COMPANY ADMINISTRATION & CUSTOMER HANDLING

1

~ .... ADMINISTRATION OBJECTIVES

2

~ .... ADMINISTRATION FUNCTIONS

~ ~ ...... 1. Planning

~ ~ ...... 2. Organization

3

~ ~ ...... 3. Staffing

~ ~ ...... 4. Direction

~ ~ ...... 5. Control

~ ~ ...... 6. Innovation

4

~ ~ ...... 7. Representation

~ ~ ...... 8. Communication

~ ~ ...... 9. Learning for Results

5

~ ............ PERSONNEL & STAFF PERFORMANCE

~ ~ ...... Planning Performance

~ ~ ...... Organizational Ability

~ ~ ...... Direction & Delegation

~ ~ ...... Control & Communication

~ ~ ...... Innovation

~ ~ ............ Operations

6

~ ~ ............ Markets & Trade Cell

7

~ ~ ............ Products

8

~ ~ ............ Competitors

9

~ .... HUMAN RELATIONS

~ ~ ...... 1. SELECTION

10

~ ~ ...... 2. TRAINING

11

~ ............ STAFF SELECTION & TRAINING EFFICIENCY

~ ~ ...... Recruitment Methods

~ ~ ...... Selection Methods

~ ~ ...... Initial Training

~ ~ ...... Specialist Training Programmes

~ ~ ...... Continuous Training Programmes

~ ~ ............ Operations

12

~ ~ ............ Markets & Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ ~ ...... 3. DIRECTION

~ ~ ...... 4. INCENTIVES

16

~ ~ ...... 5. LOYALTY

~ ~ ...... 6. ACHIEVEMENT

17

~ ~ ...... 7. LEADERSHIP

20

~ .... ORGANIZATION

21

~ .... THEORY

~ ~ ...... 1. OBJECTIVES

~ ~ ...... 2. SPECIALIZATION

~ ~ ...... 3. COORDINATION

~ ~ ...... 4. AUTHORITY

22

~ ~ ...... 5. RESPONSIBILITY

~ ~ ...... 6. DELEGATION

~ ~ ...... 7. SPAN OF CONTROL

23

~ ~ ...... 8. SHORT CHAIN OF COMMAND

~ ~ ...... 9. LINE AND STAFF

24

~ .... CUSTOMER HANDLING

25

~ ............ CUSTOMER HANDLING

~ ~ ...... Overall Performance

~ ~ ...... Competitive Rating

~ ~ ...... Senior Staff Performance

~ ~ ...... Point-of-Sale Staff Performance

~ ~ ...... Complaints Handling

~ ~ ............ Operations

26

~ ~ ............ Markets & Trade Cell

27

~ ~ ............ Products

28

~ ~ ............ Competitors

29

~ ............ OPERATING PROCEDURES & SYSTEMS

~ ~ ...... Overall Performance

~ ~ ...... Competitive Rating

~ ~ ...... Professionalism of Operating Procedures

~ ~ ...... Investments in Systems

~ ~ ...... Corporate Responsibility & Development

~ ~ ............ Operations

30

~ ~ ............ Markets & Trade Cell

31

~ ~ ............ Products

32

~ ~ ............ Competitors

33

~ ............ ORDER HANDLING

~ ~ ...... Overall Performance

~ ~ ...... Competitive Rating

~ ~ ...... Ease of Customer Order & Interface

~ ~ ...... Input Systems & Performance

~ ~ ...... In-House Order Handling Performance

~ ~ ............ Operations

34

~ ~ ............ Markets & Trade Cell

35

~ ~ ............ Products

36

~ ~ ............ Competitors

37

~ ............ ORDER PROGRESS

~ ~ ...... Overall Order Progress Monitoring

~ ~ ...... Competitive Rating

~ ~ ...... Systemized Procedures for Order Chasing

~ ~ ...... Automated Systems

~ ~ ...... Level of Systems Investment

~ ~ ............ Operations

38

~ ~ ............ Markets & Trade Cell

39

~ ~ ............ Products

40

~ ~ ............ Competitors

41

~ ............ ORDER DELIVERY

~ ~ ...... Overall Performance

~ ~ ...... Competitive Rating

~ ~ ...... On-Time Delivery Rating

~ ~ ...... Complete Order Delivery

~ ~ ...... Delivery System Investment

~ ~ ............ Operations

42

~ ~ ............ Markets & Trade Cell

43

~ ~ ............ Products

44

~ ~ ............ Competitors

45

~ ............ AFTER-SALES RATING

~ ~ ...... Overall Performance

~ ~ ...... Competitive Rating

~ ~ ...... Availability of After-Sales Services

~ ~ ...... Cost of After-Sales Services

~ ~ ...... Efficiency of After-Sales Services

~ ~ ............ Operations

46

~ ~ ............ Markets & Trade Cell

47

~ ~ ............ Products

48

~ ~ ............ Competitors

49

~ .... ORGANIZATION DECISIONS

50

~ ~ ...... 1. DIVISIBILITY

~ ~ ...... 2. REORGANIZATION

51

~ ~ ...... 3. BEHAVIORAL SCIENCE & ORGANIZATION

~ ~ ...... 4. ORGANIZATION FOR MOTIVATION

~ ~ ...... 5. THE INFORMAL ORGANIZATION

52

~ .... COMMUNICATIONS & OBJECTIVES

53

~ ~ ...... 1. NEW APPROACH

~ ~ ...... 2. OBJECTIVES -v- TASKS

55

~ ~ ...... 3. ANALYSIS OF OPPORTUNITIES

56

~ .... ADMINISTRATION COMMUNICATION

57

~ ~ ...... 1. THE MENTAL SET

58

~ ~ ...... 2. THE COMMUNICATION PROCESS

~ ~ ...... 3. COMMUNICATION BY ACTION

~ .... ADMINISTRATION CONTROLS

59

~ ............ SECURITY & PRODUCT PROTECTION

~ ~ ...... Corporate Security Rating

~ ~ ...... Process Security Rating

~ ~ ...... Product Security Rating

~ ~ ...... Product Protection

~ ~ ...... Process Protection

~ ~ ............ Operations

60

~ ~ ............ Markets & Trade Cell

61

~ ~ ............ Products

62

~ ~ ............ Competitors

63

~ ............ QUALITY CONTROL PROCEDURES

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... Formalized Quality Control Systems

~ ~ ...... Quality Control Efficiency

~ ~ ...... Quality Control Development

~ ~ ............ Operations

64

~ ~ ............ Markets & Trade Cell

65

~ ~ ............ Products

66

~ ~ ............ Competitors

67

~ ............ ACCOUNTING PRACTICES & PROCEDURES

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... Accounting Efficiency

~ ~ ...... Cash-Flow Handling

~ ~ ...... Customer Satisfaction with Accounts Procedures

~ ~ ............ Operations

68

~ ~ ............ Markets & Trade Cell

69

~ ~ ............ Products

70

~ ~ ............ Competitors

71

~ ............ ORDER TAKING & PROCEDURES

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... Order Taking Efficiency

~ ~ ...... Order Taking Systems Investment

~ ~ ...... Customer Satisfaction with Order Taking

~ ~ ............ Operations

72

~ ~ ............ Markets & Trade Cell

73

~ ~ ............ Products

74

~ ~ ............ Competitors

75

~ ............ ORDER DELIVERY & CONTRACT PERFORMANCE

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... Order Delivery Efficiency

~ ~ ...... Contract Performance Rating

~ ~ ...... Customer Satisfaction with Contract Performance

~ ~ ............ Operations

76

~ ~ ............ Markets & Trade Cell

77

~ ~ ............ Products

78

~ ~ ............ Competitors

79

~ ............ AFTER-SALES SERVICES & PROCEDURES

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... After-Sales Service Efficiency

~ ~ ...... After-Sales Systems Investment

~ ~ ...... Customer Satisfaction with After-Sales Procedures

~ ~ ............ Operations

80

~ ~ ............ Markets & Trade Cell

81

~ ~ ............ Products

82

~ ~ ............ Competitors

83

~ ............ LEGAL CONDITIONS & TERMS OF BUSINESS

~ ~ ...... Overall Rating

~ ~ ...... Competitive Rating

~ ~ ...... Levels of Litigation

~ ~ ...... Fairness of Terms of Business

~ ~ ...... Customer Satisfaction with Terms of Business

~ ~ ............ Operations

84

~ ~ ............ Markets & Trade Cell

85

~ ~ ............ Products

86

~ ~ ............ Competitors

87

~ .... HISTORIC FINANCIAL DATA FOR ADMINISTRATION & CUSTOMER HANDLING ISSUES

88

~ .... Historic Balance Sheet

89

~ ~ ...... Historic Costs & Margins

90

~ ~ ........ Historic Financial Ratios & Margins

91

~ ~ .......... Historic Operational Ratios & Margins

92

~ .... Financial forecast notes

93

~ .... ADMINISTRATION & CUSTOMER HANDLING BASED BALANCE SHEET FORECASTS :

94

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

95

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

96

~ ........ Base Forecast : Median Market Scenario Financial Ratios

97

~ .......... Base Forecast : Median Market Scenario Operational Margins

98

~ .... Personnel & Staff Improvement Balance Sheet Forecast

99

~ ...... Personnel & Staff Improvement Operational Costs Forecast

100

~ ........ Personnel & Staff Improvement Financial Ratios

101

~ .......... Personnel & Staff Improvement Operational Margins

102

~ .... Administrative & General Expense Objectives Balance Sheet Forecast

103

~ ...... Administrative & General Expense Objectives Operational Costs Forecast

104

~ ........ Administrative & General Expense Objectives Financial Ratios

105

~ .......... Administrative & General Expense Objectives Operational Margins

106

~ .... Order Taking Improvements Balance Sheet Forecast

107

~ ...... Order Taking Improvements Operational Costs Forecast

108

~ ........ Order Taking Improvements Financial Ratios

109

~ .......... Order Taking Improvements Operational Margins

110

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

111

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

112

~ ........ Customer / Order Processing Systems Investment Financial Ratios

113

~ .......... Customer / Order Processing Systems Investment Operational Margins

114

~ .... Systems Investment Balance Sheet Forecast

115

~ ...... Systems Investment Operational Costs Forecast

116

~ ........ Systems Investment Financial Ratios

117

~ .......... Systems Investment Operational Margins

118

~ .... Sales Personnel & Staff Improvement Balance Sheet Forecast

119

~ ...... Sales Personnel & Staff Improvement Operational Costs Forecast

120

~ ........ Sales Personnel & Staff Improvement Financial Ratios

121

~ .......... Sales Personnel & Staff Improvement Operational Margins

122

~ .... Administration Cost Scenarios Balance Sheet Forecast

123

~ ...... Administration Cost Scenarios Operational Costs Forecast

124

~ ........ Administration Cost Scenarios Financial Ratios

125

~ .......... Administration Cost Scenarios Operational Margins

126

~ .... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast

127

~ ...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast

128

~ ........ Profit Impact From Customer Handling Cost Reduction Financial Ratios

129

~ .......... Profit Impact From Customer Handling Cost Reduction Operational Margins

130

~ .... Capital Investments Options: Distribution / Handling Balance Sheet Forecast

131

~ ...... Capital Investments Options: Distribution / Handling Operational Costs Forecast

132

~ ........ Capital Investments Options: Distribution / Handling Financial Ratios

133

~ .......... Capital Investments Options: Distribution / Handling Operational Margins

134

~ .... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast

135

~ ...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast

136

~ ........ Capital Investments Options: Customer Handling Systems Financial Ratios

137

~ .......... Capital Investments Options: Customer Handling Systems Operational Margins

138

~ .... Customer Handling Improvements Balance Sheet Forecast

139

~ ...... Customer Handling Improvements Operational Costs Forecast

140

~ ........ Customer Handling Improvements Financial Ratios

141

~ .......... Customer Handling Improvements Operational Margins

143

~ .... Financial data definitions

  





     COMPANY ADVERTISING STRATEGY

1

~ ..ADVERTISING STRATEGY

~ ...... Advertising Purpose

~ ...... Advertising power

2

~ ...... Defining advertising goals

~ ...... Major advertising decisions

3

~ .... ADVERTISING BUDGET DECISIONS

~ ...... Static methods for budgets

~ ...... i. "Affordable" method

~ ...... ii. Percentage-of-sales method

~ ...... iii. Competitive-parity method

4

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION & HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

5

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

6

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION & HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

7

~ .... MARKETING MARGINS & RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

8

~ ...... iv. Objective-and-task method

~ ...... Dynamic models for Budgets

~ ...... i. Sales-response & decay models

9

~ ...... ii. Communication Stage models

~ ...... iii. Adaptive-control models

10

~ ...... iv. Competitive Share models

11

~ ............ ADVERTISING STRATEGY APPRAISAL

~ ~ ...... Advertising Budget Setting Procedures

~ ~ ...... Advertising Goal & Target Formulation

~ ~ ...... Advertising Competitiveness

~ ~ ...... Advertising Objectives & Tasks

~ ~ ...... Dynamic Advertising Planning

~ ~ ............ Operations

12

~ ~ ............ Markets & Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ ............ ADVERTISING COSTS

~ ~ ...... Mail & Direct Mail Advertising

~ ~ ...... Media Advertising

~ ~ ...... Advertising Materials

~ ~ ...... Merchandising / POS

~ ~ ...... Publicity : P.R. : Exhibitions

~ ~ ............ Operations

16

~ ~ ............ Markets & Trade Cell

17

~ ~ ............ Products

18

~ ~ ............ Competitors

19

~ .... ADVERTISING MESSAGE GENERATION

~ ...... Message generation

~ ...... Message Evaluation & Selection

~ ...... Message Execution

~ ...... Creating Advertisements

21

~ ............ ADVERTISING MESSAGE

~ ~ ...... Message Generation Efficiency

~ ~ ...... Message Evaluation

~ ~ ...... Message Execution: Structure

~ ~ ...... Message Execution: Development

~ ~ ...... Message Creativity

~ ~ ............ Operations

22

~ ~ ............ Markets & Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ .... ADVERTISING TIMING

~ ...... Macro-scheduling problem

26

~ ...... Micro-scheduling problem

27

~ ............ ADVERTISING MONITORING

~ ~ ...... Ad. Agency: Monitoring

~ ~ ...... Ad. Agency: Research Techniques

~ ~ ...... In-House: Ad Agency Monitoring

~ ~ ...... In-House: Advertising Monitoring

~ ~ ...... In-House: Advertising Research Techniques

~ ~ ............ Operations

28

~ ~ ............ Markets & Trade Cell

29

~ ~ ............ Products

30

~ ~ ............ Competitors

31

~ .... ADVERTISING EFFECTIVENESS

~ ...... Communication Effect Research

~ ...... i. Direct ratings

~ ...... ii. Portfolio tests

~ ...... iii. Laboratory tests

~ ...... iv. Recall tests

~ ...... v. Recognition tests

32

~ ...... PORTFOLIO TEST RATING

~ ...... Sales Effect Research

33

~ ............ ADVERTISING RATING

~ ~ ...... Attention Strengths

~ ~ ...... Read-Through Strengths

~ ~ ...... Cognitive Strengths

~ ~ ...... Affective Strengths

~ ~ ...... Behavioral Strengths

~ ~ ............ Operations

34

~ ~ ............ Markets & Trade Cell

35

~ ~ ............ Products

36

~ ~ ............ Competitors

37

~ .... ADVERTISING COMMUNICATION

38

~ .... PERSUASION PROCESSES

~ ...... RHETORICAL MODEL

~ ...... PROPAGANDA MODEL

~ ...... NEGOTIATION MODEL

39

~ .... COMMUNICATION DECISIONS

~ ...... The Communications Model

~ ...... Audience

~ ...... i. Audience response models

40

~ ...... ii. Audience characteristics

41

~ ............ AUDIENCE & CHANNEL RATING

~ ~ ...... Audience Response Rating

~ ~ ...... Audience Characteristic Recognition Rating

~ ~ ...... Audience Image Recognition Rating

~ ~ ...... Channel Personal Influence Rating

~ ~ ...... Channel Non-Personal Influence Rating

~ ~ ............ Operations

42

~ ~ ............ Markets & Trade Cell

43

~ ~ ............ Products

44

~ ~ ............ Competitors

45

~ ...... iii. Audience image

~ ...... Channels

46

~ ...... i. Personal Channels

47

~ ...... ii. Non-Personal Channels

~ ...... Message

~ ...... i. Message function

~ ...... ii. Message Effects

49

~ ...... iii. Message structure

50

~ ...... Communicator

~ ...... i. Source credibility

~ ...... ii. Source incongruity

51

~ ............ ADVERTISING MESSAGE RATING

~ ~ ...... Message Function Rating

~ ~ ...... Message Structure Rating

~ ~ ...... Source Expertness

~ ~ ...... Source Trustworthiness

~ ~ ...... Source Likability

~ ~ ............ Operations

52

~ ~ ............ Markets & Trade Cell

53

~ ~ ............ Products

54

~ ~ ............ Competitors

55

~ .... HISTORIC FINANCIAL DATA

56

~ .... Historic Balance Sheet

57

~ ~ ...... Historic Costs & Margins

58

~ ~ ........ Historic Financial Ratios & Margins

59

~ ~ .......... Historic Operational Ratios & Margins

60

~ .... Financial forecast notes

61

~ .... ADVERTISING STRATEGY FINANCIAL FORECASTS :

62

~ .... Base Forecast : Best Market Scenario Balance Sheet Forecast

63

~ ...... Base Forecast : Best Market Scenario Operational Costs Forecast

64

~ ........ Base Forecast : Best Market Scenario Financial Ratios

65

~ .......... Base Forecast : Best Market Scenario Operational Margins

66

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

67

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

68

~ ........ Base Forecast : Median Market Scenario Financial Ratios

69

~ .......... Base Forecast : Median Market Scenario Operational Margins

70

~ .... Base Forecast : Worst Market Scenario Balance Sheet Forecast

71

~ ...... Base Forecast : Worst Market Scenario Operational Costs Forecast

72

~ ........ Base Forecast : Worst Market Scenario Financial Ratios

73

~ .......... Base Forecast : Worst Market Scenario Operational Margins

74

~ .... Marketing Expenditure Balance Sheet Forecast

75

~ ...... Marketing Expenditure Operational Costs Forecast

76

~ ........ Marketing Expenditure Financial Ratios

77

~ .......... Marketing Expenditure Operational Margins

78

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

79

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

80

~ ........ Variable Marketing Cost Objectives Financial Ratios

81

~ .......... Variable Marketing Cost Objectives Operational Margins

82

~ .... General Marketing Process Cost Objectives Balance Sheet Forecast

83

~ ...... General Marketing Process Cost Objectives Operational Costs Forecast

84

~ ........ General Marketing Process Cost Objectives Financial Ratios

85

~ .......... General Marketing Process Cost Objectives Operational Margins

86

~ .... Advertising Cost Objectives Balance Sheet Forecast

87

~ ...... Advertising Cost Objectives Operational Costs Forecast

88

~ ........ Advertising Cost Objectives Financial Ratios

89

~ .......... Advertising Cost Objectives Operational Margins

90

~ .... Promotional Expenditure Balance Sheet Forecast

91

~ ...... Promotional Expenditure Operational Costs Forecast

92

~ ........ Promotional Expenditure Financial Ratios

93

~ .......... Promotional Expenditure Operational Margins

95

~ .... Financial data definitions

 






     COMPANY BUYER PROFILES

BUYER PROFILES

Decision Maker & Buyer Age & Social Profiles (Historic & Forecast data)

Overall Decision Maker & Buyer Age & Social Profiles (Historic & Forecast data).

The above volumes cover each of the sectors mentioned above for the following items:-

BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-

AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+.

SOCIAL CLASS:
A : Upper Middle Class : Higher managerial, administrative
B : Middle Class : Intermediate managerial
C1 : Lower Middle Class : Supervisor or clerical
C2 : Skilled Working Class : Skilled manual workers
D : Working Class : Semi- & unskilled manual workers
E : Others.

LOCATION: By Region & Major Urban Conurbation.

BUYER SURVEYS
 ~ Person/s approving / authorising order/s
 ~ Person/s deciding what products / brands are to be sourced
 ~ Person/s evaluating products & brands available
 ~ Person/s evaluating suppliers
 ~ Person/s initiating decision to increase amount purchased
 ~ Person/s initiating decision to increase purchases
 ~ Person/s initiating decision to introduce different products
 ~ Person/s initiating decision to introduce new products
 ~ Person/s initiating decision to re-purchase
 ~ Person/s initiating decision to retain supplier
 ~ Person/s monitoring results of purchases
 ~ Person/s monitoring results of product usage
 ~ Person/s negotiating terms with suppliers
 ~ Person/s re-negotiating purchases from suppliers
 ~ Person/s deciding specifications for purchases
 ~ Person/s preparing orders for purchases
 ~ Person/s surveying seeking quotations
 ~ Person/s evaluating quotations.






     BUYER PROFILES - COMPANY COMPETITORS

 

BUYER PROFILES - COMPETITORS

Comparative Competitor Decision Maker & Buyer Age & Social Profiles

The above volumes cover each of the sectors mentioned above for the following items:-

BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-

AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+.

SOCIAL CLASS:
A : Upper Middle Class : Higher managerial, administrative
B : Middle Class : Intermediate managerial
C1 : Lower Middle Class : Supervisor or clerical
C2 : Skilled Working Class : Skilled manual workers
D : Working Class : Semi- & unskilled manual workers
E : Others.

LOCATION: By Region & Major Urban Conurbation.

BUYER SURVEYS
 ~ Person/s approving / authorising order/s
 ~ Person/s deciding what products / brands are to be sourced
 ~ Person/s evaluating products & brands available
 ~ Person/s evaluating suppliers
 ~ Person/s initiating decision to increase amount purchased
 ~ Person/s initiating decision to increase purchases
 ~ Person/s initiating decision to introduce different products
 ~ Person/s initiating decision to introduce new products
 ~ Person/s initiating decision to re-purchase
 ~ Person/s initiating decision to retain supplier
 ~ Person/s monitoring results of purchases
 ~ Person/s monitoring results of product usage
 ~ Person/s negotiating terms with suppliers
 ~ Person/s re-negotiating purchases from suppliers
 ~ Person/s deciding specifications for purchases
 ~ Person/s preparing orders for purchases
 ~ Person/s surveying seeking quotations
 ~ Person/s evaluating quotations.






     BUYER PROFILES - COMPANY OPERATIONS

 

BUYER PROFILES - OPERATIONS

Comparative Operational Decision Maker & Buyer Age & Social Profiles

The above volumes cover each of the sectors mentioned above for the following items:-

BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-

AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+.

SOCIAL CLASS:
A : Upper Middle Class : Higher managerial, administrative
B : Middle Class : Intermediate managerial
C1 : Lower Middle Class : Supervisor or clerical
C2 : Skilled Working Class : Skilled manual workers
D : Working Class : Semi- & unskilled manual workers
E : Others.

LOCATION: By Region & Major Urban Conurbation.

BUYER SURVEYS
 ~ Person/s approving / authorising order/s
 ~ Person/s deciding what products / brands are to be sourced
 ~ Person/s evaluating products & brands available
 ~ Person/s evaluating suppliers
 ~ Person/s initiating decision to increase amount purchased
 ~ Person/s initiating decision to increase purchases
 ~ Person/s initiating decision to introduce different products
 ~ Person/s initiating decision to introduce new products
 ~ Person/s initiating decision to re-purchase
 ~ Person/s initiating decision to retain supplier
 ~ Person/s monitoring results of purchases
 ~ Person/s monitoring results of product usage
 ~ Person/s negotiating terms with suppliers
 ~ Person/s re-negotiating purchases from suppliers
 ~ Person/s deciding specifications for purchases
 ~ Person/s preparing orders for purchases
 ~ Person/s surveying seeking quotations
 ~ Person/s evaluating quotations.






     BUYER PROFILES - COMPANY PRODUCTS

 

BUYER PROFILES - PRODUCTS

Comparative Product Decision Maker & Buyer Age & Social Profiles

The above volumes cover each of the sectors mentioned above for the following items:-

BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-

AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+.

SOCIAL CLASS:
A : Upper Middle Class : Higher managerial, administrative
B : Middle Class : Intermediate managerial
C1 : Lower Middle Class : Supervisor or clerical
C2 : Skilled Working Class : Skilled manual workers
D : Working Class : Semi- & unskilled manual workers
E : Others.

LOCATION: By Region & Major Urban Conurbation.

BUYER SURVEYS
 ~ Person/s approving / authorising order/s
 ~ Person/s deciding what products / brands are to be sourced
 ~ Person/s evaluating products & brands available
 ~ Person/s evaluating suppliers
 ~ Person/s initiating decision to increase amount purchased
 ~ Person/s initiating decision to increase purchases
 ~ Person/s initiating decision to introduce different products
 ~ Person/s initiating decision to introduce new products
 ~ Person/s initiating decision to re-purchase
 ~ Person/s initiating decision to retain supplier
 ~ Person/s monitoring results of purchases
 ~ Person/s monitoring results of product usage
 ~ Person/s negotiating terms with suppliers
 ~ Person/s re-negotiating purchases from suppliers
 ~ Person/s deciding specifications for purchases
 ~ Person/s preparing orders for purchases
 ~ Person/s surveying seeking quotations
 ~ Person/s evaluating quotations.






     BUYER PROFILES - COMPANY TRADE CELL

 

BUYER PROFILES - TRADE CELL

Trade Cell Comparative Decision Maker & Buyer Age & Social Profiles

The above volumes cover each of the sectors mentioned above for the following items:-

BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-

AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+.

SOCIAL CLASS:
A : Upper Middle Class : Higher managerial, administrative
B : Middle Class : Intermediate managerial
C1 : Lower Middle Class : Supervisor or clerical
C2 : Skilled Working Class : Skilled manual workers
D : Working Class : Semi- & unskilled manual workers
E : Others.

LOCATION: By Region & Major Urban Conurbation.

BUYER SURVEYS
 ~ Person/s approving / authorising order/s
 ~ Person/s deciding what products / brands are to be sourced
 ~ Person/s evaluating products & brands available
 ~ Person/s evaluating suppliers
 ~ Person/s initiating decision to increase amount purchased
 ~ Person/s initiating decision to increase purchases
 ~ Person/s initiating decision to introduce different products
 ~ Person/s initiating decision to introduce new products
 ~ Person/s initiating decision to re-purchase
 ~ Person/s initiating decision to retain supplier
 ~ Person/s monitoring results of purchases
 ~ Person/s monitoring results of product usage
 ~ Person/s negotiating terms with suppliers
 ~ Person/s re-negotiating purchases from suppliers
 ~ Person/s deciding specifications for purchases
 ~ Person/s preparing orders for purchases
 ~ Person/s surveying seeking quotations
 ~ Person/s evaluating quotations.






COMPETITIVE COMPANY FACTORS + ISSUES

Description

RELATIVE STATURE

~ PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

~ PREVAILING REPUTATION

overall position

~ PERCEPTION OF PRODUCTS

stature of products

~ RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

~ PERCEPTION OF SERVICE SUPPORT

level of service proffered

~ PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

~ EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

~ MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

~ VALUE OF SALES PERSONNEL

potency of sales and marketing staff

~ CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

~ GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

~ MERIT OF PRODUCT DEFINITION

proficiency of product specifications

~ GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

~ RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

~ RATING OF ORDER HANDLING

proficiency of order supervision and order taking

~ RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

~ CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

~ EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

~ EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

~ EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

~ EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

~ EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

~ CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

~ PRODUCT EXCELLENCE

recognition of product excellence

~ CLIENT SERVICE

completion of client instructions and the character of service delivered

~ RELIABLE DELIVERY

confidence in punctual delivery

~ SERVICE RELIABILITY

score of service reliability

~ SERVICE STANDARDS

attainment of service standards

~ SERVICE CONDUCT

routine smoothness of the service function and procedures used

~ SERVICE CONVENIENCE

satisfaction with service convenience

~ PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

~ RESPONSIVENESS OF CLIENT TREATMENT

client treatment: versatile and propensity to assist

~ OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

~ PRIMARY CONTACT

original contact and comprehension

~ ORDER HANDLING STAFF

relationship with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

performance of administration and account staff

~ SALES MANAGEMENT

dealings with sales managers and staff

~ SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

~ UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

~ DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

~ CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

~ DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

~ OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

~ BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

~ CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

~ WAREHOUSING & HANDLING

proficiency of warehousing and handling

~ PACKING & PACKAGING

character and refinement of packing and packaging

~ SALES ACTIVITY

conduct of regular sales undertakings

~ STOCK AVAILABILITY

normal stock availability

~ CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

~ LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

~ CUSTOMER BASE LOYALTY

fidelity of the current customer base

~ CONCENTRATION OF PURCHASES

comparative focus of customer purchases

~ PURCHASE FREQUENCY

frequency of typical buyer purchases

~ ORDER SIZE

average order size and content of customer purchase

~ CUSTOMER SERVICING

prevalent level of customer maintenance

~ SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

~ MARKETING

marketing overhead & application and sales decay

~ SALES PROMOTION

explicit sales promotions and activity

~ SALESFORCE

salesforce potency and accomplishment

~ ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

~ PRICING CONDUCT

regular pricing guidelines and its execution

~ ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

~ COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

~ RESPONSE TO OPPONENTS

response to opponents' behavior and methods

~ NEW COMPETITORS

invariable reflex to the market entry of challengers

~ PRICES AT MSP

acceptability of base prices

~ PRICE INCREASES

capacity to contend with and respond to price increases

~ PRICES AT RSP

overall competitiveness of end users sales prices

~ MARKET SHARE

average comparative market share

 

 

COMPANY COMPETITIVE FACTORS + CONSIDERATIONS

Description

COMPANY PHYSICAL MARKETING CONCERNS

~ PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

~ PHYSICAL MARKETING RESOURCES

physical marketing resources

~ PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

~ RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

~ ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

~ CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

~ ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

~ SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

~ SALES EMPLOYEES RELATIONS

sales employees rapport

~ PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

~ RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

~ RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

~ SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

~ MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

~ VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

~ FIXED MARKETING COSTS

flexibility of fixed marketing costs

~ MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

~ PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating requirements and operating suitability

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product dependability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

~ UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

~ DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

~ CAPTIVE MARKETING CHANNELS

captive marketing channels

~ RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

~ RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

~ RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

~ RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER PROCESSING

order processing

CUSTOMER TOPICS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF CUSTOMERS

concentration of customers

~ PRODUCT USAGE FREQUENCY

frequency of product usage

~ ORDER VALUE

order value and volume of average turnover

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

~ COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

~ ACCESS OF NEW COMPETITORS

access of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

previous price increases at manufacturing level

~ PRICES AT RSP

prices at retail or end users sales price

~ MARKET SHARE

market share

 





 

COMPANY COMPETITOR STANDING ANALYSIS

Description

RELATIVE STATURE

~ PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

~ PREVAILING REPUTATION

overall position

~ PERCEPTION OF PRODUCTS

stature of products

~ RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

~ PERCEPTION OF SERVICE SUPPORT

level of service proffered

~ PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

~ EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

~ MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

~ VALUE OF SALES PERSONNEL

potency of sales and marketing staff

~ CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

~ GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

~ MERIT OF PRODUCT DEFINITION

proficiency of product specifications

~ GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

~ RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

~ RATING OF ORDER HANDLING

proficiency of order supervision and order taking

~ RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

~ CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

~ EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

~ EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

~ EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

~ EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

~ EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

~ CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

~ PRODUCT EXCELLENCE

recognition of product excellence

~ CLIENT SERVICE

completion of client instructions and the character of service delivered

~ RELIABLE DELIVERY

confidence in punctual delivery

~ SERVICE RELIABILITY

score of service reliability

~ SERVICE STANDARDS

attainment of service standards

~ SERVICE CONDUCT

routine smoothness of the service function and procedures used

~ SERVICE CONVENIENCE

satisfaction with service convenience

~ PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

~ RESPONSIVENESS OF CLIENT TREATMENT

client treatment, versatile and propensity to assist

~ OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

~ PRIMARY CONTACT

original contact and comprehension

~ ORDER HANDLING STAFF

relationship with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

performance of administration and account staff

~ SALES MANAGEMENT

dealings with sales managers and staff

~ SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

~ UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

~ DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

~ CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

~ DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

~ OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

~ BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

~ CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

~ WAREHOUSING & HANDLING

proficiency of warehousing and handling

~ PACKING & PACKAGING

character and refinement of packing and packaging

~ SALES ACTIVITY

conduct of regular sales undertakings

~ STOCK AVAILABILITY

normal stock availability

~ CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

~ LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

~ CUSTOMER BASE LOYALTY

fidelity of the current customer base

~ CONCENTRATION OF PURCHASES

comparative focus of customer purchases

~ PURCHASE FREQUENCY

frequency of typical buyer purchases

~ ORDER SIZE

average order size and content of customer purchase

~ CUSTOMER SERVICING

prevalent level of customer maintenance

~ SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

~ MARKETING

marketing overhead & application and sales decay

~ SALES PROMOTION

explicit sales promotions and activity

~ SALESFORCE

salesforce potency and accomplishment

~ ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

~ PRICING CONDUCT

regular pricing guidelines and its execution

~ ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

~ COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

~ RESPONSE TO OPPONENTS

response to opponents' behavior and methods

~ NEW COMPETITORS

invariable reflex to the market entry of challengers

~ PRICES AT MSP

acceptability of base prices

~ PRICE INCREASES

capacity to contend with and respond to price increases

~ PRICES AT RSP

overall competitiveness of end users sales prices

~ MARKET SHARE

average comparative market share

 

 

COMPANY COMPETITOR ENVIRONMENT ANALYSIS

Description

COMPANY PHYSICAL MARKETING CONCERNS

~ PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

~ PHYSICAL MARKETING RESOURCES

physical marketing resources

~ PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

~ RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

~ ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

~ CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

~ ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

~ SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

~ SALES EMPLOYEES RELATIONS

sales employees rapport

~ PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

~ RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

~ RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

~ SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

~ MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

~ VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

~ FIXED MARKETING COSTS

flexibility of fixed marketing costs

~ MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

~ PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating requirements and operating suitability

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product dependability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

~ UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

~ DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

~ CAPTIVE MARKETING CHANNELS

captive marketing channels

~ RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

~ RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

~ RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

~ RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER PROCESSING

order processing

CUSTOMER TOPICS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF CUSTOMERS

concentration of customers

~ PRODUCT USAGE FREQUENCY

frequency of product usage

~ ORDER VALUE

order value and volume of average turnover

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

~ COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

~ ACCESS OF NEW COMPETITORS

access of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

previous price increases at manufacturing level

~ PRICES AT RSP

prices at retail or end users sales price

~ MARKET SHARE

market share

 





COMPETITIVE OPERATIONAL ENVIRONMENT + OPERATIONS STANDING

 

Competitive Operational Environment & Operations Standing

Operational environment analysis:
Company production considerations.
Company supplies considerations.
Company manpower considerations.
Company costs & margin considerations.
Company product considerations.
Company management strengths.
Company corporate considerations.
Company distribution considerations.
Company customer considerations.
Company marketing considerations.
Company competitive considerations.

Operations standing analysis:
Relative reputation.
Relative promotional activity.
Relative product availability.
Relative technical competence.
Relative marketing factors.
Relative staff performance.
Relative corporate considerations.
Relative distribution considerations.
Relative customer considerations.
Relative promotional considerations.
Relative competitive considerations.






COMPETITIVE PRODUCT ENVIRONMENT + STANDING ANALYSIS & EVALUATION

 

Competitive Product Environment and Standing Analysis & Evaluation

Product standing analysis:
Relative reputation.
Relative promotional activity.
Relative product availability.
Relative technical competence.
Relative marketing factors.
Relative staff performance.
Relative corporate considerations.
Relative distribution considerations.
Relative customer considerations.
Relative promotional considerations.
Relative competitive considerations.

Product environment analysis:
Production considerations.
Supplies considerations.
Manpower considerations.
Costs & margin considerations.
Product considerations.
Management strengths.
Corporate considerations.
Distribution considerations.
Customer considerations.
Marketing considerations.
Competitive considerations.






COMPETITIVE TRADE CELL ISSUES & CONSIDERATIONS ANALYSIS

 

Competitive Trade Cell Issues and Consideration Analysis

TRADE CELL ISSUES:
 Relative stature.
 Competitive promotional practice.
 Competitive product availability.
 Competitive marketing aptitude.
 Market components. sales staff achievement.
 Corporate sales elements.
 Competitive sales channel awareness.
 Competitive client awareness.
 Competitive promotional considerations.
 Competitor consequences.

TRADE CELL CONSIDERATIONS:
 Company physical marketing concerns.
 Advertising & marketing materials element.
 Sales personnel perceptions.
 Marketing costs & margin concerns.
 Product advertising + marketing.
 Marketing management strengths.
 Corporate marketing considerations.
 Distribution marketing considerations.
 Customer topics.
 Competitive marketing considerations.
 Competitor considerations.






COMPETITOR ENVIRONMENT + STANDING ANALYSIS & EVALUATION

 

Competitor Environment and Standing Analysis & Evaluation


COMPETITOR STANDING ANALYSIS:
 Relative stature.
 Competitive promotional practice.
 Competitive product availability.
 Competitive marketing aptitude.
 Market components.
 Sales staff achievement.
 Corporate sales elements.
 Competitive sales channel awareness.
 Competitive client awareness.
 Competitive promotional considerations.
 Competitor consequences.
  

COMPETITOR ENVIRONMENT ANALYSIS:
 Company physical marketing concerns.
 Advertising & marketing materials element.
 Sales personnel perceptions.
 Marketing costs & margin concerns.
 Product advertising + marketing.
 Marketing management strengths.
 Corporate marketing considerations.
 Distribution marketing considerations.
 Customer topics.
 Competitive marketing considerations.
 Competitor considerations.






SURVEYS OF BUYERS & END USERS OF COMPANY COMPETITORS

 

Surveys of Buyers and End Users of Competitors

COMPETITOR END USERS SURVEYS
  ~ Current purchasing criteria
  ~ Reaction to POS & merchandising
  ~ Satisfaction with product quality
  ~ Satisfaction with product design
  ~ Satisfaction with product availability
  ~ Satisfaction with existing products & services
  ~ Satisfaction with existing retail levels
  ~ Satisfaction with retail product levels
  ~ Satisfaction with existing methods of supply
  ~ Satisfaction with product packaging
  ~ Satisfaction with product packaging design
  ~ Reaction to advertising & sales promotion
  ~ Product awareness
  ~ The quality -v- price question
  ~ The availability -v- price question ~ Price sensitivity
  ~ Future trends in purchasing criteria.
  

COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
  ~ User Level: current purchasing criteria
  ~ User Level: product reject/return rate after purchase
  ~ User satisfaction with existing products
  ~ User satisfaction with existing methods of supply & distribution
  ~ User satisfaction with Company product levels
  ~ User satisfaction with availability of product
  ~ User satisfaction with quality & specifications of products
  ~ User satisfaction with deliveries / frequency & up-take
  ~ User satisfaction with ordering procedures
  ~ User satisfaction with terms of trading
  ~ User satisfaction with after-sales services received from Company
  ~ User satisfaction with availability of advertising support & POS / promotional materials
  ~ User satisfaction with technical & other assistance received
  ~ User satisfaction with technical documentation / instructions
  ~ Buyer: current purchasing criteria
  ~ Buyer: purchasing criteria - future trends
  ~ Buyer: the availability -v- price question
  ~ Buyer: the quality -v- price question
  ~ Buyer satisfaction: quality of product received
  ~ Buyer satisfaction: availability of product
  ~ Buyer satisfaction: Company product levels
  ~ Buyer satisfaction: Company ability to fulfill orders on time
  ~ Buyer satisfaction: Company delivery frequency & up-take
  ~ Buyer satisfaction: Company ordering procedures & formalities
  ~ Buyer satisfaction: Company terms of trading
  ~ Buyer satisfaction: Company credit & other financial details
  ~ Buyer satisfaction: existing products & product ranges
  ~ Buyer satisfaction: existing methods of supply & distribution
  ~ Buyer satisfaction: quality & specifications of products
  ~ Buyer satisfaction: after-sales services received from Company
  ~ Buyer satisfaction: availability of advertising support & POS / promotional materials
  ~ Buyer satisfaction: technical & other assistance received
  ~ Buyer satisfaction: documentation / instructions
  ~ User Level: product reject / spoilage rate whilst held
  ~ User Level: product reject / returns rate
  ~ User Level: reactions to advertising & sales promotion
  ~ User Level: the quality -v- price question
  ~ User Level: the availability -v- price question
  ~ User Level: purchasing criteria - future trends.
  

COMPETITOR COMMERCIAL USERS SURVEYS
  ~ User Level: person initiating decision to re-order
  ~ User Level: person negotiating terms with the Company
  ~ User Level: person approving / authorising order/s
  ~ User Level: person monitoring results of purchases & sales
  ~ Buyer: person initiating decision to re-order
  ~ Buyer: person initiating decision to increase amounts purchased / total inventory
  ~ Buyer: person initiating decision to introduce new products or brands
  ~ Buyer: person deciding what products / brands are to be sold
  ~ Buyer: person preparing orders / specifications for purchases
  ~ Buyer: person evaluating products & brands available
  ~ Buyer: person seeking quotations
  ~ Buyer: person negotiating terms with the Company
  ~ Buyer: person approving / authorising order/s
  ~ Buyer: person monitoring results of purchases & sales
  ~ User Level: person seeking quotations
  ~ User Level: person evaluating products & brands available
  ~ User Level: person preparing orders / specifications for purchases
  ~ User Level: person deciding what products / brands are to be sold
  ~ User Level: person initiating decision to introduce new products or brands
  ~ User Level: person initiating decision to increase amounts purchased / total inventory.
  

COMPETITOR PERFORMANCE SURVEYS
  ~ Relative Credibility: Company Level
  ~ Relative Credibility: Outlet Level
  ~ Relative Credibility: Managers
  ~ Relative Credibility: Company Staff
  ~ Relative Credibility: Specialist Staff
  ~ Relative Credibility: Company Contracts & Documentation
  ~ Relative Credibility: Company Advertising
  ~ Relative Customer Confidence at Company Level
  ~ Relative Customer Confidence at Outlet Level
  ~ Relative Customer Confidence in Managers
  ~ Relative Customer Confidence in Company Staff
  ~ Relative Customer Confidence in Specialist Staff
  ~ Relative Customer Confidence in Company Contracts & Documentation
  ~ Relative Customer Confidence in Company Advertising
  ~ Relative Reputation at Company Level
  ~ Relative Reputation at Outlet Level
  ~ Relative Reputation of Managers
  ~ Relative Reputation of Company Staff
  ~ Relative Reputation of Specialist Staff
  ~ Relative Staff Efficiency: Company Level
  ~ Relative Staff Efficiency: Outlet Level
  ~ Relative Staff Efficiency: Managers
  ~ Relative Staff Efficiency: Company Staff
  ~ Relative Staff Efficiency: Specialist Staff
  ~ Relative Staff Efficiency: Contracts & Documentation
  ~ Relative Staff Efficiency: Problem Solving
  ~ Relative Staff Performance: Company Level
  ~ Relative Staff Performance: Outlet Level
  ~ Relative Staff Performance: Managers
  ~ Relative Staff Performance: Company Staff
  ~ Relative Staff Performance: Specialist Staff
  ~ Relative Staff Performance: Contracts & Documentation
  ~ Relative Staff Performance: Overall Customer Handling
  ~ Relative Staff Integrity: Company Level
  ~ Relative Staff Integrity: Outlet Level
  ~ Relative Staff Integrity: Managers
  ~ Relative Staff Integrity: Company Staff
  ~ Relative Staff Integrity: Specialist Staff
  ~ Relative Staff Integrity: Contracts & Documentation
  ~ Relative Staff Integrity: Advertising & Promotions
  ~ Relative Truth & Honesty: Company Level
  ~ Relative Truth & Honesty: Outlet Level
  ~ Relative Truth & Honesty: Managers
  ~ Relative Truth & Honesty: Company Staff
  ~ Relative Truth & Honesty: Specialist Staff
  ~ Relative Truth & Honesty: Contracts & Documentation
  ~ Relative Truth & Honesty: Advertising & Promotions
  ~ Relative Written Communications: Company Level
  ~ Relative Written Communications: Outlet Level
  ~ Relative Written Communications: Managers
  ~ Relative Written Communications: Company Staff
  ~ Relative Written Communications: Specialist Staff
  ~ Relative Written Communications: Contractual
  ~ Relative Written Communications: Correspondence
  ~ Relative Verbal Contact: Company Level
  ~ Relative Verbal Contact: Outlet Level
  ~ Relative Verbal Contact: Managers
  ~ Relative Verbal Contact: Company Staff
  ~ Relative Verbal Contact: Specialist Staff
  ~ Relative Customer Handling: Company Level
  ~ Relative Customer Handling: Outlet Level
  ~ Relative Customer Handling: Managers
  ~ Relative Customer Handling: Company Staff
  ~ Relative Customer Handling: Specialist Staff
  ~ Relative Customer Complaint Handling: Company Level
  ~ Relative Customer Complaint Handling: Outlet Level
  ~ Relative Customer Complaint Handling: Managers
  ~ Relative Customer Complaint Handling: Company Staff
  ~ Relative Customer Complaint Handling: Specialist Staff
  ~ Relative Customer Problem Solving: Company Level
  ~ Relative Customer Problem Solving: Outlet Level
  ~ Relative Customer Problem Solving: Managers
  ~ Relative Customer Problem Solving: Company Staff
  ~ Relative Customer Problem Solving: Specialist Staff
  ~ Relative Customer Comprehension of Product: Company Level
  ~ Relative Customer Comprehension of Product: Outlet Level
  ~ Relative Staff Comprehension of Product: Managers
  ~ Relative Staff Comprehension of Product: Company Staff
  ~ Relative Staff Comprehension of Product: Specialist Staff
  ~ Relative Customer Awareness of Product: Company Level
  ~ Relative Customer Awareness of Product: Outlet Level
  ~ Relative Staff Awareness of Product: Managers
  ~ Relative Staff Awareness of Product: Company Staff
  ~ Relative Staff Awareness of Product: Specialist Staff
  ~ Relative Customer Confidence in Product: Company Level
  ~ Relative Customer Confidence in Product: Outlet Level
  ~ Relative Staff Confidence in Product: Managers
  ~ Relative Staff Confidence in Product: Company Staff
  ~ Relative Staff Confidence in Product: Specialist Staff
  ~ Relative Customer Service: Company Level
  ~ Relative Customer Service: Outlet Level
  ~ Relative Customer Service: Managers
  ~ Relative Customer Service: Company Staff
  ~ Relative Customer Service: Specialist Staff
  ~ Relative Customer Service: Contracts & Documentation
  ~ Relative Initial Customer Response: Company Level
  ~ Relative Initial Customer Response: Outlet Level
  ~ Relative Initial Customer Response: Managers
  ~ Relative Initial Customer Response: Company Staff
  ~ Relative Initial Customer Response: Specialist Staff
  ~ Relative Information for Customers: Company Level
  ~ Relative Information for Customers: Outlet Level
  ~ Relative Information for Customers: Managers
  ~ Relative Information for Customers: Company Staff
  ~ Relative Information for Customers: Specialist Staff
  ~ Relative Promotional Activity: Company Level
  ~ Relative Promotional Activity: Outlet Level
  ~ Relative Advertising Posture: Company Level
  ~ Relative Advertising Posture: Outlet Level
  ~ Relative Contract Documentation: Company Level
  ~ Relative Contract Documentation: Outlet Level.






      COUNTRY FOCUS

1

~ .... MARKETS

~ ...... TERMS USED IN THIS REPORT

~ ...... VALUE TERMS AND VOLUME TERMS

2

~ ...... MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

3

~ ...... MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

4

~ ...... PRODUCT DEVELOPMENT :

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

5

~ ...... PRODUCT DEVELOPMENT FORECAST :

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

6

~ ...... MARKET DATA NOTES

~ ...... MARKET ENVIRONMENT

~ ...... Market Growth

~ ...... Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

~ ...... MARKET COVERAGE

7

~ ...... Market forecast notes

8

~ ...... HISTORIC DATA AND TIME SERIES

~ ...... FORECAST DATA AND TIME SERIES

9

~ ...... LONG-RANGE HISTORIC DATA AND TIME SERIES

10

~ ...... REPORT TYPES

14

~ ...... DATABASE GEOGRAPHIC COVERAGE

15

~ .... MARKET NORMS

17

~ ...... MARKET GROWTH RATE ANNUAL INDICES

~ ...... MARKET MULTIPLIERS

~ ...... COMPANY INDICES

~ ...... COMPANY PROFILE

~ ...... CUSTOMER PROFILES

19

~ .... MARKETING COSTS

20

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

21

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

22

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

23

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

24

~ .... Financial forecast notes

25

~ .... HISTORIC FINANCIAL DATA

26

~ .... Historic Balance Sheet

27

~ ~ ...... Historic Costs & Margins

28

~ ~ ........ Historic Financial Ratios & Margins

29

~ ~ .......... Historic Operational Ratios & Margins

30

~ .... Financial forecast notes

31

~ .... MARKET FINANCIAL FORECASTS :

32

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

33

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

34

~ ........ Base Forecast : Median Market Scenario Financial Ratios

35

~ .......... Base Forecast : Median Market Scenario Operational Margins

37

~ .... Financial data definitions

S.1

~ .... THE COMPANY SURVEYS

S.1

~ ...... END USER SURVEYS

S.1

~ ...... DEALER SURVEYS

S.1

~ ...... BUYER SURVEYS

S.1

~ ...... PERFORMANCE SURVEYS

DMU.1

~ .... DECISION MAKER PROFILES

DMU.2

~ ...... PROFILES

DMU.3

~ ...... DECISION MAKER PROFILE DEFINITIONS

DMU.8

~ ...... BUYER PROFILE

DMU.8

~ ...... ~ Age & Social Profile

DMU.9

~ ...... END USER PROFILE

DMU.9

~ ...... ~ Age & Social Profile

  





      COMPANY DISTRIBUTION + MARKETING CHANNELS AT THE COMPANY

1

~ .. DISTRIBUTION + MARKETING CHANNELS

2

~ .... INTERMEDIARIES

~ .... CHANNEL LEVELS

3

~ ............ PRODUCT CHANNELS

~ ~ ...... Channels Direct to End User

~ ~ ...... Channels Via Sales-Force

~ ~ ...... Channels Via Sales Outlet

~ ~ ...... Channels Via Wholesaler

~ ~ ...... Channels Via Jobber

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... CHANNEL FLOWS

8

~ .... INTERMEDIARIES

9

~ ...... PHYSICAL PRODUCT FLOWS

11

~ ...... OWNERSHIP FLOWS

13

~ ...... PAYMENT FLOWS

15

~ ...... INFORMATION FLOWS

17

~ ...... PROMOTIONAL FLOWS

20

~ .... PRODUCT FUNCTION CHECKLIST

21

~ ............ PRODUCT FUNCTION CHECKLIST

~ ~ ...... Contact

~ ~ ...... Merchandising

~ ~ ...... Pricing

~ ~ ...... Propaganda

~ ~ ...... Physical Handling

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ .... CHANNEL CHANGES

~ ...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS

26

~ .... Distribution Channel Improvement Balance Sheet Forecast

27

~ ...... Distribution Channel Improvement Operational Costs Forecast

28

~ ........ Distribution Channel Improvement Financial Ratios

29

~ .......... Distribution Channel Improvement Operational Margins

30

~ .... VERTICAL CHANNEL

~ ...... Corporate system

~ ...... Administered system

~ ...... Contractual system

32

~ .... HORIZONTAL CHANNELS

~ .... CHANNEL POSITION

33

~ .... CHANNEL COMPETITION

~ ...... MARKETING EXPENDITURE EFFECT FORECASTS

34

~ .... Marketing Expenditure Balance Sheet Forecast

35

~ ...... Marketing Expenditure Operational Costs Forecast

36

~ ........ Marketing Expenditure Financial Ratios

37

~ .......... Marketing Expenditure Operational Margins

38

~ .... CHANNEL DESIGN

~ .... CHANNEL OBJECTIVES

~ ...... Customer Characteristics

~ ...... Product characteristics

39

~ ............ CHANNEL CHARACTERISTICS

~ ~ ...... Customer Strengths

~ ~ ...... Product Strengths

~ ~ ...... Competitive Strengths

~ ~ ...... In-House Strengths

~ ~ ...... Environmental Strengths

~ ~ ............ Operations

40

~ ~ ............ Markets + Trade Cell

41

~ ~ ............ Products

42

~ ~ ............ Competitors

43

~ ...... Distribution Channel characteristics

~ ...... Competitive characteristics

~ ...... Company characteristics

~ ...... Environmental characteristics

44

~ .... CHANNEL ALTERNATIVES

~ ...... Distinguishing the major channel alternatives

~ ...... Types of intermediaries

~ ...... Number of Intermediaries

45

~ ...... Specific marketing tasks of channel members

46

~ ...... Terms and responsibilities of channel members

~ ...... Price policy

~ ...... Conditions of sale

~ ...... Distributors' territorial rights

~ ...... Mutual services and responsibilities

47

~ ............ CHANNEL ALTERNATIVES

~ ~ ...... Type of Intermediaries

~ ~ ...... Numbers of Intermediaries

~ ~ ...... Marketing Effectiveness of Channels

~ ~ ...... Trading Terms of Channel Members

~ ~ ...... Responsibilities of Channel Members

~ ~ ............ Operations

48

~ ~ ............ Markets + Trade Cell

49

~ ~ ............ Products

50

~ ~ ............ Competitors

51

~ .... CHANNEL EVALUATION

~ ...... Economic criteria

52

~ ...... Control criteria

~ ...... ~ Vertical relations in the channel

~ ...... ~ Horizontal relations in the channel

~ ...... ~ Inter-channel conflict

~ ...... ~ Legal conflict

~ ...... Adaptive criteria

53

~ ............ CHANNEL EVALUATION

~ ~ ...... Channel Evaluation: Direct to End User

~ ~ ...... Channel Evaluation: Via Sales-Force

~ ~ ...... Channel Evaluation: Via Sales Outlet

~ ~ ...... Channel Evaluation: Via Wholesaler

~ ~ ...... Channel Evaluation: Via Jobber

~ ~ ............ Operations

54

~ ~ ............ Markets + Trade Cell

55

~ ~ ............ Products

56

~ ~ ............ Competitors

57

~ ............ PRODUCT CHANNEL EVALUATION

~ ~ ...... Vertical Relations

~ ~ ...... Horizontal Relations

~ ~ ...... Interchannel Conflict

~ ~ ...... Legal Conflict

~ ~ ...... Motivation

~ ~ ............ Operations

58

~ ~ ............ Markets + Trade Cell

59

~ ~ ............ Products

60

~ ~ ............ Competitors

61

~ ............ PRODUCT CHANNEL ADAPTABILITY

~ ~ ...... Probability of Channel Change

~ ~ ...... Easy of Exit from existing channels

~ ~ ...... Penalties in Exit from existing channels

~ ~ ...... Flexibility of Existing Channels

~ ~ ...... Potential for developing Existing Channels

~ ~ ............ Operations

62

~ ~ ............ Markets + Trade Cell

63

~ ~ ............ Products

64

~ ~ ............ Competitors

65

~ .... CHANNEL MANAGEMENT

~ ...... Selecting channel members

~ ...... Motivating channel members

66

~ ...... Evaluating channel members

67

~ ............ PRODUCT CHANNEL MANAGEMENT

~ ~ ...... Channel Selection Screening

~ ~ ...... Channel Motivation Programmed

~ ~ ...... Channel Evaluation & Rating

~ ~ ...... Channel Monitoring procedure

~ ~ ...... Channel Trouble-shooting procedure

~ ~ ............ Operations

68

~ ~ ............ Markets + Trade Cell

69

~ ~ ............ Products

70

~ ~ ............ Competitors

71

~ .... CHANNEL MODIFICATIONS

73

~ .... HISTORIC FINANCIAL DATA

74

~ .... Historic Balance Sheet

75

~ ~ ...... Historic Costs & Margins

76

~ ~ ........ Historic Financial Ratios & Margins

77

~ ~ .......... Historic Operational Ratios & Margins

78

~ .... Financial forecast notes

79

~ .... DISTRIBUTION + MARKETING CHANNELS FINANCIAL FORECASTS :

80

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

81

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

82

~ ........ Base Forecast : Median Market Scenario Financial Ratios

83

~ .......... Base Forecast : Median Market Scenario Operational Margins

84

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

85

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

86

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

87

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

88

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

89

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

90

~ ........ Customer / Order Processing Systems Investment Financial Ratios

91

~ .......... Customer / Order Processing Systems Investment Operational Margins

92

~ .... Systems Investment Balance Sheet Forecast

93

~ ...... Systems Investment Operational Costs Forecast

94

~ ........ Systems Investment Financial Ratios

95

~ .......... Systems Investment Operational Margins

96

~ .... Customer Handling Improvements Balance Sheet Forecast

97

~ ...... Customer Handling Improvements Operational Costs Forecast

98

~ ........ Customer Handling Improvements Financial Ratios

99

~ .......... Customer Handling Improvements Operational Margins

101

~ .... Financial data definitions

 





      CAPITAL COSTS FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA FOR CAPITAL COSTS FINANCIAL SCENARIO ISSUES

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... CAPITAL COST BASED BALANCE SHEET FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... New Equity Scenarios Balance Sheet Forecast

13

~ ...... New Equity Scenarios Operational Costs Forecast

14

~ ........ New Equity Scenarios Financial Ratios

15

~ .......... New Equity Scenarios Operational Margins

16

~ .... Bank Borrowing: Base Scenarios Balance Sheet Forecast

17

~ ...... Bank Borrowing: Base Scenarios Operational Costs Forecast

18

~ ........ Bank Borrowing: Base Scenarios Financial Ratios

19

~ .......... Bank Borrowing: Base Scenarios Operational Margins

20

~ .... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast

21

~ ...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast

22

~ ........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios

23

~ .......... Bank Borrowing: 3% Inflation Scenarios Operational Margins

24

~ .... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast

25

~ ...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast

26

~ ........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios

27

~ .......... Bank Borrowing: 6% Inflation Scenarios Operational Margins

28

~ .... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast

29

~ ...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast

30

~ ........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios

31

~ .......... Bank Borrowing: 9% Inflation Scenarios Operational Margins

32

~ .... Bond / Debentures Scenarios Balance Sheet Forecast

33

~ ...... Bond / Debentures Scenarios Operational Costs Forecast

34

~ ........ Bond / Debentures Scenarios Financial Ratios

35

~ .......... Bond / Debentures Scenarios Operational Margins

36

~ .... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast

37

~ ...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast

38

~ ........ Asset Sales: 5% of Assets Scenarios Financial Ratios

39

~ .......... Asset Sales: 5% of Assets Scenarios Operational Margins

40

~ .... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast

41

~ ...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast

42

~ ........ Asset Sales: 10% of Assets Scenarios Financial Ratios

43

~ .......... Asset Sales: 10% of Assets Scenarios Operational Margins

44

~ .... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast

45

~ ...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast

46

~ ........ Asset Sales: 25% of Assets Scenarios Financial Ratios

47

~ .......... Asset Sales: 25% of Assets Scenarios Operational Margins

48

~ .... Self Generated Funds: Worst Scenarios Balance Sheet Forecast

49

~ ...... Self Generated Funds: Worst Scenarios Operational Costs Forecast

50

~ ........ Self Generated Funds: Worst Scenarios Financial Ratios

51

~ .......... Self Generated Funds: Worst Scenarios Operational Margins

52

~ .... Self Generated Funds: Best Scenarios Balance Sheet Forecast

53

~ ...... Self Generated Funds: Best Scenarios Operational Costs Forecast

54

~ ........ Self Generated Funds: Best Scenarios Financial Ratios

55

~ .......... Self Generated Funds: Best Scenarios Operational Margins

56

~ .... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast

57

~ ...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast

58

~ ........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios

59

~ .......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins

61

~ .... Financial data definitions

 





      CASHFLOW OPTION SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... CASHFLOW OPTIONS SCENARIO FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... New Capital Injection Scenarios Balance Sheet Forecast

13

~ ...... New Capital Injection Scenarios Operational Costs Forecast

14

~ ........ New Capital Injection Scenarios Financial Ratios

15

~ .......... New Capital Injection Scenarios Operational Margins

16

~ .... Short-Term Loan: Base Scenarios Balance Sheet Forecast

17

~ ...... Short-Term Loan: Base Scenarios Operational Costs Forecast

18

~ ........ Short-Term Loan: Base Scenarios Financial Ratios

19

~ .......... Short-Term Loan: Base Scenarios Operational Margins

20

~ .... Short-Term Loan: 3% Inflation Scenarios Balance Sheet Forecast

21

~ ...... Short-Term Loan: 3% Inflation Scenarios Operational Costs Forecast

22

~ ........ Short-Term Loan: 3% Inflation Scenarios Financial Ratios

23

~ .......... Short-Term Loan: 3% Inflation Scenarios Operational Margins

24

~ .... Short-Term Loan: 6% Inflation Scenarios Balance Sheet Forecast

25

~ ...... Short-Term Loan: 6% Inflation Scenarios Operational Costs Forecast

26

~ ........ Short-Term Loan: 6% Inflation Scenarios Financial Ratios

27

~ .......... Short-Term Loan: 6% Inflation Scenarios Operational Margins

28

~ .... Short-Term Loan: 9% Inflation Scenarios Balance Sheet Forecast

29

~ ...... Short-Term Loan: 9% Inflation Scenarios Operational Costs Forecast

30

~ ........ Short-Term Loan: 9% Inflation Scenarios Financial Ratios

31

~ .......... Short-Term Loan: 9% Inflation Scenarios Operational Margins

32

~ .... Long-Term Loan Scenarios Balance Sheet Forecast

33

~ ...... Long-Term Loan Scenarios Operational Costs Forecast

34

~ ........ Long-Term Loan Scenarios Financial Ratios

35

~ .......... Long-Term Loan Scenarios Operational Margins

36

~ .... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast

37

~ ...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast

38

~ ........ Asset Sales: 5% of Assets Scenarios Financial Ratios

39

~ .......... Asset Sales: 5% of Assets Scenarios Operational Margins

40

~ .... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast

41

~ ...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast

42

~ ........ Asset Sales: 10% of Assets Scenarios Financial Ratios

43

~ .......... Asset Sales: 10% of Assets Scenarios Operational Margins

44

~ .... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast

45

~ ...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast

46

~ ........ Asset Sales: 25% of Assets Scenarios Financial Ratios

47

~ .......... Asset Sales: 25% of Assets Scenarios Operational Margins

48

~ .... Profit Improvement: Worst Scenarios Balance Sheet Forecast

49

~ ...... Profit Improvement: Worst Scenarios Operational Costs Forecast

50

~ ........ Profit Improvement: Worst Scenarios Financial Ratios

51

~ .......... Profit Improvement: Worst Scenarios Operational Margins

52

~ .... Profit Improvement: Best Scenarios Balance Sheet Forecast

53

~ ...... Profit Improvement: Best Scenarios Operational Costs Forecast

54

~ ........ Profit Improvement: Best Scenarios Financial Ratios

55

~ .......... Profit Improvement: Best Scenarios Operational Margins

56

~ .... Credit Extension & Cost Reduction Scenarios Balance Sheet Forecast

57

~ ...... Credit Extension & Cost Reduction Scenarios Operational Costs Forecast

58

~ ........ Credit Extension & Cost Reduction Scenarios Financial Ratios

59

~ .......... Credit Extension & Cost Reduction Scenarios Operational Margins

61

~ .... Financial data definitions

 





      COST STRUCTURE FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA FOR COST STRUCTURE ISSUES

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... COST STRUCTURE BASED BALANCE SHEET FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Materials & Energy Cost Scenarios Balance Sheet Forecast

13

~ ...... Materials & Energy Cost Scenarios Operational Costs Forecast

14

~ ........ Materials & Energy Cost Scenarios Financial Ratios

15

~ .......... Materials & Energy Cost Scenarios Operational Margins

16

~ .... Payroll & Staff Cost Scenarios Balance Sheet Forecast

17

~ ...... Payroll & Staff Cost Scenarios Operational Costs Forecast

18

~ ........ Payroll & Staff Cost Scenarios Financial Ratios

19

~ .......... Payroll & Staff Cost Scenarios Operational Margins

20

~ .... Administration Cost Scenarios Balance Sheet Forecast

21

~ ...... Administration Cost Scenarios Operational Costs Forecast

22

~ ........ Administration Cost Scenarios Financial Ratios

23

~ .......... Administration Cost Scenarios Operational Margins

24

~ .... Capital Cost Scenarios Balance Sheet Forecast

25

~ ...... Capital Cost Scenarios Operational Costs Forecast

26

~ ........ Capital Cost Scenarios Financial Ratios

27

~ .......... Capital Cost Scenarios Operational Margins

28

~ .... Plant & Equipment Cost Scenarios Balance Sheet Forecast

29

~ ...... Plant & Equipment Cost Scenarios Operational Costs Forecast

30

~ ........ Plant & Equipment Cost Scenarios Financial Ratios

31

~ .......... Plant & Equipment Cost Scenarios Operational Margins

32

~ .... Sales & Marketing Cost Scenarios Balance Sheet Forecast

33

~ ...... Sales & Marketing Cost Scenarios Operational Costs Forecast

34

~ ........ Sales & Marketing Cost Scenarios Financial Ratios

35

~ .......... Sales & Marketing Cost Scenarios Operational Margins

36

~ .... New Product & New Technology Cost Scenarios Balance Sheet Forecast

37

~ ...... New Product & New Technology Cost Scenarios Operational Costs Forecast

38

~ ........ New Product & New Technology Cost Scenarios Financial Ratios

39

~ .......... New Product & New Technology Cost Scenarios Operational Margins

40

~ .... Depreciation & Capitalization Scenarios Balance Sheet Forecast

41

~ ...... Depreciation & Capitalization Scenarios Operational Costs Forecast

42

~ ........ Depreciation & Capitalization Scenarios Financial Ratios

43

~ .......... Depreciation & Capitalization Scenarios Operational Margins

44

~ .... Short Term Borrowing Scenarios Balance Sheet Forecast

45

~ ...... Short Term Borrowing Scenarios Operational Costs Forecast

46

~ ........ Short Term Borrowing Scenarios Financial Ratios

47

~ .......... Short Term Borrowing Scenarios Operational Margins

48

~ .... Long Term Financial Scenarios Balance Sheet Forecast

49

~ ...... Long Term Financial Scenarios Operational Costs Forecast

50

~ ........ Long Term Financial Scenarios Financial Ratios

51

~ .......... Long Term Financial Scenarios Operational Margins

52

~ .... Financial & Debt Servicing Cost Scenarios Balance Sheet Forecast

53

~ ...... Financial & Debt Servicing Cost Scenarios Operational Costs Forecast

54

~ ........ Financial & Debt Servicing Cost Scenarios Financial Ratios

55

~ .......... Financial & Debt Servicing Cost Scenarios Operational Margins

56

~ .... Trading & Operating Margins & Profitability Scenarios Balance Sheet Forecast

57

~ ...... Trading & Operating Margins & Profitability Scenarios Operational Costs Forecast

58

~ ........ Trading & Operating Margins & Profitability Scenarios Financial Ratios

59

~ .......... Trading & Operating Margins & Profitability Scenarios Operational Margins

61

~ .... Financial data definitions

 





      MARKET CLIMATE FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... MARKET CLIMATE FINANCIAL SCENARIO FORECASTS :

8

~ .... Base Forecast : Best Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Best Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Best Market Scenario Financial Ratios

11

~ .......... Base Forecast : Best Market Scenario Operational Margins

12

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

13

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

14

~ ........ Base Forecast : Median Market Scenario Financial Ratios

15

~ .......... Base Forecast : Median Market Scenario Operational Margins

16

~ .... Base Forecast : Worst Market Scenario Balance Sheet Forecast

17

~ ...... Base Forecast : Worst Market Scenario Operational Costs Forecast

18

~ ........ Base Forecast : Worst Market Scenario Financial Ratios

19

~ .......... Base Forecast : Worst Market Scenario Operational Margins

20

~ .... Price Cutting Effect Balance Sheet Forecast

21

~ ...... Price Cutting Effect Operational Costs Forecast

22

~ ........ Price Cutting Effect Financial Ratios

23

~ .......... Price Cutting Effect Operational Margins

24

~ .... Price Increase Effect Balance Sheet Forecast

25

~ ...... Price Increase Effect Operational Costs Forecast

26

~ ........ Price Increase Effect Financial Ratios

27

~ .......... Price Increase Effect Operational Margins

28

~ .... Market Share Building Objectives Balance Sheet Forecast

29

~ ...... Market Share Building Objectives Operational Costs Forecast

30

~ ........ Market Share Building Objectives Financial Ratios

31

~ .......... Market Share Building Objectives Operational Margins

32

~ .... Market Share Holding Objectives Balance Sheet Forecast

33

~ ...... Market Share Holding Objectives Operational Costs Forecast

34

~ ........ Market Share Holding Objectives Financial Ratios

35

~ .......... Market Share Holding Objectives Operational Margins

36

~ .... Market Share Harvesting Objectives Balance Sheet Forecast

37

~ ...... Market Share Harvesting Objectives Operational Costs Forecast

38

~ ........ Market Share Harvesting Objectives Financial Ratios

39

~ .......... Market Share Harvesting Objectives Operational Margins

40

~ .... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast

41

~ ...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast

42

~ ........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios

43

~ .......... Bank Borrowing: 3% Inflation Scenarios Operational Margins

44

~ .... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast

45

~ ...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast

46

~ ........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios

47

~ .......... Bank Borrowing: 6% Inflation Scenarios Operational Margins

48

~ .... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast

49

~ ...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast

50

~ ........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios

51

~ .......... Bank Borrowing: 9% Inflation Scenarios Operational Margins

52

~ .... Credit Extension & Cost Reduction Scenarios Balance Sheet Forecast

53

~ ...... Credit Extension & Cost Reduction Scenarios Operational Costs Forecast

54

~ ........ Credit Extension & Cost Reduction Scenarios Financial Ratios

55

~ .......... Credit Extension & Cost Reduction Scenarios Operational Margins

57

~ .... Financial data definitions

 





      INVESTMENT + COST REDUCTION FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... INVESTMENT + COST REDUCTION FINANCIAL FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Profit Impact: Materials Cost Reduction Balance Sheet Forecast

13

~ ...... Profit Impact: Materials Cost Reduction Operational Costs Forecast

14

~ ........ Profit Impact: Materials Cost Reduction Financial Ratios

15

~ .......... Profit Impact: Materials Cost Reduction Operational Margins

16

~ .... Profit Impact: Payroll Cost Reduction Balance Sheet Forecast

17

~ ...... Profit Impact: Payroll Cost Reduction Operational Costs Forecast

18

~ ........ Profit Impact: Payroll Cost Reduction Financial Ratios

19

~ .......... Profit Impact: Payroll Cost Reduction Operational Margins

20

~ .... Profit Impact: Process Cost Reduction Balance Sheet Forecast

21

~ ...... Profit Impact: Process Cost Reduction Operational Costs Forecast

22

~ ........ Profit Impact: Process Cost Reduction Financial Ratios

23

~ .......... Profit Impact: Process Cost Reduction Operational Margins

24

~ .... Profit Impact: Distribution Cost Reduction Balance Sheet Forecast

25

~ ...... Profit Impact: Distribution Cost Reduction Operational Costs Forecast

26

~ ........ Profit Impact: Distribution Cost Reduction Financial Ratios

27

~ .......... Profit Impact: Distribution Cost Reduction Operational Margins

28

~ .... Profit Impact: Customer Handling Cost Reduction Balance Sheet Forecast

29

~ ...... Profit Impact: Customer Handling Cost Reduction Operational Costs Forecast

30

~ ........ Profit Impact: Customer Handling Cost Reduction Financial Ratios

31

~ .......... Profit Impact: Customer Handling Cost Reduction Operational Margins

32

~ .... Investments: Process Plant & Equipment Balance Sheet Forecast

33

~ ...... Investments: Process Plant & Equipment Operational Costs Forecast

34

~ ........ Investments: Process Plant & Equipment Financial Ratios

35

~ .......... Investments: Process Plant & Equipment Operational Margins

36

~ .... Investments: Premises Balance Sheet Forecast

37

~ ...... Investments: Premises Operational Costs Forecast

38

~ ........ Investments: Premises Financial Ratios

39

~ .......... Investments: Premises Operational Margins

40

~ .... Investments: Distribution / Handling Balance Sheet Forecast

41

~ ...... Investments: Distribution / Handling Operational Costs Forecast

42

~ ........ Investments: Distribution / Handling Financial Ratios

43

~ .......... Investments: Distribution / Handling Operational Margins

44

~ .... Investments: Customer Handling Systems Balance Sheet Forecast

45

~ ...... Investments: Customer Handling Systems Operational Costs Forecast

46

~ ........ Investments: Customer Handling Systems Financial Ratios

47

~ .......... Investments: Customer Handling Systems Operational Margins

48

~ .... Product Cost Improvements Balance Sheet Forecast

49

~ ...... Product Cost Improvements Operational Costs Forecast

50

~ ........ Product Cost Improvements Financial Ratios

51

~ .......... Product Cost Improvements Operational Margins

52

~ .... Product Quality Improvement Balance Sheet Forecast

53

~ ...... Product Quality Improvement Operational Costs Forecast

54

~ ........ Product Quality Improvement Financial Ratios

55

~ .......... Product Quality Improvement Operational Margins

56

~ .... Customer Handling Improvements Balance Sheet Forecast

57

~ ...... Customer Handling Improvements Operational Costs Forecast

58

~ ........ Customer Handling Improvements Financial Ratios

59

~ .......... Customer Handling Improvements Operational Margins

61

~ .... Financial data definitions

 





      MARKETING EXPENDITURE SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... MARKETING EXPENDITURE SCENARIO FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Marketing Expenditure : Increase +2% Scenario Balance Sheet Forecast

13

~ ...... Marketing Expenditure : Increase +2% Scenario Operational Costs Forecast

14

~ ........ Marketing Expenditure : Increase +2% Scenario Financial Ratios

15

~ .......... Marketing Expenditure : Increase +2% Scenario Operational Margins

16

~ .... Marketing Expenditure : Increase +4% Scenario Balance Sheet Forecast

17

~ ...... Marketing Expenditure : Increase +4% Scenario Operational Costs Forecast

18

~ ........ Marketing Expenditure : Increase +4% Scenario Financial Ratios

19

~ .......... Marketing Expenditure : Increase +4% Scenario Operational Margins

20

~ .... Marketing Expenditure : Increase +6% Scenario Balance Sheet Forecast

21

~ ...... Marketing Expenditure : Increase +6% Scenario Operational Costs Forecast

22

~ ........ Marketing Expenditure : Increase +6% Scenario Financial Ratios

23

~ .......... Marketing Expenditure : Increase +6% Scenario Operational Margins

24

~ .... Marketing Expenditure : Increase +8% Scenario Balance Sheet Forecast

25

~ ...... Marketing Expenditure : Increase +8% Scenario Operational Costs Forecast

26

~ ........ Marketing Expenditure : Increase +8% Scenario Financial Ratios

27

~ .......... Marketing Expenditure : Increase +8% Scenario Operational Margins

28

~ .... Marketing Expenditure : Increase +10% Scenario Balance Sheet Forecast

29

~ ...... Marketing Expenditure : Increase +10% Scenario Operational Costs Forecast

30

~ ........ Marketing Expenditure : Increase +10% Scenario Financial Ratios

31

~ .......... Marketing Expenditure : Increase +10% Scenario Operational Margins

32

~ .... Marketing Expenditure : Increase +12% Scenario Balance Sheet Forecast

33

~ ...... Marketing Expenditure : Increase +12% Scenario Operational Costs Forecast

34

~ ........ Marketing Expenditure : Increase +12% Scenario Financial Ratios

35

~ .......... Marketing Expenditure : Increase +12% Scenario Operational Margins

36

~ .... Marketing Expenditure : Decrease-2% Scenario Balance Sheet Forecast

37

~ ...... Marketing Expenditure : Decrease-2% Scenario Operational Costs Forecast

38

~ ........ Marketing Expenditure : Decrease-2% Scenario Financial Ratios

39

~ .......... Marketing Expenditure : Decrease-2% Scenario Operational Margins

40

~ .... Marketing Expenditure : Decrease-4% Scenario Balance Sheet Forecast

41

~ ...... Marketing Expenditure : Decrease-4% Scenario Operational Costs Forecast

42

~ ........ Marketing Expenditure : Decrease-4% Scenario Financial Ratios

43

~ .......... Marketing Expenditure : Decrease-4% Scenario Operational Margins

44

~ .... Marketing Expenditure : Decrease-6% Scenario Balance Sheet Forecast

45

~ ...... Marketing Expenditure : Decrease-6% Scenario Operational Costs Forecast

46

~ ........ Marketing Expenditure : Decrease-6% Scenario Financial Ratios

47

~ .......... Marketing Expenditure : Decrease-6% Scenario Operational Margins

48

~ .... Marketing Expenditure : Decrease-8% Scenario Balance Sheet Forecast

49

~ ...... Marketing Expenditure : Decrease-8% Scenario Operational Costs Forecast

50

~ ........ Marketing Expenditure : Decrease-8% Scenario Financial Ratios

51

~ .......... Marketing Expenditure : Decrease-8% Scenario Operational Margins

52

~ .... Marketing Expenditure : Decrease-10% Scenario Balance Sheet Forecast

53

~ ...... Marketing Expenditure : Decrease-10% Scenario Operational Costs Forecast

54

~ ........ Marketing Expenditure : Decrease-10% Scenario Financial Ratios

55

~ .......... Marketing Expenditure : Decrease-10% Scenario Operational Margins

56

~ .... Marketing Expenditure : Decrease-12% Scenario Balance Sheet Forecast

57

~ ...... Marketing Expenditure : Decrease-12% Scenario Operational Costs Forecast

58

~ ........ Marketing Expenditure : Decrease-12% Scenario Financial Ratios

59

~ .......... Marketing Expenditure : Decrease-12% Scenario Operational Margins

60

~ .... Financial data definitions

 





      BUSINESS DECISION SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... BUSINESS DECISION SCENARIO FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Marketing Expenditure Balance Sheet Forecast

13

~ ...... Marketing Expenditure Operational Costs Forecast

14

~ ........ Marketing Expenditure Financial Ratios

15

~ .......... Marketing Expenditure Operational Margins

16

~ .... New Product Development Balance Sheet Forecast

17

~ ...... New Product Development Operational Costs Forecast

18

~ ........ New Product Development Financial Ratios

19

~ .......... New Product Development Operational Margins

20

~ .... Market Segmentation Balance Sheet Forecast

21

~ ...... Market Segmentation Operational Costs Forecast

22

~ ........ Market Segmentation Financial Ratios

23

~ .......... Market Segmentation Operational Margins

24

~ .... New Plant + Equipment Investment Balance Sheet Forecast

25

~ ...... New Plant + Equipment Investment Operational Costs Forecast

26

~ ........ New Plant + Equipment Investment Financial Ratios

27

~ .......... New Plant + Equipment Investment Operational Margins

28

~ .... New Technology Investment Balance Sheet Forecast

29

~ ...... New Technology Investment Operational Costs Forecast

30

~ ........ New Technology Investment Financial Ratios

31

~ .......... New Technology Investment Operational Margins

32

~ .... Distribution Channel Improvement Balance Sheet Forecast

33

~ ...... Distribution Channel Improvement Operational Costs Forecast

34

~ ........ Distribution Channel Improvement Financial Ratios

35

~ .......... Distribution Channel Improvement Operational Margins

36

~ .... Cost Structure Improvement Balance Sheet Forecast

37

~ ...... Cost Structure Improvement Operational Costs Forecast

38

~ ........ Cost Structure Improvement Financial Ratios

39

~ .......... Cost Structure Improvement Operational Margins

40

~ .... Price Cutting Effect Balance Sheet Forecast

41

~ ...... Price Cutting Effect Operational Costs Forecast

42

~ ........ Price Cutting Effect Financial Ratios

43

~ .......... Price Cutting Effect Operational Margins

44

~ .... Price Increase Effect Balance Sheet Forecast

45

~ ...... Price Increase Effect Operational Costs Forecast

46

~ ........ Price Increase Effect Financial Ratios

47

~ .......... Price Increase Effect Operational Margins

48

~ .... Quality Improvement Balance Sheet Forecast

49

~ ...... Quality Improvement Operational Costs Forecast

50

~ ........ Quality Improvement Financial Ratios

51

~ .......... Quality Improvement Operational Margins

52

~ .... Export Sales Improvement Balance Sheet Forecast

53

~ ...... Export Sales Improvement Operational Costs Forecast

54

~ ........ Export Sales Improvement Financial Ratios

55

~ .......... Export Sales Improvement Operational Margins

56

~ .... Personnel + Staff Improvement Balance Sheet Forecast

57

~ ...... Personnel + Staff Improvement Operational Costs Forecast

58

~ ........ Personnel + Staff Improvement Financial Ratios

59

~ .......... Personnel + Staff Improvement Operational Margins

61

~ .... Financial data definitions

 





      STRATEGIC OPTIONS FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... STRATEGIC OPTIONS FINANCIAL FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

13

~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

14

~ ........ Fixed Marketing Cost Objectives Financial Ratios

15

~ .......... Fixed Marketing Cost Objectives Operational Margins

16

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

17

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

18

~ ........ Variable Marketing Cost Objectives Financial Ratios

19

~ .......... Variable Marketing Cost Objectives Operational Margins

20

~ .... General Marketing Process Cost Objectives Balance Sheet Forecast

21

~ ...... General Marketing Process Cost Objectives Operational Costs Forecast

22

~ ........ General Marketing Process Cost Objectives Financial Ratios

23

~ .......... General Marketing Process Cost Objectives Operational Margins

24

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

25

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

26

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

27

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

28

~ .... Administrative & General Expense Objectives Balance Sheet Forecast

29

~ ...... Administrative & General Expense Objectives Operational Costs Forecast

30

~ ........ Administrative & General Expense Objectives Financial Ratios

31

~ .......... Administrative & General Expense Objectives Operational Margins

32

~ .... Selling Cost Objectives Balance Sheet Forecast

33

~ ...... Selling Cost Objectives Operational Costs Forecast

34

~ ........ Selling Cost Objectives Financial Ratios

35

~ .......... Selling Cost Objectives Operational Margins

36

~ .... Advertising Cost Objectives Balance Sheet Forecast

37

~ ...... Advertising Cost Objectives Operational Costs Forecast

38

~ ........ Advertising Cost Objectives Financial Ratios

39

~ .......... Advertising Cost Objectives Operational Margins

40

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

41

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

42

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

43

~ .......... Promotional & Pricing Cost Objectives Operational Margins

44

~ .... Research & Product Cost Objectives Balance Sheet Forecast

45

~ ...... Research & Product Cost Objectives Operational Costs Forecast

46

~ ........ Research & Product Cost Objectives Financial Ratios

47

~ .......... Research & Product Cost Objectives Operational Margins

48

~ .... Market Share Building Objectives Balance Sheet Forecast

49

~ ...... Market Share Building Objectives Operational Costs Forecast

50

~ ........ Market Share Building Objectives Financial Ratios

51

~ .......... Market Share Building Objectives Operational Margins

52

~ .... Market Share Holding Objectives Balance Sheet Forecast

53

~ ...... Market Share Holding Objectives Operational Costs Forecast

54

~ ........ Market Share Holding Objectives Financial Ratios

55

~ .......... Market Share Holding Objectives Operational Margins

56

~ .... Market Share Harvesting Objectives Balance Sheet Forecast

57

~ ...... Market Share Harvesting Objectives Operational Costs Forecast

58

~ ........ Market Share Harvesting Objectives Financial Ratios

59

~ .......... Market Share Harvesting Objectives Operational Margins

61

~ .... Financial data definitions

 





      BUSINESS SURVIVAL FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~ ...... Historic Costs & Margins

4

~ ~ ........ Historic Financial Ratios & Margins

5

~ ~ .......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... BUSINESS SURVIVAL FINANCIAL SCENARIO FORECASTS :

8

~ .... Base Forecast : Best Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Best Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Best Market Scenario Financial Ratios

11

~ .......... Base Forecast : Best Market Scenario Operational Margins

12

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

13

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

14

~ ........ Base Forecast : Median Market Scenario Financial Ratios

15

~ .......... Base Forecast : Median Market Scenario Operational Margins

16

~ .... Base Forecast : Worst Market Scenario Balance Sheet Forecast

17

~ ...... Base Forecast : Worst Market Scenario Operational Costs Forecast

18

~ ........ Base Forecast : Worst Market Scenario Financial Ratios

19

~ .......... Base Forecast : Worst Market Scenario Operational Margins

20

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

21

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

22

~ ........ Variable Marketing Cost Objectives Financial Ratios

23

~ .......... Variable Marketing Cost Objectives Operational Margins

24

~ .... Selling Cost Objectives Balance Sheet Forecast

25

~ ...... Selling Cost Objectives Operational Costs Forecast

26

~ ........ Selling Cost Objectives Financial Ratios

27

~ .......... Selling Cost Objectives Operational Margins

28

~ .... Advertising Cost Objectives Balance Sheet Forecast

29

~ ...... Advertising Cost Objectives Operational Costs Forecast

30

~ ........ Advertising Cost Objectives Financial Ratios

31

~ .......... Advertising Cost Objectives Operational Margins

32

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

33

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

34

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

35

~ .......... Promotional & Pricing Cost Objectives Operational Margins

36

~ .... Product Price Cutting Balance Sheet Forecast

37

~ ...... Product Price Cutting Operational Costs Forecast

38

~ ........ Product Price Cutting Financial Ratios

39

~ .......... Product Price Cutting Operational Margins

40

~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

41

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

42

~ ........ Sales Personnel + Staff Improvement Financial Ratios

43

~ .......... Sales Personnel + Staff Improvement Operational Margins

44

~ .... Profit Impact From Materials Cost Reduction Balance Sheet Forecast

45

~ ...... Profit Impact From Materials Cost Reduction Operational Costs Forecast

46

~ ........ Profit Impact From Materials Cost Reduction Financial Ratios

47

~ .......... Profit Impact From Materials Cost Reduction Operational Margins

48

~ .... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast

49

~ ...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast

50

~ ........ Profit Impact From Payroll Cost Reduction Financial Ratios

51

~ .......... Profit Impact From Payroll Cost Reduction Operational Margins

52

~ .... Profit Impact From Process Cost Reduction Balance Sheet Forecast

53

~ ...... Profit Impact From Process Cost Reduction Operational Costs Forecast

54

~ ........ Profit Impact From Process Cost Reduction Financial Ratios

55

~ .......... Profit Impact From Process Cost Reduction Operational Margins

56

~ .... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast

57

~ ...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast

58

~ ........ Profit Impact From Distribution Cost Reduction Financial Ratios

59

~ .......... Profit Impact From Distribution Cost Reduction Operational Margins

60

~ .... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast

61

~ ...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast

62

~ ........ Profit Impact From Customer Handling Cost Reduction Financial Ratios

63

~ .......... Profit Impact From Customer Handling Cost Reduction Operational Margins

64

~ .... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast

65

~ ...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast

66

~ ........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios

67

~ .......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins

69

~ .... Financial data definitions

 





      TACTICAL OPTIONS FINANCIAL SCENARIOS FOR THE COMPANY

1

~ .... HISTORIC FINANCIAL DATA

2

~ .... Historic Balance Sheet

3

~ ~...... Historic Costs & Margins

4

~ ~........ Historic Financial Ratios & Margins

5

~ ~.......... Historic Operational Ratios & Margins

6

~ .... Financial forecast notes

7

~ .... TACTICAL OPTIONS FORECASTS :

8

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

9

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

10

~ ........ Base Forecast : Median Market Scenario Financial Ratios

11

~ .......... Base Forecast : Median Market Scenario Operational Margins

12

~ .... Sales Cost Improvement Balance Sheet Forecast

13

~ ...... Sales Cost Improvement Operational Costs Forecast

14

~ ........ Sales Cost Improvement Financial Ratios

15

~ .......... Sales Cost Improvement Operational Margins

16

~ .... Product Price Cutting Balance Sheet Forecast

17

~ ...... Product Price Cutting Operational Costs Forecast

18

~ ........ Product Price Cutting Financial Ratios

19

~ .......... Product Price Cutting Operational Margins

20

~ .... Product Price Increase Balance Sheet Forecast

21

~ ...... Product Price Increase Operational Costs Forecast

22

~ ........ Product Price Increase Financial Ratios

23

~ .......... Product Price Increase Operational Margins

24

~ .... Promotional Expenditure Balance Sheet Forecast

25

~ ...... Promotional Expenditure Operational Costs Forecast

26

~ ........ Promotional Expenditure Financial Ratios

27

~ .......... Promotional Expenditure Operational Margins

28

~ .... Target Markets Development Balance Sheet Forecast

29

~ ...... Target Markets Development Operational Costs Forecast

30

~ ........ Target Markets Development Financial Ratios

31

~ .......... Target Markets Development Operational Margins

32

~ .... Order Taking Improvements Balance Sheet Forecast

33

~ ...... Order Taking Improvements Operational Costs Forecast

34

~ ........ Order Taking Improvements Financial Ratios

35

~ .......... Order Taking Improvements Operational Margins

36

~ .... Product Positioning Balance Sheet Forecast

37

~ ...... Product Positioning Operational Costs Forecast

38

~ ........ Product Positioning Financial Ratios

39

~ .......... Product Positioning Operational Margins

40

~ .... Product Branding + Multi-branding Investment Balance Sheet Forecast

41

~ ...... Product Branding + Multi-branding Investment Operational Costs Forecast

42

~ ........ Product Branding + Multi-branding Investment Financial Ratios

43

~ .......... Product Branding + Multi-branding Investment Operational Margins

44

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

45

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

46

~ ........ Customer / Order Processing Systems Investment Financial Ratios

47

~ .......... Customer / Order Processing Systems Investment Operational Margins

48

~ .... Systems Investment Balance Sheet Forecast

49

~ ...... Systems Investment Operational Costs Forecast

50

~ ........ Systems Investment Financial Ratios

51

~ .......... Systems Investment Operational Margins

52

~ .... Overseas Development Balance Sheet Forecast

53

~ ...... Overseas Development Operational Costs Forecast

54

~ ........ Overseas Development Financial Ratios

55

~ .......... Overseas Development Operational Margins

56

~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

57

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

58

~ ........ Sales Personnel + Staff Improvement Financial Ratios

59

~ .......... Sales Personnel + Staff Improvement Operational Margins

61

~ .... Financial data definitions

 





Geographic Customer Base & Distribution & Employment in Major Cities

 

Geographic Customer Base & Distribution & Employment in Major Cities

DISTRIBUTION OF THE CUSTOMER BASE: This volume provides a guide to the distribution of Users. The data given represents a percentage of the total product value consumed in the various cities and towns of the country. The figures do not take central buying or in-house sales and distribution into account, but provides data which is based on the Surveys of Users and where possible from data provided by the Surveys of Distribution. The data given is of course primarily intended for use when planning sales and distribution coverage and for other promotional activities and to allow clients to formulate sales force and distribution tactics whereby salesmen, distributors, service and distribution depots, after-sales services, et cetera can be most effectively sited to ensure optimum coverage of the customer base. Readers should also consider the Distribution Channels and the Key Cities when planning for sales and distribution coverage for products in the country.

DISTRIBUTION OF DISTRIBUTION: The Surveys of Suppliers and Distribution Channels reveal the geographic distribution channels for the product. In countries where the Distribution Channels are radically at variance with the Distribution of the Customer Base, (see above), there are obviously logistic problems in the supply and servicing of the customers and this may represent an opportunity for the company when entering that particular national market to provide a more superior service and thereby gain market share. It is thus possible to analyse the distribution of the Customer Base (being the Market) and the distribution of the existing suppliers in order to evaluate whether or not customers are receiving adequate service or product distribution.

DISTRIBUTION OF EMPLOYMENT: This map section gives the percentages of total employees involved in the product distribution in each of the cities or towns of the country. The data given covers manufacturing, production, marketing and distribution channel employees.

KEY CITIES: Within the country there are certain Key Cities which are vital to the distribution and servicing of the product.

The maps give these KEY CITIES and these are ranked according to their relative importance in the country. Any company wishing to enter the national markets should consider the establishment of sales and distribution in relation to these KEY CITIES as they reflect the potential market logistics for the product.






      MARKET CAPITAL ACCESS SCENARIOS FOR THE COMPANY

1

~ .. MARKET CAPITAL ACCESS SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... New Equity Scenarios Forecast :

16

~ ...... Bank Borrowing: Base Scenarios Forecast :

20

~ ...... Bank Borrowing: 3% Inflation Scenarios Forecast :

24

~ ...... Bank Borrowing: 6% Inflation Scenarios Forecast :

28

~ ...... Bank Borrowing: 9% Inflation Scenarios Forecast :

32

~ ...... Bond / Debentures Scenarios Forecast :

36

~ ...... Asset Sales: 5% of Assets Scenarios Forecast :

40

~ ...... Asset Sales: 10% of Assets Scenarios Forecast :

44

~ ...... Asset Sales: 25% of Assets Scenarios Forecast :

48

~ ...... Self Generated Funds: Worst Scenarios Forecast :

52

~ ...... Self Generated Funds: Best Scenarios Forecast :

56

~ ...... Trading Credit Extension & Margin Reduction Scenarios Forecast :

60

~ ...... MARKET DATA NOTES

61

~ ...... MARKET CAPITAL ACCESS SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

64

~ ...... BASIS OF MARKET COVERAGE

65

~ .... Market forecast notes

 





      MARKET CASHFLOW SCENARIOS FOR THE COMPANY

1

~ .. MARKET CONSUMPTION

2

~ .. MARKET CASHFLOW SCENARIOS

3

~ ...... TERMS USED IN THIS REPORT

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... New Capital Scenarios Forecast :

16

~ ...... Short-Term Loan: Base Scenarios Forecast :

20

~ ...... Short-Term Loan: 3% Inflation Scenarios Forecast :

24

~ ...... Short-Term Loan: 6% Inflation Scenarios Forecast :

28

~ ...... Short-Term Loan: 9% Inflation Scenarios Forecast :

32

~ ...... Long-Term Loan Scenarios Forecast :

36

~ ...... Asset Sales: 5% of Assets Scenarios Forecast :

40

~ ...... Asset Sales: 10% of Assets Scenarios Forecast :

44

~ ...... Asset Sales: 25% of Assets Scenarios Forecast :

48

~ ...... Profit Improvements: Worst Scenarios Forecast :

52

~ ...... Profit Improvements: Best Scenarios Forecast :

56

~ ...... Credit Extension & Cost Reduction Scenarios Forecast :

60

~ ...... MARKET DATA NOTES

61

~ ...... MARKET CASHFLOW SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

63

~ ...... BASIS OF MARKET COVERAGE

65

~ .... Market forecast notes

 





THE COMPANY MARKET

2

~ MARKET CONSUMPTION :

3

~ MARKET VALUE : MEDIAN FORECAST

4

~ ~ PRODUCT SECTOR

5

~ PRODUCT DEVELOPMENT

6

~ ~ % OF TOTAL MARKET

7

~ ~ PRODUCT SECTOR

8

~ MARKET VALUE : BEST FORECAST

9

~ ~ PRODUCT SECTOR

10

~ MARKET VALUE : WORST FORECAST

11

~ ~ PRODUCT SECTOR

  





      MARKET ECONOMIC CLIMATE SCENARIOS FOR THE COMPANY

1

~ .. MARKET ECONOMIC CLIMATE SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Base Forecast : Best Market Scenario Forecast :

16

~ ...... Base Forecast : Worst Market Scenario Forecast :

20

~ ...... Price Cutting Effect Forecast :

24

~ ...... Price Increase Effect Forecast :

28

~ ...... Market Share Building Objectives Forecast :

32

~ ...... Market Share Holding Objectives Forecast :

36

~ ...... Market Share Harvesting Objectives Forecast :

40

~ ...... Bank Borrowing: 3% Inflation Scenarios Forecast :

44

~ ...... Bank Borrowing: 6% Inflation Scenarios Forecast :

48

~ ...... Bank Borrowing: 9% Inflation Scenarios Forecast :

52

~ ...... Credit Extension & Cost Reduction Scenarios Forecast :

56

~ ...... MARKET DATA NOTES

58

~ ...... MARKET ECONOMIC CLIMATE SCENARIOS ENVIRONMENT

59

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

~ ...... BASIS OF MARKET COVERAGE

60

~ .... Market forecast notes

 





      MARKET INVESTMENT + COSTS SCENARIOS FOR THE COMPANY

1

~ .. MARKET INVESTMENT + COSTS SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Profit Impact From Materials Cost Reduction Forecast :

16

~ ...... Profit Impact From Payroll Cost Reduction Forecast :

20

~ ...... Profit Impact From Process Cost Reduction Forecast :

24

~ ...... Profit Impact From Distribution Cost Reduction Forecast :

28

~ ...... Profit Impact From Customer Handling Cost Reduction Forecast :

32

~ ...... Capital Investments Options: Process Plant & Equipment Forecast :

36

~ ...... Capital Investments Options: Premises Forecast :

40

~ ...... Capital Investments Options: Distribution / Handling Forecast :

44

~ ...... Capital Investments Options: Customer Handling Systems Forecast :

48

~ ...... Product Cost Improvements Forecast :

52

~ ...... Product Quality Improvement Forecast :

56

~ ...... Customer Handling Improvements Forecast :

60

~ ...... MARKET DATA NOTES

62

~ ...... MARKET INVESTMENT + COSTS SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

64

~ ...... BASIS OF MARKET COVERAGE

65

~ .... Market forecast notes

 





      MARKETING EXPENDITURE SCENARIOS FOR THE COMPANY

1

~ .. MARKET MARKETING EXPENDITURE SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Base Forecast : Best Market Scenario Forecast :

16

~ ...... Base Forecast : Worst Market Scenario Forecast :

20

~ ...... Marketing Expenditure Increase : + 2% Forecast :

24

~ ...... Marketing Expenditure Increase : + 4% Forecast :

28

~ ...... Marketing Expenditure Increase : + 6% Forecast :

32

~ ...... Marketing Expenditure Increase : + 8% Forecast :

36

~ ...... Marketing Expenditure Increase : +10% Forecast :

40

~ ...... Marketing Expenditure Increase : +12% Forecast :

44

~ ...... Marketing Expenditure Decrease : - 2% Forecast :

48

~ ...... Marketing Expenditure Decrease : - 4% Forecast :

52

~ ...... Marketing Expenditure Decrease : - 6% Forecast :

56

~ ...... Marketing Expenditure Decrease : - 8% Forecast :

60

~ ...... Marketing Expenditure Decrease : -10% Forecast :

64

~ ...... Marketing Expenditure Decrease : -12% Forecast :

68

~ ...... MARKET DATA NOTES

~ ...... MARKET MARKETING EXPENDITURE SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

70

~ ...... TRADING AREA

72

~ ...... BASIS OF MARKET COVERAGE

75

~ .... Market forecast notes

 





      MARKET RISK SCENARIOS FOR THE COMPANY

1

~ .. MARKETS

~ ...... TERMS USED IN THIS REPORT

~ ...... VALUE TERMS AND VOLUME TERMS

2

~ ...... MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

3

~ ...... MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

4

~ ...... PRODUCT DEVELOPMENT :

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

6

~ ...... PRODUCT DEVELOPMENT FORECAST :

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

7

~ .... MARKET SCENARIO FORECASTS :

9

~ ...... Base Forecast : Median Market Scenario

10

~ ...... Base Forecast : Worst Market Scenario

11

~ ...... New Product Development Market Scenario

12

~ ...... Market Segmentation Market Scenario

13

~ ...... Distribution Channel Improvement Market Scenario

14

~ ...... Price Cutting Effect Market Scenario

15

~ ...... Price Increase Effect Market Scenario

16

~ ...... Quality Improvement Market Scenario

17

~ ...... Export Sales Improvement Market Scenario

18

~ ...... Marketing Expenditure Increase : + 2% : Market Scenario

19

~ ...... Marketing Expenditure Increase : + 4% : Market Scenario

20

~ ...... Marketing Expenditure Increase : + 6% : Market Scenario

21

~ ...... Marketing Expenditure Increase : + 8% : Market Scenario

22

~ ...... Marketing Expenditure Increase : +10% : Market Scenario

23

~ ...... Marketing Expenditure Increase : +12% : Market Scenario

24

~ ...... Marketing Expenditure Decrease : - 2% : Market Scenario

25

~ ...... Marketing Expenditure Decrease : - 4% : Market Scenario

26

~ ...... Marketing Expenditure Decrease : - 6% : Market Scenario

27

~ ...... Marketing Expenditure Decrease : - 8% : Market Scenario

28

~ ...... Marketing Expenditure Decrease : -10% : Market Scenario

29

~ ...... Marketing Expenditure Decrease : -12% : Market Scenario

30

~ ...... Fixed Marketing Cost Objectives Market Scenario

31

~ ...... Variable Marketing Cost Objectives Market Scenario

32

~ ...... Distribution & Product Delivery Cost Objectives Market Scenario

33

~ ...... Selling Cost Objectives Market Scenario

34

~ ...... Advertising Cost Objectives Market Scenario

35

~ ...... Promotional & Pricing Cost Objectives Market Scenario

36

~ ...... Market Share Building Objectives Market Scenario

37

~ ...... Market Share Holding Objectives Market Scenario

38

~ ...... Market Share Harvesting Objectives Market Scenario

39

~ ...... Sales Cost Improvement Market Scenario

40

~ ...... Promotional Expenditure Market Scenario

41

~ ...... Target Markets Development Market Scenario

42

~ ...... Order Taking Improvements Market Scenario

43

~ ...... Product Positioning Market Scenario

44

~ ...... Product Branding + Multi-branding Investment Market Scenario

45

~ ...... Customer / Order Processing Systems Investment Market Scenario

46

~ ...... Overseas Development Market Scenario

47

~ ...... Sales Personnel + Staff Improvement Market Scenario Market Scenario

48

~ ...... Sales & Marketing Cost : Market Scenario

49

~ ...... Customer Handling Improvements Market Scenario

50

~ ...... Bank Borrowing: 3% Inflation : Market Scenario

51

~ ...... Bank Borrowing: 6% Inflation : Market Scenario

52

~ ...... Bank Borrowing: 9% Inflation : Market Scenario

53

~ ...... Trading Credit Extension & Margin Reduction : Market Scenario

54

~ ...... MARKET DATA NOTES

~ ...... MARKET ENVIRONMENT

~ ...... Market Growth

~ ...... Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

~ ...... MARKET COVERAGE

56

~ .... Market forecast notes

67

~ .... MARKET NORMS

69

~ ...... MARKET GROWTH RATE ANNUAL INDICES

~ ...... MARKET MULTIPLIERS

~ ...... COMPANY INDICES

~ ...... COMPANY PROFILE

70

~ ...... CUSTOMER PROFILES

72

~ .... MARKETING COSTS

74

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

75

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

76

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

77

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

78

~ .... Financial forecast notes

79

~ .... HISTORIC FINANCIAL DATA

80

~ .... Historic Balance Sheet

81

~ ~ ...... Historic Costs & Margins

82

~ ~ ........ Historic Financial Ratios & Margins

83

~ ~ .......... Historic Operational Ratios & Margins

84

~ .... Financial forecast notes

85

~ .... MARKET FINANCIAL FORECASTS :

86

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

87

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

88

~ ........ Base Forecast : Median Market Scenario Financial Ratios

89

~ .......... Base Forecast : Median Market Scenario Operational Margins

91

~ .... Financial data definitions






      MARKETING EXPENDITURE -v- MARKET SHARE FOR THE COMPANY

2

~ MARKETING EXPENDITURE Increase +12% -v- MARKET SHARE

6

~ MARKETING EXPENDITURE Increase +10% -v- MARKET SHARE

10

~ MARKETING EXPENDITURE Increase +8% -v- MARKET SHARE

14

~ MARKETING EXPENDITURE Increase +6% -v- MARKET SHARE

18

~ MARKETING EXPENDITURE Increase +4% -v- MARKET SHARE

22

~ MARKETING EXPENDITURE Increase +2% -v- MARKET SHARE

26

~ MARKETING EXPENDITURE Increase -2% -v- MARKET SHARE

30

~ MARKETING EXPENDITURE Increase -4% -v- MARKET SHARE

34

~ MARKETING EXPENDITURE Increase -6% -v- MARKET SHARE

38

~ MARKETING EXPENDITURE Increase -8% -v- MARKET SHARE

42

~ MARKETING EXPENDITURE Decrease -10% -v- MARKET SHARE

46

~ MARKETING EXPENDITURE Decrease -12% -v- MARKET SHARE

  





      MARKET STRATEGIC OPTION SCENARIOS FOR THE COMPANY

1

~ .. MARKET STRATEGIC OPTION SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Base Forecast : Best Market Scenario Forecast :

16

~ ...... Base Forecast : Worst Market Scenario Forecast :

20

~ ...... Fixed Marketing Cost Objectives Forecast :

24

~ ...... Variable Marketing Cost Objectives Forecast :

28

~ ...... General Marketing Process Cost Objectives Forecast :

32

~ ...... Distribution & Product Delivery Cost Objectives Forecast :

36

~ ...... Administrative & General Expense Objectives Forecast :

40

~ ...... Selling Cost Objectives Forecast :

44

~ ...... Advertising Cost Objectives Forecast :

48

~ ...... Promotional & Pricing Cost Objectives Forecast :

52

~ ...... Research & Product Cost Objectives Forecast :

56

~ ...... Market Share Building Objectives Forecast :

60

~ ...... Market Share Holding Objectives Forecast :

64

~ ...... Market Share Harvesting Objectives Forecast :

68

~ ...... MARKET DATA NOTES

70

~ ...... MARKET STRATEGIC OPTION SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

73

~ ...... TRADING AREA

~ ...... BASIS OF MARKET COVERAGE

75

~ .... Market forecast notes

 





      MARKET SURVIVAL OPTION SCENARIOS FOR THE COMPANY

1

~ .. MARKET SURVIVAL OPTION SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Base Forecast : Best Market Scenario Forecast :

16

~ ...... Base Forecast : Worst Market Scenario Forecast :

20

~ ...... Variable Marketing Cost Objectives Forecast :

24

~ ...... Selling Cost Objectives Forecast :

28

~ ...... Advertising Cost Objectives Forecast :

32

~ ...... Promotional & Pricing Cost Objectives Forecast :

36

~ ...... Product Price Cutting Forecast :

40

~ ...... Sales Personnel + Staff Improvement Forecast :

44

~ ...... Profit Impact From Materials Cost Reduction Forecast :

48

~ ...... Profit Impact From Payroll Cost Reduction Forecast :

52

~ ...... Profit Impact From Process Cost Reduction Forecast :

56

~ ...... Profit Impact From Distribution Cost Reduction Forecast :

60

~ ...... Profit Impact From Customer Handling Cost Reduction Forecast :

64

~ ...... Trading Credit Extension & Margin Reduction Scenarios Forecast :

68

~ ...... MARKET DATA NOTES

70

~ ...... MARKET SURVIVAL OPTION SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

72

~ ...... TRADING AREA

73

~ ...... BASIS OF MARKET COVERAGE

75

~ .... Market forecast notes

 





      MARKET TACTICAL OPTION SCENARIOS FOR THE COMPANY

1

~ .. MARKET TACTICAL OPTION SCENARIOS

2

~ ...... TERMS USED IN THIS REPORT

3

~ ...... VALUE TERMS AND VOLUME TERMS

4

~ ...... BASE MARKET VALUE :

~ ...... ~ PRODUCT SECTOR : VALUE

8

~ ...... BASE MARKET VALUE FORECAST :

~ ...... ~ PRODUCT SECTOR : VALUE

12

~ ...... Base Forecast : Best Market Scenario Forecast :

16

~ ...... Base Forecast : Worst Market Scenario Forecast :

20

~ ...... Sales Cost Improvement Forecast :

24

~ ...... Product Price Cutting Forecast :

28

~ ...... Product Price Increase Forecast :

32

~ ...... Promotional Expenditure Forecast :

36

~ ...... Target Markets Development Forecast :

40

~ ...... Order Taking Improvements Forecast :

44

~ ...... Product Positioning Forecast :

48

~ ...... Product Branding + Multi-branding Investment Forecast :

52

~ ...... Customer / Order Processing Systems Investment Forecast :

56

~ ...... Systems Investment Forecast :

60

~ ...... Overseas Development Forecast :

64

~ ...... Sales Personnel + Staff Improvement Forecast :

68

~ ...... MARKET DATA NOTES

70

~ ...... MARKET TACTICAL OPTION SCENARIOS ENVIRONMENT

~ ...... Market Growth

~ ...... The Market Structure

~ ...... Market/s Serviced

72

~ ...... TRADING AREA

73

~ ...... BASIS OF MARKET COVERAGE

75

~ .... Market forecast notes

 





      MARKETING STRATEGY DEVELOPMENT FOR THE COMPANY

1

~ .. MARKETING STRATEGY DEVELOPMENT

2

~ ...... ~ Competitors

3

~ .... BASIS FOR A MARKETING STRATEGY

~ ...... MARKET SEGMENTATION

~ ...... ~ Trade Cell

4

~ ...... ~ Product Range

5

~ ...... MARKET POSITIONING

~ ...... ~ Operational Facets

6

~ ...... MARKET ENTRY STRATEGY

7

~ ............ MARKET POSITION

~ ~ ...... 1: Sufficient Current Market Segmentation

~ ~ ...... 2: Potential Growth for Market Segmentation

~ ~ ...... 3: Competitive Market Segmentation Position

~ ~ ...... 4: Unsatisfied Market Segmentation

~ ~ ...... 5: Competitor Dominated Market Segmentation

~ ~ ............ Operations

8

~ ~ ............ Markets + Trade Cell

9

~ ~ ............ Products

10

~ ~ ............ Competitors

11

~ ...... MARKETING-MIX

~ ...... ~ Product

~ ...... ~ Place

~ ...... ~ Promotion

~ ...... ~ Price

12

~ ...... ~ QUALITY -v- PRICE

~ ...... ~ Premium Strategy

~ ...... ~ Average-Quality Strategy

~ ...... ~ Penetration Strategy

13

~ ............ MARKETING MIX

~ ~ ...... 1: Product

~ ~ ...... 2: Place

~ ~ ...... 3: Promotion

~ ~ ...... 4: Price : Premium Strategy

~ ~ ...... 5: Price : Average Strategy

~ ~ ............ Operations

14

~ ~ ............ Markets + Trade Cell

15

~ ~ ............ Products

16

~ ~ ............ Competitors

17

~ .... TIMING STRATEGY

~ ...... Present Products -v- New Products

18

~ .... BASIS FOR MARKETING TACTICS

~ ...... FORMULATING PLANS

~ ...... SALES TARGETS

~ ...... MARKETING BUDGET

19

~ ...... MARKETING SPEND

~ ...... PRODUCT PRICING

~ ...... MARKETING BUDGET ALLOCATION

20

~ ...... MARKETING IMPLEMENTATION + CONTROL

21

~ ............ MARKETING TACTICS G7QG7 

~ ~ ...... 1: Sales Targeting

~ ~ ...... 2: Overall Marketing Mix

~ ~ ...... 3: Product Pricing

~ ~ ...... 4: Marketing Budgets

~ ~ ...... 5: Marketing Control

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ .... MARKETING SUMMARY

26

~ .... MARKETING OBJECTIVES

27

~ .... HISTORIC FINANCIAL DATA

28

~ .... Historic Balance Sheet

29

~ ~ ...... Historic Costs & Margins

30

~ ~ ........ Historic Financial Ratios & Margins

31

~ ~ .......... Historic Operational Ratios & Margins

32

~ .... Financial forecast notes

33

~ .... MARKETING STRATEGY DEVELOPMENT FORECASTS :

34

~ .... Base Forecast : Best Market Scenario Balance Sheet Forecast

35

~ ...... Base Forecast : Best Market Scenario Operational Costs Forecast

36

~ ........ Base Forecast : Best Market Scenario Financial Ratios

37

~ .......... Base Forecast : Best Market Scenario Operational Margins

38

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

39

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

40

~ ........ Base Forecast : Median Market Scenario Financial Ratios

41

~ .......... Base Forecast : Median Market Scenario Operational Margins

42

~ .... Base Forecast : Worst Market Scenario Balance Sheet Forecast

43

~ ...... Base Forecast : Worst Market Scenario Operational Costs Forecast

44

~ ........ Base Forecast : Worst Market Scenario Financial Ratios

45

~ .......... Base Forecast : Worst Market Scenario Operational Margins

46

~ .... Marketing Expenditure Balance Sheet Forecast

47

~ ...... Marketing Expenditure Operational Costs Forecast

48

~ ........ Marketing Expenditure Financial Ratios

49

~ .......... Marketing Expenditure Operational Margins

50

~ .... Market Segmentation Balance Sheet Forecast

51

~ ...... Market Segmentation Operational Costs Forecast

52

~ ........ Market Segmentation Financial Ratios

53

~ .......... Market Segmentation Operational Margins

54

~ .... Distribution Channel Improvement Balance Sheet Forecast

55

~ ...... Distribution Channel Improvement Operational Costs Forecast

56

~ ........ Distribution Channel Improvement Financial Ratios

57

~ .......... Distribution Channel Improvement Operational Margins

58

~ .... Export Sales Improvement Balance Sheet Forecast

59

~ ...... Export Sales Improvement Operational Costs Forecast

60

~ ........ Export Sales Improvement Financial Ratios

61

~ .......... Export Sales Improvement Operational Margins

62

~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

63

~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

64

~ ........ Fixed Marketing Cost Objectives Financial Ratios

65

~ .......... Fixed Marketing Cost Objectives Operational Margins

66

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

67

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

68

~ ........ Variable Marketing Cost Objectives Financial Ratios

69

~ .......... Variable Marketing Cost Objectives Operational Margins

70

~ .... General Marketing Process Cost Objectives Balance Sheet Forecast

71

~ ...... General Marketing Process Cost Objectives Operational Costs Forecast

72

~ ........ General Marketing Process Cost Objectives Financial Ratios

73

~ .......... General Marketing Process Cost Objectives Operational Margins

74

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

75

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

76

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

77

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

78

~ .... Selling Cost Objectives Balance Sheet Forecast

79

~ ...... Selling Cost Objectives Operational Costs Forecast

80

~ ........ Selling Cost Objectives Financial Ratios

81

~ .......... Selling Cost Objectives Operational Margins

82

~ .... Advertising Cost Objectives Balance Sheet Forecast

83

~ ...... Advertising Cost Objectives Operational Costs Forecast

84

~ ........ Advertising Cost Objectives Financial Ratios

85

~ .......... Advertising Cost Objectives Operational Margins

86

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

87

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

88

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

89

~ .......... Promotional & Pricing Cost Objectives Operational Margins

90

~ .... Sales Cost Improvement Balance Sheet Forecast

91

~ ...... Sales Cost Improvement Operational Costs Forecast

92

~ ........ Sales Cost Improvement Financial Ratios

93

~ .......... Sales Cost Improvement Operational Margins

94

~ .... Promotional Expenditure Balance Sheet Forecast

95

~ ...... Promotional Expenditure Operational Costs Forecast

96

~ ........ Promotional Expenditure Financial Ratios

97

~ .......... Promotional Expenditure Operational Margins

98

~ .... Target Markets Development Balance Sheet Forecast

99

~ ...... Target Markets Development Operational Costs Forecast

100

~ ........ Target Markets Development Financial Ratios

101

~ .......... Target Markets Development Operational Margins

102

~ .... Product Positioning Balance Sheet Forecast

103

~ ...... Product Positioning Operational Costs Forecast

104

~ ........ Product Positioning Financial Ratios

105

~ .......... Product Positioning Operational Margins

106

~ .... Product Branding + Multi-branding Investment Balance Sheet Forecast

107

~ ...... Product Branding + Multi-branding Investment Operational Costs Forecast

108

~ ........ Product Branding + Multi-branding Investment Financial Ratios

109

~ .......... Product Branding + Multi-branding Investment Operational Margins

110

~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

111

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

112

~ ........ Sales Personnel + Staff Improvement Financial Ratios

113

~ .......... Sales Personnel + Staff Improvement Operational Margins

115

~ .... Financial data definitions

 





      NEW TECHNOLOGY FOR THE COMPANY

1

~ .. NEW TECHNOLOGY

~ .... TECHNOLOGY INNOVATION

~ ...... Uncertainty of Technological Innovation

3

~ ............ NEW TECHNOLOGY RISK

~ ~ ...... Feasibility

~ ~ ...... Uniqueness

~ ~ ...... Future Development

~ ~ ...... Process Efficiency

~ ~ ...... Pay-back Certainty

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ ...... Cost of Innovation

8

~ .... TECHNOLOGY DIFFUSION

9

~ ...... Prime Adopters

~ ...... Primary adopters

~ ...... Secondary adopters

~ ...... Tertiary adopters

~ ...... Inert adopters

~ ...... Selective Exposure

10

~ ...... Selective Perception

~ ...... Selective Retention

11

~ ............ NEW TECHNOLOGY ADOPTION

~ ~ ...... Fixed Technology Spend

~ ~ ...... Technology Innovation Goals

~ ~ ...... Technology Evaluation Goals

~ ~ ...... Ad Hoc Technology Innovation

~ ~ ...... No Technology Goals

~ ~ ............ Operations

12

~ ~ ............ Markets + Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ .... PRODUCT TECHNOLOGY

15

~ ...... TECHNOLOGY EVOLUTION

16

~ ...... TECHNOLOGY DEVELOPMENT

17

~ ............ TECHNOLOGY DECISIONS

~ ~ ...... New Technology Evolution

~ ~ ...... Obsolete Technology Replacement

~ ~ ...... Technology Diversification

~ ~ ...... Technology Utilization

~ ~ ...... Competitive Technology Adoption

~ ~ ............ Operations

18

~ ~ ............ Markets + Trade Cell

19

~ ~ ............ Products

20

~ ~ ............ Competitors

21

~ ...... MANAGEMENT DECISIONS

22

~ ...... TECHNOLOGY INITIATIVES

23

~ ............ TECHNOLOGY INITIATIVES

~ ~ ...... Internal Development

~ ~ ...... Joint Ventures

~ ~ ...... Licensing

~ ~ ...... Purchase

~ ~ ...... Ad Hoc

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ ...... TECHNOLOGY SCREENING

29

~ ............ TECHNOLOGY SCREENING

~ ~ ...... Formal Technology Targets

~ ~ ...... Informal Technology Targets

~ ~ ...... Senior Management Responsibility

~ ~ ...... Middle Management Responsibility

~ ~ ...... Ad Hoc Screening

~ ~ ............ Operations

30

~ ~ ............ Markets + Trade Cell

31

~ ~ ............ Products

32

~ ~ ............ Competitors

33

~ ...... TECHNOLOGY IMPACT

33

~ ...... TECHNOLOGY COSTING

34

~ ...... TECHNOLOGY IMPLEMENTATION

35

~ ............ TECHNOLOGY IMPACT

~ ~ ...... New Technology Operation Criteria

~ ~ ...... New Technology Performance

~ ~ ...... New Technology Durability

~ ~ ...... New Technology Reliability

~ ~ ...... New Technology Longevity

~ ~ ............ Operations

36

~ ~ ............ Markets + Trade Cell

37

~ ~ ............ Products

38

~ ~ ............ Competitors

39

~ ............ NEW TECHNOLOGY FUNDING

~ ~ ...... Costs Funded from Reserves

~ ~ ...... Costs Funded from Profits

~ ~ ...... Costs Funded from Cash-Flow

~ ~ ...... Costs Funded from Equity

~ ~ ...... Costs Funded from Loans

~ ~ ............ Operations

40

~ ~ ............ Markets + Trade Cell

41

~ ~ ............ Products

42

~ ~ ............ Competitors

43

~ ............ TECHNOLOGY IMPLEMENTATION

~ ~ ...... Technology Security

~ ~ ...... Technology Duration

~ ~ ...... Technology Cost Elasticity

~ ~ ...... Technology Lead-Times

~ ~ ...... Technology Supply Factors

~ ~ ............ Operations

44

~ ~ ............ Markets + Trade Cell

45

~ ~ ............ Products

46

~ ~ ............ Competitors

47

~ .... HISTORIC FINANCIAL DATA

48

~ .... Historic Balance Sheet

49

~ ~ ...... Historic Costs & Margins

50

~ ~ ........ Historic Financial Ratios & Margins

51

~ ~ .......... Historic Operational Ratios & Margins

52

~ .... Financial forecast notes

53

~ .... NEW TECHNOLOGY FINANCIAL FORECASTS :

54

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

55

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

56

~ ........ Base Forecast : Median Market Scenario Financial Ratios

57

~ .......... Base Forecast : Median Market Scenario Operational Margins

58

~ .... New Product Development Balance Sheet Forecast

59

~ ...... New Product Development Operational Costs Forecast

60

~ ........ New Product Development Financial Ratios

61

~ .......... New Product Development Operational Margins

62

~ .... New Technology Investment Balance Sheet Forecast

63

~ ...... New Technology Investment Operational Costs Forecast

64

~ ........ New Technology Investment Financial Ratios

65

~ .......... New Technology Investment Operational Margins

66

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

67

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

68

~ ........ Customer / Order Processing Systems Investment Financial Ratios

69

~ .......... Customer / Order Processing Systems Investment Operational Margins

70

~ .... Systems Investment Balance Sheet Forecast

71

~ ...... Systems Investment Operational Costs Forecast

72

~ ........ Systems Investment Financial Ratios

73

~ .......... Systems Investment Operational Margins

74

~ .... Materials & Energy Cost Scenarios Balance Sheet Forecast

75

~ ...... Materials & Energy Cost Scenarios Operational Costs Forecast

76

~ ........ Materials & Energy Cost Scenarios Financial Ratios

77

~ .......... Materials & Energy Cost Scenarios Operational Margins

78

~ .... Plant & Equipment Cost Scenarios Balance Sheet Forecast

79

~ ...... Plant & Equipment Cost Scenarios Operational Costs Forecast

80

~ ........ Plant & Equipment Cost Scenarios Financial Ratios

81

~ .......... Plant & Equipment Cost Scenarios Operational Margins

82

~ .... New Product & New Technology Cost Scenarios Balance Sheet Forecast

83

~ ...... New Product & New Technology Cost Scenarios Operational Costs Forecast

84

~ ........ New Product & New Technology Cost Scenarios Financial Ratios

85

~ .......... New Product & New Technology Cost Scenarios Operational Margins

86

~ .... Profit Impact From Process Cost Reduction Balance Sheet Forecast

87

~ ...... Profit Impact From Process Cost Reduction Operational Costs Forecast

88

~ ........ Profit Impact From Process Cost Reduction Financial Ratios

89

~ .......... Profit Impact From Process Cost Reduction Operational Margins

90

~ .... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast

91

~ ...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast

92

~ ........ Capital Investments Options: Process Plant & Equipment Financial Ratios

93

~ .......... Capital Investments Options: Process Plant & Equipment Operational Margins

95

~ .... Financial data definitions

 





 

COMPANY OPERATIONAL ENVIRONMENT ANALYSIS

Description

COMPANY PRODUCTION CONSIDERATIONS

~ PRODUCTION & PROCESS DIFFICULTIES

production and process difficulties and problems

~ MANUFACTURING CAPACITY

manufacturing capacity

~ UNIT PRODUCTION CAPACITY

product unit production capacity

~ FLEXIBILITY OF PRODUCTION PLANT

flexibility of production plant and equipment

~ ABILITY TO VARY PRODUCT RANGE

ability to vary the product range

~ AGE OF PLANT & EQUIPMENT

age of plant and equipment

COMPANY SUPPLIES CONSIDERATIONS

~ MATERIALS ACQUISITION & SOURCES

materials and supplies purchasing and sourcing

~ MATERIALS STOCK LEVELS

stock levels and inventories of materials and supplies

~ DEPENDENCE ON SUB-CONTRACTORS

dependence on sub-contractors and outside workers

~ BUYING INFLUENCE

buying influence and purchasing power

COMPANY MANPOWER CONSIDERATIONS

~ MANPOWER AVAILABILITY

manpower and labor availability

~ LABOR RELATIONS

labor and union relations

~ PRESSURE OF WAGE RISES

wage rises and wage demands

~ RELATIVE PAYROLL LEVELS

payroll levels in relation to competitors

~ RELATIVE SALARY LEVELS

salaried staff remunerations relative to competitors

~ TECHNICAL CAPABILITIES

technical capabilities of staff

COMPANY COSTS & MARGIN CONSIDERATIONS

~ STOCK LEVELS

product stock and inventory levels

~ VARIABLE COSTS

flexibility of variable costs

~ FIXED COSTS

adaptability of fixed costs

~ PAYROLL COSTS

variability of manpower and staff costs

~ DIRECT COSTS RELATIVE TO COMPETITORS

direct costs relative to major competitors

~ R & D / PRODUCT DEVELOPMENT COSTS

research and development and product development costs

COMPANY PRODUCT CONSIDERATIONS

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating criteria and operating benefits

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product reliability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

COMPANY MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS

management strengths of senior corporate officers

~ MANAGEMENT STRENGTHS: PRODUCTION STAFF

effectiveness of production managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: ADMINISTRATION STAFF

efficiency of administration managers

~ MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF

aptitude of technical and research and development staff

~ MANAGEMENT STRENGTHS: PERSONNEL STAFF

reliability of personnel managers

COMPANY CORPORATE CONSIDERATIONS

~ UPSTREAM INTEGRATION

upstream integration and economies of scale

~ DOWNSTREAM INTEGRATION

downstream integration and benefits

~ CAPTIVE DISTRIBUTION CHANNELS

captive distribution channels

~ DEPENDENCE ON OTHER MANUFACTURERS

dependence on other manufacturers for supplies

~ DEPENDENCE ON OTHER DISTRIBUTORS

dependence on other distributors for channels to the market

~ DEPENDENCE ON OTHER MARKETING

dependence on other marketing activity for sales support

~ DEPENDENCE ON CUSTOMERS

dependence on customers

COMPANY DISTRIBUTION CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER BACKLOG

order backlog

COMPANY CUSTOMER CONSIDERATIONS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ DEPENDENCE ON CUSTOMER BASE

dependence on discrete customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF PURCHASES

concentration of customer purchases

~ PURCHASE FREQUENCY

frequency of purchases

~ ORDER SIZE

order size and volume of average purchase

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPANY MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPANY COMPETITIVE CONSIDERATIONS

~ COMPETITORS' PRICING POLICY

competitors' pricing policies and posture

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' AGGRESSIVENESS

aggressiveness of competitors' policies and postures

~ ENTRY OF NEW COMPETITORS

entry of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

recent price increases at manufacturing level

~ PRICES AT RSP

prices at retail or end users sales price

~ MARKET SHARE

market share

 

 

COMPANY OPERATIONS STANDING ANALYSIS

Description

RELATIVE REPUTATION

~ OVERALL AWARENESS BY CUSTOMERS

general customer awareness of the Company and their products

~ OVERALL REPUTATION

overall reputation

~ REPUTATION OF PRODUCTS

status of products

~ REPUTATION OF PRODUCT QUALITY

ranking of product quality

~ REPUTATION OF SERVICE PROVIDED

standing of service provided

~ REPUTATION OF CUSTOMER HANDLING

position of customer handling and interface

RELATIVE PROMOTIONAL ACTIVITY

~ RATING OF OVERALL SALES PROMOTION ACTIVITY

rating of overall sales promotion activity

~ RATING OF ADVERTISING

comprehension of advertising posture and the advertising message

~ RATING OF SALES PERSONNEL

effectiveness of sales personnel: salesforce and ancillary staff

~ RATING OF SALES PRINT

lucidity of sales literature and print

RELATIVE PRODUCT AVAILABILITY

~ RATING OF PRODUCT AVAILABILITY

rating of product general availability

~ RATING OF PRODUCT SPECIFICATIONS

acceptability of product specifications

~ RATING OF ON-TIME DELIVERY

satisfaction with on-time delivery performance

~ RATING OF COMPLETE ORDER DELIVERY

assurance of complete order delivery performance

~ RATING OF ORDER HANDLING

competence of order handling and order taking

~ RATING OF ABILITY TO SUPPLY

ability to supply products as contracted

RELATIVE TECHNICAL COMPETENCE

~ RATING OF TECHNICAL COMPETENCE

rating of general technical competence

~ RATING OF TECHNICAL AWARENESS

technical expertise and efficacy amongst staff

~ RATING OF PRODUCT TECHNOLOGY

application of product technology

~ RATING OF PRODUCT DOCUMENTATION

conciseness of product documentation and instructions

~ RATING OF PRODUCT RETURNS

level of product reject or return rates

~ RATING OF AFTER-SALES SERVICES

status of general after-sales service competence and performance

RELATIVE MARKETING FACTORS

~ PERCEPTION OF PRODUCT PRICES

perception of product prices

~ TECHNICAL SUPERIORITY

ranking of technical superiority

~ SERVICE FACTORS

fulfillment of service undertakings and the quality of service provided

~ PROMPT DELIVERY

assurance of prompt delivery

~ WHOLE ORDER DELIVERY

record of whole order delivery

~ STOCK LEVELS

satisfaction with stock levels

~ ORDERING PROCEDURES

general ease of ordering and procedures used

~ DELIVERY CONVENIENCE

contentment with delivery convenience: scheduling and off-take

~ THE DELIVERY SYSTEM

perception of the distribution system and its efficiency

~ FLEXIBILITY OF CUSTOMER HANDLING

customer handling: flexibility and willingness to co-operate

~ PERCEPTIONS OF TERMS OF TRADING

equity of terms of trading and contractual considerations

RELATIVE STAFF PERFORMANCE

~ INITIAL CONTACT

initial contact and responsiveness

~ ORDER HANDLING STAFF

contact with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

contact with administration and account staff

~ SPECIALIST STAFF

interface with technical and specialist managers and staff

~ SERVICE PERSONNEL

performance of service personnel

RELATIVE CORPORATE CONSIDERATIONS

~ UPSTREAM INTEGRATION

relative upstream integration

~ DOWNSTREAM INTEGRATION

perceptions of downstream integration

~ CAPTIVE DISTRIBUTION CHANNELS

performance of captive distribution channels

~ RELIANCE ON OTHER MANUFACTURERS

reliance on other manufacturers

~ UTILIZATION OF OTHER DISTRIBUTORS

utilization of other distributors

~ BENEFITS OF OTHER MARKETING

benefits of other marketing activity

~ CAPTIVE CUSTOMER BASES

capture and dominance of specific customer bases

RELATIVE DISTRIBUTION CONSIDERATIONS

~ WAREHOUSING & HANDLING

efficiency of warehousing and handling

~ PACKING & PACKAGING

quality and attractiveness of packing and packaging

~ DISTRIBUTION

performance of overall distribution activities

~ STOCK AVAILABILITY

general stock availability

~ ORDER BACKLOG

overall order backlog

RELATIVE CUSTOMER CONSIDERATIONS

~ LOCATION OF CUSTOMERS

geographic location and spread of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of existing customer bases

~ CUSTOMER BASE LOYALTY

loyalty of the existing customer base

~ CONCENTRATION OF PURCHASES

relative concentration of customer purchases

~ PURCHASE FREQUENCY

frequency of average customer purchases

~ ORDER SIZE

average order size and volume of customer purchase

~ CUSTOMER SERVICING

general level of customer servicing

~ SEASONALITY

seasonality of customer demand for products

RELATIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

general advertising and sales promotion message

~ MARKETING

marketing spend: utilization and sales decay

~ SALES PROMOTION

specific sales promotions and activity

~ SALESFORCE

salesforce effectiveness and performance

~ ADVERTISING

advertising efficiency

RELATIVE COMPETITIVE CONSIDERATIONS

~ PRICING POLICY

overall pricing policy and its effectiveness

~ ECONOMIC CONDITIONS

general sensitivity to the economic climate and conditions

~ RELATIVE MARKETING EFFORT

overall competitive marketing effort

~ REACTION TO COMPETITORS

reaction to competitors' policies and activities

~ NEW COMPETITORS

general reaction to the market entry of competitors

~ PRICES AT MSP

attractiveness of ex-factory prices

~ PRICE INCREASES

ability to cope with and re-act to price increases

~ PRICES AT RSP

overall competitiveness of end users sales prices

~ MARKET SHARE

general relative market share

 





      OVERSEAS DEVELOPMENT FOR THE COMPANY

1

~ .... OVERSEAS DEVELOPMENT

~ .... OVERSEAS ENVIRONMENTS

~ ...... ECONOMIC ENVIRONMENT

~ ...... i. Economies classified according to industrial structure

3

~ ............ EXPORT PRODUCT TARGETING

~ ~ ...... Subsistence Countries

~ ~ ...... Raw-Material Exporting Countries

~ ~ ...... Industrializing Countries

~ ~ ...... Industrial Countries

~ ~ ...... High Technology Countries

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ ............ EXPORT TARGETING

~ ~ ...... Subsistence Economy

~ ~ ...... Raw-Material Exporting Economy

~ ~ ...... Industrializing Economy

~ ~ ...... Industrial Economy

~ ~ ...... High Technology Economy

~ ~ ............ Operations

8

~ ~ ............ Markets + Trade Cell

9

~ ~ ............ Products

10

~ ~ ............ Competitors

11

~ ...... ii. Economies classified according to National Incomes

12

~ ...... POLITICAL-LEGAL ENVIRONMENT

~ ...... CULTURAL ENVIRONMENT

13

~ .... OVERSEAS DECISIONS

~ ...... EXPORT IMPROVEMENT EFFECT FORECASTS

14

~ .... Export Sales Improvement Balance Sheet Forecast

15

~ ...... Export Sales Improvement Operational Costs Forecast

16

~ ........ Export Sales Improvement Financial Ratios

17

~ .......... Export Sales Improvement Operational Margins

18

~ .... MARKET SELECTION DECISIONS

~ ...... Estimate of current market potential

~ ...... Forecast of future market potential

~ ...... Forecast of market share

~ ...... Forecast of costs and profits

~ ...... Estimate of rate of return on investment

19

~ .... ENTRY DECISIONS

~ ...... EXPORT

~ ...... Indirect export

~ ...... Direct export

20

~ ...... JOINT VENTURING

~ ...... Licensing

~ ...... Contract production

~ ...... Management contracting

~ ...... Joint-ownership ventures

21

~ ............ OVERSEAS DEVELOPMENT STRATEGY

~ ~ ...... Export : Indirect

~ ~ ...... Export : Direct

~ ~ ...... Joint Ventures : Investment Based

~ ~ ...... Joint Ventures : Local Investment Based

~ ~ ...... Direct Investment

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

25

~ ............ MARKET DEVELOPMENT STRATEGY

~ ~ ...... Import : Indirect

~ ~ ...... Import : Direct

~ ~ ...... Joint Ventures : Investment Based

~ ~ ...... Joint Ventures : Local Investment Based

~ ~ ...... Direct Investment

~ ~ ............ Operations

26

~ ~ ............ Markets + Trade Cell

27

~ ~ ............ Products

28

~ ~ ............ Competitors

29

~ ...... DIRECT INVESTMENT

29

~ ...... MULTINATIONAL MARKETING

30

~ .... MARKETING-MIX DECISIONS

~ ...... PRODUCT AND PROMOTION

~ ...... Straight extensions

~ ...... Communication adaptation

~ ...... Product adaptation

~ ...... Dual adaptation

~ ...... Product invention

~ ...... PRICING

31

~ ............ OVERSEAS MARKETING-MIX

~ ~ ...... Straight Extensions

~ ~ ...... Communication Adaptation

~ ~ ...... Product Adaptation

~ ~ ...... Dual Adaptation

~ ~ ...... Product Innovation

~ ~ ............ Operations

32

~ ~ ............ Markets + Trade Cell

33

~ ~ ............ Products

34

~ ~ ............ Competitors

35

~ ...... DISTRIBUTION CHANNELS

~ ...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS

36

~ .... Distribution Channel Improvement Balance Sheet Forecast

37

~ ...... Distribution Channel Improvement Operational Costs Forecast

38

~ ........ Distribution Channel Improvement Financial Ratios

39

~ .......... Distribution Channel Improvement Operational Margins

40

~ .... ORGANIZATION DECISIONS

~ ...... EXPORT DEPARTMENT

~ ...... INTERNATIONAL DIVISION

~ ...... MULTINATIONAL ORGANIZATION

41

~ ............ OVERSEAS ORGANIZATION

~ ~ ...... Export Department : Head Office Based

~ ~ ...... Export Department : Regionally Based

~ ~ ...... International Division : Regionally Based

~ ~ ...... International Division : Locally Based

~ ~ ...... Multinational Organization

~ ~ ............ Operations

42

~ ~ ............ Markets + Trade Cell

43

~ ~ ............ Products

44

~ ~ ............ Competitors

45

~ ............ MARKET ORGANIZATION

~ ~ ...... Export Department : Head Office Based

~ ~ ...... Export Department : Regionally Based

~ ~ ...... International Division : Regionally Based

~ ~ ...... International Division : Locally Based

~ ~ ...... Multinational Organization

~ ~ ............ Operations

46

~ ~ ............ Markets + Trade Cell

47

~ ~ ............ Products

48

~ ~ ............ Competitors

49

~ .... HISTORIC FINANCIAL DATA

50

~ .... Historic Balance Sheet

51

~ ~ ...... Historic Costs & Margins

52

~ ~ ........ Historic Financial Ratios & Margins

53

~ ~ .......... Historic Operational Ratios & Margins

54

~ .... Financial forecast notes

55

~ .... OVERSEAS DEVELOPMENT FINANCIAL SCENARIO FORECASTS :

56

~ .... Target Markets Development Balance Sheet Forecast

57

~ ...... Target Markets Development Operational Costs Forecast

58

~ ........ Target Markets Development Financial Ratios

59

~ .......... Target Markets Development Operational Margins

60

~ .... Overseas Development Balance Sheet Forecast

61

~ ...... Overseas Development Operational Costs Forecast

62

~ ........ Overseas Development Financial Ratios

63

~ .......... Overseas Development Operational Margins

65

~ .... Financial data definitions

 





      PERSONNEL MANAGEMENT FOR THE COMPANY

1

~ .... PERSONNEL MANAGEMENT

~ .... MANAGEMENT OBJECTIVES

2

~ ...... 1. MANAGEMENT DIRECTION

~ ...... 2. MANAGEMENT LEVELS

3

~ ...... 3. MANAGER OBJECTIVES

~ ...... 4. MANAGER CONTROL

5

~ ...... 5. MANAGEMENT CONTROL MEASUREMENT

6

~ ...... 6. MANAGEMENT PROCEDURES

7

~ ...... 7. MANAGEMENT ETHIC

~ ...... 8. MANAGEMENT TASKS

~ ...... 9. MANAGER RESPONSIBILITIES

8

~ ...... 10. MANAGEMENT DELEGATION

9

~ ...... 11. MANAGEMENT CHANNELS

10

~ .... MANAGEMENT RATINGS

11

~ ............ SUPERVISORY / BOARDROOM MANAGEMENT

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

12

~ ~ ............ Markets + Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ ............ EXECUTIVE SUPERVISORY TEAM

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

16

~ ~ ............ Markets + Trade Cell

17

~ ~ ............ Products

18

~ ~ ............ Competitors

19

~ ............ SENIOR MARKETING MANAGEMENT

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

20

~ ~ ............ Markets + Trade Cell

21

~ ~ ............ Products

22

~ ~ ............ Competitors

23

~ ............ SENIOR PRODUCT + PROCESS MANAGEMENT

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ ............ SENIOR FINANCIAL MANAGEMENT

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

28

~ ~ ............ Markets + Trade Cell

29

~ ~ ............ Products

30

~ ~ ............ Competitors

31

~ ............ SENIOR ADMINISTRATIVE MANAGEMENT

~ ~ ...... Direction & Delegation Rating

~ ~ ...... Management Levels & Degree of Responsibility

~ ~ ...... Management Planning & Procedures

~ ~ ...... Manager Control & Monitoring

~ ~ ...... Manager Performance & Efficiency

~ ~ ............ Operations

32

~ ~ ............ Markets + Trade Cell

33

~ ~ ............ Products

34

~ ~ ............ Competitors

35

~ ............ MIDDLE SALES + MARKETING MANAGERS

~ ~ ...... Direction & Delegation Effectiveness

~ ~ ...... Supervisory Levels & Degree of Responsibility

~ ~ ...... Activity Planning & Procedures

~ ~ ...... Sub-ordinate Control & Monitoring

~ ~ ...... Sub-ordinate Performance & Efficiency

~ ~ ............ Operations

36

~ ~ ............ Markets + Trade Cell

37

~ ~ ............ Products

38

~ ~ ............ Competitors

39

~ ............ MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS

~ ~ ...... Direction & Delegation Effectiveness

~ ~ ...... Supervisory Levels & Degree of Responsibility

~ ~ ...... Activity Planning & Procedures

~ ~ ...... Sub-ordinate Control & Monitoring

~ ~ ...... Sub-ordinate Performance & Efficiency

~ ~ ............ Operations

40

~ ~ ............ Markets + Trade Cell

41

~ ~ ............ Products

42

~ ~ ............ Competitors

43

~ ............ MIDDLE FINANCIAL + ACCOUNTING MANAGERS

~ ~ ...... Direction & Delegation Effectiveness

~ ~ ...... Supervisory Levels & Degree of Responsibility

~ ~ ...... Activity Planning & Procedures

~ ~ ...... Sub-ordinate Control & Monitoring

~ ~ ...... Sub-ordinate Performance & Efficiency

~ ~ ............ Operations

44

~ ~ ............ Markets + Trade Cell

45

~ ~ ............ Products

46

~ ~ ............ Competitors

47

~ ............ MIDDLE ADMINISTRATION + PERSONNEL MANAGERS

~ ~ ...... Direction & Delegation Effectiveness

~ ~ ...... Supervisory Levels & Degree of Responsibility

~ ~ ...... Activity Planning & Procedures

~ ~ ...... Sub-ordinate Control & Monitoring

~ ~ ...... Sub-ordinate Performance & Efficiency

~ ~ ............ Operations

48

~ ~ ............ Markets + Trade Cell

49

~ ~ ............ Products

50

~ ~ ............ Competitors

51

~ ............ SALES + CUSTOMER SERVICE PERSONNEL

~ ~ ...... Direction & Supervision Effectiveness

~ ~ ...... Supervisory Effectiveness

~ ~ ...... Activity Planning

~ ~ ...... Activity Control & Monitoring

~ ~ ...... Activity Performance & Efficiency

~ ~ ............ Operations

52

~ ~ ............ Markets + Trade Cell

53

~ ~ ............ Products

54

~ ~ ............ Competitors

55

~ ............ BUYING / PROCESS / DISTRIBUTION STAFF

~ ~ ...... Direction & Supervision Effectiveness

~ ~ ...... Supervisory Effectiveness

~ ~ ...... Activity Planning

~ ~ ...... Activity Control & Monitoring

~ ~ ...... Activity Performance & Efficiency

~ ~ ............ Operations

56

~ ~ ............ Markets + Trade Cell

57

~ ~ ............ Products

58

~ ~ ............ Competitors

59

~ ............ CREDIT + ACCOUNTING STAFF

~ ~ ...... Direction & Supervision Effectiveness

~ ~ ...... Supervisory Effectiveness

~ ~ ...... Activity Planning

~ ~ ...... Activity Control & Monitoring

~ ~ ...... Activity Performance & Efficiency

~ ~ ............ Operations

60

~ ~ ............ Markets + Trade Cell

61

~ ~ ............ Products

62

~ ~ ............ Competitors

63

~ ............ ADMINISTRATIVE + SECRETARIAL STAFF

~ ~ ...... Direction & Supervision Effectiveness

~ ~ ...... Supervisory Effectiveness

~ ~ ...... Activity Planning

~ ~ ...... Activity Control & Monitoring

~ ~ ...... Activity Performance & Efficiency

~ ~ ............ Operations

64

~ ~ ............ Markets + Trade Cell

65

~ ~ ............ Products

66

~ ~ ............ Competitors

67

~ .... HISTORIC FINANCIAL DATA FOR PERSONNEL MANAGEMENT ISSUES

68

~ .... Historic Balance Sheet

69

~ ~ ...... Historic Costs & Margins

70

~ ~ ........ Historic Financial Ratios & Margins

71

~ ~ .......... Historic Operational Ratios & Margins

72

~ .... Financial forecast notes

73

~ .... PERSONNEL MANAGEMENT BASED BALANCE SHEET FORECASTS :

74

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

75

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

76

~ ........ Base Forecast : Median Market Scenario Financial Ratios

77

~ .......... Base Forecast : Median Market Scenario Operational Margins

78

~ .... Personnel + Staff Improvement Balance Sheet Forecast

79

~ ...... Personnel + Staff Improvement Operational Costs Forecast

80

~ ........ Personnel + Staff Improvement Financial Ratios

81

~ .......... Personnel + Staff Improvement Operational Margins

82

~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

83

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

84

~ ........ Sales Personnel + Staff Improvement Financial Ratios

85

~ .......... Sales Personnel + Staff Improvement Operational Margins

86

~ .... Payroll & Staff Cost Scenarios Balance Sheet Forecast

87

~ ...... Payroll & Staff Cost Scenarios Operational Costs Forecast

88

~ ........ Payroll & Staff Cost Scenarios Financial Ratios

89

~ .......... Payroll & Staff Cost Scenarios Operational Margins

90

~ .... Administration Cost Scenarios Balance Sheet Forecast

91

~ ...... Administration Cost Scenarios Operational Costs Forecast

92

~ ........ Administration Cost Scenarios Financial Ratios

93

~ .......... Administration Cost Scenarios Operational Margins

94

~ .... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast

95

~ ...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast

96

~ ........ Profit Impact From Payroll Cost Reduction Financial Ratios

97

~ .......... Profit Impact From Payroll Cost Reduction Operational Margins

99

~ .... Financial data definitions

 





      PHYSICAL DISTRIBUTION + CUSTOMER HANDLING FOR THE COMPANY

1

~ .. PHYSICAL DISTRIBUTION + CUSTOMER HANDLING

2

~ .... PHYSICAL DISTRIBUTION SYSTEM FLOW CHART

~ ...... DISTRIBUTION SCOPE

3

~ ............ DISTRIBUTION EFFICIENCY

~ ~ ...... Distribution Planning & Accounting

~ ~ ...... Process Management & Handling

~ ~ ...... Physical Distribution Efficiency

~ ~ ...... Point of Sale & Customer Service Efficiency

~ ~ ...... Order Handling & Processing

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... PHYSICAL DISTRIBUTION OBJECTIVES

~ ...... Level of Service

8

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

9

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

10

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

11

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

12

~ ...... Cost of service

~ ...... Service objective

13

~ ............ LEVEL + COST OF SERVICE

~ ~ ...... Level of Service: Responsiveness

~ ~ ...... Level of Service: Problem Solving

~ ~ ...... Level of Service: Product / Price / Service Factors

~ ~ ...... Cost of Service: Functional Costs

~ ~ ...... Cost of Service: Physical Handling Costs

13

~ ~ ............ Operations

14

~ ~ ............ Markets + Trade Cell

15

~ ~ ............ Products

16

~ ~ ............ Competitors

17

~ ............ DISTRIBUTION COSTS

~ ~ ...... Distribution & Storage Fixed Costs

~ ~ ...... Distribution & Storage Variable Costs

~ ~ ...... Physical Handling & Process Fixed Costs

~ ~ ...... Physical Handling & Process Variable Costs

~ ~ ...... Total Distribution Costs

~ ~ ............ Operations

18

~ ~ ............ Markets + Trade Cell

19

~ ~ ............ Products

20

~ ~ ............ Competitors

21

~ .... ALTERNATIVES IN PHYSICAL DISTRIBUTION

~ ...... Single Location - Single Market

~ ...... Single Location, Multiple Markets

~ ...... i. Direct handling of customers

22

~ ...... ii. Bulk handling / local facility

~ ...... iii. Part processing / local or remote

~ ...... iv. Full processing / local or remote

~ ...... Multiple Locations - Multiple Markets

23

~ ............ PHYSICAL DISTRIBUTION

~ ~ ...... Single Location / Single Markets

~ ~ ...... Single Location / Multiple Markets: Direct Handling

~ ~ ...... Single Location / Multiple Markets: Bulk Handling

~ ~ ...... Single Location / Multiple Markets: Split Processing

~ ~ ...... Multiple Location / Multiple Markets

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ .... PRODUCT AVAILABILITY DECISIONS

~ ...... Product Supply & Availability

~ ...... i. Supply Timing

~ ...... ii. Supply Quantity

28

~ .... LOCATION DECISIONS

~ ...... Types of Location Decisions

~ ...... i. Selecting the area

~ ...... ii. Selecting the site

30

~ .... DISTRIBUTION RESPONSIBILITY

~ ...... Divided Authority

~ ...... Organizational Alternatives

31

~ ............ DISTRIBUTION DECISIONS

~ ~ ...... Product Availability Timing Efficiency

~ ~ ...... Product Availability Quantity Efficiency

~ ~ ...... Locations Efficiency

~ ~ ...... Organizational Efficiency

~ ~ ...... Organizational & Decision Flexibility

~ ~ ............ Operations

32

~ ~ ............ Markets + Trade Cell

33

~ ~ ............ Products

34

~ ~ ............ Competitors

35

~ .... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS

36

~ .... Distribution Channel Improvement Scenario Balance Sheet Forecast

37

~ ...... Distribution Channel Improvement Scenario Operational Costs Forecast

38

~ ........ Distribution Channel Improvement Scenario Financial Ratios

39

~ .......... Distribution Channel Improvement Scenario Operational Margins

40

~ .... Financial forecast notes

41

~ .... HISTORIC FINANCIAL DATA

42

~ .... Historic Balance Sheet

43

~ ~ ...... Historic Costs & Margins

44

~ ~ ........ Historic Financial Ratios & Margins

45

~ ~ .......... Historic Operational Ratios & Margins

46

~ .... Financial forecast notes

47

~ .... DISTRIBUTION + CUSTOMER HANDLING FINANCIAL FORECASTS :

48

~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

49

~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

50

~ ........ Fixed Marketing Cost Objectives Financial Ratios

51

~ .......... Fixed Marketing Cost Objectives Operational Margins

52

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

53

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

54

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

55

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

56

~ .... Order Taking Improvements Balance Sheet Forecast

57

~ ...... Order Taking Improvements Operational Costs Forecast

58

~ ........ Order Taking Improvements Financial Ratios

59

~ .......... Order Taking Improvements Operational Margins

60

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

61

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

62

~ ........ Customer / Order Processing Systems Investment Financial Ratios

63

~ .......... Customer / Order Processing Systems Investment Operational Margins

64

~ .... Systems Investment Balance Sheet Forecast

65

~ ...... Systems Investment Operational Costs Forecast

66

~ ........ Systems Investment Financial Ratios

67

~ .......... Systems Investment Operational Margins

68

~ .... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast

69

~ ...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast

70

~ ........ Profit Impact From Distribution Cost Reduction Financial Ratios

71

~ .......... Profit Impact From Distribution Cost Reduction Operational Margins

72

~ .... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast

73

~ ...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast

74

~ ........ Profit Impact From Customer Handling Cost Reduction Financial Ratios

75

~ .......... Profit Impact From Customer Handling Cost Reduction Operational Margins

76

~ .... Capital Investments Options: Distribution / Handling Balance Sheet Forecast

77

~ ...... Capital Investments Options: Distribution / Handling Operational Costs Forecast

78

~ ........ Capital Investments Options: Distribution / Handling Financial Ratios

79

~ .......... Capital Investments Options: Distribution / Handling Operational Margins

80

~ .... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast

81

~ ...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast

82

~ ........ Capital Investments Options: Customer Handling Systems Financial Ratios

83

~ .......... Capital Investments Options: Customer Handling Systems Operational Margins

84

~ .... Customer Handling Improvements Balance Sheet Forecast

85

~ ...... Customer Handling Improvements Operational Costs Forecast

86

~ ........ Customer Handling Improvements Financial Ratios

87

~ .......... Customer Handling Improvements Operational Margins

89

~ .... Financial data definitions

 





      PHYSICAL PROCESS + ORDER HANDLING FOR THE COMPANY

1

~ .. PHYSICAL PROCESS + ORDER HANDLING

~ .... PROCESS PRINCIPLES

2

~ .... PHYSICAL SYSTEMS

3

~ ...... UNIQUE-PRODUCT PHYSICAL PROCESSES

~ ...... MASS PHYSICAL PROCESSES

4

~ ...... ANALOGUE PHYSICAL PROCESSES

5

~ ............ FLEXIBILITY OF PROCESSES

~ ~ ...... Highly Modular & Flexible

~ ~ ...... Highly Flexible

~ ~ ...... Flexible

~ ~ ...... Inflexible

~ ~ ...... Highly Inflexible

~ ~ ............ Operations

6

~ ~ ............ Markets + Trade Cell

7

~ ~ ............ Products

8

~ ~ ............ Competitors

9

~ ...... PROCESS MANAGEMENT

9

~ ...... PROCESS DEMANDS

11

~ ............ AUTOMATION RATING

~ ~ ...... Substantial Usage

~ ~ ...... High Usage

~ ~ ...... Average Usage

~ ~ ...... Low Usage

~ ~ ...... No Usage

~ ~ ............ Operations

12

~ ~ ............ Markets + Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ .... PROCESS AUTOMATION

17

~ .... HISTORIC FINANCIAL DATA

18

~ .... Historic Balance Sheet

19

~ ~ ...... Historic Costs & Margins

20

~ ~ ........ Historic Financial Ratios & Margins

21

~ ~ .......... Historic Operational Ratios & Margins

22

~ .... Financial forecast notes

23

~ .... PHYSICAL PROCESS + ORDER HANDLING FINANCIAL FORECASTS :

24

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

25

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

26

~ ........ Base Forecast : Median Market Scenario Financial Ratios

27

~ .......... Base Forecast : Median Market Scenario Operational Margins

28

~ .... New Plant + Equipment Investment Balance Sheet Forecast

29

~ ...... New Plant + Equipment Investment Operational Costs Forecast

30

~ ........ New Plant + Equipment Investment Financial Ratios

31

~ .......... New Plant + Equipment Investment Operational Margins

32

~ .... New Technology Investment Balance Sheet Forecast

33

~ ...... New Technology Investment Operational Costs Forecast

34

~ ........ New Technology Investment Financial Ratios

35

~ .......... New Technology Investment Operational Margins

36

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

37

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

38

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

39

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

40

~ .... Order Taking Improvements Balance Sheet Forecast

41

~ ...... Order Taking Improvements Operational Costs Forecast

42

~ ........ Order Taking Improvements Financial Ratios

43

~ .......... Order Taking Improvements Operational Margins

44

~ .... Customer / Order Processing Systems Investment Balance Sheet Forecast

45

~ ...... Customer / Order Processing Systems Investment Operational Costs Forecast

46

~ ........ Customer / Order Processing Systems Investment Financial Ratios

47

~ .......... Customer / Order Processing Systems Investment Operational Margins

48

~ .... Systems Investment Balance Sheet Forecast

49

~ ...... Systems Investment Operational Costs Forecast

50

~ ........ Systems Investment Financial Ratios

51

~ .......... Systems Investment Operational Margins

52

~ .... Plant & Equipment Cost Scenarios Balance Sheet Forecast

53

~ ...... Plant & Equipment Cost Scenarios Operational Costs Forecast

54

~ ........ Plant & Equipment Cost Scenarios Financial Ratios

55

~ .......... Plant & Equipment Cost Scenarios Operational Margins

56

~ .... Profit Impact From Process Cost Reduction Balance Sheet Forecast

57

~ ...... Profit Impact From Process Cost Reduction Operational Costs Forecast

58

~ ........ Profit Impact From Process Cost Reduction Financial Ratios

59

~ .......... Profit Impact From Process Cost Reduction Operational Margins

60

~ .... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast

61

~ ...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast

62

~ ........ Profit Impact From Customer Handling Cost Reduction Financial Ratios

63

~ .......... Profit Impact From Customer Handling Cost Reduction Operational Margins

64

~ .... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast

65

~ ...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast

66

~ ........ Capital Investments Options: Process Plant & Equipment Financial Ratios

67

~ .......... Capital Investments Options: Process Plant & Equipment Operational Margins

68

~ .... Capital Investments Options: Distribution / Handling Balance Sheet Forecast

69

~ ...... Capital Investments Options: Distribution / Handling Operational Costs Forecast

70

~ ........ Capital Investments Options: Distribution / Handling Financial Ratios

71

~ .......... Capital Investments Options: Distribution / Handling Operational Margins

72

~ .... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast

73

~ ...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast

74

~ ........ Capital Investments Options: Customer Handling Systems Financial Ratios

75

~ .......... Capital Investments Options: Customer Handling Systems Operational Margins

76

~ .... Customer Handling Improvements Balance Sheet Forecast

77

~ ...... Customer Handling Improvements Operational Costs Forecast

78

~ ........ Customer Handling Improvements Financial Ratios

79

~ .......... Customer Handling Improvements Operational Margins

81

~ .... Financial data definitions

 





      PRODUCT PRICING FOR THE COMPANY

1

~ .. PRODUCT PRICING OBJECTIVES

2

~ .... PRICE BASIS

2

~ ...... Theoretical pricing model

3

~ ............ PRICING OBJECTIVES

~ ~ ...... Market Penetration Objectives

~ ~ ...... Market-Skimming Objectives

~ ~ ...... Early Cash Recovery Objectives

~ ~ ...... Satisfying Objectives

~ ~ ...... Product-Line Promotion Objectives

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ ...... Problem of Pricing objectives

~ ...... i. Market-penetration objective

~ ...... ii- Market-skimming objective

~ ...... iii. Early-cash-recovery objective

~ ...... iv. Satisfying objective

~ ...... v. Product-line promotion objective

8

~ ...... Problems of Multiple parties

~ ...... i. Intermediate customers

~ ...... ii. Rivals

~ ...... iii. Suppliers

~ ...... iv. Government

~ ...... v. Other company executives

9

~ ............ MULTIPLE PARTY PRICING

~ ~ ...... Intermediate Customer Considerations

~ ~ ...... Rivals Considerations

~ ~ ...... Suppliers Consideration

~ ~ ...... Government Considerations

~ ~ ...... In-House Considerations

~ ~ ............ Operations

10

~ ~ ............ Markets + Trade Cell

11

~ ~ ............ Products

12

~ ~ ............ Competitors

13

~ ...... Problems of Marketing-mix interaction

~ ...... Problems of estimating Demand and Cost functions

14

~ .... PRICING DECISIONS

~ ...... Cost-oriented pricing

~ ...... i. Markup pricing

15

~ ...... ii. Target pricing

16

~ ...... Demand-oriented pricing

~ ...... ~ Price discrimination

17

~ ...... Competition-oriented pricing

~ ...... i. Going-rate pricing

18

~ ...... ii. Sealed-bid pricing

19

~ ............ PRICING MODELS

~ ~ ...... Cost Oriented : Mark-up Pricing

~ ~ ...... Cost Oriented : Target Pricing

~ ~ ...... Demand Oriented : Price Discrimination

~ ~ ...... Competition Oriented : Going-Rate Pricing

~ ~ ...... Competition Oriented : Sealed or Bid Pricing

~ ~ ............ Operations

20

~ ~ ............ Markets + Trade Cell

21

~ ~ ............ Products

22

~ ~ ............ Competitors

23

~ .... PRICE CHANGES

~ ...... Buyers' reactions to price change

~ ...... i. Price elasticity of demand

24

~ ...... ~ a) DIRECT ATTITUDE SURVEY

~ ...... ~ b) RELATIONSHIP OF PRICE -v- QUANTITY

~ ...... ~ c) MARKET TEST

~ ...... ~ d) ANALYTIC INFERENCE

~ ...... ii. Perceptual factors in buyers' response

25

~ ...... Competitors' reactions to price changes

27

~ ...... Decision theory for price changes

28

~ .... COMPETITOR PRICE REACTION

~ ...... 1) Market-share maintenance

~ ...... 2 Margin maintenance

29

~ .... PRODUCT PRICING LOGIC

~ ...... Interrelated demand

~ ...... Interrelated cost

~ ...... Effect of competition

30

~ ...... Alternative product-line pricing principles

31

~ ............ PRICE CHANGE DECIDERS

~ ~ ...... Buyers Reaction : Elasticity of Demand

~ ~ ...... Buyers Reaction : Perceptual Factors

~ ~ ...... Competitors Reaction : Price Reduction

~ ~ ...... Competitors Reaction : No Reaction

~ ~ ...... Competitors Reaction : Product Re-positioning

~ ~ ............ Operations

32

~ ~ ............ Markets + Trade Cell

33

~ ~ ............ Products

34

~ ~ ............ Competitors

35

~ ............ PRODUCT PRICING

~ ~ ...... Interrelated Demand Based

~ ~ ...... Interrelated Cost Based

~ ~ ...... Competition Based

~ ~ ...... Product-Line Pricing Based

~ ~ ...... Model or Price Theory Based

~ ~ ............ Operations

36

~ ~ ............ Markets + Trade Cell

37

~ ~ ............ Products

38

~ ~ ............ Competitors

39

~ .... HISTORIC FINANCIAL DATA

40

~ .... Historic Balance Sheet

41

~ ~ ...... Historic Costs & Margins

42

~ ~ ........ Historic Financial Ratios & Margins

43

~ ~ .......... Historic Operational Ratios & Margins

44

~ .... Financial forecast notes

45

~ .... PRODUCT PRICING FINANCIAL FORECASTS :

46

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

47

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

48

~ ........ Base Forecast : Median Market Scenario Financial Ratios

49

~ .......... Base Forecast : Median Market Scenario Operational Margins

50

~ .... Short-Term Price Cutting Effect Balance Sheet Forecast

51

~ ...... Short-Term Price Cutting Effect Operational Costs Forecast

52

~ ........ Short-Term Price Cutting Effect Financial Ratios

53

~ .......... Short-Term Price Cutting Effect Operational Margins

54

~ .... Short-Term Price Increase Effect Balance Sheet Forecast

55

~ ...... Short-Term Price Increase Effect Operational Costs Forecast

56

~ ........ Short-Term Price Increase Effect Financial Ratios

57

~ .......... Short-Term Price Increase Effect Operational Margins

58

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

59

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

60

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

61

~ .......... Promotional & Pricing Cost Objectives Operational Margins

62

~ .... Research & Product Cost Objectives Balance Sheet Forecast

63

~ ...... Research & Product Cost Objectives Operational Costs Forecast

64

~ ........ Research & Product Cost Objectives Financial Ratios

65

~ .......... Research & Product Cost Objectives Operational Margins

66

~ .... Market Share Building Objectives Balance Sheet Forecast

67

~ ...... Market Share Building Objectives Operational Costs Forecast

68

~ ........ Market Share Building Objectives Financial Ratios

69

~ .......... Market Share Building Objectives Operational Margins

70

~ .... Market Share Holding Objectives Balance Sheet Forecast

71

~ ...... Market Share Holding Objectives Operational Costs Forecast

72

~ ........ Market Share Holding Objectives Financial Ratios

73

~ .......... Market Share Holding Objectives Operational Margins

74

~ .... Market Share Harvesting Objectives Balance Sheet Forecast

75

~ ...... Market Share Harvesting Objectives Operational Costs Forecast

76

~ ........ Market Share Harvesting Objectives Financial Ratios

77

~ .......... Market Share Harvesting Objectives Operational Margins

78

~ .... Long-Term Product Price Reduction Balance Sheet Forecast

79

~ ...... Long-Term Product Price Reduction Operational Costs Forecast

80

~ ........ Long-Term Product Price Reduction Financial Ratios

81

~ .......... Long-Term Product Price Reduction Operational Margins

82

~ .... Long-Term Product Price Increase Balance Sheet Forecast

83

~ ...... Long-Term Product Price Increase Operational Costs Forecast

84

~ ........ Long-Term Product Price Increase Financial Ratios

85

~ .......... Long-Term Product Price Increase Operational Margins

86

~ .... Product Positioning Balance Sheet Forecast

87

~ ...... Product Positioning Operational Costs Forecast

88

~ ........ Product Positioning Financial Ratios

89

~ .......... Product Positioning Operational Margins

91

~ .... Financial data definitions

 





      PRODUCT + MARKET TARGETS FOR THE COMPANY

1

~ .. PRODUCT + MARKET TARGETS

~ .... MARKET SEGMENTATION

2

~ ...... Homogeneous preferences

3

~ ............ MARKET ATTRIBUTES

~ ~ ...... Concentrated Markets

~ ~ ...... Un-concentrated Markets

~ ~ ...... Market Preference : Homogeneous

~ ~ ...... Market Preference : Diffused

~ ~ ...... Market Preference : Clustered

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ ...... Diffused preferences

~ ...... Clustered preferences

8

~ .... REQUIREMENTS FOR EFFECTIVE SEGMENTATION

~ ...... Measurability

~ ...... Accessibility

~ ...... Substantiality

~ .... BENEFITS OF SEGMENTATION

9

~ ............ MARKET SEGMENTATION

~ ~ ...... Market Potential Measurability

~ ~ ...... Market Accessibility : Existing Products

~ ~ ...... Market Accessibility : New Products

~ ~ ...... Market Substantiality : Existing Products

~ ~ ...... Market Substantiality : New Products

~ ~ ............ Operations

10

~ ~ ............ Markets + Trade Cell

11

~ ~ ............ Products

12

~ ~ ............ Competitors

13

~ .... MARKET BASES

~ ...... GEOGRAPHIC SEGMENTATION

~ ...... DEMOGRAPHIC SEGMENTATION

14

~ ...... PSYCHOGRAPHIC SEGMENTATION

~ ...... i. LIFE-STYLE

~ ...... ii. PERSONALITY

~ ...... iii. BENEFITS SOUGHT

~ ...... iv. USER STATUS

~ ...... v. USAGE RATE

15

~ ............ MARKET BASES

~ ~ ...... Geographic Segmentation

~ ~ ...... Demographic Segmentation

~ ~ ...... Psychographic Segmentation : Customer Factors

~ ~ ...... Psychographic Segmentation : Product Usage Factors

~ ~ ...... Psychographic Segmentation : Market Factors

~ ~ ............ Operations

16

~ ~ ............ Markets + Trade Cell

17

~ ~ ............ Products

18

~ ~ ............ Competitors

19

~ ...... vi. LOYALTY STATUS

~ ...... vii. STAGES OF READINESS

~ ...... viii. MARKETING FACTORS

20

~ .... TARGET MARKETS

~ ...... UNDIFFERENTIATED MARKETING

~ ...... DIFFERENTIATED MARKETING

~ ...... a) Product modification costs

~ ...... b) Production costs

21

~ ...... c) Administrative costs

~ ...... d) Inventory costs

~ ...... e) Promotion costs

~ ...... CONCENTRATED MARKETING

~ ...... SELECTING A MARKET TARGETING STRATEGY

~ ...... a) Company resources

~ ...... b) Product homogeneity

~ ...... c) Product stage in the life cycle

~ ...... d) Market homogeneity

~ ...... e) Competitive marketing strategies

22

~ .... MARKET SEGMENT DECISIONS

23

~ ............ MARKET SEGMENT AVAILABILITY

~ ~ ...... Customer-Prospect Mix Segment

~ ~ ...... Product-Service Mix Segment

~ ~ ...... Sub-market Segment: Present Sales Potential

~ ~ ...... Sub-market Segment: Future Sales Potential

~ ~ ...... Promotional-Distribution Mix Segment

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ .... HISTORIC FINANCIAL DATA

28

~ .... Historic Balance Sheet

29

~ ~ ...... Historic Costs & Margins

30

~ ~ ........ Historic Financial Ratios & Margins

31

~ ~ .......... Historic Operational Ratios & Margins

32

~ .... Financial forecast notes

33

~ .... PRODUCT + MARKET TARGETS FINANCIAL FORECASTS :

34

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

35

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

36

~ ........ Base Forecast : Median Market Scenario Financial Ratios

37

~ .......... Base Forecast : Median Market Scenario Operational Margins

38

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

39

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

40

~ .... Marketing Expenditure Balance Sheet Forecast

41

~ ...... Marketing Expenditure Operational Costs Forecast

42

~ ........ Marketing Expenditure Financial Ratios

43

~ .......... Marketing Expenditure Operational Margins

44

~ .... Market Segmentation Balance Sheet Forecast

45

~ ...... Market Segmentation Operational Costs Forecast

46

~ ........ Market Segmentation Financial Ratios

47

~ .......... Market Segmentation Operational Margins

48

~ .... Export Sales Improvement Balance Sheet Forecast

49

~ ...... Export Sales Improvement Operational Costs Forecast

50

~ ........ Export Sales Improvement Financial Ratios

51

~ .......... Export Sales Improvement Operational Margins

52

~ .... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast

53

~ ...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast

54

~ ........ Distribution & Product Delivery Cost Objectives Financial Ratios

55

~ .......... Distribution & Product Delivery Cost Objectives Operational Margins

56

~ .... Research & Product Cost Objectives Balance Sheet Forecast

57

~ ...... Research & Product Cost Objectives Operational Costs Forecast

58

~ ........ Research & Product Cost Objectives Financial Ratios

59

~ .......... Research & Product Cost Objectives Operational Margins

60

~ .... Target Markets Development Balance Sheet Forecast

61

~ ...... Target Markets Development Operational Costs Forecast

62

~ ........ Target Markets Development Financial Ratios

63

~ .......... Target Markets Development Operational Margins

64

~ .... Product Positioning Balance Sheet Forecast

65

~ ...... Product Positioning Operational Costs Forecast

66

~ ........ Product Positioning Financial Ratios

67

~ .......... Product Positioning Operational Margins

68

~ .... Overseas Development Balance Sheet Forecast

69

~ ...... Overseas Development Operational Costs Forecast

70

~ ........ Overseas Development Financial Ratios

71

~ .......... Overseas Development Operational Margins

73

~ .... Financial data definitions

 





      PRODUCT DEVELOPMENT FOR THE COMPANY

1

~ .. PRODUCT DEVELOPMENT

~ .... PRODUCT EVOLUTION

~ ...... GOMPERTZ ANALYSIS

~ ...... 1. The Introductory Stage

~ ...... 2. The Dynamic Phase

~ ...... 3. The Maturity Stage

2

~ .... PRODUCT LIFE CYCLE

~ ...... Stages in the product life cycle

~ ...... Product Life Cycles

~ ...... Rationale for the product life cycle

3

~ ............ AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE

~ ~ ...... Introductory

~ ~ ...... Growth

~ ~ ...... Maturity

~ ~ ...... Decline

~ ~ ...... Obsolescence

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... PRODUCT INTRODUCTION

~ ...... Marketing strategies in the introduction stage

~ ...... i. A high-profile strategy

~ ...... ii. A selective penetration strategy

~ ...... iii. A preemptive penetration strategy

8

~ .... PRODUCT GROWTH STAGES

~ ...... Marketing strategies in the growth stage

9

~ ............ STRATEGY FOR PRODUCT INTRODUCTIONS

~ ~ ...... High Profile: Product Based

~ ~ ...... High Profile: Market Based

~ ~ ...... Selective: Product Based

~ ~ ...... Selective: Market Based

~ ~ ...... Pre-emptive

~ ~ ............ Operations

10

~ ~ ............ Markets + Trade Cell

11

~ ~ ............ Products

12

~ ~ ............ Competitors

13

~ ............ PRODUCT GROWTH STAGE STRATEGIES

~ ~ ...... Product Quality Improvements

~ ~ ...... New Market Segmentation

~ ~ ...... New Distribution

~ ~ ...... Improved Marketing

~ ~ ...... Price Adjustments

~ ~ ............ Operations

14

~ ~ ............ Markets + Trade Cell

15

~ ~ ............ Products

16

~ ~ ............ Competitors

17

~ .... PRODUCT MATURITY

~ ...... Marketing strategies in the mature stage

~ ...... i. Market modification

~ ...... ii. Product modification

~ ...... a) Strategy of quality improvement

~ ...... b) Strategy of feature improvement

~ ...... c) Strategy of style improvement

~ ...... iii. Marketing-mix modification

18

~ ...... The dominant versus the trailing firm

~ ...... i. Strategy of innovation

~ ...... ii. Strategy of segmentation & fortification

~ ...... iii. Confrontation strategy

~ ...... iv. Persecution strategy

19

~ ............ PRODUCT MATURITY STAGE STRATEGIES

~ ~ ...... Product Modifications: Quality

~ ~ ...... Product Modifications: Features

~ ~ ...... Market Segmentation

~ ~ ...... Marketing-Mix Modifications

~ ~ ...... Market Extension

~ ~ ............ Operations

20

~ ~ ............ Markets + Trade Cell

21

~ ~ ............ Products

22

~ ~ ............ Competitors

23

~ ............ COMPETITIVE STRATEGIES

~ ~ ...... Product Innovation

~ ~ ...... Market Segmentation & Fortification

~ ~ ...... Confrontation

~ ~ ...... Domination

~ ~ ...... Competitive niche position

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ .... PRODUCT DECLINE

28

~ ...... Marketing strategies in the decline stage

~ ...... i. Identifying the weak products

~ ...... ii. Determining marketing strategies

~ ...... iii. Drop decision

29

~ ............ PRODUCT DECLINE STRATEGIES

~ ~ ...... Elimination of Products

~ ~ ...... Harvesting of Products

~ ~ ...... Product Reformulation

~ ~ ...... Market Repositioning

~ ~ ...... Customer Base Change

~ ~ ............ Operations

30

~ ~ ............ Markets + Trade Cell

31

~ ~ ............ Products

32

~ ~ ............ Competitors

33

~ .... NEW PRODUCT CRITERIA

~ .... NEW PRODUCT PERCEPTIONS

~ ...... SHORTAGE OF IMPORTANT NEW-PRODUCT IDEAS

34

~ ...... FRAGMENTED MARKETS

~ ...... GROWING SOCIAL AND GOVERNMENTAL CONSTRAINTS

~ ...... COSTLINESS OF NEW-PRODUCT DEVELOPMENT PROCESS

~ ...... HIGH RATE OF PRODUCT FAILURE

~ ...... SHORTER LIFE SPANS OF SUCCESSFUL PRODUCTS

35

~ ............ NEW PRODUCT RATING

~ ~ ...... Market Fragmentation

~ ~ ...... New Product Stagnation

~ ~ ...... New Product Life Cycle Limits

~ ~ ...... New Product Failures

~ ~ ...... New Product Costs

~ ~ ............ Operations

36

~ ~ ............ Markets + Trade Cell

37

~ ~ ............ Products

38

~ ~ ............ Competitors

39

~ .... NEW PRODUCT ORGANIZATION

~ ...... Product managers

~ ...... New Product managers

~ ...... New Product committees

~ ...... New Product departments

~ ...... New Product venture teams

40

~ .... IDEAS GENERATION

~ ...... SOURCES OF NEW PRODUCT IDEAS

~ ...... i. Customers

~ ...... ii. Technocrats & Specialists

~ ...... iii. Competitors

~ ...... iv. Company salesmen and distributors

~ ...... v. Top Management

41

~ ............ NEW PRODUCT ORGANIZATION

~ ~ ...... Board Responsibility

~ ~ ...... Senior Management Responsibility

~ ~ ...... Middle Management Responsibility

~ ~ ...... Junior Management Responsibility

~ ~ ...... Ad Hoc Responsibility

~ ~ ............ Operations

42

~ ~ ............ Markets + Trade Cell

43

~ ~ ............ Products

44

~ ~ ............ Competitors

45

~ ............ NEW PRODUCT GENERATION

~ ~ ...... Executive Responsibility

~ ~ ...... Senior Management Responsibility

~ ~ ...... Middle Management Responsibility

~ ~ ...... Junior Management Responsibility

~ ~ ...... Ad Hoc Responsibility

~ ~ ............ Operations

46

~ ~ ............ Markets + Trade Cell

47

~ ~ ............ Products

48

~ ~ ............ Competitors

49

~ ...... IDEAS DEVICES

~ ...... i. Attribute listing

~ ...... ii. Forced relationships

~ ...... iii. Morphological analysis

~ ...... iv. Brainstorming

50

~ ...... v. Operational creativity

~ .... PRODUCT SCREENING

51

~ ...... Product idea rating devices

~ ...... PRODUCT SCREENING CHECKLIST

52

~ .... CONCEPT DECISIONS

~ ...... Concept development

~ ...... Product and brand positioning

~ ...... Concept testing

53

~ .... BUSINESS ANALYSIS

~ ...... Estimating future sales

~ ...... i. ESTIMATING FIRST TIME SALES

55

~ ............ NEW PRODUCT PROFITABILITY

~ ~ ...... High Immediate Profit

~ ~ ...... Sustained Profits

~ ~ ...... Average Long-Term Profits

~ ~ ...... Marginal Profitability

~ ~ ...... High Risk Profit Scenario

~ ~ ............ Operations

56

~ ~ ............ Markets + Trade Cell

57

~ ~ ............ Products

58

~ ~ ............ Competitors

59

~ ...... ii. ESTIMATING REPLACEMENT OR REPEAT SALES

~ ...... Estimating future costs and profits

61

~ .... PRODUCT DEVELOPMENT FACTORS

~ ...... Prototype development and consumer testing

~ ...... Brand Naming

62

~ ...... Packaging

~ ...... i. Performance

~ ...... ii. Consumer affluence

~ ...... iii. Integrated marketing concept

~ ...... iv. Innovational opportunity

63

~ ............ PRODUCT DEVELOPMENT RATING

~ ~ ...... Prototype Efficiency

~ ~ ...... Process Development

~ ~ ...... Packaging & Distribution

~ ~ ...... Marketing-Mix

~ ~ ...... Customer Service

~ ~ ............ Operations

64

~ ~ ............ Markets + Trade Cell

65

~ ~ ............ Products

66

~ ~ ............ Competitors

67

~ .... NEW PRODUCT TESTING

~ ...... Reasons for test marketing

~ ...... Procedures for test marketing

68

~ ...... i. TEST CITIES

~ ...... ii. WHICH CITIES

~ ...... iii. HOW LONG SHOULD THE TEST RUN

~ ...... iv. INFORMATION COLLECTED DURING THE TEST

~ ...... ~ Product shipments data

~ ...... ~ Store audits

~ ...... ~ Consumer panels

69

~ ...... ~ Buyer surveys

~ ...... v. ACTION AFTER THE TEST

70

~ .... PRODUCT COMMERCIALIZATION

71

~ ............ PRODUCT COMMERCIALIZATION

~ ~ ...... New Plant & Equipment Costs

~ ~ ...... Process Costs

~ ~ ...... Distribution Costs

~ ~ ...... Sales Costs

~ ~ ...... Marketing Costs

~ ~ ............ Operations

72

~ ~ ............ Markets + Trade Cell

73

~ ~ ............ Products

74

~ ~ ............ Competitors

75

~ .... PRODUCT ADOPTION

76

~ ...... Concepts in innovation diffusion

~ ...... Propositions about the consumer adoption process

~ ...... i. Stages in the adoption process

77

~ ...... ii. Individual differences in innovativeness

78

~ ...... iii. Role of personal influence

78

~ ...... iv. Influence of product characteristics on the rate of adoption

79

~ ............ NEW PRODUCT DIFFUSION

~ ~ ...... Early Adopters

~ ~ ...... Heavy Users

~ ~ ...... Substantial Target Markets

~ ~ ...... Deep Customer Bases

~ ~ ...... Market or Geographic Extensions

~ ~ ............ Operations

80

~ ~ ............ Markets + Trade Cell

81

~ ~ ............ Products

82

~ ~ ............ Competitors

83

~ .... HISTORIC FINANCIAL DATA

84

~ .... Historic Balance Sheet

85

~ ~ ...... Historic Costs & Margins

86

~ ~ ........ Historic Financial Ratios & Margins

87

~ ~ .......... Historic Operational Ratios & Margins

88

~ .... Financial forecast notes

89

~ .... PRODUCT DEVELOPMENT FINANCIAL FORECASTS :

90

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

91

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

92

~ ........ Base Forecast : Median Market Scenario Financial Ratios

93

~ .......... Base Forecast : Median Market Scenario Operational Margins

94

~ .... New Product Development Balance Sheet Forecast

95

~ ...... New Product Development Operational Costs Forecast

96

~ ........ New Product Development Financial Ratios

97

~ .......... New Product Development Operational Margins

98

~ .... Market Segmentation Balance Sheet Forecast

99

~ ...... Market Segmentation Operational Costs Forecast

100

~ ........ Market Segmentation Financial Ratios

101

~ .......... Market Segmentation Operational Margins

102

~ .... Quality Improvement Balance Sheet Forecast

103

~ ...... Quality Improvement Operational Costs Forecast

104

~ ........ Quality Improvement Financial Ratios

105

~ .......... Quality Improvement Operational Margins

106

~ .... Product Positioning Balance Sheet Forecast

107

~ ...... Product Positioning Operational Costs Forecast

108

~ ........ Product Positioning Financial Ratios

109

~ .......... Product Positioning Operational Margins

110

~ .... Product Branding + Multi-branding Investment Balance Sheet Forecast

111

~ ...... Product Branding + Multi-branding Investment Operational Costs Forecast

112

~ ........ Product Branding + Multi-branding Investment Financial Ratios

113

~ .......... Product Branding + Multi-branding Investment Operational Margins

114

~ .... New Product & New Technology Cost Scenarios Balance Sheet Forecast

115

~ ...... New Product & New Technology Cost Scenarios Operational Costs Forecast

116

~ ........ New Product & New Technology Cost Scenarios Financial Ratios

117

~ .......... New Product & New Technology Cost Scenarios Operational Margins

119

~ .... Financial data definitions

 





      PRODUCT MARKETING FACTORS FOR THE COMPANY

1

~ .. PRODUCT MARKETING FACTORS

~ .... CRITICAL FACTORS + PARAMETERS

3

~ ...... CRITICAL FACTORS + PARAMETERS

4

~ ..... PRODUCT CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCT FACTORS

~ ...... MARKETING FACTORS

5

~ ..... PRODUCT CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCER / SUPPLIER FACTORS

~ ...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS

6

~ ..... PRODUCT CRITICAL FACTORS + PARAMETERS

~ ...... CUSTOMER FACTORS

7

~ ..... TRADE CELL CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCT FACTORS

~ ...... MARKETING FACTORS

8

~ ..... TRADE CELL CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCER / SUPPLIER FACTORS

~ ...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS

9

~ ..... TRADE CELL CRITICAL FACTORS + PARAMETERS

~ ...... CUSTOMER FACTORS

10

~ ..... OPERATIONS CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCT FACTORS

~ ...... MARKETING FACTORS

11

~ ..... OPERATIONS CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCER / SUPPLIER FACTORS

~ ...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS

12

~ ..... OPERATIONS CRITICAL FACTORS + PARAMETERS

~ ...... CUSTOMER FACTORS

13

~ ..... COMPETITOR CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCT FACTORS

~ ...... MARKETING FACTORS

14

~ ..... COMPETITOR CRITICAL FACTORS + PARAMETERS

~ ...... PRODUCER / SUPPLIER FACTORS

~ ...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS

15

~ ..... COMPETITOR CRITICAL FACTORS + PARAMETERS

~ ...... CUSTOMER FACTORS

16

~ .... MARKET & PRODUCT SEGMENTATION

18

~ ..... PRODUCT + MARKET SEGMENTATION

~ ...... PRODUCT SEGMENTATION

~ ...... MARKET SEGMENTATION

19

~ ..... TRADE CELL - PRODUCT + MARKET SEGMENTATION

~ ...... PRODUCT SEGMENTATION

~ ...... MARKET SEGMENTATION

20

~ ..... OPERATIONS - PRODUCT + MARKET SEGMENTATION

~ ...... PRODUCT SEGMENTATION

~ ...... MARKET SEGMENTATION

21

~ ..... COMPETITOR - PRODUCT + MARKET SEGMENTATION

~ ...... PRODUCT SEGMENTATION

~ ...... MARKET SEGMENTATION

22

~ .... PRODUCT LAUNCH FACTORS

~ ...... ADOPTION RATES

~ ...... CONVERSION RATIOS

~ ...... SALES GROWTH

~ ...... PRODUCT LAUNCH DATA

23

~ .... PRODUCT LAUNCH FACTORS - PRODUCTS

~ ...... ADOPTION RATES : PRODUCT REVISIONS

~ ...... ADOPTION RATES : NEW PRODUCTS

24

~ .... PRODUCT LAUNCH FACTORS - PRODUCTS

~ ...... CONVERSION RATIOS : PRODUCT REVISIONS

~ ...... CONVERSION RATIOS : NEW PRODUCTS

25

~ .... PRODUCT LAUNCH FACTORS - PRODUCTS

~ ...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS

~ ...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS

26

~ .... PRODUCT LAUNCH FACTORS - TRADE CELL

~ ...... ADOPTION RATES : PRODUCT REVISIONS

~ ...... ADOPTION RATES : NEW PRODUCTS

27

~ .... PRODUCT LAUNCH FACTORS - TRADE CELL

~ ...... CONVERSION RATIOS : PRODUCT REVISIONS

~ ...... CONVERSION RATIOS : NEW PRODUCTS

28

~ .... PRODUCT LAUNCH FACTORS - TRADE CELL

~ ...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS

~ ...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS

29

~ .... PRODUCT LAUNCH FACTORS - OPERATIONS

~ ...... ADOPTION RATES : PRODUCT REVISIONS

~ ...... ADOPTION RATES : NEW PRODUCTS

30

~ .... PRODUCT LAUNCH FACTORS - OPERATIONS

~ ...... CONVERSION RATIOS : PRODUCT REVISIONS

~ ...... CONVERSION RATIOS : NEW PRODUCTS

31

~ .... PRODUCT LAUNCH FACTORS - OPERATIONS

~ ...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS

~ ...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS

32

~ .... PRODUCT LAUNCH FACTORS - COMPETITOR

~ ...... ADOPTION RATES : PRODUCT REVISIONS

~ ...... ADOPTION RATES : NEW PRODUCTS

33

~ .... PRODUCT LAUNCH FACTORS - COMPETITOR

~ ...... CONVERSION RATIOS : PRODUCT REVISIONS

~ ...... CONVERSION RATIOS : NEW PRODUCTS

34

~ .... PRODUCT LAUNCH FACTORS - COMPETITOR

~ ...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS

~ ...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS

35

~ .... MARKETING COSTS

36

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

37

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

38

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

39

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

40

~ .... Financial forecast notes

41

~ .... HISTORIC FINANCIAL DATA

42

~ .... Historic Balance Sheet

43

~ ~ ...... Historic Costs & Margins

44

~ ~ ........ Historic Financial Ratios & Margins

45

~ ~ .......... Historic Operational Ratios & Margins

46

~ .... Financial forecast notes

47

~ .... PRODUCT MARKETING FINANCIAL FORECASTS :

48

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

49

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

50

~ ........ Base Forecast : Median Market Scenario Financial Ratios

51

~ .......... Base Forecast : Median Market Scenario Operational Margins

52

~ .... Marketing Expenditure Balance Sheet Forecast

53

~ ...... Marketing Expenditure Operational Costs Forecast

54

~ ........ Marketing Expenditure Financial Ratios

55

~ .......... Marketing Expenditure Operational Margins

56

~ .... New Product Development Balance Sheet Forecast

57

~ ...... New Product Development Operational Costs Forecast

58

~ ........ New Product Development Financial Ratios

59

~ .......... New Product Development Operational Margins

60

~ .... Market Segmentation Balance Sheet Forecast

61

~ ...... Market Segmentation Operational Costs Forecast

62

~ ........ Market Segmentation Financial Ratios

63

~ .......... Market Segmentation Operational Margins

64

~ .... Distribution Channel Improvement Balance Sheet Forecast

65

~ ...... Distribution Channel Improvement Operational Costs Forecast

66

~ ........ Distribution Channel Improvement Financial Ratios

67

~ .......... Distribution Channel Improvement Operational Margins

68

~ .... Price Cutting Effect Balance Sheet Forecast

69

~ ...... Price Cutting Effect Operational Costs Forecast

70

~ ........ Price Cutting Effect Financial Ratios

71

~ .......... Price Cutting Effect Operational Margins

72

~ .... Price Increase Effect Balance Sheet Forecast

73

~ ...... Price Increase Effect Operational Costs Forecast

74

~ ........ Price Increase Effect Financial Ratios

75

~ .......... Price Increase Effect Operational Margins

76

~ .... Quality Improvement Balance Sheet Forecast

77

~ ...... Quality Improvement Operational Costs Forecast

78

~ ........ Quality Improvement Financial Ratios

79

~ .......... Quality Improvement Operational Margins

80

~ .... Target Markets Development Balance Sheet Forecast

81

~ ...... Target Markets Development Operational Costs Forecast

82

~ ........ Target Markets Development Financial Ratios

83

~ .......... Target Markets Development Operational Margins

84

~ .... Product Branding + Multi-branding Investment Balance Sheet Forecast

85

~ ...... Product Branding + Multi-branding Investment Operational Costs Forecast

86

~ ........ Product Branding + Multi-branding Investment Financial Ratios

87

~ .......... Product Branding + Multi-branding Investment Operational Margins

88

~ .... New Product & New Technology Cost Scenarios Balance Sheet Forecast

89

~ ...... New Product & New Technology Cost Scenarios Operational Costs Forecast

90

~ ........ New Product & New Technology Cost Scenarios Financial Ratios

91

~ .......... New Product & New Technology Cost Scenarios Operational Margins

92

~ .... Product Quality Improvement Balance Sheet Forecast

93

~ ...... Product Quality Improvement Operational Costs Forecast

94

~ ........ Product Quality Improvement Financial Ratios

95

~ .......... Product Quality Improvement Operational Margins

96

~ .... Customer Handling Improvements Balance Sheet Forecast

97

~ ...... Customer Handling Improvements Operational Costs Forecast

98

~ ........ Customer Handling Improvements Financial Ratios

99

~ .......... Customer Handling Improvements Operational Margins

101

~ .... Financial data definitions

 





      PRODUCT MIX FOR THE COMPANY

1

~ PRODUCT MIX

~ .... CONCEPT OF PRODUCTS

3

~ ............ PRODUCT CONCEPT

~ ~ ...... Quality

~ ~ ...... Features

~ ~ ...... Styling

~ ~ ...... Branding

~ ~ ...... Packaging

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... PRODUCT-MIX STRATEGY

~ ...... PRODUCT ITEMS - LINES - MIX

9

~ ...... PRODUCT-MIX CHARACTERISTICS

11

~ ............ PRODUCT-MIX QUALITY

~ ~ ...... Items in Product Line 1

~ ~ ...... Items in Product Line 2

~ ~ ...... Items in Product Line 3

~ ~ ...... Items in Product Line 4

~ ~ ...... Total of all Items in all Product Lines

~ ~ ............ Operations

12

~ ~ ............ Markets + Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ ...... PRODUCT-MIX ALTERNATIVES

16

~ ...... PRODUCT-MIX OPTIMIZATION

17

~ ............ PRODUCT-MIX AUDIT

~ ~ ...... Profit Contribution % in this year

~ ~ ...... Forecast % Profit Contribution : Year + 1

~ ~ ...... Forecast % Profit Contribution : Year + 2

~ ~ ...... Forecast % Profit Contribution : Year + 3

~ ~ ...... Forecast % Profit Contribution : Year + 4

~ ~ ............ Operations

18

~ ~ ............ Markets + Trade Cell

19

~ ~ ............ Products

20

~ ~ ............ Competitors

21

~ ............ PRODUCT-MIX AUDIT

~ ~ ...... Profit Estimate % in this year

~ ~ ...... Forecast % Profit Estimate : Year + 1

~ ~ ...... Forecast % Profit Estimate : Year + 2

~ ~ ...... Forecast % Profit Estimate : Year + 3

~ ~ ...... Forecast % Profit Estimate : Year + 4

~ ~ ............ Operations

22

~ ~ ............ Markets + Trade Cell

23

~ ~ ............ Products

24

~ ~ ............ Competitors

27

~ ............ PRODUCT STRATEGY

~ ~ ...... High Growth Products

~ ~ ...... Steady Reinvestment Products

~ ~ ...... Support Products

~ ~ ...... Selective Pruning Products

~ ~ ...... Venture Products

~ ~ ............ Operations

28

~ ~ ............ Markets + Trade Cell

29

~ ~ ............ Products

30

~ ~ ............ Competitors

31

~ .... BRAND STRATEGY

32

~ ...... BRAND -v- NO BRANDS DECISIONS

33

~ ...... FAMILY -v- INDIVIDUAL BRAND DECISIONS

34

~ ...... Brand extension strategy

34

~ ...... Multi-brand strategy

35

~ ............ BRAND STRATEGY

~ ~ ...... Individual Brand names

~ ~ ...... Blanket Family Brand names

~ ~ ...... Separate Family Brand names

~ ~ ...... Company Trade name

~ ~ ...... No Brand names

~ ~ ............ Operations

36

~ ~ ............ Markets + Trade Cell

37

~ ~ ............ Products

38

~ ~ ............ Competitors

39

~ ...... NEW PRODUCT EXPENDITURE EFFECT FORECASTS

39

~ ...... MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS

40

~ .... New Product Development Balance Sheet Forecast

41

~ ...... New Product Development Operational Costs Forecast

42

~ ........ New Product Development Financial Ratios

43

~ .......... New Product Development Operational Margins

44

~ .... Market Segmentation Balance Sheet Forecast

45

~ ...... Market Segmentation Operational Costs Forecast

46

~ ........ Market Segmentation Financial Ratios

47

~ .......... Market Segmentation Operational Margins

49

~ .... HISTORIC FINANCIAL DATA

50

~ .... Historic Balance Sheet

51

~ ~ ...... Historic Costs & Margins

52

~ ~ ........ Historic Financial Ratios & Margins

53

~ ~ .......... Historic Operational Ratios & Margins

54

~ .... Financial forecast notes

55

~ .... PRODUCT MIX FORECASTS :

56

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

57

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

58

~ ........ Base Forecast : Median Market Scenario Financial Ratios

59

~ .......... Base Forecast : Median Market Scenario Operational Margins

60

~ .... Research & Product Cost Objectives Balance Sheet Forecast

61

~ ...... Research & Product Cost Objectives Operational Costs Forecast

62

~ ........ Research & Product Cost Objectives Financial Ratios

63

~ .......... Research & Product Cost Objectives Operational Margins

64

~ .... Product Positioning Balance Sheet Forecast

65

~ ...... Product Positioning Operational Costs Forecast

66

~ ........ Product Positioning Financial Ratios

67

~ .......... Product Positioning Operational Margins

68

~ .... Product Branding + Multi-branding Investment Balance Sheet Forecast

69

~ ...... Product Branding + Multi-branding Investment Operational Costs Forecast

70

~ ........ Product Branding + Multi-branding Investment Financial Ratios

71

~ .......... Product Branding + Multi-branding Investment Operational Margins

72

~ .... New Product & New Technology Cost Scenarios Balance Sheet Forecast

73

~ ...... New Product & New Technology Cost Scenarios Operational Costs Forecast

74

~ ........ New Product & New Technology Cost Scenarios Financial Ratios

75

~ .......... New Product & New Technology Cost Scenarios Operational Margins

76

~ .... Product Cost Improvements Balance Sheet Forecast

77

~ ...... Product Cost Improvements Operational Costs Forecast

78

~ ........ Product Cost Improvements Financial Ratios

79

~ .......... Product Cost Improvements Operational Margins

80

~ .... Product Quality Improvement Balance Sheet Forecast

81

~ ...... Product Quality Improvement Operational Costs Forecast

82

~ ........ Product Quality Improvement Financial Ratios

83

~ .......... Product Quality Improvement Operational Margins

85

~ .... Financial data definitions

 





      PRODUCT SUMMARY FOR THE COMPANY

The following topics are shown for each of the Products covered within the report.

 

Complete Product Summary data for each Product within the Market


THE FOLLOWING TOPICS ARE SHOWN FOR EACH OF THE PRODUCTS COVERED WITHIN THE REPORT:

OEM & Manufacturers Market Level
Wholesale & Distributor Market Level
Retailer & Added Value Retailer Market Level
End User & Consumer Market Level
Discounted & Promotional Market Level

Plant & Equipment Average Annual Investment
Product Prices as a % of the Market Average
New Products as a % of the Total Output
Relative output of Products of a Superior Quality as a % of the Total


Index of Comparative Sales force and Selling Expenditure
Index of Comparative Advertising Expenditure
Index of Comparative General Promotional Expenditure

Product Adoption Rates
Product Sales Conversion Rates
Average Annual Sales Growth Rate

Capacity Utilisation as a measure of Standard Capacity
Standardised Products & Services Index

Relative Employee Compensation Index
Instable Market Share as an Index of Total Market Share
Relative Forward Integration Index

Plant and Equipment Investment Greater than Depreciation
Plant and Equipment Investment Equal to Depreciation
Plant and Equipment Investment Less than Depreciation
Plant and Equipment Investment - Unallocated

Plant and Equipment in Use within the range 0-3 years
Plant and Equipment in Use within the range 3-6 years
Plant and Equipment in Use within the range 6-9 years
Plant and Equipment in Use over years 9 old / Unallocated

Supplier Concentration = 8 Largest
Supplier Concentration = 20 Largest
Supplier Concentration = 50 Largest
Supplier Concentration = Unspecified / Unallocated

Immediate Wholesale & Retail Customers
Immediate OEM and Manufacturing Customers
Immediate Consumer and End User Customers
Immediate Non-Specific Customers / Unallocated

Enterprises within the Range 1-19 Employees
Enterprises within the Range 20-99 Employees
Enterprises within the Range 100+ Employees
Enterprises within Unspecified / Unallocated Employee Ranges

Buyer Age Profile in the range 0-19 Years
Buyer Age Profile in the range 20-24 Years
Buyer Age Profile in the range 25- 34 Years
Buyer Age Profile in the range 35-44 Years
Buyer Age Profile in the range 45-54 Years
Buyer Age Profile in the range 55-64 Years
Buyer Age Profile in the range 65+ / Unallocated Years

Buyer Profile in the AB Social Group
Buyer Profile in the C1 Social Group
Buyer Profile in the C2 Social Group
Buyer Profile in the DE / Unallocated Social Group

End User Age Profile in the range 0-19 Years
End User Age Profile in the range 20-24 Years
End User Age Profile in the range 25-34 Years
End User Age Profile in the range 35-44 Years
End User Age Profile in the range 45-54 Years
End User Age Profile in the range 55-64 Years
End User Age Profile in the range 65+ / Unallocated Years

End User Profile in the AB Social Group
End User Profile in the C1 Social Group
End User Profile in the C2 Social Group
End User Profile in the DE / Unallocated Social Group.






 

COMPANY PRODUCT STANDING ANALYSIS

Description

RELATIVE REPUTATION

~ OVERALL AWARENESS BY CUSTOMERS

general customer awareness of the Company and their products

~ OVERALL REPUTATION

overall reputation

~ REPUTATION OF PRODUCTS

status of products

~ REPUTATION OF PRODUCT QUALITY

ranking of product quality

~ REPUTATION OF SERVICE PROVIDED

standing of service provided

~ REPUTATION OF CUSTOMER HANDLING

position of customer handling and interface

RELATIVE PROMOTIONAL ACTIVITY

~ RATING OF OVERALL SALES PROMOTION ACTIVITY

rating of overall sales promotion activity

~ RATING OF ADVERTISING

comprehension of advertising posture and the advertising message

~ RATING OF SALES PERSONNEL

effectiveness of sales personnel, salesforce and ancillary staff

~ RATING OF SALES PRINT

lucidity of sales literature and print

RELATIVE PRODUCT AVAILABILITY

~ RATING OF PRODUCT AVAILABILITY

rating of product general availability

~ RATING OF PRODUCT SPECIFICATIONS

acceptability of product specifications

~ RATING OF ON-TIME DELIVERY

satisfaction with on-time delivery performance

~ RATING OF COMPLETE ORDER DELIVERY

assurance of complete order delivery performance

~ RATING OF ORDER HANDLING

competence of order handling and order taking

~ RATING OF ABILITY TO SUPPLY

ability to supply products as contracted

RELATIVE TECHNICAL COMPETENCE

~ RATING OF TECHNICAL COMPETENCE

rating of general technical competence

~ RATING OF TECHNICAL AWARENESS

technical expertise and efficacy amongst staff

~ RATING OF PRODUCT TECHNOLOGY

application of product technology

~ RATING OF PRODUCT DOCUMENTATION

conciseness of product documentation and instructions

~ RATING OF PRODUCT RETURNS

level of product reject or return rates

~ RATING OF AFTER-SALES SERVICES

status of general after-sales service competence and performance

RELATIVE MARKETING FACTORS

~ PERCEPTION OF PRODUCT PRICES

perception of product prices

~ TECHNICAL SUPERIORITY

ranking of technical superiority

~ SERVICE FACTORS

fulfillment of service undertakings and the quality of service provided

~ PROMPT DELIVERY

assurance of prompt delivery

~ WHOLE ORDER DELIVERY

record of whole order delivery

~ STOCK LEVELS

satisfaction with stock levels

~ ORDERING PROCEDURES

general ease of ordering and procedures used

~ DELIVERY CONVENIENCE

contentment with delivery convenience, scheduling and off-take

~ THE DELIVERY SYSTEM

perception of the distribution system and its efficiency

~ FLEXIBILITY OF CUSTOMER HANDLING

customer handling, flexibility and willingness to co-operate

~ PERCEPTIONS OF TERMS OF TRADING

equity of terms of trading and contractual considerations

RELATIVE STAFF PERFORMANCE

~ INITIAL CONTACT

initial contact and responsiveness

~ ORDER HANDLING STAFF

contact with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

contact with administration and account staff

~ SPECIALIST STAFF

interface with technical and specialist managers and staff

~ SERVICE PERSONNEL

performance of service personnel

RELATIVE CORPORATE CONSIDERATIONS

~ UPSTREAM INTEGRATION

relative upstream integration

~ DOWNSTREAM INTEGRATION

perceptions of downstream integration

~ CAPTIVE DISTRIBUTION CHANNELS

performance of captive distribution channels

~ RELIANCE ON OTHER MANUFACTURERS

reliance on other manufacturers

~ UTILIZATION OF OTHER DISTRIBUTORS

utilization of other distributors

~ BENEFITS OF OTHER MARKETING

benefits of other marketing activity

~ CAPTIVE CUSTOMER BASES

capture and dominance of specific customer bases

RELATIVE DISTRIBUTION CONSIDERATIONS

~ WAREHOUSING & HANDLING

efficiency of warehousing and handling

~ PACKING & PACKAGING

quality and attractiveness of packing and packaging

~ DISTRIBUTION

performance of overall distribution activities

~ STOCK AVAILABILITY

general stock availability

~ ORDER BACKLOG

overall order backlog

RELATIVE CUSTOMER CONSIDERATIONS

~ LOCATION OF CUSTOMERS

geographic location and spread of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of existing customer bases

~ CUSTOMER BASE LOYALTY

loyalty of the existing customer base

~ CONCENTRATION OF PURCHASES

relative concentration of customer purchases

~ PURCHASE FREQUENCY

frequency of average customer purchases

~ ORDER SIZE

average order size and volume of customer purchase

~ CUSTOMER SERVICING

general level of customer servicing

~ SEASONALITY

seasonality of customer demand for products

RELATIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

general advertising and sales promotion message

~ MARKETING

marketing spend, utilization and sales decay

~ SALES PROMOTION

specific sales promotions and activity

~ SALESFORCE

salesforce effectiveness and performance

~ ADVERTISING

advertising efficiency

RELATIVE COMPETITIVE CONSIDERATIONS

~ PRICING POLICY

overall pricing policy and its effectiveness

~ ECONOMIC CONDITIONS

general sensitivity to the economic climate and conditions

~ RELATIVE MARKETING EFFORT

overall competitive marketing effort

~ REACTION TO COMPETITORS

reaction to competitors' policies and activities

~ NEW COMPETITORS

general reaction to the market entry of competitors

~ PRICES AT MSP

attractiveness of ex-factory prices

~ PRICE INCREASES

ability to cope with and re-act to price increases

~ PRICES AT RSP

overall competitiveness of end users sales prices

~ MARKET SHARE

general relative market share

 

 

COMPANY PRODUCT ENVIRONMENT ANALYSIS

Description

PRODUCTION CONSIDERATIONS

~ PRODUCTION & PROCESS DIFFICULTIES

production and process difficulties and problems

~ MANUFACTURING CAPACITY

manufacturing capacity

~ UNIT PRODUCTION CAPACITY

product unit production capacity

~ FLEXIBILITY OF PRODUCTION PLANT

flexibility of production plant and equipment

~ ABILITY TO VARY PRODUCT RANGE

ability to vary the product range

~ AGE OF PLANT & EQUIPMENT

age of plant and equipment

SUPPLIES CONSIDERATIONS

~ MATERIALS ACQUISITION & SOURCES

materials and supplies purchasing and sourcing

~ MATERIALS STOCK LEVELS

stock levels and inventories of materials and supplies

~ DEPENDENCE ON SUB-CONTRACTORS

dependence on sub-contractors and outside workers

~ BUYING INFLUENCE

buying influence and purchasing power

MANPOWER CONSIDERATIONS

~ MANPOWER AVAILABILITY

manpower and labor availability

~ LABOR RELATIONS

labor and union relations

~ PRESSURE OF WAGE RISES

wage rises and wage demands

~ RELATIVE PAYROLL LEVELS

payroll levels in relation to competitors

~ RELATIVE SALARY LEVELS

salaried staff remunerations relative to competitors

~ TECHNICAL CAPABILITIES

technical capabilities of staff

COSTS & MARGIN CONSIDERATIONS

~ STOCK LEVELS

product stock and inventory levels

~ VARIABLE COSTS

flexibility of variable costs

~ FIXED COSTS

adaptability of fixed costs

~ PAYROLL COSTS

variability of manpower and staff costs

~ DIRECT COSTS RELATIVE TO COMPETITORS

direct costs relative to major competitors

~ R & D / PRODUCT DEVELOPMENT COSTS

research and development and product development costs

PRODUCT CONSIDERATIONS

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating criteria and operating benefits

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product reliability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS

management strengths of senior corporate officers

~ MANAGEMENT STRENGTHS: PRODUCTION STAFF

effectiveness of production managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: ADMINISTRATION STAFF

efficiency of administration managers

~ MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF

aptitude of technical and research and development staff

~ MANAGEMENT STRENGTHS: PERSONNEL STAFF

reliability of personnel managers

CORPORATE CONSIDERATIONS

~ UPSTREAM INTEGRATION

upstream integration and economies of scale

~ DOWNSTREAM INTEGRATION

downstream integration and benefits

~ CAPTIVE DISTRIBUTION CHANNELS

captive distribution channels

~ DEPENDENCE ON OTHER MANUFACTURERS

dependence on other manufacturers for supplies

~ DEPENDENCE ON OTHER DISTRIBUTORS

dependence on other distributors for channels to the market

~ DEPENDENCE ON OTHER MARKETING

dependence on other marketing activity for sales support

~ DEPENDENCE ON CUSTOMERS

dependence on customers

DISTRIBUTION CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER BACKLOG

order backlog

CUSTOMER CONSIDERATIONS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ DEPENDENCE ON CUSTOMER BASE

dependence on discrete customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF PURCHASES

concentration of customer purchases

~ PURCHASE FREQUENCY

frequency of purchases

~ ORDER SIZE

order size and volume of average purchase

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPETITIVE CONSIDERATIONS

~ COMPETITORS' PRICING POLICY

competitors' pricing policies and posture

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' AGGRESSIVENESS

aggressiveness of competitors' policies and postures

~ ENTRY OF NEW COMPETITORS

entry of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

recent price increases at manufacturing level

~ PRICES AT RSP

prices at retail or end users sales price

~ MARKET SHARE

market share

 





      PROFIT RISK SCENARIOS FOR THE COMPANY

1

~ .... MARKETS

~ ...... TERMS USED IN THIS REPORT

~ ...... VALUE TERMS AND VOLUME TERMS

2

~ ...... SUMMARY

3

~ ...... FORECAST

4

~ ...... MARKET DATA NOTES

~ ...... MARKET ENVIRONMENT

~ ...... Market Growth

~ ...... Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

~ ...... MARKET COVERAGE

5

~ .... Market forecast notes

6

~ ...... HISTORIC DATA AND TIME SERIES

~ ...... FORECAST DATA AND TIME SERIES

7

~ ...... LONG-RANGE HISTORIC DATA AND TIME SERIES

8

~ ...... REPORT TYPES

12

~ ...... DATABASE GEOGRAPHIC COVERAGE

13

~ .... HISTORIC FINANCIAL DATA

~ ...... PROFIT RISK FINANCIAL ISSUES

14

~ .... Historic Balance Sheet

15

~ ~ ...... Historic Costs & Margins

16

~ ~ ........ Historic Financial Ratios & Margins

17

~ ~ .......... Historic Operational Ratios & Margins

18

~ .... Financial forecast notes

19

~ .... PROFIT RISK SCENARIOS BALANCE SHEET FORECASTS :

20

~ .... Base Forecast : Best Market Scenario Balance Sheet Forecast

~ ...... Base Forecast : Best Market Scenario Operational Costs Forecast

21

~ ........ Base Forecast : Best Market Scenario Financial Ratios

~ .......... Base Forecast : Best Market Scenario Operational Margins

22

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

23

~ ........ Base Forecast : Median Market Scenario Financial Ratios

~ .......... Base Forecast : Median Market Scenario Operational Margins

24

~ .... Base Forecast : Worst Market Scenario Balance Sheet Forecast

~ ...... Base Forecast : Worst Market Scenario Operational Costs Forecast

25

~ ........ Base Forecast : Worst Market Scenario Financial Ratios

~ .......... Base Forecast : Worst Market Scenario Operational Margins

26

~ .... Marketing Expenditure Balance Sheet Forecast

~ ...... Marketing Expenditure Operational Costs Forecast

27

~ ........ Marketing Expenditure Financial Ratios

~ .......... Marketing Expenditure Operational Margins

28

~ .... New Plant + Equipment Investment Balance Sheet Forecast

~ ...... New Plant + Equipment Investment Operational Costs Forecast

29

~ ........ New Plant + Equipment Investment Financial Ratios

~ .......... New Plant + Equipment Investment Operational Margins

30

~ .... New Technology Investment Balance Sheet Forecast

~ ...... New Technology Investment Operational Costs Forecast

31

~ ........ New Technology Investment Financial Ratios

~ .......... New Technology Investment Operational Margins

32

~ .... Cost Structure Improvement Balance Sheet Forecast

~ ...... Cost Structure Improvement Operational Costs Forecast

33

~ ........ Cost Structure Improvement Financial Ratios

~ .......... Cost Structure Improvement Operational Margins

34

~ .... Administrative & General Expense Objectives Balance Sheet Forecast

~ ...... Administrative & General Expense Objectives Operational Costs Forecast

35

~ ........ Administrative & General Expense Objectives Financial Ratios

~ .......... Administrative & General Expense Objectives Operational Margins

36

~ .... Research & Product Cost Objectives Balance Sheet Forecast

~ ...... Research & Product Cost Objectives Operational Costs Forecast

37

~ ........ Research & Product Cost Objectives Financial Ratios

~ .......... Research & Product Cost Objectives Operational Margins

38

~ .... Systems Investment Balance Sheet Forecast

~ ...... Systems Investment Operational Costs Forecast

39

~ ........ Systems Investment Financial Ratios

~ .......... Systems Investment Operational Margins

40

~ .... Materials & Energy Cost Scenarios Balance Sheet Forecast

~ ...... Materials & Energy Cost Scenarios Operational Costs Forecast

41

~ ........ Materials & Energy Cost Scenarios Financial Ratios

~ .......... Materials & Energy Cost Scenarios Operational Margins

42

~ .... Payroll & Staff Cost Scenarios Balance Sheet Forecast

~ ...... Payroll & Staff Cost Scenarios Operational Costs Forecast

43

~ ........ Payroll & Staff Cost Scenarios Financial Ratios

~ .......... Payroll & Staff Cost Scenarios Operational Margins

44

~ .... Administration Cost Scenarios Balance Sheet Forecast

~ ...... Administration Cost Scenarios Operational Costs Forecast

45

~ ........ Administration Cost Scenarios Financial Ratios

~ .......... Administration Cost Scenarios Operational Margins

46

~ .... Capital Cost Scenarios Balance Sheet Forecast

~ ...... Capital Cost Scenarios Operational Costs Forecast

47

~ ........ Capital Cost Scenarios Financial Ratios

~ .......... Capital Cost Scenarios Operational Margins

48

~ .... Plant & Equipment Cost Scenarios Balance Sheet Forecast

~ ...... Plant & Equipment Cost Scenarios Operational Costs Forecast

49

~ ........ Plant & Equipment Cost Scenarios Financial Ratios

~ .......... Plant & Equipment Cost Scenarios Operational Margins

50

~ .... Depreciation & Capitalization Scenarios Balance Sheet Forecast

~ ...... Depreciation & Capitalization Scenarios Operational Costs Forecast

51

~ ........ Depreciation & Capitalization Scenarios Financial Ratios

~ .......... Depreciation & Capitalization Scenarios Operational Margins

52

~ .... Short Term Borrowing Scenarios Balance Sheet Forecast

~ ...... Short Term Borrowing Scenarios Operational Costs Forecast

53

~ ........ Short Term Borrowing Scenarios Financial Ratios

~ .......... Short Term Borrowing Scenarios Operational Margins

54

~ .... Long Term Financial Scenarios Balance Sheet Forecast

~ ...... Long Term Financial Scenarios Operational Costs Forecast

55

~ ........ Long Term Financial Scenarios Financial Ratios

~ .......... Long Term Financial Scenarios Operational Margins

56

~ .... Financial & Debt Servicing Cost Scenarios Balance Sheet Forecast

~ ...... Financial & Debt Servicing Cost Scenarios Operational Costs Forecast

57

~ ........ Financial & Debt Servicing Cost Scenarios Financial Ratios

~ .......... Financial & Debt Servicing Cost Scenarios Operational Margins

58

~ .... Trading & Operating Margins & Profitability Scenarios Balance Sheet Forecast

~ ...... Trading & Operating Margins & Profitability Scenarios Operational Costs Forecast

59

~ ........ Trading & Operating Margins & Profitability Scenarios Financial Ratios

~ .......... Trading & Operating Margins & Profitability Scenarios Operational Margins

60

~ .... Profit Impact From Materials Cost Reduction Balance Sheet Forecast

~ ...... Profit Impact From Materials Cost Reduction Operational Costs Forecast

61

~ ........ Profit Impact From Materials Cost Reduction Financial Ratios

~ .......... Profit Impact From Materials Cost Reduction Operational Margins

62

~ .... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast

~ ...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast

63

~ ........ Profit Impact From Payroll Cost Reduction Financial Ratios

~ .......... Profit Impact From Payroll Cost Reduction Operational Margins

64

~ .... Profit Impact From Process Cost Reduction Balance Sheet Forecast

~ ...... Profit Impact From Process Cost Reduction Operational Costs Forecast

65

~ ........ Profit Impact From Process Cost Reduction Financial Ratios

~ .......... Profit Impact From Process Cost Reduction Operational Margins

66

~ .... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast

~ ...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast

67

~ ........ Profit Impact From Distribution Cost Reduction Financial Ratios

~ .......... Profit Impact From Distribution Cost Reduction Operational Margins

68

~ .... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast

~ ...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast

69

~ ........ Capital Investments Options: Process Plant & Equipment Financial Ratios

~ .......... Capital Investments Options: Process Plant & Equipment Operational Margins

70

~ .... Capital Investments Options: Premises Balance Sheet Forecast

~ ...... Capital Investments Options: Premises Operational Costs Forecast

71

~ ........ Capital Investments Options: Premises Financial Ratios

~ .......... Capital Investments Options: Premises Operational Margins

72

~ .... Capital Investments Options: Distribution / Handling Balance Sheet Forecast

~ ...... Capital Investments Options: Distribution / Handling Operational Costs Forecast

73

~ ........ Capital Investments Options: Distribution / Handling Financial Ratios

~ .......... Capital Investments Options: Distribution / Handling Operational Margins

74

~ .... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast

~ ...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast

75

~ ........ Capital Investments Options: Customer Handling Systems Financial Ratios

~ .......... Capital Investments Options: Customer Handling Systems Operational Margins

76

~ .... Product Cost Improvements Balance Sheet Forecast

~ ...... Product Cost Improvements Operational Costs Forecast

77

~ ........ Product Cost Improvements Financial Ratios

~ .......... Product Cost Improvements Operational Margins

78

~ .... Customer Handling Improvements Balance Sheet Forecast

~ ...... Customer Handling Improvements Operational Costs Forecast

79

~ ........ Customer Handling Improvements Financial Ratios

~ .......... Customer Handling Improvements Operational Margins

80

~ .... New Equity Scenarios Balance Sheet Forecast

~ ...... New Equity Scenarios Operational Costs Forecast

81

~ ........ New Equity Scenarios Financial Ratios

~ .......... New Equity Scenarios Operational Margins

82

~ .... Bank Borrowing: Base Scenarios Balance Sheet Forecast

~ ...... Bank Borrowing: Base Scenarios Operational Costs Forecast

83

~ ........ Bank Borrowing: Base Scenarios Financial Ratios

~ .......... Bank Borrowing: Base Scenarios Operational Margins

84

~ .... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast

~ ...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast

85

~ ........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios

~ .......... Bank Borrowing: 3% Inflation Scenarios Operational Margins

86

~ .... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast

~ ...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast

87

~ ........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios

~ .......... Bank Borrowing: 6% Inflation Scenarios Operational Margins

88

~ .... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast

~ ...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast

89

~ ........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios

~ .......... Bank Borrowing: 9% Inflation Scenarios Operational Margins

90

~ .... Bond / Debentures Scenarios Balance Sheet Forecast

~ ...... Bond / Debentures Scenarios Operational Costs Forecast

91

~ ........ Bond / Debentures Scenarios Financial Ratios

~ .......... Bond / Debentures Scenarios Operational Margins

92

~ .... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast

~ ...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast

93

~ ........ Asset Sales: 5% of Assets Scenarios Financial Ratios

~ .......... Asset Sales: 5% of Assets Scenarios Operational Margins

94

~ .... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast

~ ...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast

95

~ ........ Asset Sales: 10% of Assets Scenarios Financial Ratios

~ .......... Asset Sales: 10% of Assets Scenarios Operational Margins

96

~ .... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast

~ ...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast

97

~ ........ Asset Sales: 25% of Assets Scenarios Financial Ratios

~ .......... Asset Sales: 25% of Assets Scenarios Operational Margins

98

~ .... Self Generated Funds: Worst Scenarios Balance Sheet Forecast

~ ...... Self Generated Funds: Worst Scenarios Operational Costs Forecast

99

~ ........ Self Generated Funds: Worst Scenarios Financial Ratios

~ .......... Self Generated Funds: Worst Scenarios Operational Margins

100

~ .... Self Generated Funds: Best Scenarios Balance Sheet Forecast

~ ...... Self Generated Funds: Best Scenarios Operational Costs Forecast

101

~ ........ Self Generated Funds: Best Scenarios Financial Ratios

~ .......... Self Generated Funds: Best Scenarios Operational Margins

102

~ .... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast

~ ...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast

103

~ ........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios

~ .......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins

104

~ .... Financial data definitions

 





      PROMOTIONAL MIX FOR THE COMPANY

1

~ .. PROMOTIONAL MIX

2

~ .... Advertising

~ ...... i. Public presentation

~ ...... ii. Pervasiveness

~ ...... iii. Amplified expressiveness

~ ...... iv. Impersonality

3

~ ............ ADVERTISING -v- SELLING

~ ~...... Advertising : Public Presentation

~ ~...... Advertising : Pervasiveness

~ ~...... Advertising : Expressiveness

~ ~...... Selling : Sales Technique

~ ~...... Selling : Prospect Cultivation

~ ~............ Operations

4

~ ~............ Markets + Trade Cell

5

~ ~............ Products

6

~ ~............ Competitors

7

~ .... Personal selling

~ ...... i. Personal confrontation

~ ...... ii. Cultivation

~ ...... iii. Response

8

~ .... Publicity

~ ...... i. High veracity

~ ...... ii. Off guard

~ ...... iii. Dramatization

9

~ ............ PUBLICITY + SALES PROMOTION

~ ~...... Publicity Effect : Accepted Veracity

~ ~...... Publicity Effect : Off Guard perceptions

~ ~...... Publicity Effect : Dramatization

~ ~...... Sales Promotion : Insistent

~ ~...... Sales Promotion : Product Demeaning

~ ~............ Operations

10

~ ~............ Markets + Trade Cell

11

~ ~............ Products

12

~ ~............ Competitors

13

~ .... Sales Promotion

13

~ ...... i. Insistent presence

~ ...... ii. Product demeaning

14

~ .... PROMOTION MIX

~ ...... Consumer -v- Industrial

15

~ ............ ADVERTISING RATING

~ ~...... Awareness Building

~ ~...... Comprehension Building

~ ~...... Efficient Reminding

~ ~...... Lead Generation

~ ~...... Legitimation & Reassurance

~ ~............ Operations

16

~ ~............ Markets + Trade Cell

17

~ ~............ Products

18

~ ~............ Competitors

19

~ ...... The role of advertising in marketing

~ ...... i. Awareness building

~ ...... ii. Comprehension building

~ ...... iii. Efficient reminding

~ ...... iv. Lead generation

~ ...... v. Legitimation

~ ...... vi. Reassurance

21

~ ............ PERSONNEL SELLING RATING

~ ~...... Selling for Distribution Channel Stock Position Increase

~ ~...... Selling for Company Stock Position Decrease

~ ~...... Selling for Discounted Stocks

~ ~...... Selling for Enthusiasm Building

~ ~...... Missionary Selling

~ ~............ Operations

22

~ ~............ Markets + Trade Cell

23

~ ~............ Products

24

~ ~............ Competitors

25

~ ...... The role of personal selling in marketing

26

~ .... PROMOTION + ORGANIZATION

27

~ ............ ORGANIZATION RATING

~ ~...... Formal Corporate Position in Company

~ ~...... Formal Corporate Responsibility for Promotion

~ ~...... Established Working Plan for Promotion

~ ~...... Monitoring of Marketing Mix -v- Promotional Spend

~ ~...... Formal Co-ordination of Promotional -v- Marketing Campaigns

~ ~............ Operations

28

~ ~............ Markets + Trade Cell

29

~ ~............ Products

30

~ ~............ Competitors

31

~ ............ MARKETING COSTS

~ ~...... Advertising Costs

~ ~...... Sales Costs

~ ~...... Distribution Costs

~ ~...... After Sales Costs

~ ~...... Total Marketing Costs

~ ~............ Operations

32

~ ~............ Markets + Trade Cell

33

~ ~............ Products

34

~ ~............ Competitors

35

~ .... HISTORIC FINANCIAL DATA

36

~ .... HISTORIC MARKETING COSTS & MARGINS

36

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

37

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

38

~ .... Financial forecast notes

39

~ .... PROMOTIONAL MIX BALANCE SHEET FORECASTS :

40

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

41

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

42

~ ........ Base Forecast : Median Market Scenario Financial Ratios

43

~ .......... Base Forecast : Median Market Scenario Operational Margins

44

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

45

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

46

~ .... Marketing Expenditure Balance Sheet Forecast

47

~ ...... Marketing Expenditure Operational Costs Forecast

48

~ ........ Marketing Expenditure Financial Ratios

49

~ .......... Marketing Expenditure Operational Margins

50

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

51

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

52

~ ........ Variable Marketing Cost Objectives Financial Ratios

53

~ .......... Variable Marketing Cost Objectives Operational Margins

54

~ .... Selling Cost Objectives Balance Sheet Forecast

55

~ ...... Selling Cost Objectives Operational Costs Forecast

56

~ ........ Selling Cost Objectives Financial Ratios

57

~ .......... Selling Cost Objectives Operational Margins

58

~ .... Advertising Cost Objectives Balance Sheet Forecast

59

~ ...... Advertising Cost Objectives Operational Costs Forecast

60

~ ........ Advertising Cost Objectives Financial Ratios

61

~ .......... Advertising Cost Objectives Operational Margins

62

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

63

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

64

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

65

~ .......... Promotional & Pricing Cost Objectives Operational Margins

66

~ .... Promotional Expenditure Balance Sheet Forecast

67

~ ...... Promotional Expenditure Operational Costs Forecast

68

~ ........ Promotional Expenditure Financial Ratios

69

~ .......... Promotional Expenditure Operational Margins

71

~ .... Financial data definitions

 





COMPANY PURCHASE OF INPUT MATERIALS - SUPPLIES - SERVICES

Value of Purchases of Input Materials & Services

Value of Purchases of Input Materials & Supplies and Cost of Services Bought :

This volume has coverage of all the Input Materials, Supplies and Services which affect the operation, former, current and potential, of the business. The volume analyses the existing goods and supplies purchased by the Company and reviews the parallel products, substitutes and options available.

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.

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






Historic & Forecast Market Value Data for each Town within the Country

Historic & Forecast Market Value Data for each Town within the Country

COUNTRY SALES FOCUS :  to 2045.

MARKETS.

TOWN MARKET VALUE FORECAST for each TOWN in the country.

MARKET ENVIRONMENT. Market Growth, Market Structure, Market/s Serviced.

TRADING AREA.

MARKET COVERAGE.

MARKET NORMS.

MARKET GROWTH RATE ANNUAL INDICES.

MARKET MULTIPLIERS.

COMPANY INDICES.

COMPANY PROFILE.

CUSTOMER PROFILES.






      SALES PROMOTION FOR THE COMPANY

1

~ .. SALES PROMOTION

~ ...... Integrating the total marketing operation

~ ...... i. Promotional aims

2

~ ...... ii. Co-ordination

~ ...... iii. Sales-force presentation

~ ...... Budgeting

3

~ ...... Frequency of promotions

~ ...... Matching product to promotion

~ ...... Different types of testing

~ ...... i. Conditions and restrictions

4

~ ...... ii. Selecting services and supplies

~ ...... Meeting deadlines

~ ...... ~ Continuity of interest

~ ...... Evaluating campaigns

5

~ ............ SALES CAMPAIGNS

~ ~ ...... Marketing Integration

~ ~ ...... Budgeting Efficiency

~ ~ ...... Campaign Performance

~ ~ ...... Campaign Monitoring & Evaluation Procedures

~ ~ ...... Campaign Flexibility

~ ~ ............ Operations

6

~ ~ ............ Markets + Trade Cell

7

~ ~ ............ Products

8

~ ~ ............ Competitors

9

~ ...... ~ Emotional response

9

~ ...... Increasing promotional activity

10

~ .... PROMOTION EVALUATION

~ ...... PERCEPTION OF THE MARKET

11

~ ...... SALES PROMOTIONS RESEARCH

12

~ ...... i. Research pre-testing

~ ...... ii. Research post-testing

13

~ ...... iii. Constraints on research

~ ...... METHODOLOGY

14

~ ...... PROBLEMS OF EVALUATION OF SALES PROMOTION

~ ...... i. Proofs of success

15

~ ...... SALES PROMOTIONS EVALUATION CRITERIA

16

~ ...... TACTICAL AND STRATEGIC OBJECTIVES

~ ...... i. Tactical below-the-line activities

~ ...... ii. Strategic below-the-line activities

~ ...... PERFORMANCE-EVALUATION CRITERIA

17

~ ...... SALES AS THE DEPENDENT VARIABLE

18

~ ...... MODEL RESEARCH BRIEF

~ ...... i. Research objectives

~ ...... ii. Action criteria

~ ...... iii. Decision criteria

~ ...... iv. Action standards

19

~ ............ PROMOTIONAL PERFORMANCE

~ ~ ...... Promotional Research & Methodology

~ ~ ...... Promotion Evaluation & Monitoring

~ ~ ...... Promotion Performance & Efficiency

~ ~ ...... Promotion Targeting

~ ~ ...... Promotion Flexibility

~ ~ ............ Operations

20

~ ~ ............ Markets + Trade Cell

21

~ ~ ............ Products

22

~ ~ ............ Competitors

23

~ ...... THRESHOLD AND TARGET GOALS

24

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

25

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

26

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

27

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

28

~ .... Financial forecast notes

29

~ ............ SALES PROMOTION COSTS

~ ~ ...... Advertising : Mail : Media

~ ~ ...... Sales Personnel : Expenses : Materials

~ ~ ...... Sale Promotion Materials : Print

~ ~ ...... Sales Point-of-Sale Systems & Materials

~ ~ ...... Publicity : P.R. : Exhibitions

~ ~ ............ Operations

30

~ ~ ............ Markets + Trade Cell

31

~ ~ ............ Products

32

~ ~ ............ Competitors

33

~ .... HISTORIC FINANCIAL DATA

34

~ .... Historic Balance Sheet

35

~ ~ ...... Historic Costs & Margins

36

~ ~ ........ Historic Financial Ratios & Margins

37

~ ~ .......... Historic Operational Ratios & Margins

38

~ .... Financial forecast notes

39

~ .... SALES PROMOTION FINANCIAL FORECASTS :

40

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

41

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

42

~ ........ Base Forecast : Median Market Scenario Financial Ratios

43

~ .......... Base Forecast : Median Market Scenario Operational Margins

44

~ .... Marketing Expenditure Balance Sheet Forecast

45

~ ...... Marketing Expenditure Operational Costs Forecast

46

~ ........ Marketing Expenditure Financial Ratios

47

~ .......... Marketing Expenditure Operational Margins

48

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

49

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

50

~ ........ Variable Marketing Cost Objectives Financial Ratios

51

~ .......... Variable Marketing Cost Objectives Operational Margins

52

~ .... Selling Cost Objectives Balance Sheet Forecast

53

~ ...... Selling Cost Objectives Operational Costs Forecast

54

~ ........ Selling Cost Objectives Financial Ratios

55

~ .......... Selling Cost Objectives Operational Margins

56

~ .... Advertising Cost Objectives Balance Sheet Forecast

57

~ ...... Advertising Cost Objectives Operational Costs Forecast

58

~ ........ Advertising Cost Objectives Financial Ratios

59

~ .......... Advertising Cost Objectives Operational Margins

60

~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

61

~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

62

~ ........ Promotional & Pricing Cost Objectives Financial Ratios

63

~ .......... Promotional & Pricing Cost Objectives Operational Margins

64

~ .... Promotional Expenditure Balance Sheet Forecast

65

~ ...... Promotional Expenditure Operational Costs Forecast

66

~ ........ Promotional Expenditure Financial Ratios

67

~ .......... Promotional Expenditure Operational Margins

68

~ .... Sales & Marketing Cost Scenarios Balance Sheet Forecast

69

~ ...... Sales & Marketing Cost Scenarios Operational Costs Forecast

70

~ ........ Sales & Marketing Cost Scenarios Financial Ratios

71

~ .......... Sales & Marketing Cost Scenarios Operational Margins

73

~ .... Financial data definitions

 





      SALESFORCE DECISIONS FOR THE COMPANY

1

~ .. SALES FORCE DECISIONS

2

~ ...... BUYER-SELLER RELATIONSHIP

~ ...... SALES TASKS

~ ...... i. Prospecting

~ ...... ii. Communicating

~ ...... iii. Selling

~ ...... iv. Servicing

~ ...... v. Information gathering

~ ...... vi. Allocating

3

~ ............ SALESFORCE INTERACTION

~ ~ ...... Customer Prospecting

~ ~ ...... Customer Communications

~ ~ ...... Selling

~ ~ ...... Customer Servicing

~ ~ ...... Information Gathering & Usage

~ ~ ............ Operations

4

~ ~ ............ Markets + Trade Cell

5

~ ~ ............ Products

6

~ ~ ............ Competitors

7

~ .... SALES FORCE SIZE DECISIONS

7

~ ...... SALESMAN PRODUCTIVITY APPROACH

8

~ ...... SALESMAN WORKLOAD APPROACH

9

~ .... SALES FORCE DESIGN

~ ...... SALES-FORCE STRUCTURE

~ ...... i. TERRITORIAL-STRUCTURED SALES FORCE

~ ...... ii. PRODUCT-STRUCTURED SALES FORCE

10

~ ...... iii. CUSTOMER-STRUCTURED SALES FORCE

~ ...... iv. COMPLEX SALES-FORCE STRUCTURES

~ ...... TERRITORIAL DESIGN

11

~ ............ SALESFORCE STRUCTURE

~ ~ ...... Territory Value Structured

~ ~ ...... Workload Structured

~ ~ ...... Territory Structured

~ ~ ...... Product Structured

~ ~ ...... Customer Structured

~ ~ ............ Operations

12

~ ~ ............ Markets + Trade Cell

13

~ ~ ............ Products

14

~ ~ ............ Competitors

15

~ ...... i. TERRITORY SIZE

~ ...... ii. TERRITORY SHAPE

16

~ .... SALES FORCE SELECTION

~ ...... SALESMEN SELECTION

~ ...... WHAT MAKES A GOOD SALESMAN?

17

~ ...... RECRUITMENT PROCEDURES

~ ...... APPLICANT-RATING PROCEDURES

18

~ .... SALES FORCE TRAINING

19

~ .... SALES FORCE COMPENSATION

~ ........ Income regularity

~ ........ Reward for above-average performance

~ ........ Fairness

~ ........ Control

~ ........ Economy

~ ........ Simplicity

20

~ ...... LEVEL OF COMPENSATION

~ ...... ELEMENTS OF COMPENSATION

21

~ ...... i. STRAIGHT SALARY

~ ...... ii. STRAIGHT COMMISSION

22

~ ...... iii. COMBINATION SALARY AND COMMISSION

~ ...... STRUCTURE OF COMPENSATION

23

~ ............ SALESFORCE EMPLOYMENT

~ ~ ...... Recruitment Procedures

~ ~ ...... Applicant Vetting & Selection Procedures

~ ~ ...... Salesforce Training

~ ~ ...... Salesforce Compensation

~ ~ ...... Compensation & Incentivization Development

23

~ ~ ............ Operations

24

~ ~ ............ Markets + Trade Cell

25

~ ~ ............ Products

26

~ ~ ............ Competitors

27

~ .... SALES FORCE SUPERVISION

~ ...... DIRECTING SALESMEN

~ ...... i. DEVELOPING CUSTOMER CALL NORMS

28

~ ...... ii. DEVELOPING PROSPECT CALL NORMS

30

~ ...... MOTIVATING SALESMEN

~ ...... i. ORGANIZATIONAL CLIMATE

~ ...... ii. SALES QUOTAS

32

~ ...... iii. POSITIVE INCENTIVES

~ ...... EFFECTIVENESS OF SALES INCENTIVES

33

~ ............ SALESFORCE SUPERVISION

~ ~ ...... Direction: Customer Call Norms

~ ~ ...... Direction: Prospect Development

~ ~ ...... Motivation: Organization

~ ~ ...... Motivation: Sales Quotas

~ ~ ...... Motivation: Incentives

~ ~ ............ Operations

34

~ ~ ............ Markets + Trade Cell

35

~ ~ ............ Products

36

~ ~ ............ Competitors

37

~ .... SALES FORCE EVALUATION

37

~ ...... SOURCES OF INFORMATION

38

~ ...... Report on new business secured

~ ...... Report on lost business

~ ...... Report on local business and economic conditions

~ ...... FORMAL EVALUATION OF PERFORMANCE

~ ...... i. SALESMAN-TO-SALESMAN COMPARISONS

39

~ ...... ii. CURRENT-TO-PAST-SALES COMPARISONS

~ ...... iii. QUALITATIVE APPRAISAL OF SALESMEN

40

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

41

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

42

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

43

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

44

~ .... Financial forecast notes

45

~ ............ SALESFORCE EVALUATION

~ ~ ...... Sales Information Monitoring

~ ~ ...... Sales Performance Reporting

~ ~ ...... Sales Evaluation: Personal Comparisons

~ ~ ...... Sales Evaluation: Sales Period Comparisons

~ ~ ...... Sales Evaluation: Qualitative Comparisons

45

~ ~ ............ Operations

46

~ ~ ............ Markets + Trade Cell

47

~ ~ ............ Products

48

~ ~ ............ Competitors

49

~ ............ SALESFORCE COSTS

~ ~ ...... Sales Personnel Costs : Fixed

~ ~ ...... Sales Personnel Costs : Variable

~ ~ ...... Sales Personnel Expenses

~ ~ ...... Sales Overhead Expenses

~ ~ ...... Sales Material Costs

~ ~ ............ Operations

50

~ ~ ............ Markets + Trade Cell

51

~ ~ ............ Products

52

~ ~ ............ Competitors

53

~ .... HISTORIC FINANCIAL DATA

54

~ .... Historic Balance Sheet

55

~ ~ ...... Historic Costs & Margins

56

~ ~ ........ Historic Financial Ratios & Margins

57

~ ~ .......... Historic Operational Ratios & Margins

58

~ .... Financial forecast notes

59

~ .... SALESFORCE DECISIONS FINANCIAL FORECASTS :

60

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

61

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

62

~ ........ Base Forecast : Median Market Scenario Financial Ratios

63

~ .......... Base Forecast : Median Market Scenario Operational Margins

64

~ .... Marketing Expenditure Balance Sheet Forecast

65

~ ...... Marketing Expenditure Operational Costs Forecast

66

~ ........ Marketing Expenditure Financial Ratios

67

~ .......... Marketing Expenditure Operational Margins

68

~ .... Export Sales Improvement Balance Sheet Forecast

69

~ ...... Export Sales Improvement Operational Costs Forecast

70

~ ........ Export Sales Improvement Financial Ratios

71

~ .......... Export Sales Improvement Operational Margins

72

~ .... Personnel + Staff Improvement Balance Sheet Forecast

73

~ ...... Personnel + Staff Improvement Operational Costs Forecast

74

~ ........ Personnel + Staff Improvement Financial Ratios

75

~ .......... Personnel + Staff Improvement Operational Margins

76

~ .... Fixed Marketing Cost Objectives Balance Sheet Forecast

77

~ ...... Fixed Marketing Cost Objectives Operational Costs Forecast

78

~ ........ Fixed Marketing Cost Objectives Financial Ratios

79

~ .......... Fixed Marketing Cost Objectives Operational Margins

80

~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

81

~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

82

~ ........ Variable Marketing Cost Objectives Financial Ratios

83

~ .......... Variable Marketing Cost Objectives Operational Margins

84

~ .... Selling Cost Objectives Balance Sheet Forecast

85

~ ...... Selling Cost Objectives Operational Costs Forecast

86

~ ........ Selling Cost Objectives Financial Ratios

87

~ .......... Selling Cost Objectives Operational Margins

88

~ .... Sales Cost Improvement Balance Sheet Forecast

89

~ ...... Sales Cost Improvement Operational Costs Forecast

90

~ ........ Sales Cost Improvement Financial Ratios

91

~ .......... Sales Cost Improvement Operational Margins

92

~ .... Promotional Expenditure Balance Sheet Forecast

93

~ ...... Promotional Expenditure Operational Costs Forecast

94

~ ........ Promotional Expenditure Financial Ratios

95

~ .......... Promotional Expenditure Operational Margins

96

~ .... Sales Personnel + Staff Improvement Balance Sheet Forecast

97

~ ...... Sales Personnel + Staff Improvement Operational Costs Forecast

98

~ ........ Sales Personnel + Staff Improvement Financial Ratios

99

~ .......... Sales Personnel + Staff Improvement Operational Margins

100

~ .... Sales & Marketing Cost Scenarios Balance Sheet Forecast

101

~ ...... Sales & Marketing Cost Scenarios Operational Costs Forecast

102

~ ........ Sales & Marketing Cost Scenarios Financial Ratios

103

~ .......... Sales & Marketing Cost Scenarios Operational Margins

105

~ .... Financial data definitions

   





STRATEGIC ANALYSIS & CONCLUSIONS FOR THE COMPANY

Full Strategic Analysis and Conclusions

1997 to 2045

 Geographic + Product + Competitor + Operations coverage
 Introduction
 Trade cell
 Critical factors for profitability.

 BASE FINANCIAL FORECAST
 Median Market Scenario Balance Sheet
 Operational Costs + Margins
 Ratios Forecast.

MARKET ENVIRONMENT
 Market growth
 Market structure
 Market serviced
 Market serviced
 Customer factors
 Concentrations of purchases - end users
 % Of physical number of end user customers,
 Concentrations of purchases - immediate customers,
 % Of physical number of immediate customers.

THE PRODUCT
 Product life cycle and stages in the life cycle
 The Gompertz analysis, Introductory stage
 Dynamic stage
 Maturity stage
 Market share - life cycle - profitability
 Quality - life cycle - profitability
 Product range - life cycle stage - profitability
 Product range - profitability - capital intensity.

MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
 Market share & customised or specified products
 Profitability - high market share - product uniqueness
 Relative product pricing in the trade cell


INDEX OF PRICING.
 PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS.
 PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS.

PRODUCT QUALITY
 Relative product quality in the trade cell
 Index of quality
 Value scale for quality.

QUALITY IMPROVEMENT EFFECT FORECASTS
 Profitability & products
 Relative product quality & profitability
 Circumstances where ROI is greater than the index
 Quality - profitability & concentrated markets
 Product quality & relative market share
 Product quality - profitability & market growth.

NEW PRODUCTS
 Index of new products
 New Product Development.

PROFITABILITY - MARKET GROWTH & NEW PRODUCT INTRODUCTIONS
 New product introductions - inflation & profitability
 New product introductions - investment in new plant + equipment & profitability
 New products - product quality & profitability.

COMPETITION
 Market share
 Market share & product profitability
 Circumstances where ROI is greater than average
 Product profitability & relative market share
 Product - forecasted market shares
 Market share %
 Relative market shares in the trade cell
 Relative market share
 Nature of the competitive situation
 Entry & exit of competitors
 Evidence of competitor entry + exit
 Relative strengths of competitors
 Relative strength of competitors in the market
 Perfectness of the market
 Relative perfectness of the markets.

COMPANY DATA
 Process Costs and Profitability
 Market Dominance
 Long term Company growth
 Index of Company growth
 Physical process considerations
 Physical process capacity utilisation & market share
 Capacity utilisation & market share
 Productivity - profitability - market growth
 Unionisation & market share
 Unionisation - profitability & market growth
 Unionisation - profitability & Company concentration
 Unionisation - profitability & harvesting strategies
 Product profitability - process uniqueness & market share
 Capital structure in terms of investment intensity
 Product profitability & investment intensity.

NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS.
 New Plant + Equipment Investment.
 Net margins & investment intensity.
 Margins & investment intensity.
 Product profitability - market share & capital intensity.
 Productivity - profitability & investment intensity.
 Process capacity utilisation - profitability & capital intensity.
 Inventories - profitability & capital intensity.
 Physical process in terms of vertical integration.
 Profitability - market share & vertical integration.
 Profitability - diversification & vertical integration.
 Profitability - vertical integration & customer base.
 Profitability - vertical integration & product quality.
 Profitability - vertical integration & inventories.
 Profitability - vertical integration & productivity.

NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS.
 New Technology Investment.

MARKETING & SALES COSTS.
 Profitability - market share & marketing costs.
 Profitability - investment intensity & marketing costs.
 Profitability - customer base & marketing costs.
 Profitability - product quality & marketing costs.
 Profitability - new products & marketing costs.

MARKETING EXPENDITURE EFFECT FORECASTS.
 Marketing Expenditure.

PRODUCT DEVELOPMENT AND PROCESS DEVELOPMENT COSTS.
 Profitability - development expenditure & market growth.
 Profitability - development expenditure & product quality.
 Profitability - development expenditure & marketing costs.
 Profitability - development expenditure & market share.
 Profitability - development expenditure & unionisation.

PRODUCT DISTRIBUTION.
 Distribution Channel Improvement.

MARKET PENETRATION.
 Right tools for the job.
 1. Economies of scale.
 2. Market power.
 3. Management.

PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS.
 Personnel + Staff Improvement.

MARKET SHARE.
 Market share & pre-tax profitability.
 Relationship - market share
 Profit to sales + turnover on investment.

COST STRUCTURE IMPROVEMENTS EFFECT FORECASTS:
 Cost Structure Improvement.
 Relationship between market share and added value.
 Vertical integration - investment/sales ratio.
 Relationship of market share to the purchases/sales ratio.
 Investment to sales ratio corrected for vertical integration.
 1. Increased vertical integration.
 2. Products.
 3. Equipment & Process Technology.
 4. Physical Process.
 5. Materials.

MARKETING COST TO SALES RATIO AND TRADE CELL MARKET PENETRATION.
 1. Economies of Scale.
 2. Sales Promotion.
 3. Advertising.
 4. The Bandwagon Effect.
 Relationship between trade cell pricing and product quality.
 Customers and better products.
 Relationship between purchase frequency and market share.
 Infrequent purchase frequency.
 Infrequent purchase frequency.
 Relationship between customer base fragmentation and market share.

EXPORT IMPROVEMENT EFFECT FORECASTS.
 Export Sales Improvement.

MEDIUM + LONG TERM STRATEGIES.
 When to build market share.
 Necessary levels of market penetration.
 Level of market share.
 Building strategies.
 Holding strategies for markets.
 Harvesting strategies.

HISTORIC FINANCIAL DATA.
 Historic Costs & Margins.
 Financial Ratios & Margins.
 Operational Ratios & Margins.

STRATEGIC FINANCIAL FORECASTS:
 Market Share Building Objectives.
 Market Share Holding Objectives.
 Market Share Harvesting Objectives.
 Capital Investments Options: Process Plant & Equipment Balance Sheet.
 Operational Costs + Margins. Ratios Forecast.
 Capital Investments Options: Premises.
 Capital Investments Options: Distribution / Handling.
 Capital Investments Options: Customer Handling Systems Balance Sheet.
 Operational Costs + Margins. Ratios Forecast.






SURVEYS OF COMPANY BUYERS & COMPANY END USERS

Surveys of Buyers and End Users

COMPANY SURVEY ANALYSIS :

The IMAGE + SURVEY ANALYSIS gives a tabular & graphic analysis of the prevalent image of the Company in terms of customers, distribution channels & competitors. Overall National Surveys are provided as a point of comparison.

IMAGE + CUSTOMER SURVEYS: Companies (with image or customer attitude problems) can greatly benefit from knowing what their customers think and how they might improve products or services. The data regularly monitors the perceptions & needs of the customer base because such surveys frequently give advance warning of problems in terms of customers' product or service needs; changes in the competitive situation as new products and competitors enter or leave the market; developments in technology and the evolution of the technical requirements of customers; et cetera. The Customer Surveys are also an extremely effective way to independently monitor the effectiveness of the marketing; the results of advertising & sales promotion activity and the effectiveness of the sales force or distribution network.

The Surveys are given as a MATRIX which includes each of the major areas of operation, viz, subsidiaries, divisions, brands, product groups and market sectors. The matrix is given in two separate data sets of up to fifteen of these groupings.

PERFORMANCE: Credibility, Customer Confidence, Reputation, Staff Efficiency & Performance, Integrity, Truth + Honesty, Written + Verbal Communications, Customer service - Handling - Complaints - Problems, Comprehension + Awareness of Product, Customer Response + Information, Promotion, Advertising, Documentation, Contracts. Current & Forecast Data.

STATUS, STANDING, COMPETITIVENESS: Operations, Manpower, Costs, Margins, Products, Managers, Corporate, Distribution, Customers, Marketing, Competition, Reputation, Promotion, Competence. Current & Forecast Data.

THE SURVEYS: Over 600 vital questions answered in these surveys. Analysis isolates the person behind the purchase decisions (at various levels) and analyses the situation before, during and after the purchase.

END USERS + CONSUMERS: Figures by EACH Country, Company, Division by each CONSUMER Question. BUYERS: Figures for Buyers by EACH Country, Company, Division by each BUYER Question.

CONSUMER OR BUYER LEVEL: The Buyer Profile is a matrix by YEAR & by AGE GROUP (7 ranges) by SOCIAL CLASS (6 ranges) by GEOGRAPHIC Location. Current & Forecast Data.

DISTRIBUTION CHANNELS: for EACH Country, Company, Division by each DISTRIBUTION Question.

COMPANY PERFORMANCE: Analyses of a large number of questions on the specific Performance of the Company within the Industry.

NATIONAL SURVEYS: National Surveys are given to enable one to compare and evaluate the Competitor's survey results with the National averages and norms. National Surveys can also be regarded as being the Competitive averages for each National market - thus one can see the relative performance of the Company in the market-place. In competitive markets, Image and Customer Surveys on the Competitors isolate and identify problem areas for the competitors and thereby identify opportunities for the Company. National Surveys cover all the topics mentioned above for the Company Image Surveys.

COMPANY SURVEYS The information shown in this volume is based on the results of surveys and similar research amongst the Customers, Branch Networks & Distribution Channels, Buyers and Suppliers of the Company. The data is given relative to the Subsidiary, Division, Unit or Market sectors.

 

SURVEYS

PRODUCT OPERATIONS PRODUCT FLOW TOWN TRADE CELL COMPETITION
END USER SURVEYS** *** *

BUYER SURVEYS

 *** ***

DISTRIBUTION CHANNEL SURVEYS

* *** **

COMPANY PERFORMANCE SURVEYS

 *** ***





TOWN FOCUS

Market and Financial data for specific Town Businesses

1997 to 2045

MARKETS. MARKET VALUE : from 1997 :

PRODUCT SECTOR : VALUE.

MARKET VALUE FORECAST :  to 2045 :

PRODUCT SECTOR : VALUE.

PRODUCT DEVELOPMENT : from 1997 :

PRODUCT SECTOR : % OF TOTAL MARKET.

PRODUCT DEVELOPMENT FORECAST :  to 2045 :

PRODUCT SECTOR : % OF TOTAL MARKET.

MARKET ENVIRONMENT
  Market Growth
  Market Structure
  Market/s Serviced.

TRADING AREA, MARKET COVERAGE.

HISTORIC DATA AND TIME SERIES.

FORECAST DATA AND TIME SERIES.

LONG- RANGE HISTORIC DATA & TIME SERIES.

DATABASE GEOGRAPHIC COVERAGE.

MARKET NORMS
  Market growth rate annual indices
  Market multipliers
  Company indices + profile
  Customer profiles.

MARKETING COSTS:
HISTORIC MARKETING COSTS & MARGINS:
SALES COSTS. DISTRIBUTION + HANDLING COSTS.
ADVERTISING COSTS.
AFTER-SALES COSTS.
TOTAL MARKETING COSTS.

HISTORIC MARKETING COST RATIOS & MARGINS:
PROFIT RATIOS.
MARKETING RATIO.
MARKETING OPERATIONAL RATIOS.
MARKETING COSTS.


MARKETING COSTS FORECAST:
SALES COSTS FORECAST.
DISTRIBUTION + HANDLING COSTS FORECAST.
ADVERTISING COSTS FORECAST.
AFTER-SALES COSTS FORECAST.
TOTAL MARKETING COSTS FORECAST.

MARKETING MARGINS + RATIOS FORECAST:
PROFIT RATIOS FORECAST.
MARKETING RATIOS FORECAST.
MARKETING OPERATIONAL RATIOS FORECAST.
MARKETING FACTORS FORECAST.

HISTORIC FINANCIAL DATA :
  Historic Balance Sheet
  Historic Costs & Margins
  Historic Financial Ratios & Margins
  Historic Operational Ratios & Margins.

MARKET FINANCIAL FORECASTS :  to 2045 :
  Base Forecast : Median Market Scenario.

PRODUCT SURVEYS:

USER SURVEYS.

DISTRIBUTION SURVEYS.

BUYER SURVEYS.

PERFORMANCE SURVEYS.

DECISION MAKER PROFILES: PROFILES.

DECISION MAKER PROFILE DEFINITIONS.

BUYER PROFILE, Age & Social Profile.

END USER PROFILE, Age & Social Profile.






TOWN START

Business Start-up data for specific Town Markets

1997 to 2045

MARKETS.

MARKET VALUE : from 1997

PRODUCT SECTOR : VALUE.

MARKET VALUE FORECAST :  to 2045,

PRODUCT SECTOR : VALUE.

PRODUCT DEVELOPMENT : from 1997

PRODUCT SECTOR : % OF TOTAL MARKET. PRODUCT DEVELOPMENT FORECAST :  to 2045
PRODUCT SECTOR : % OF TOTAL MARKET.

MARKET DATA NOTES

MARKET ENVIRONMENT
  Market Growth
  Market Structure
  Market/s Serviced.

TRADING AREA

MARKET COVERAGE.

MARKET NORMS
  Market growth rate annual indices
  Market multipliers
  Company indices & profile
  Customer profiles.

PRODUCT MARKETING FACTORS.

CRITICAL FACTORS + PARAMETERS.

MARKET & PRODUCT SEGMENTATION.

PRODUCT LAUNCH FACTORS
  Adoption rates
  Conversion ratios
  Sales growth
  Product launch data.

PRODUCT LAUNCH FACTORS - PRODUCTS
  Adoption rates : product revisions, : new products
  Conversion ratios : product revisions, : new products.

PRODUCT LAUNCH FACTORS - PRODUCTS
  Potential first year growth : product revisions, : new products.

PROMOTIONAL MIX:
Advertising
   i. Public presentation
  ii. Pervasiveness
 iii. Amplified expressiveness
 iv. Impersonality.

ADVERTISING -v- SELLING
  Advertising : Public Presentation
  Advertising : Pervasiveness
  Advertising : Expressiveness
  Selling : Sales Technique
  Selling : Prospect Cultivation
  Products Personal selling
   i. Personal confrontation
  ii. Cultivation
 iii. Response Publicity
   i. High veracity
  ii. Off guard
 iii. Dramatisation.

PUBLICITY + SALES PROMOTION
  Publicity Effect : Accepted Veracity
  Publicity Effect : Off Guard perceptions
  Publicity Effect : Dramatisation
  Sales Promotion : Insistent
  Sales Promotion : Product Demeaning
  Products Sales Promotion
   i. Insistent presence
  ii. Product demeaning.

PROMOTION MIX
  Consumer -v- Industrial.

ADVERTISING RATING
  Awareness Building
  Comprehension Building
  Efficient Reminding
  Lead Generation
  Legitimation & Reassurance
  Products.

Role of advertising in marketing
   i. Awareness building
  ii. Comprehension building,
 iii. Efficient reminding
 iv. Lead generation
  v. Legitimation
 vi. Reassurance.

PERSONNEL SELLING RATING
  Selling for Distribution Channel Stock Position Increase
  Selling for Company Stock Position Decrease
  Selling for Discounted Stocks
  Selling for Enthusiasm Building
  Missionary Selling
  Products
  The role of personal selling in marketing.

PROMOTION + ORGANISATION. MARKETING COSTS
  Advertising Costs
  Sales Costs
  Distribution Costs
  After Sales Costs
  Total Marketing Costs
  Products.

SALES PROMOTION:
  Integrating the total marketing operation
    i. Promotional aims
   ii. Co-ordination
  iii. Sales-force presentation Budgeting
  Frequency of promotions
  Matching product to promotion
  Different types of testing
    i. Conditions & restrictions
   ii. Selecting services & supplies
  Meeting deadlines
  Continuity of interest
  Evaluating campaigns.

SALES CAMPAIGNS
  Marketing Integration
  Budgeting Efficiency
  Campaign Performance
  Campaign Monitoring & Evaluation Procedures
  Campaign Flexibility
  Products
  Emotional response
  Increasing promotional activity.

PROMOTION EVALUATION
PERCEPTION OF THE MARKET.

SALES PROMOTIONS RESEARCH
    i. Research pretesting
   ii. Research post-testing
  iii. Constraints on research.

METHODOLOGY
PROBLEMS OF EVALUATION OF SALES PROMOTION
  Proofs of success.

SALES PROMOTIONS EVALUATION CRITERIA.

TACTICAL AND STRATEGIC OBJECTIVES
    i. Tactical below-the-line activities
   ii. Strategic below-the- line activities.

PERFORMANCE-EVALUATION CRITERIA
SALES AS THE DEPENDENT VARIABLE. MODEL RESEARCH BRIEF
    i. Research objectives
   ii. Action criteria
  iii. Decision criteria
  iv. Action standards.

PROMOTIONAL PERFORMANCE
  Promotional Research & Methodology
  Promotion Evaluation & Monitoring
  Promotion Performance & Efficiency
  Promotion Targeting
  Promotion Flexibility
  Products.

THRESHOLD AND TARGET GOALS.

SALES PROMOTION COSTS
  Advertising : Mail : Media
  Sales Personnel : Expenses : Materials
  Sale Promotion Materials : Print
  Sales Point-of-Sale Systems & Materials
  Publicity : P.R. : Exhibitions
  Products.

MARKETING COSTS
  Historic marketing costs & margins
  Sales costs, Distribution + handling costs
  Advertising costs
  After-sales costs
  Total marketing costs
  Historic marketing cost ratios & margins
  Profit ratios
  Marketing ratio
  Marketing operational ratios
  Marketing costs.

MARKETING COSTS FORECAST
  Sales costs forecast
  Distribution + handling costs forecast
  Advertising costs forecast
  After-sales costs forecast
  Total marketing costs forecast
  Marketing margins + ratios forecast
  Profit ratios forecast
  Marketing ratios forecast
  Marketing operational ratios forecast
  Marketing factors forecast.

HISTORIC FINANCIAL DATA
  Balance Sheet Costs & Margins
  Financial Ratios & Margins
  Operational Ratios & Margins.

MARKET FINANCIAL FORECASTS :  to 2045 : Median Market Scenario.






 

COMPANY TRADE CELL ISSUES

Description

RELATIVE STATURE

~ PREVALENT AWARENESS BY CUSTOMERS

common buyer recognition of the business and its products

~ PREVAILING REPUTATION

overall position

~ PERCEPTION OF PRODUCTS

stature of products

~ RECOGNITION OF PRODUCT QUALITY

appraisal of product excellence

~ PERCEPTION OF SERVICE SUPPORT

level of service proffered

~ PERCEPTION OF CLIENT TREATMENT

level of client management and relationship

COMPETITIVE PROMOTIONAL PRACTICE

~ EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

evaluation of overall sales promotion undertakings

~ MERIT OF ADVERTISING

understanding of advertising stance and the advertising intent

~ VALUE OF SALES PERSONNEL

potency of sales and marketing staff

~ CALIBER OF SALES PRINT

clarity of sales literature and print

COMPETITIVE PRODUCT AVAILABILITY

~ GRADING OF PRODUCT AVAILABILITY

grading of routine product availability

~ MERIT OF PRODUCT DEFINITION

proficiency of product specifications

~ GRADING OF ON-TIME DELIVERY

accomplishment of on-time delivery track record

~ RATING OF UNIMPAIRED ORDER DELIVERY

confidence in overall order delivery performance

~ RATING OF ORDER HANDLING

proficiency of order supervision and order taking

~ RATING OF CAPACITY TO PROVIDE

capacity to furnish products as contracted

COMPETITIVE MARKETING APTITUDE

~ CALIBER OF MARKETING EXPERTISE

caliber of prevalent marketing expertise

~ EVALUATION OF MARKETING RESPONSE

marketing experience and proficiency amid personnel

~ EVALUATION OF MARKETING TECHNIQUE

utilization of marketing techniques

~ EVALUATION OF PROMOTIONAL DOCUMENTATION

lucidity of promotional documentation and print

~ EVALUATION OF PROMOTIONAL + SALES DECAY

degree of promotional rejection and sales decay

~ EVALUATION OF ADVERTISING DEXTERITY

recognition of prevalent advertising adroitness and execution

MARKET COMPONENTS

~ CONSCIOUSNESS OF PRODUCT PRICING

consciousness of product pricing

~ PRODUCT EXCELLENCE

recognition of product excellence

~ CLIENT SERVICE

completion of client instructions and the character of service delivered

~ RELIABLE DELIVERY

confidence in punctual delivery

~ SERVICE RELIABILITY

score of service reliability

~ SERVICE STANDARDS

attainment of service standards

~ SERVICE CONDUCT

routine smoothness of the service function and procedures used

~ SERVICE CONVENIENCE

satisfaction with service convenience

~ PRODUCT DELIVERY SYSTEM

reputation of the distribution system and its efficacy

~ RESPONSIVENESS OF CLIENT TREATMENT

client treatment, versatile and propensity to assist

~ OBSERVANCE OF FAIR TERMS OF BUSINESS

fairness and observance of commercial & contractual terms of business

SALES STAFF ACHIEVEMENT

~ PRIMARY CONTACT

original contact and comprehension

~ ORDER HANDLING STAFF

relationship with order handling staff

~ SALES STAFF

negotiations with sales and marketing personnel

~ ADMINISTRATION STAFF

performance of administration and account staff

~ SALES MANAGEMENT

dealings with sales managers and staff

~ SALES PERSONNEL

deportment of sales personnel

CORPORATE SALES ELEMENTS

~ UPSTREAM SALES CONSOLIDATION

comparative upstream sales coordination

~ DOWNSTREAM PROMOTIONAL HARMONIZATION

observance of downstream promotional harmonization

~ CAPTIVE SALES CONDUITS

conduct of captive sales mechanisms

~ DEPENDENCE ON SELLING OUTLETS

dependence on selling outlets

~ OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

application of segmented promotional Endeavour

~ BENEFITS OF SEGMENTED MARKETING

support of segmented marketing activity

~ CAPTIVE CUSTOMER BASES

acquisition and influence of specific customer bases

COMPETITIVE SALES CHANNEL AWARENESS

~ WAREHOUSING & HANDLING

proficiency of warehousing and handling

~ PACKING & PACKAGING

character and refinement of packing and packaging

~ SALES ACTIVITY

conduct of regular sales undertakings

~ STOCK AVAILABILITY

normal stock availability

~ CUSTOMER SATISFACTION

prevailing customer fulfillment

COMPETITIVE CLIENT AWARENESS

~ LOCATION OF CUSTOMERS

geographic location and distribution of the customer base

~ CAPTIVENESS OF THE CUSTOMER BASE

captiveness of prevailing customer bases

~ CUSTOMER BASE LOYALTY

fidelity of the current customer base

~ CONCENTRATION OF PURCHASES

comparative focus of customer purchases

~ PURCHASE FREQUENCY

frequency of typical buyer purchases

~ ORDER SIZE

average order size and content of customer purchase

~ CUSTOMER SERVICING

prevalent level of customer maintenance

~ SEASONALITY

seasonality of consumer use of products

COMPETITIVE PROMOTIONAL CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

prevailing advertising and sales promotion message

~ MARKETING

marketing overhead & application and sales decay

~ SALES PROMOTION

explicit sales promotions and activity

~ SALESFORCE

salesforce potency and accomplishment

~ ADVERTISING

advertising effectiveness

COMPETITOR CONSEQUENCES

~ PRICING CONDUCT

regular pricing guidelines and its execution

~ ECONOMIC ENVIRONMENT

conjectural reverberation of the economic climate and environment

~ COMPARATIVE MARKETING ACTIVITY

prevailing competitive marketing activity

~ RESPONSE TO OPPONENTS

response to opponents' behavior and methods

~ NEW COMPETITORS

invariable reflex to the market entry of challengers

~ PRICES AT MSP

acceptability of base prices

~ PRICE INCREASES

capacity to contend with and respond to price increases

~ PRICES AT RSP

overall competitiveness of end users sales prices

~ MARKET SHARE

average comparative market share

 

 

COMPANY TRADE CELL CONSIDERATIONS

Description

COMPANY PHYSICAL MARKETING CONCERNS

~ PHYSICAL MARKETING OBSTACLES

physical marketing obstacles and difficulties

~ PHYSICAL MARKETING RESOURCES

physical marketing resources

~ PHYSICAL ADVERTISING POTENTIAL

physical advertising potential

~ RESPONSIVENESS OF ADVERTISING REACTION

responsiveness of advertising reaction

~ ADROITNESS TO MODIFY MARKETING EFFORT

expertise to improve the marketing tasks

~ CLIENT HANDLING SYSTEMS & EQUIPMENT

customer administration infrastructure and equipment

ADVERTISING & MARKETING MATERIALS ELEMENT

~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

marketing materials and supplies procurement

~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS

stock levels & inventories of marketing materials & supplies

~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS

dependence on outside marketing suppliers

~ ADVERTISING BUYING INFLUENCE

advertising buying influence and purchasing power

SALES PERSONNEL PERCEPTIONS

~ SALES PERSONNEL ACCESSIBILITY

sales & marketing personnel accessibility

~ SALES EMPLOYEES RELATIONS

sales employees rapport

~ PRESSURE OF SALESFORCE WAGE RISES

salesforce salary rises and demands

~ RELATIVE SALES PAYROLL LEVELS

salesforce payroll levels in comparison to competitors

~ RELATIVE SALES INCENTIVE LEVELS

salesforce reward levels relative to competitors

~ SALESFORCE SPECIALIZED EXPERTISE

specialized expertise of sales personnel

MARKETING COSTS & MARGIN CONCERNS

~ MARKETING SUPPLIES INVENTORY LEVELS

marketing supplies reserves and inventory levels

~ VARIABLE MARKETING COSTS

flexibility of variable sales & marketing costs

~ FIXED MARKETING COSTS

flexibility of fixed marketing costs

~ MARKETING PAYROLL COSTS

responsiveness of marketing manpower and staff costs

~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

direct marketing costs relative to major competitors

~ PRODUCT DEVELOPMENT COSTS

product launch / innovation & product development costs

PRODUCT ADVERTISING + MARKETING

~ QUALITY

product quality

~ PRODUCT SPECIFICATIONS

product specifications

~ DESIGN

product design and utility

~ OPERATING CRITERIA

product operating requirements and operating suitability

~ PRODUCT EFFICIENCY

product efficiency and performance

~ PRODUCT RELIABILITY

product dependability and integrity

~ PRODUCT LONGEVITY

product longevity and shelf life

~ PRODUCT LIFE CYCLE

product life cycle and obsolescence

~ PRODUCT CUSTOMIZATION

degree of product customization and flexibility

~ PRODUCT TECHNOLOGY

product technology and technological advantage

~ PRODUCT USAGE

product interchangeability and usage

MARKETING MANAGEMENT STRENGTHS

~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

strengths of senior marketing personnel

~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

effectiveness of salesforce managers

~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

performance of sales and marketing managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

efficiency of customer handling managers

~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

aptitude and technical capability of sales managers

~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

reliability of customer handling managers

CORPORATE MARKETING CONSIDERATIONS

~ UPSTREAM MARKETING STRATEGIES

upstream consolidation of marketing strategies

~ DOWNSTREAM MARKETING TACTICS

downstream co-ordination of marketing tactics

~ CAPTIVE MARKETING CHANNELS

captive marketing channels

~ RELIANCE ON EXTERNAL MARKETING

reliance on third party marketing & sales effort

~ RELIANCE ON EXTERNAL PROMOTION

reliance on outside promotional effort en-route to the market

~ RELIANCE ON EXTERNAL MARKETING SUPPORT

reliance on third party marketing activity for sales support

~ RELIANCE ON CUSTOMERS ATTITUDES

reliance on customers attitudes to corporate factors

DISTRIBUTION MARKETING CONSIDERATIONS

~ WAREHOUSING & HANDLING

warehousing and handling

~ PACKING & PACKAGING

packing and packaging

~ DISTRIBUTION

distribution activities

~ STOCK AVAILABILITY

stock availability

~ ORDER PROCESSING

order processing

CUSTOMER TOPICS

~ LOCATION OF CUSTOMERS

geographic location of the customer base

~ RELIANCE ON CUSTOMER BASE

reliance on distinct customer bases

~ CAPTIVE CUSTOMER BASE

captive and assured customer base

~ CONCENTRATION OF CUSTOMERS

concentration of customers

~ PRODUCT USAGE FREQUENCY

frequency of product usage

~ ORDER VALUE

order value and volume of average turnover

~ RELATIVE CUSTOMER SERVICING

customer servicing relative to competitors

~ SEASONALITY OF DEMAND

seasonality of demand and customer purchases

COMPETITIVE MARKETING CONSIDERATIONS

~ ADVERTISING & SALES PROMOTION

advertising and sales promotion posture and activity

~ MARKETING COSTS

total marketing costs

~ SALES PROMOTION COSTS

sales promotion costs

~ SELLING COSTS

salesforce and selling costs and expenses

~ ADVERTISING COSTS

advertising costs

COMPETITOR CONSIDERATIONS

~ COMPETITORS' PRICING GUIDELINES

competitors' pricing procedures and stance

~ SENSITIVITY TO ECONOMIC CONDITIONS

sensitivity to economic conditions

~ RELATIVE MARKETING SPEND

marketing spend relative to competitors

~ COMPETITORS' COMBATIVENESS

combativeness of competitors' conduct and attitude

~ ACCESS OF NEW COMPETITORS

access of new competitors into the market

~ PRICES AT MSP

prices at manufacturers sales price

~ PRICE INCREASES AT MSP

previous price increases at manufacturing level

~ PRICES AT RSP

prices at retail or end users sales price

~ MARKET SHARE

market share

 





COMPANY VALUATION

Asset Valuation (comparison of Published balance sheets -v- Derived figures)

PUBLISHED HISTORIC FINANCIAL DATA. VALUATION ISSUES.
  Historic Balance Sheet
  Historic Costs & Margins
  Historic Financial Ratios & Margins
  Historic Operational Ratios & Margins.

DERIVED ASSET VALUATION.

VALUATION METHODS.
  Earnings & P/E Ratios
  Current Value
  Net Asset Value
  Return on Investment.

DERIVED HISTORIC FINANCIAL DATA.

DERIVED HISTORIC BALANCE SHEET.

DERIVED HISTORIC COSTS & MARGINS.

DERIVED HISTORIC FINANCIAL RATIOS & MARGINS.

DERIVED HISTORIC OPERATIONAL RATIOS & MARGINS.

PUBLISHED + DERIVED FORECASTS :  to 2045 :
  Published Base Forecast : Best Market Scenario
  Published Base Forecast : Median Market Scenario
  Published Base Forecast : Worst Market Scenario
  Derived Base Forecast : Best Market Scenario
  Derived Base Forecast : Median Market Scenario
  Derived Base Forecast : Worst Market Scenario.






WORLD MARKETS FOR THE COMPANY

Economic and Demographic data for each country of the World

MARKET VALUES :  to 2045.

Afghanistan, Albania, Algeria, American Samoa, Andorra, Angola, Antigua & Barbuda, Argentina, Armenia, Aruba, Australia, Austria, Azerbaijan, Bahamas, Bahrain, Bangladesh, Barbados, Belarus, Belgium, Belize, Benin, Bermuda, Bhutan, Bolivia, Botswana, Brazil, Brunei, Bulgaria, Burkina Faso, Burma, Burundi, Cambodia, Cameroon, Canada, Cape Verde, Cayman Islands, Central African Republic, Chad, Chile, China, Colombia, Comoros, Congo (Democratic Republic), Congo (Republic), Costa Rica, Cote d'Ivoire, Croatia, Cuba, Cyprus, Czech Republic, Denmark, Djibouti, Dominica, Dominican Republic, Ecuador, Egypt, El Salvador, Equatorial Guinea, Estonia, Ethiopia, Falkland Islands, Fiji, Finland, France, French Guiana, French Polynesia, Gabon, Gambia, Georgia, Germany, East Germany, West Germany, Ghana, Greece, Greenland, Grenada, Guadeloupe, Guam, Guatemala, Guinea, Guinea-Bissau, Guyana, Haiti, Honduras, Hong Kong, Hungary, Iceland, India, Indonesia, Iran, Iraq, Ireland, Israel, Italy, Jamaica, Japan, Jordan, Kazakhstan, Kenya, Kiribati, Kuwait, Kyrgyzstan, Laos, Latvia, Lebanon, Lesotho, Liberia, Libya, Liechtenstein, Lithuania, Luxembourg, Macau, Madagascar, Malawi, Malaysia, Maldives, Mali, Malta, Martinique, Mauritania, Mauritius, Mexico, Moldova, Monaco, Mongolia, Morocco, Mozambique, Namibia, Nauru, Nepal, Netherlands, Netherlands Antilles, New Caledonia, New Zealand, Nicaragua, Niger, Nigeria, North Korea, Norway, Oman, Pakistan, Panama, Papua New Guinea, Paraguay, Peru, Philippines, Poland, Portugal, Puerto Rico, Qatar, Reunion, Romania, Russia, Rwanda, Saint Kitts-Nevis, Saint Lucia, Saint Vincent, Samoa, San Marino, Sao Tome & Principe, Saudi Arabia, Senegal, Serbia & Montenegro, Seychelles, Sierra Leone, Singapore, Slovakia, Slovenia, Solomon Islands, Somalia, South Africa, South Korea, Spain, Sri Lanka, Sudan, Suriname, Swaziland, Sweden, Switzerland, Syria, Taiwan, Tajikistan, Tanzania, Thailand, Togo, Tonga, Trinidad & Tobago, Tunisia, Turkey, Turkmenistan, Tuvalu, Uganda, Ukraine, United Arab Emirates, United Kingdom, United States of America, Uruguay, USSR (Former + New States - available for historic regressional analysis), Uzbekistan, Vanuatu, Venezuela, Vietnam, Virgin Islands UK, Virgin Islands US, Western Sahara, Yemen, Yugoslav Federation, Zambia, Zimbabwe.

HISTORIC FINANCIAL DATA:
 Historic Balance Sheet
 Historic Costs & Margins
 Historic Financial Ratios & Margins
 Historic Operational Ratios & Margins.

WORLD MARKETS FINANCIAL FORECASTS :
 Base Forecast : Median Market Scenario
 Export Sales Improvement
 Target Markets Development 
 Overseas Development.