisition Manual - 20 printed volumes Cost: €9950

Acquisition Manual - on DVD-rom Cost: €8950

ACQUISITION MANUALs are usually available off-the-shelf and delivery is usually within 3 working days. The price includes shipping by Courier and Insurance.

OPTION TO BUY SERVICE

An OPTION TO BUY service is available to clients whereby the client can inspect and read a particular ACQUISITION MANUAL at a cost of €995. If the client decides to subsequently purchase the Report the option cost (€995) will be deducted from the full purchase price. Consult your Data Institute dealer.

FULL CONTENTS + INDEX

A CONTENTS & INDEX service is available to clients whereby the client can buy a Full Contents & Index volume (consisting of 160 pages on an ACQUISITION MANUAL at a cost of €95. If the client decides to subsequently buy the Report this cost (€95) will be deducted from the full purchase price.

PAYMENT

Clients are invoiced in the month following delivery. Clients wishing to make payment with order can deduct 5% from the cost of the products ordered.

The Acquisition Manual

ACQUISITION MANUAL CONTENTS

The Chairman's Overview

The Chief Executive's Summary

Financial Controller's Balance Sheets

The Marketing Director's Objectives

The Sales Director's Market Targets

Corporate Development Stratagem

Product Management Tactics

Overseas Development Guide PART 8 Overseas Development Guide 8.1 Overseas Turnover Improvement Scenarios 8.2 International Marketing 8.3 Guide over 200 potential overseas target markets Market Demographics 8.4 Market Manuals

Product Distribution & Customer Planning

Advertising & P.R. Department Management

Market Research Issues

Administration & Customer Handling

Human Resources Director's Screening Manual

Quality & Product Control Handbook

PART 14 Quality & Product Control Handbook 6 PART 14.1 6 COMPANY QUALITY + PRODUCT CONTROLS 9 QUALITY IMPROVEMENT to 2028 13 COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT : to 2028

New Product Development Blueprint

New Technology Primers

Physical Process & Order Handling Schema

Competition Analysis

Product Perceptions

Customer Perceptions

Overseas Development Guide

PART 8 Overseas Development Guide
8.1 Overseas Turnover Improvement Scenarios
8.2 International Marketing
8.3 Guide over 200 potential overseas target markets
Market Demographics
8.4 Market Manuals

PART 14 Quality & Product Control Handbook
6 PART 14.1
6 COMPANY QUALITY + PRODUCT CONTROLS
9 QUALITY IMPROVEMENT to 2028
13 COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT : to 2028