01 : ADMINISTRATION + CUSTOMER HANDLING
Administration & Customer Handling Objectives and Analysis
Administration objectives. Administration functions. Personnel + staff performance. Human relations. Selection. Training. Staff selection + training efficiency. Direction. Incentives. Loyalty. Achievement. Leadership / organisation. Customer handling. Operating procedures + systems. Order handling. Order progress. Order delivery. After-sales rating. Organisation decisions. Communications + objectives. Administration communication. Administration controls. Security + product protection. Quality control procedures. Accounting practices & procedures. Order taking + procedures. Order delivery + contract performance. After-sales services + procedures. Legal conditions + terms of business. Historic financial data for administration + customer handling issues. Administration + customer handling balance sheet forecasts :  to 2045.
140 Pages

02 : ADVERTISING STRATEGY
Advertising Strategy & Tactics Analysis and Evaluation
Advertising strategy. Advertising budget decisions. Historic marketing costs & margins. Historic marketing cost ratios & margins. Advertising strategy appraisal. Advertising costs. Advertising message generation. Advertising message. Advertising timing. Advertising monitoring. Advertising effectiveness. Portfolio test rating. Advertising rating. Advertising communication. Persuasion processes. Communication decisions. Audience + channel rating. Advertising message rating. Historic financial data. Advertising strategy financial forecasts :  to 2045.
95 Pages

03 : 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.
60 Pages for each volume

04 : 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.
60 Pages for each volume

05 : 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.
60 Pages for each volume

06 : 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.
60 Pages for each volume

07 : 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.
60 Pages for each volume

08 : COMPETITIVE FACTORS
Competitive Factors & Considerations Analysis & Evaluation
Competitive factors + 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. Competitive factors + 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.
60 Pages

09 : COMPETITIVE MARKET ANALYSIS
Competitive Market Environment and Standing Analysis & Evaluation
Market 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. Market 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.
60 Pages

10 : COMPETITIVE OPERATIONAL ANALYSIS
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.
60 Pages

11 : COMPETITIVE PRODUCT ANALYSIS
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.
60 Pages

12 : COMPETITIVE TRADE CELL 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.
60 Pages

13 : COMPETITOR ANALYSIS
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.
60 Pages

14 : COMPETITOR SURVEYS
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's 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 fulfil 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.
130 Pages

15 : COUNTRY FOCUS
Country based complete Market Research data in summary
MARKET VALUE: from 1997 + MARKET FORECAST:  to 2045, by PRODUCT SECTOR. PRODUCT DEVELOPMENT: from 1997 + PRODUCT FORECAST :  to 2045, by PRODUCT SECTOR. MARKET NORMS, Market growth rate annual indices, Market multipliers, Industry indices, Industry profile, Customer profiles. MARKETING COSTS + MARKETING COSTS FORECAST, Sales costs, Distribution + handling costs, Advertising costs, After-sales costs, Total marketing costs, Marketing margins + ratios, Profit ratios, Marketing ratios, Marketing operational ratios, Marketing factors. HISTORIC FINANCIAL DATA + MARKET FINANCIAL FORECASTS :  to 2045: Balance Sheet, Operational Costs + Margins, Financial Ratios. SURVEYS, USER SURVEYS, DISTRIBUTION SURVEYS, BUYER SURVEYS, PERFORMANCE SURVEYS. DECISION MAKER PROFILES. BUYER PROFILE. USER PROFILE.
60 Pages

16 : DISTRIBUTION + MARKETING CHANNELS
Distribution & Marketing Channels Analysis and Evaluation
Intermediaries + channel levels, product channels, channel flows, product function checklist, channel changes, distribution channel investment effect forecasts, vertical channel, horizontal channels, channel position, channel competition, marketing expenditure effect forecasts, channel design, channel objectives, channel characteristics, channel alternatives, channel evaluation, product channel evaluation, product channel adaptability, channel management, product channel management, channel modifications, historic financial data, distribution + marketing channels financial forecasts :  to 2045.
100 Pages

17 : FINANCIAL CAPITAL ACCESS SCENARIOS
13 Capital Accessibility scenarios*
HISTORIC FINANCIAL DATA FOR CAPITAL COSTS FINANCIAL SCENARIO ISSUES: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. CAPITAL COST BASED FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast: Base Forecast : Median Market Scenario, New Equity Scenarios, Bank Borrowing: Base Scenarios, Bank Borrowing: 3% Inflation Scenarios, Bank Borrowing: 6% Inflation Scenarios, Bank Borrowing: 9% Inflation Scenarios, Bond / Debentures Scenarios, Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets Scenarios, Asset Sales: 25% of Assets Scenarios, Self Generated Funds: Worst Scenarios, Self Generated Funds: Best Scenarios, Trading Credit Extension & Margin Reduction Scenarios.
60 Pages

18 : FINANCIAL CASHFLOW SCENARIOS
series of 12 Cashflow derived Scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. CASH FLOW OPTIONS SCENARIO FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast: Base Forecast : Median Market Scenario, New Capital Injection Scenarios, Short-Term Loan: Base Scenarios, Short-Term Loan: 3% Inflation Scenarios, Short-Term Loan: 6% Inflation Scenarios, Short-Term Loan: 9% Inflation Scenarios, Long-Term Loan Scenarios, Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets Scenarios, Asset Sales: 25% of Assets Scenarios, Profit Improvement:
60 Pages

19 : FINANCIAL COST STRUCTURE SCENARIOS
series of 12 Cost Structure scenarios*
HISTORIC FINANCIAL DATA FOR COST STRUCTURE ISSUES: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. COST STRUCTURE BASED FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, Materials & Energy Cost Scenarios, Payroll & Staff Cost Scenarios, Administration Cost Scenarios, Capital Cost Scenarios, Plant & Equipment Cost Scenarios, Sales & Marketing Cost Scenarios, New Product & New Technology Cost Scenarios, Depreciation & Capitalisation Scenarios, Short Term Borrowing Scenarios, Long Term Financial Scenarios, Financial & Debt Servicing Cost Scenarios, Trading & Operating Margins & Profitability Scenarios.
60 Pages

20 : FINANCIAL ECONOMIC CLIMATE SCENARIOS
11 Economic & Market Climate scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. MARKET CLIMATE FINANCIAL SCENARIO FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Best Market Scenario, Base Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, Price Cutting Effect, Price Increase Effect, Market Share Building Objectives, Market Share Holding Objectives, Market Share Harvesting Objectives, Bank Borrowing: 3% Inflation Scenarios, Bank Borrowing: 6% Inflation Scenarios, Bank Borrowing: 9% Inflation Scenarios,Credit Extension & Cost Reduction Scenarios.
56 Pages

21 : FINANCIAL INVESTMENT + COSTS SCENARIOS
12 Investment and Cost Critical scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. INVESTMENT + COST REDUCTION FINANCIAL FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, Profit Impact: Materials Cost Reduction, Profit Impact: Payroll Cost Reduction, Profit Impact: Process Cost Reduction, Profit Impact: Distribution Cost Reduction, Profit Impact: Customer Handling Cost Reduction, Investments: Process Plant & Equipment, Investments: Premises, Investments: Distribution / Handling, Investments: Customer Handling Systems, Product Cost Improvements, Product Quality Improvement, Customer Handling Improvements.
60 Pages

22 : FINANCIAL MARKETING EXPENDITURE SCENARIOS
14 Marketing Expenditure scenarios*
HISTORIC FINANCIAL DATA FOR MARKETING EXPENDITURE SCENARIO ISSUES: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. MARKETING EXPENDITURE SCENARIOS BASED FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, + 2% Marketing Expenditure Increase, + 4% Marketing Expenditure Increase, + 6% Marketing Expenditure Increase, + 8% Marketing Expenditure Increase, + 10% Marketing Expenditure Increase, + 12% Marketing Expenditure Increase, -2% Marketing Expenditure Decrease, -4% Marketing Expenditure Decrease, -6% Marketing Expenditure Decrease, -8% Marketing Expenditure Decrease, -10% Marketing Expenditure Decrease, -12% Marketing Expenditure Decrease.
60 Pages

23 : FINANCIAL BUSINESS SCENARIOS
series of 13 Business Decision scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. BUSINESS DECISION SCENARIO FORECASTS: Balance Sheet, Operational Costs + Margins, Financial Ratios :  to 2045: Base Forecast : Median Market Scenario Balance Sheet, Marketing Expenditure, New Product Development, Market Segmentation, New Plant + Equipment Investment, New Technology Investment, Distribution Channel Improvement, Cost Structure Improvement, Price Cutting Effect, Price Increase Effect, Quality Improvement, Export Sales Improvement, Personnel + Staff Improvement.
60 Pages

24 : FINANCIAL STRATEGIC OPTION SCENARIOS
14 potential Strategic scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. STRATEGIC OPTIONS FINANCIAL FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, Fixed Marketing Cost Objectives, Variable Marketing Cost Objectives, General Marketing Process Cost Objectives, Distribution & Product Delivery Cost Objectives, Administrative & General Expense Objectives, Selling Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Research & Product Cost Objectives, Market Share Building Objectives, Market Share Holding Objectives, Market Share Harvesting Objectives.
60 Pages

25 : FINANCIAL SURVIVAL OPTION SCENARIOS
14 Business Survival Option scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. BUSINESS SURVIVAL FINANCIAL SCENARIO FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Best Market Scenario, Base Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, Variable Marketing Cost Objectives, Selling Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Product Price Cutting, Sales Personnel + Staff Improvement, Profit Impact From Materials Cost Reduction, Profit Impact From Payroll Cost Reduction, Profit Impact From Process Cost Reduction, Profit Impact From Distribution Cost Reduction, Profit Impact From Customer Handling Cost Reduction, Trading Credit Extension & Margin Reduction Scenarios.
70 Pages

26 : FINANCIAL TACTICAL SCENARIOS
14 potential Tactically derived scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. TACTICAL OPTIONS FORECASTS :  to 2045 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, Sales Cost Improvement, Product Price Cutting, Product Price Increase, Promotional Expenditure, Target Markets Development, Order Taking Improvements, Product Positioning, Product Branding + Multi-branding Investment, Customer / Order Processing Systems Investment, Systems Investment, Overseas Development, Sales Personnel + Staff Improvement.
60 Pages

27 : GEOGRAPHY - 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 companies 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.
60 Pages

28 : MARKET CAPITAL ACCESS SCENARIOS
Market Forecast for Products (13 Capital Accessibility scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. New Equity Scenarios Forecast : to 2045, Bank Borrowing: Base Scenarios Forecast : to 2045, Bank Borrowing: 3% Inflation Scenarios Forecast : to 2045, Bank Borrowing: 6% Inflation Scenarios Forecast : to 2045, Bank Borrowing: 9% Inflation Scenarios Forecast : to 2045, Bond / Debentures Scenarios Forecast : to 2045, Asset Sales: 5% of Assets Scenarios Forecast : to 2045, Asset Sales: 10% of Assets Scenarios Forecast : to 2045, Asset Sales: 25% of Assets Scenarios Forecast : to 2045, Self Generated Funds: Worst Scenarios Forecast : to 2045, Self Generated Funds: Best Scenarios Forecast : to 2045, Trading Credit Extension & Margin Reduction Scenarios Forecast : to 2045.
60 Pages

29 : MARKET CASHFLOW SCENARIOS
Market Forecast for all Products (12 Cashflow based Scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST :  to 2045 : PRODUCT SECTOR : VALUE. New Capital Scenarios Forecast :  to 2045, Short-Term Loan: Base Scenarios Forecast :  to 2045, Short-Term Loan: 3% Inflation Scenarios Forecast :  to 2045, Short-Term Loan: 6% Inflation Scenarios Forecast :  to 2045, Short-Term Loan: 9% Inflation Scenarios Forecast :  to 2045, Long-Term Loan Scenarios Forecast :  to 2045, Asset Sales: 5% of Assets Scenarios Forecast :  to 2045, Asset Sales: 10% of Assets Scenarios Forecast :  to 2045, Asset Sales: 25% of Assets Scenarios Forecast :  to 2045, Profit Improvements: Worst Scenarios Forecast :  to 2045, Profit Improvements: Best Scenarios Forecast :  to 2045, Credit Extension & Cost Reduction Scenarios Forecast :  to 2045.
60 Pages

30 : MARKET DATA
Historic & Forecast Market + Product data (Best / Median / Worst Scenarios)
MARKET CONSUMPTION : 1997 to 2045 BY EACH PRODUCT & MARKET SECTOR. PRODUCT DEVELOPMENT : 1997 to 2045 BY EACH PRODUCT & MARKET SECTOR. MARKETS. MARKET MEDIAN VALUE FORECAST, Market value : median forecast, Product sector. PRODUCT DEVELOPMENT, Product development % of total market, Product sector. MARKET BEST VALUE FORECAST, Market value : best forecast, Product sector. MARKET WORST VALUE FORECAST, Market value : worst forecast, Product sector.
60 Pages

31 : MARKET ECONOMIC CLIMATE SCENARIOS
Market Forecast for all Products (11 Market Climate scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Base Forecast : Best Market Scenario Forecast : to 2045, Base Forecast : Worst Market Scenario Forecast : to 2045, Price Cutting Effect Forecast : to 2045, Price Increase Effect Forecast : to 2045, Market Share Building Objectives Forecast : to 2045, Market Share Holding Objectives Forecast : to 2045, Market Share Harvesting Objectives Forecast : to 2045, Bank Borrowing: 3% Inflation Scenarios Forecast : to 2045, Bank Borrowing: 6% Inflation Scenarios Forecast : to 2045, Bank Borrowing: 9% Inflation Scenarios Forecast : to 2045, Credit Extension & Cost Reduction Scenarios Forecast : to 2045.
60 Pages

32 : MARKET INVESTMENT + COSTS SCENARIOS
Market Forecast (Product) (12 Investment + Cost scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Profit Impact From Materials Cost Reduction Forecast : to 2045, Profit Impact From Payroll Cost Reduction Forecast : to 2045, Profit Impact From Process Cost Reduction Forecast : to 2045, Profit Impact From Distribution Cost Reduction Forecast : to 2045, Profit Impact From Customer Handling Cost Reduction Forecast : to 2045, Capital Investments Options: Process Plant & Equipment Forecast : to 2045, Capital Investments Options: Premises Forecast : to 2045, Capital Investments Options: Distribution / Handling Forecast : to 2045, Capital Investments Options: Customer Handling Systems Forecast : to 2045, Product Cost Improvements Forecast : to 2045, Product Quality Improvement Forecast : to 2045, Customer Handling Improvements Forecast : to 2045.
60 Pages

33 : MARKET - MARKETING EXPENDITURE SCENARIOS
Market Forecast for Products (14 scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Base Forecast : Best Market Scenario Forecast : to 2045, Base Forecast : Worst Market Scenario Forecast : to 2045, Marketing Expenditure Increase : + 2% Forecast : to 2045, Marketing Expenditure Increase : + 4% Forecast : to 2045, Marketing Expenditure Increase : + 6% Forecast : to 2045, Marketing Expenditure Increase : + 8% Forecast : to 2045, Marketing Expenditure Increase : +10% Forecast : to 2045, Marketing Expenditure Increase : +12% Forecast : to 2045, Marketing Expenditure Decrease : - 2% Forecast : to 2045, Marketing Expenditure Decrease : - 4% Forecast : to 2045, Marketing Expenditure Decrease : - 6% Forecast : to 2045, Marketing Expenditure Decrease : - 8% Forecast : to 2045, Marketing Expenditure Decrease : -10% Forecast : to 2045, Marketing Expenditure Decrease : -12% Forecast : to 2045.
60 Pages

34 : MARKET RISK
Market Scenarios (Forecast Market & Sales data for 50 Market scenarios)
 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 SCENARIO FORECASTS :  to 2045. Base Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, New Product Development Market Scenario, Market Segmentation Market Scenario, Distribution Channel Improvement Market Scenario, Price Cutting Effect Market Scenario, Price Increase Effect Market Scenario, Quality Improvement Market Scenario, Export Sales Improvement Market Scenario, Marketing Expenditure Increase : + 2% : Market Scenario, Marketing Expenditure Increase : + 4% : Market Scenario, Marketing Expenditure Increase : + 6% : Market Scenario, Marketing Expenditure Increase : + 8% : Market Scenario, Marketing Expenditure Increase : +10% : Market Scenario, Marketing Expenditure Increase : +12% : Market Scenario, Marketing Expenditure Decrease : - 2% : Market Scenario, Marketing Expenditure Decrease : - 4% : Market Scenario, Marketing Expenditure Decrease : - 6% : Market Scenario, Marketing Expenditure Decrease : - 8% : Market Scenario, Marketing Expenditure Decrease : -10% : Market Scenario, Marketing Expenditure Decrease : -12% : Market Scenario, Fixed Marketing Cost Objectives Market Scenario, Variable Marketing Cost Objectives Market Scenario, Distribution & Product Delivery Cost Objectives Market Scenario, Selling Cost Objectives Market Scenario, Advertising Cost Objectives Market Scenario, Promotional & Pricing Cost Objectives Market Scenario, Market Share Building Objectives Market Scenario, Market Share Holding Objectives Market Scenario, Market Share Harvesting Objectives Market Scenario, Sales Cost Improvement Market Scenario, Promotional Expenditure Market Scenario, Target Markets Development Market Scenario, Order Taking Improvements Market Scenario, Product Positioning Market Scenario, Product Branding + Multi-branding Investment Market Scenario, Customer / Order Processing Systems Investment Market Scenario, Overseas Development Market Scenario, Sales Personnel + Staff Improvement Market Scenario Market Scenario, Sales & Marketing Cost : Market Scenario, Customer Handling Improvements Market Scenario, Bank Borrowing: 3% Inflation : Market Scenario, Bank Borrowing: 6% Inflation : Market Scenario, Bank Borrowing: 9% Inflation : Market Scenario, Trading Credit Extension & Margin Reduction : Market Scenario. MARKET ENVIRONMENT, Market Growth, Market Structure, Market/s Serviced, Trading area, Market coverage, MARKET NORMS, Market growth rate annual indices, Market multipliers, Industry 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, Balance Sheet, Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. MARKET FINANCIAL FORECASTS :  to 2045, Base Forecast : Median Market Scenario.
90 Pages

35 : MARKET SHARE + EXPENDITURE
Marketing Expenditure Effects on Market Share (15 Scenarios)
Marketing Expenditure Effects on Market Share (15 Scenarios) : MARKETING EXPENDITURE -v- MARKET SHARE : 1997 to 2045. ADVERTISING + MARKETING EFFECT ON MARKET SHARE: Market Share (consisting of a historic breakdown giving data for each year from 1997 to date) is analysed in this volume in terms of the Market Share Effect of increases or decreases of advertising and marketing expenditure. PRODUCT MARKET SHARE: Market Share Changes and Market Share Trend figures are given:- by 10 ranges of +1% to +10% increase in Advertising + Marketing Expenditure by 5 ranges of -1% to -5% decrease in Advertising + Marketing Expenditure by EACH PRODUCT Group and/or MARKET Sector by YEAR 1997 to 2045. MARKET SHARE BUILDING OBJECTIVES FORECAST : to 2045. MARKET SHARE HOLDING OBJECTIVES FORECAST : to 2045. MARKET SHARE HARVESTING OBJECTIVES FORECAST : to 2045. MARKET SHARE & CUSTOMISED OR SPECIFIED PRODUCTS, MARKET SHARE & PRE-TAX PROFITABILITY, MARKET SHARE & PROFITABILITY, MARKET SHARE / LIFE CYCLE / PROFITABILITY, MARKET SHARE / RELATIVE MARKET SHARES, MARKET SHARE CHANGE.
60 Pages

36 : MARKET STRATEGIC OPTION SCENARIOS
Market Forecast for all Products (14 Strategic scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Base Forecast : Best Market Scenario Forecast : to 2045, Base Forecast : Worst Market Scenario Forecast : to 2045, Fixed Marketing Cost Objectives Forecast : to 2045, Variable Marketing Cost Objectives Forecast : to 2045, General Marketing Process Cost Objectives Forecast : to 2045, Distribution & Product Delivery Cost Objectives Forecast : to 2045, Administrative & General Expense Objectives Forecast : to 2045, Selling Cost Objectives Forecast : to 2045, Advertising Cost Objectives Forecast : to 2045, Promotional & Pricing Cost Objectives Forecast : to 2045, Research & Product Cost Objectives Forecast : to 2045, Market Share Building Objectives Forecast : to 2045, Market Share Holding Objectives Forecast : to 2045, Market Share Harvesting Objectives Forecast : to 2045, MARKET STRATEGIC OPTION SCENARIOS ENVIRONMENT.
60 Pages

37 : MARKET SURVIVAL OPTION SCENARIOS
Market Forecast for Products (14 Business Survival scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Base Forecast : Best Market Scenario Forecast : to 2045, Base Forecast : Worst Market Scenario Forecast : to 2045, Variable Marketing Cost Objectives Forecast : to 2045, Selling Cost Objectives Forecast : to 2045, Advertising Cost Objectives Forecast : to 2045, Promotional & Pricing Cost Objectives Forecast : to 2045, Product Price Cutting Forecast : to 2045, Sales Personnel + Staff Improvement Forecast : to 2045, Profit Impact From Materials Cost Reduction Forecast : to 2045, Profit Impact From Payroll Cost Reduction Forecast : to 2045, Profit Impact From Process Cost Reduction Forecast : to 2045, Profit Impact From Distribution Cost Reduction Forecast : to 2045, Profit Impact From Customer Handling Cost Reduction Forecast : to 2045, Trading Credit Extension & Margin Reduction Scenarios Forecast : to 2045.
60 Pages

38 : MARKET TACTICAL SCENARIOS
Market Forecast for all Products (14 potential Tactically derived scenarios)
BASE MARKET VALUE : from 1997 : PRODUCT SECTOR : VALUE. BASE MARKET VALUE FORECAST : to 2045 : PRODUCT SECTOR : VALUE. Base Forecast : Best Market Scenario Forecast : to 2045, Base Forecast : Worst Market Scenario Forecast : to 2045, Sales Cost Improvement Forecast : to 2045, Product Price Cutting Forecast : to 2045, Product Price Increase Forecast : to 2045, Promotional Expenditure Forecast : to 2045, Target Markets Development Forecast : to 2045, Order Taking Improvements Forecast : to 2045, Product Positioning Forecast : to 2045, Product Branding + Multi-branding Investment Forecast : to 2045, Customer / Order Processing Systems Investment Forecast : to 2045, Systems Investment Forecast : to 2045, Overseas Development Forecast : to 2045, Sales Personnel + Staff Improvement Forecast : to 2045, MARKET TACTICAL OPTION SCENARIOS ENVIRONMENT.
60 Pages

39 : MARKETING STRATEGY
Marketing Strategy Development Analysis and Evaluation
BASIS FOR A MARKETING STRATEGY, MARKET SEGMENTATION, Trade Cell, Product Range, MARKET POSITIONING, Operational Facets, MARKET ENTRY STRATEGY. 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, Markets + Trade Cell, Products, Competitors. MARKETING-MIX, Product, Place, Promotion, Price. QUALITY -v- PRICE, Premium Strategy, Average-Quality Strategy, Penetration Strategy. MARKETING MIX, 1: Product, 2: Place, 3: Promotion, 4: Price : Premium Strategy, 5: Price : Average Strategy, Operations, Markets + Trade Cell, Products, Competitors. TIMING STRATEGY, Present Products -v- New Products. BASIS FOR MARKETING TACTICS: FORMULATING PLANS, SALES TARGETS, MARKETING BUDGET, MARKETING SPEND, PRODUCT PRICING, MARKETING BUDGET ALLOCATION, MARKETING IMPLEMENTATION + CONTROL. MARKETING TACTICS, 1: Sales Targeting, 2: Overall Marketing Mix, 3: Product Pricing, 4: Marketing Budgets, 5: Marketing Control, Operations, Markets + Trade Cell, Products, Competitors. MARKETING SUMMARY. MARKETING OBJECTIVES. HISTORIC FINANCIAL DATA : Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. MARKETING STRATEGY DEVELOPMENT FORECASTS :  to 2045 : Base Forecast : Best Market Scenario, Base Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, Marketing Expenditure, Market Segmentation, Distribution Channel Improvement, Export Sales Improvement, Fixed Marketing Cost Objectives, Variable Marketing Cost Objectives, General Marketing Process Cost Objectives, Distribution & Product Delivery Cost Objectives, Selling Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Sales Cost Improvement, Promotional Expenditure, Target Markets Development, Product Positioning, Product Branding + Multi-branding Investment, Sales Personnel + Staff Improvement.
115 Pages

40 : NEW TECHNOLOGY
New Technology Development and Adoption
TECHNOLOGY INNOVATION, Uncertainty of Technological Innovation. NEW TECHNOLOGY RISK, Feasibility, Uniqueness, Future Development, Process Efficiency, Pay-back Certainty, Operations, Markets + Trade Cell, Products, Competitors, Cost of Innovation. TECHNOLOGY DIFFUSION, Prime Adopters, Primary adopters, Secondary adopters, Tertiary adopters, Inert adopters, Selective Exposure, Selective Perception, Selective Retention. NEW TECHNOLOGY ADOPTION, Fixed Technology Spend, Technology Innovation Goals, Technology Evaluation Goals, Ad Hoc Technology Innovation, No Technology Goals, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT TECHNOLOGY, Technology evolution, Technology development. TECHNOLOGY DECISIONS, New Technology Evolution, Obsolete Technology Replacement, Technology Diversification, Technology Utilisation, Competitive Technology Adoption, Operations, Markets + Trade Cell, Products, Competitors, Management decisions. TECHNOLOGY INITIATIVES, Internal Development, Joint Ventures, Licensing, Purchase, Ad Hoc, Operations, Markets + Trade Cell, Products, Competitors. TECHNOLOGY SCREENING, Formal Technology Targets, Informal Technology Targets, Senior Management Responsibility, Middle Management Responsibility, Ad Hoc Screening, Operations, Markets + Trade Cell, Products, Competitors. TECHNOLOGY COSTING, TECHNOLOGY IMPLEMENTATION. TECHNOLOGY IMPACT, New Technology Operation Criteria, New Technology Performance, New Technology Durability, New Technology Reliability, New Technology Longevity, Operations, Markets + Trade Cell, Products, Competitors. 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, Markets + Trade Cell, Products, Competitors. TECHNOLOGY IMPLEMENTATION, Technology Security, Technology Duration, Technology Cost Elasticity, Technology Lead-Times, Technology Supply Factors, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. NEW TECHNOLOGY FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, New Product Development, New Technology Investment, Customer / Order Processing Systems Investment, Systems Investment, Materials & Energy Cost Scenarios, Plant & Equipment Cost Scenarios, New Product & New Technology Cost Scenarios, Profit Impact From Process Cost Reduction, Capital Investments Options: Process Plant & Equipment Balance Sheet, Operational Costs + Margins, Ratios Forecast.
95 Pages

41 : OPERATIONS CELL SURVEYS
Surveys of Buyers and End Users of Operations
OPERATIONS SECTOR 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. OPERATIONS SECTOR 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 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 ~ 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: product levels ~ Buyer satisfaction: ability to fulfil orders on time ~ Buyer satisfaction: delivery frequency & up-take ~ Buyer satisfaction: ordering procedures & formalities ~ Buyer satisfaction: terms of trading ~ Buyer satisfaction: 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 ~ 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. OPERATIONS SECTOR COMMERCIAL SURVEYS ~ User Level: person initiating decision to re-order ~ User Level: person negotiating terms with the supplier ~ 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 supplier ~ 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. OPERATIONS SECTOR PERFORMANCE SURVEYS ~ Relative Credibility: Company Level ~ Credibility: Outlet Level ~ Credibility: Managers ~ Credibility: Company Staff ~ Credibility: Specialist Staff ~ Credibility: Company Contracts & Documentation ~ Credibility: Company Advertising ~ Relative Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer Confidence in Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in Specialist Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer Confidence in Company Advertising ~ Relative Reputation at Company Level ~ Reputation at Outlet Level ~ Reputation of Managers ~ 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 ~ Truth & Honesty: Outlet Level ~ Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty: Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth & Honesty: Advertising & Promotions ~ Relative Written Communications: Company Level ~ Written Communications: Outlet Level ~ Written Communications: Managers ~ Written Communications: Company Staff ~ Relative Written Communications: Specialist Staff ~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Relative Verbal Contact: Company Level ~ Relative Verbal Contact: Outlet Level ~ Verbal Contact: Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Staff ~ Relative Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling: Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Staff ~ Relative Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet Level ~ Customer Complaint Handling: Managers ~ Customer Complaint Handling: Company Staff ~ Relative Customer Complaint Handling: Specialist Staff ~ Relative Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Managers ~ Customer Problem Solving: Company Staff ~ 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 ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Staff ~ Relative Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Relative Staff Awareness of Product: Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Staff ~ Relative Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Relative Staff Confidence in Product: Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Staff ~ Relative Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Staff ~ Customer Service: Contracts & Documentation ~ Relative Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Staff ~ Relative Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Staff ~ Relative Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Relative Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Relative Contract Documentation: Company Level ~ Contract Documentation: Outlet Level.
120 Pages

42 : OVERSEAS DEVELOPMENT
Overseas Marketing Development Tactics & Decisions
OVERSEAS ENVIRONMENTS. ECONOMIC ENVIRONMENT, i. Economies classified according to industrial structure. EXPORT PRODUCT TARGETING, Subsistence Countries, Raw-Material Exporting Countries, Industrialising Countries, Industrial Countries, High Technology Countries, Operations, Markets + Trade Cell, Products, Competitors, EXPORT TARGETING, Subsistence Economy, Raw-Material Exporting Economy, Industrialising Economy, Industrial Economy, High Technology Economy, Operations, Markets + Trade Cell, Products, Competitors. ii. Economies classified according to National Incomes. POLITICAL-LEGAL ENVIRONMENT. CULTURAL ENVIRONMENT. OVERSEAS DECISIONS. EXPORT IMPROVEMENT EFFECT FORECASTS, Export Sales Improvement. 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. ENTRY DECISIONS. EXPORT, Indirect export, Direct export. JOINT VENTURING, Licensing, Contract production, Management contracting, Joint-ownership ventures. OVERSEAS DEVELOPMENT STRATEGY, Export : Indirect, Export : Direct, Joint Ventures : Investment Based, Joint Ventures : Local Investment Based, Direct Investment, Operations, Markets + Trade Cell, Products, Competitors. MARKET DEVELOPMENT STRATEGY, Import : Indirect, Import : Direct, Joint Ventures : Investment Based, Joint Ventures : Local Investment Based, Direct Investment, Operations, Markets + Trade Cell, Products, Competitors. DIRECT INVESTMENT. MULTINATIONAL MARKETING. MARKETING-MIX DECISIONS. PRODUCT AND PROMOTION, Straight extensions, Communication adaptation, Product adaptation, Dual adaptation, Product invention. PRICING. OVERSEAS MARKETING-MIX, Straight Extensions, Communication Adaptation, Product Adaptation, Dual Adaptation, Product Innovation, Operations, Markets + Trade Cell, Products, Competitors. DISTRIBUTION CHANNELS. DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS, Distribution Channel Improvement. ORGANISATION DECISIONS. EXPORT DEPARTMENT. INTERNATIONAL DIVISION. MULTINATIONAL ORGANISATION. OVERSEAS ORGANISATION, Export Department : Head Office Based, Export Department : Regionally Based, International Division : Regionally Based, International Division : Locally Based, Multinational Organisation, Operations, Markets + Trade Cell, Products, Competitors. MARKET ORGANISATION, Export Department : Head Office Based, Export Department : Regionally Based, International Division : Regionally Based, International Division : Locally Based, Multinational Organisation, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. OVERSEAS DEVELOPMENT FINANCIAL SCENARIO FORECASTS :  to 2045. Target Markets Development, Overseas Development.
65 Pages

43 : PERSONNEL MANAGEMENT
Personnel and Staff Management Analysis & Evaluation
MANAGEMENT OBJECTIVES, 1. Management direction, 2. Management levels, 3. Manager objectives, 4. Manager control, 5. Management control measurement, 6. Management procedures, 7. Management ethic, 8. Management tasks, 9. Manager responsibilities, 10. Management delegation, 11. Management channels. MANAGEMENT RATINGS: SUPERVISORY / BOARDROOM MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. EXECUTIVE SUPERVISORY TEAM, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SENIOR MARKETING MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SENIOR PRODUCT + PROCESS MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SENIOR FINANCIAL MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SENIOR ADMINISTRATIVE MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of Responsibility, Management Planning & Procedures, Manager Control & Monitoring, Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. MIDDLE SALES + MARKETING MANAGERS, Direction & Delegation Effectiveness, Supervisory Levels & Degree of Responsibility, Activity Planning & Procedures, Sub-ordinate Control & Monitoring, Sub-ordinate Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. 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, Markets + Trade Cell, Products, Competitors. MIDDLE FINANCIAL + ACCOUNTING MANAGERS, Direction & Delegation Effectiveness, Supervisory Levels & Degree of Responsibility, Activity Planning & Procedures, Sub-ordinate Control & Monitoring, Sub- ordinate Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. MIDDLE ADMINISTRATION + PERSONNEL MANAGERS, Direction & Delegation Effectiveness, Supervisory Levels & Degree of Responsibility, Activity Planning & Procedures, Sub-ordinate Control & Monitoring, Sub-ordinate Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SALES + CUSTOMER SERVICE PERSONNEL, Direction & Supervision Effectiveness, Supervisory Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. BUYING / PROCESS / DISTRIBUTION STAFF, Direction & Supervision Effectiveness, Supervisory Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. CREDIT + ACCOUNTING STAFF, Direction & Supervision Effectiveness, Supervisory Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. ADMINISTRATIVE + SECRETARIAL STAFF, Direction & Supervision Effectiveness, Supervisory Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance & Efficiency, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA FOR PERSONNEL MANAGEMENT ISSUES : Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. PERSONNEL MANAGEMENT BASED FORECASTS : to 2045 : Base Forecast : Median Market Scenario, Personnel + Staff Improvement, Sales Personnel + Staff Improvement, Payroll & Staff Cost Scenarios, Administration Cost Scenarios, Profit Impact From Payroll Cost Reduction.
95 Pages

44 : PHYSICAL DISTRIBUTION + CUSTOMER HANDLING
Physical Distribution & Customer Handling Logistics
PHYSICAL DISTRIBUTION SYSTEM FLOW CHART. DISTRIBUTION SCOPE. DISTRIBUTION EFFICIENCY, Distribution Planning & Accounting, Process Management & Handling, Physical Distribution Efficiency, Point of Sale & Customer Service Efficiency, Order Handling & Processing, Operations, Markets + Trade Cell, Products, Competitors. PHYSICAL DISTRIBUTION OBJECTIVES. Level of Service. 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. Cost of service. Service objective. 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, Operations, Markets + Trade Cell, Products, Competitors. DISTRIBUTION COSTS, Distribution & Storage Fixed Costs, Distribution & Storage Variable Costs, Physical Handling & Process Fixed Costs, Physical Handling & Process Variable Costs, Total Distribution Costs, Operations, Markets + Trade Cell, Products, Competitors. ALTERNATIVES IN PHYSICAL DISTRIBUTION, Single Location - Single Market, Single Location, Multiple Markets, i. Direct handling of customers, ii. Bulk handling / local facility, iii. Part processing / local or remote, iv. Full processing / local or remote, Multiple Locations - Multiple Markets. 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, Markets + Trade Cell, Products, Competitors. PRODUCT AVAILABILITY DECISIONS, Product Supply & Availability, i. Supply Timing, ii. Supply Quantity. LOCATION DECISIONS, Types of Location Decisions, i. Selecting the area, ii. Selecting the site. DISTRIBUTION RESPONSIBILITY, Divided Authority, Organisational Alternatives. DISTRIBUTION DECISIONS, Product Availability Timing Efficiency, Product Availability Quantity Efficiency, Locations Efficiency, Organisational Efficiency, Organisational & Decision Flexibility, Operations, Markets + Trade Cell, Products, Competitors. DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS, Distribution Channel Improvement Scenario. HISTORIC FINANCIAL DATA, Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. DISTRIBUTION + CUSTOMER HANDLING FINANCIAL FORECASTS :  to 2045 : Fixed Marketing Cost Objectives, Distribution & Product Delivery Cost Objectives, Order Taking Improvements, Customer / Order Processing Systems Investment, Systems Investment, Profit Impact From Distribution Cost Reduction, Profit Impact From Customer Handling Cost Reduction Balance Sheet, Operational Costs + Margins, Ratios Forecast, Capital Investments Options: Distribution / Handling, Capital Investments Options: Customer Handling Systems Balance Sheet, Operational Costs + Margins, Ratios Forecast, Customer Handling Improvements.
90 Pages

45 : PHYSICAL PROCESS + ORDER HANDLING
Physical Actions and Processes & Order / Customer Fulfilment
PROCESS PRINCIPLES. PHYSICAL SYSTEMS. UNIQUE-PRODUCT PHYSICAL PROCESSES. MASS PHYSICAL PROCESSES. ANALOGUE PHYSICAL PROCESSES. FLEXIBILITY OF PROCESSES, Highly Modular & Flexible, Highly Flexible, Flexible, Inflexible, Highly Inflexible, Operations, Markets + Trade Cell, Products, Competitors. PROCESS MANAGEMENT. PROCESS DEMANDS. AUTOMATION RATING, Substantial Usage, High Usage, Average Usage, Low Usage, No Usage, Operations, Markets + Trade Cell, Products, Competitors. PROCESS AUTOMATION. HISTORIC FINANCIAL DATA : Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. PHYSICAL PROCESS + ORDER HANDLING FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, New Plant + Equipment Investment, New Technology Investment, Distribution & Product Delivery Cost Objectives, Order Taking Improvements, Customer / Order Processing Systems Investment, Systems Investment, Plant & Equipment Cost Scenarios, Profit Impact From Process Cost Reduction, Profit Impact From Customer Handling Cost Reduction Balance Sheet, Operational Costs + Margins, Ratios Forecast, Capital Investments Options: Process Plant & Equipment Balance Sheet, Operational Costs + Margins, Ratios Forecast, Capital Investments Options: Distribution / Handling, Capital Investments Options: Customer Handling Systems Balance Sheet, Operational Costs + Margins, Ratios Forecast, Customer Handling Improvements.
80 Pages

46 : PRICING
Product Pricing Decisions and Objectives
PRODUCT PRICING OBJECTIVES. PRICE BASIS, Theoretical pricing model. PRICING OBJECTIVES, Market Penetration Objectives, Market-Skimming Objectives, Early Cash Recovery Objectives, Satisfying Objectives, Product-Line Promotion Objectives, Operations, Markets + Trade Cell, Products, Competitors. 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. Problems of Multiple parties, i. Intermediate customers, ii. Rivals, iii. Suppliers, iv. Government, v. Other company executives. MULTIPLE PARTY PRICING, Intermediate Customer Considerations, Rivals Considerations, Suppliers Consideration, Government Considerations, In-House Considerations, Operations, Markets + Trade Cell, Products, Competitors. Problems of Marketing-mix interaction. Problems of estimating Demand and Cost functions. PRICING DECISIONS: Cost-oriented pricing, Markup pricing, iTarget pricing. Demand-oriented pricing. Price discrimination. Competition-oriented pricing, Going-rate pricing, iSealed-bid pricing. 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, Markets + Trade Cell, Products, Competitors. PRICE CHANGES: Buyers' reactions to price change, i. Price elasticity of demand, A) direct attitude survey, B) relationship of price -v- quantity, C) market test, D) analytic inference, ii. Perceptual factors in buyers' response. Competitors' reactions to price changes. Decision theory for price changes. COMPETITOR PRICE REACTION, 1) Market-share maintenance, 2) Margin maintenance. PRODUCT PRICING LOGIC, Interrelated demand, Interrelated cost, Effect of competition, Alternative product-line pricing. 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, Markets + Trade Cell, Products, Competitors. PRODUCT PRICING, Interrelated Demand Based, Interrelated Cost Based, Competition Based, Product-Line Pricing Based, Model or Price Theory Based, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA : Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. PRODUCT PRICING FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, Short-Term Price Cutting Effect, Short-Term Price Increase Effect, Promotional & Pricing Cost Objectives, Research & Product Cost Objectives, Market Share Building Objectives, Market Share Holding Objectives, Market Share Harvesting Objectives, Long-Term Product Price Reduction, Long-Term Product Price Increase, Product Positioning.
90 Pages

47 : PRODUCT + MARKET TARGETS
Product and Market Bases and Targets
MARKET SEGMENTATION, Homogeneous preferences. MARKET ATTRIBUTES, Concentrated Markets, Un-concentrated Markets, Market Preference : Homogeneous, Market Preference : Diffused, Market Preference : Clustered, Operations, Markets + Trade Cell, Products, Competitors, Diffused preferences, Clustered preferences. REQUIREMENTS FOR EFFECTIVE SEGMENTATION, Measurability, Accessibility, Substantiality. BENEFITS OF SEGMENTATION. MARKET SEGMENTATION, Market Potential Measurability, Market Accessibility : Existing Products, Market Accessibility : New Products, Market Substantiality : Existing Products, Market Substantiality : New Products, Operations, Markets + Trade Cell, Products, Competitors. MARKET BASES, Geographic segmentation, Demographic segmentation, Psychographic segmentation, i. Life-style, ii. Personality, iii. Benefits sought, iv. User status, v. Usage rate. MARKET BASES, Geographic Segmentation, Demographic Segmentation, Psychographic Segmentation : Customer Factors, Psychographic Segmentation : Product Usage Factors, Psychographic Segmentation : Market Factors, Operations, Markets + Trade Cell, Products, Competitors, vi. Loyalty status, vii. Stages of readiness, viii. Marketing factors. TARGET MARKETS, Undifferentiated marketing, Differentiated marketing, A) product modification costs, B) production costs, 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. MARKET SEGMENT DECISIONS, 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, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. PRODUCT + MARKET TARGETS FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario. 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. Marketing Expenditure, Market Segmentation, Export Sales Improvement, Distribution & Product Delivery Cost Objectives, Research & Product Cost Objectives, Target Markets Development, Product Positioning, Overseas Development.
75 Pages

48 : PRODUCT DEVELOPMENT
Product Development and Evolution Strategies and Tactics
PRODUCT EVOLUTION, GOMPERTZ ANALYSIS, 1. The Introductory Stage, 2. The Dynamic Phase, 3. The Maturity Stage. PRODUCT LIFE CYCLE, Stages in the product life cycle, Product Life Cycles, Rationale for the product life cycle. AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE, Introductory, Growth, Maturity, Decline, Obsolescence. PRODUCT INTRODUCTION, Marketing strategies in the introduction stage, i. A high-profile strategy, ii. A selective penetration strategy, iii. A preemptive penetration strategy. PRODUCT GROWTH STAGES, Marketing strategies in the growth stage. STRATEGY FOR PRODUCT INTRODUCTIONS, High Profile: Product Based, High Profile: Market Based, Selective: Product Based, Selective: Market Based, Preemptive, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT GROWTH STAGE STRATEGIES, Product Quality Improvements, New Market Segmentation, New Distribution, Improved Marketing, Price Adjustments, Operations, Markets + Trade Cell, Products, Competitors. 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, The dominant versus the trailing firm, i. Strategy of innovation, ii. Strategy of segmentation & fortification, iii. Confrontation strategy, iv. Persecution strategy. PRODUCT MATURITY STAGE STRATEGIES, Product Modifications: Quality, Product Modifications: Features, Market Segmentation, Marketing-Mix Modifications, Market Extension, Operations, Markets + Trade Cell, Products, Competitors. COMPETITIVE STRATEGIES, Product Innovation, Market Segmentation & Fortification, Confrontation, Domination, Competitive niche position, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT DECLINE, Marketing strategies in the decline stage, i. Identifying the weak products, ii. Determining marketing strategies, iii. Drop decision. PRODUCT DECLINE STRATEGIES, Elimination of Products, Harvesting of Products, Product Reformulation, Market Repositioning, Customer Base Change, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT CRITERIA, NEW PRODUCT PERCEPTIONS, Shortage of important new-product ideas, Fragmented markets, Growing social and governmental constraints, Costliness of new-product development process, High rate of product failure, Shorter life spans of successful products. NEW PRODUCT RATING, Market Fragmentation, New Product Stagnation, New Product Life Cycle Limits, New Product Failures, New Product Costs, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT ORGANISATION, Product managers, New Product managers, New Product committees, New Product departments, New Product venture teams. IDEAS GENERATION, SOURCES OF NEW PRODUCT IDEAS, i. Customers, ii. Technocrats & Specialists, iii. Competitors, iv. Company salesmen and distributors, v. Top Management. NEW PRODUCT ORGANISATION, Board Responsibility, Senior Management Responsibility, Middle Management Responsibility, Junior Management Responsibility, Ad Hoc Responsibility, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT GENERATION, Executive Responsibility, Senior Management Responsibility, Middle Management Responsibility, Junior Management Responsibility, Ad Hoc Responsibility, Operations, Markets + Trade Cell, Products, Competitors. IDEAS DEVICES, i. Attribute listing, ii. Forced relationships, iii. Morphological analysis, iv. Brainstorming, v. Operational creativity. PRODUCT SCREENING, Product idea rating devices, PRODUCT SCREENING CHECKLIST. CONCEPT DECISIONS, Concept development, Product and brand positioning, Concept testing. BUSINESS ANALYSIS, Estimating future sales, i. ESTIMATING FIRST TIME SALES, NEW PRODUCT PROFITABILITY, High Immediate Profit, Sustained Profits, Average Long-Term Profits, Marginal Profitability, High Risk Profit Scenario, Operations, Markets + Trade Cell, Products, Competitors, ii. ESTIMATING REPLACEMENT OR REPEAT SALES, Estimating future costs and profits. PRODUCT DEVELOPMENT FACTORS, Prototype development and consumer testing, Brand Naming, Packaging, i. Performance, ii. Consumer affluence, iii. Integrated marketing concept, iv. Innovational opportunity. PRODUCT DEVELOPMENT RATING, Prototype Efficiency, Process Development, Packaging & Distribution, Marketing-Mix, Customer Service, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT TESTING, Reasons for test marketing, Procedures for test marketing, 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, Buyer surveys, v. Action after the test. PRODUCT COMMERCIALISATION, New Plant & Equipment Costs, Process Costs, Distribution Costs, Sales Costs, Marketing Costs, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT ADOPTION, Concepts in innovation diffusion, Propositions about the consumer adoption process, i. Stages in the adoption process, ii. Individual differences in innovativeness, iii. Role of personal influence, iv. Influence of product characteristics on the rate of adoption. NEW PRODUCT DIFFUSION, Early Adopters, Heavy Users, Substantial Target Markets, Deep Customer Bases, Market or Geographic Extensions, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Historic Operational Ratios & Margins. PRODUCT DEVELOPMENT FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, New Product Development, Market Segmentation, Quality Improvement, Product Positioning, Product Branding + Multi-branding Investment, New Product & New Technology Cost Scenarios.
120 Pages

49 : PRODUCT MARKETING
Product Marketing Factors and Issues
CRITICAL FACTORS + PARAMETERS. PRODUCT CRITICAL FACTORS + PARAMETERS, Product factors, Marketing factors, Producer / supplier factors, Distribution channel / customer interface factors, Customer factors. TRADE CELL CRITICAL FACTORS + PARAMETERS, Product factors, Marketing factors, Producer / supplier factors, Distribution channel / customer interface factors, Customer factors. OPERATIONS CRITICAL FACTORS + PARAMETERS, Product factors, Marketing factors, Producer / supplier factors, Distribution channel / customer interface factors, Customer factors. COMPETITOR CRITICAL FACTORS + PARAMETERS, Product factors, Marketing factors, Producer / supplier factors, Distribution channel / customer interface factors, Customer factors. MARKET & PRODUCT SEGMENTATION, Product + market segmentation, Trade cell - product + market segmentation, Operations - product + market segmentation, Competitor - product + market segmentation. PRODUCT LAUNCH FACTORS, Adoption rates, Conversion ratios, Sales growth, Product launch data. PRODUCT LAUNCH FACTORS - PRODUCTS, Adoption rates : product revisions, Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios : new products, Potential first year growth : product revisions, Potential first year growth : new products. PRODUCT LAUNCH FACTORS - TRADE CELL, Adoption rates : product revisions, Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios : new products, Potential first year growth : product revisions, Potential first year growth : new products. PRODUCT LAUNCH FACTORS - OPERATIONS, Adoption rates : product revisions, Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios : new products, Potential first year growth : product revisions, Potential first year growth : new products. PRODUCT LAUNCH FACTORS - COMPETITOR, Adoption rates : product revisions, Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios : new products, Potential first year growth : product revisions, Potential first year growth : new 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: Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. PRODUCT MARKETING FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, Marketing Expenditure, New Product Development, Market Segmentation, Distribution Channel Improvement, Price Cutting Effect, Price Increase Effect, Quality Improvement, Target Markets Development, Product Branding + Multi-branding Investment, New Product & New Technology Cost Scenarios, Product Quality Improvement, Customer Handling Improvements.
100 Pages

50 : PRODUCT MIX
Product Strategy and Product Mix Analysis & Evaluation
CONCEPT OF PRODUCTS. PRODUCT CONCEPT, Quality, Features, Styling, Branding, Packaging, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT-MIX STRATEGY, Product items - lines - mix, Product-mix characteristics. 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, Markets + Trade Cell, Products, Competitors. PRODUCT-MIX ALTERNATIVES. PRODUCT-MIX OPTIMISATION. 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, Markets + Trade Cell, Products, Competitors. 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, Markets + Trade Cell, Products, Competitors. PRODUCT STRATEGY, High Growth Products, Steady Reinvestment Products, Support Products, Selective Pruning Products, Venture Products, Operations, Markets + Trade Cell, Products, Competitors. BRAND STRATEGY. BRAND -v- NO BRANDS DECISIONS. FAMILY -v- INDIVIDUAL BRAND DECISIONS. Brand extension strategy. Multi-brand strategy. BRAND STRATEGY, Individual Brand names, Blanket Family Brand names, Separate Family Brand names, Company Trade name, No Brand names, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT EXPENDITURE EFFECT FORECASTS. MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS: New Product Development, Market Segmentation. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. PRODUCT MIX FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, Research & Product Cost Objectives, Product Positioning, Product Branding + Multi-branding Investment, New Product & New Technology Cost Scenarios, Product Cost Improvements, Product Quality Improvement.
85 Pages

51 : PRODUCT SUMMARY
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.
60 Pages

52 : PRODUCT SURVEYS
Surveys of Buyers and End Users of Products
PRODUCT END USERS SURVEYS ~ Current purchasing criteria ~ Perceptions of currently imported brands ~ Willingness to purchase foreign brands ~ Reaction to advertising & sales promotion ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing End User level~ Satisfaction with End User product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Attitudes towards discount / own- brand products ~ Product awareness ~ The quality -v- price question ~ The availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria. PRODUCT SERVICE NETWORKS + DISTRIBUTION SURVEYS ~ National service networks + distribution surveys - introduction ~ User: current purchasing criteria ~ User: source of supply ~ User: supplier loyalty ~ User: ordering procedures ~ User: frequency of deliveries ~ User: method of payment ~ User Level: reactions to advertising & sales promotion ~ User Level: product reject / returns rate ~ User Level: product reject / spoilage rate whilst held ~ User Level: product reject / return rate after purchase ~ User satisfaction with existing products ~ User satisfaction with existing suppliers & sources ~ User satisfaction with existing methods of supply & distribution ~ User satisfaction with suppliers' 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 suppliers ~ 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: attitudes towards discount / unbranded / own-brand products ~ Buyer: frequency of purchase/s ~ Buyer: buying patterns ~ Buyer: mode of ordering~ Buyer: delivery / service area ~ Buyer: sales call frequency per regular customer ( average - delivery & servicing ) ~ Buyer: mode of payment by User Level: Buyer: discounts offered to retail level~ Buyer: retail attitude towards price -v- availability ~ Buyer: frequency of deliveries to User Level: Buyer: supplier loyalty ~ Buyer: number of competitive producers represented ~ Buyer: dealers sales promotional activities (retail)~ Buyer: dealers sales promotional activities mix ~ Buyer: producers sales promotion most influencing dealers ~ Buyer: inventory financing ~ Buyer: dealers problems with products ~ Buyer: experiences of warranty / reject claims ~ Buyer satisfaction: quality of product received ~ Buyer satisfaction: availability of product ~ Buyer satisfaction: producers product levels ~ Buyer satisfaction: producers ability to fulfil orders on time ~ Buyer satisfaction: producers delivery frequency & up-take ~ Buyer satisfaction: producers ordering procedures & formalities ~ Buyer satisfaction: producers terms of trading ~ Buyer satisfaction: producers credit & other financial details ~ Buyer satisfaction: own product levels ~ Buyer satisfaction: existing products & product ranges ~ Buyer satisfaction: existing suppliers & sources ~ Buyer satisfaction: existing methods of supply & distribution ~ Buyer satisfaction: quality & specifications of products ~ Buyer satisfaction: after-sales services received from suppliers ~ Buyer satisfaction: availability of advertising support & POS / promotional materials ~ Buyer satisfaction: technical & other assistance received ~ Buyer satisfaction: documentation / instructions ~ User Level: buying patterns ~ User Level: frequency of purchase/s ~ User Level: attitudes towards discount / own-brand products ~ User Level: the quality -v- price question ~ User Level: the availability -v- price question ~ User Level: purchasing criteria - future trends. PRODUCT BUYER SURVEYS ~ User Level: person initiating decision to re-order ~ User Level: person negotiating terms with suppliers ~ 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 surveying suppliers & seeking quotations ~ Buyer: person negotiating terms with suppliers ~ Buyer: person approving / authorising order/s ~ Buyer: person monitoring results of purchases & sales ~ User Level: person surveying suppliers & 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. PRODUCT INDUSTRY PERFORMANCE SURVEYS ~ Credibility: Company Level ~ Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer Confidence in Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in Specialist Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer Confidence in Company Advertising ~ Reputation at Company Level ~ Reputation at Outlet Level ~ Reputation of Managers ~ Reputation of Company Staff ~ Reputation of Specialist Staff ~ Staff Efficiency: Company Level ~ Staff Efficiency: Outlet Level ~ Staff Efficiency: Managers ~ Staff Efficiency: Company Staff ~ Staff Efficiency: Specialist Staff ~ Staff Efficiency: Contracts & Documentation ~ Staff Efficiency: Problem Solving ~ Staff Performance: Company Level ~ Staff Performance: Outlet Level ~ Staff Performance: Managers ~ Staff Performance: Company Staff ~ Staff Performance: Specialist Staff ~ Staff Performance: Contracts & Documentation ~ Staff Performance: Overall Customer Handling ~ Staff Integrity: Company Level ~ Staff Integrity: Outlet Level ~ Staff Integrity: Managers ~ Staff Integrity: Company Staff ~ Staff Integrity: Specialist Staff ~ Staff Integrity: Contracts & Documentation ~ Staff Integrity: Advertising & Promotions ~ Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~ Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty: Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth & Honesty: Advertising & Promotions ~ Written Communications: Company Level ~ Written Communications: Outlet Level ~ Written Communications: Managers ~ Written Communications: Company Staff ~ Written Communications: Specialist Staff ~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Verbal Contact: Company Level ~ Verbal Contact: Outlet Level ~ Verbal Contact: Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Staff ~ Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling: Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Staff ~ Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet Level ~ Customer Complaint Handling: Managers ~ Customer Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Staff ~ Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving: Specialist Staff ~ Customer Comprehension of Product: Company Level ~ Customer Comprehension of Product: Outlet Level ~ Staff Comprehension of Product: Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Staff ~ Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Staff Awareness of Product: Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Staff ~ Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Staff Confidence in Product: Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Staff ~ Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Staff ~ Customer Service: Contracts & Documentation ~ Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Staff ~ Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Staff ~ Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Contract Documentation: Company Level ~ Contract Documentation: Outlet Level ~ Credibility: Company Advertising ~ Credibility: Company Contracts & Documentation ~ Credibility: Specialist Staff ~ Credibility: Company Staff ~ Credibility: Managers ~ Credibility: Outlet Level.
140 Pages

53 : PROFIT RISK
Financial and Balance Sheet Scenarios and Forecasts (40 possible scenarios)
MARKETS 1997 to 2045 : SUMMARY, FORECAST. 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 AND TIME SERIES. DATABASE GEOGRAPHIC COVERAGE. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. PROFIT RISK SCENARIOS FORECASTS :  to 2045 : Base Forecast : Best Market Scenario, Base Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, Marketing Expenditure, New Plant + Equipment Investment, New Technology Investment, Cost Structure Improvement, Administrative & General Expense Objectives, Research & Product Cost Objectives, Systems Investment, Materials & Energy Cost Scenarios, Payroll & Staff Cost Scenarios, Administration Cost Scenarios, Capital Cost Scenarios, Plant & Equipment Cost Scenarios, Depreciation & Capitalisation Scenarios, Short Term Borrowing Scenarios, Long Term Financial Scenarios, Financial & Debt Servicing Cost Scenarios, Trading & Operating Margins & Profitability Scenarios Balance Sheet, Operational Costs + Margins, Ratios Forecast. Profit Impact From Materials Cost Reduction, Profit Impact From Payroll Cost Reduction, Profit Impact From Process Cost Reduction, Profit Impact From Distribution Cost Reduction, 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. Product Cost Improvements, Customer Handling Improvements, New Equity Scenarios, Bank Borrowing: Base Scenarios, Bank Borrowing: 3% Inflation Scenarios, Bank Borrowing: 6% Inflation Scenarios, Bank Borrowing: 9% Inflation Scenarios, Bond / Debentures Scenarios, Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets Scenarios, Asset Sales: 25% of Assets Scenarios, Self Generated Funds: Worst Scenarios, Self Generated Funds: Best Scenarios, Trading Credit Extension & Margin Reduction Scenarios Balance Sheet, Operational Costs + Margins, Ratios Forecast.
105 Pages

54 : PROMOTIONAL MIX
Promotional and Selling Analysis and Evaluation
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, Operations, Markets + Trade Cell, Products, Competitors, 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, Operations, Markets + Trade Cell, Products, Competitors, 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, Operations, Markets + Trade Cell, Products, Competitors. The 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, Operations, Markets + Trade Cell, Products, Competitors, The role of personal selling in marketing. PROMOTION + ORGANISATION. ORGANISATION 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, Markets + Trade Cell, Products, Competitors. MARKETING COSTS, Advertising Costs, Sales Costs, Distribution Costs, After Sales Costs, Total Marketing Costs, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, 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. PROMOTIONAL MIX FORECASTS :  to 2045 : Base Forecast : Median Market Scenario. 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. Marketing Expenditure, Variable Marketing Cost Objectives, Selling Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Promotional Expenditure.
70 Pages

55 : PURCHASE OF 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 companies 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.
60 Pages

56 : SALES FOCUS
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. INDUSTRY INDICES. INDUSTRY PROFILE. CUSTOMER PROFILES.
60 Pages

57 : SALES PROMOTION
Sales Promotion and Performance Analysis & Evaluation
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 and restrictions, ii. Selecting services and supplies, Meeting deadlines, Continuity of interest, Evaluating campaigns. SALES CAMPAIGNS, Marketing Integration, Budgeting Efficiency, Campaign Performance, Campaign Monitoring & Evaluation Procedures, Campaign Flexibility, Operations, Markets + Trade Cell, Products, Competitors, 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, i. 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, Operations, Markets + Trade Cell, Products, Competitors. THRESHOLD AND TARGET GOALS. 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. 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, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. SALES PROMOTION FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, Marketing Expenditure, Variable Marketing Cost Objectives, Selling Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Promotional Expenditure, Sales & Marketing Cost Scenarios.
75 Pages

58 : SALES FORCE DECISIONS
Sales force Analysis and Evaluation
SALES FORCE DECISIONS, BUYER-SELLER RELATIONSHIP, SALES TASKS, i. Prospecting, ii. Communicating, iii. Selling, iv. Servicing, v. Information gathering, vi. Allocating. SALES FORCE INTERACTION, Customer Prospecting, Customer Communications, Selling, Customer Servicing, Information Gathering & Usage, Operations, Markets + Trade Cell, Products, Competitors. SALES FORCE SIZE DECISIONS, Salesman productivity approach, Salesman workload approach, Sales force design, Sales-force structure, i. Territorial-structured sales force, ii. Product-structured sales force, iii. Customer-structured sales force, iv. Complex sales-force structures, Territorial design. SALES FORCE STRUCTURE, Territory Value Structured, Workload Structured, Territory Structured, Product Structured, Customer Structured, Operations, Markets + Trade Cell, Products, Competitors, i. Territory size, ii. Territory shape. SALES FORCE SELECTION, Salesmen selection, What makes a good salesman?, Recruitment procedures, Applicant-rating procedures, Sales force training. SALES FORCE COMPENSATION, Income regularity, Reward for above-average performance, Fairness, Control, Economy, Simplicity, Level of compensation, Elements of compensation, i. Straight salary, ii. Straight commission, iii. Combination salary and commission, Structure of compensation. SALES FORCE EMPLOYMENT, Recruitment Procedures, Applicant Vetting & Selection Procedures, Sales force Training, sales force Compensation, Compensation & Incentivisation Development, Operations, Markets + Trade Cell, Products, Competitors. SALES FORCE SUPERVISION, Directing salesmen, i. Developing customer call norms, ii. Developing prospect call norms, Motivating salesmen, i. Organisational climate, ii. Sales quotas, iii. Positive incentives, Effectiveness of sales incentives. SALES FORCE SUPERVISION, Direction: Customer Call Norms, Direction: Prospect Development, Motivation: Organisation, Motivation: Sales Quotas, Motivation: Incentives, Operations, Markets + Trade Cell, Products, Competitors. SALES FORCE EVALUATION, Sources of information, 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, ii. Current-to-past-sales comparisons, iii. Qualitative appraisal of salesmen. 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. SALES FORCE EVALUATION, Sales Information Monitoring, Sales Performance Reporting, Sales Evaluation: Personal Comparisons, Sales Evaluation: Sales Period Comparisons, Sales Evaluation: Qualitative Comparisons, Operations, Markets + Trade Cell, Products, Competitors. SALES FORCE COSTS, Sales Personnel Costs : Fixed, Sales Personnel Costs : Variable, Sales Personnel Expenses, Sales Overhead Expenses, Sales Material Costs, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA , Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios & Margins. SALES FORCE DECISIONS FINANCIAL FORECASTS :  to 2045 : Base Forecast : Median Market Scenario, Marketing Expenditure, Export Sales Improvement, Personnel + Staff Improvement, Fixed Marketing Cost Objectives, Variable Marketing Cost Objectives, Selling Cost Objectives, Sales Cost Improvement, Promotional Expenditure, Sales Personnel + Staff Improvement, Sales & Marketing Cost Scenarios.
105 Pages

59 : STRATEGY
Full Strategic Analysis and Conclusions
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 p+e & 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. INDUSTRY DATA, Process Costs and Profitability, Market Dominance, Long term industry growth, Index of industry 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 & industry 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 :  to 2045 : 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.
175 Pages

60 : SURVEYS
Surveys of Buyers and End Users
Surveys of Buyers and End Users : SURVEY ANALYSIS : The IMAGE + SURVEY ANALYSIS gives a tabular & graphic analysis of the prevalent image of companies 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 of the Company are given as a MATRIX which includes each of the Company's 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. INDUSTRY PERFORMANCE: Analyses of a large number of questions on the specific Performance of the Companies within the Industry. NATIONAL SURVEYS: National Surveys are given to enable one to compare and evaluate the Company'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 Company's 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 companies. The data is given relative to the Subsidiary, Division, Unit or Market sectors.
135 Pages

61 : TOWN FOCUS
Market and Financial data for specific Town Businesses
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 AND TIME SERIES. DATABASE GEOGRAPHIC COVERAGE. MARKET NORMS, Market growth rate annual indices, Market multipliers, Industry 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.
60 Pages

62 : TOWN START
Business Start-up data for specific Town Markets
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, Industry 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.
90 Pages

63 : TRADE CELL SURVEYS
Surveys of Buyers and End Users in the Trade Cell countries
PRODUCT END USERS SURVEYS ~ Current purchasing criteria ~ Perceptions of currently imported brands ~ Willingness to purchase foreign brands ~ Reaction to advertising & sales promotion ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing End User level~ Satisfaction with End User product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Attitudes towards discount / own- brand products ~ Product awareness ~ Quality -v- price question ~ Availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria. PRODUCT SERVICE NETWORKS + DISTRIBUTION SURVEYS ~ National service networks + distribution surveys - introduction ~ User: current purchasing criteria ~ User: source of supply ~ User: supplier loyalty ~ User: ordering procedures ~ User: frequency of deliveries ~ User: method of payment ~ User Level: reactions to advertising & sales promotion ~ User Level: product reject / returns rate ~ User Level: product reject / spoilage rate whilst held ~ User Level: product reject / return rate after purchase ~ User satisfaction with existing products ~ User satisfaction with existing suppliers & sources ~ User satisfaction with existing methods of supply & distribution ~ User satisfaction with suppliers' 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 suppliers ~ 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: availability -v- price question ~ Buyer: quality -v- price question ~ Buyer: attitudes towards discount / unbranded / own-brand products ~ Buyer: frequency of purchase/s ~ Buyer: buying patterns ~ Buyer: mode of ordering~ Buyer: delivery / service area ~ Buyer: sales call frequency per regular customer ( average - delivery & servicing ) ~ Buyer: mode of payment by User Level: Buyer: discounts offered to retail level~ Buyer: retail attitude towards price -v- availability ~ Buyer: frequency of deliveries to User Level: Buyer: supplier loyalty ~ Buyer: number of competitive producers represented ~ Buyer: dealers sales promotional activities (retail)~ Buyer: dealers sales promotional activities mix ~ Buyer: producers sales promotion most influencing dealers ~ Buyer: inventory financing ~ Buyer: dealers problems with products ~ Buyer: experiences of warranty / reject claims ~ Buyer satisfaction: quality of product received ~ Buyer satisfaction: availability of product ~ Buyer satisfaction: producers product levels ~ Buyer satisfaction: producers ability to fulfil orders on time ~ Buyer satisfaction: producers delivery frequency & up-take ~ Buyer satisfaction: producers ordering procedures & formalities ~ Buyer satisfaction: producers terms of trading ~ Buyer satisfaction: producers credit & other financial details ~ Buyer satisfaction: own product levels ~ Buyer satisfaction: existing products & product ranges ~ Buyer satisfaction: existing suppliers & sources ~ Buyer satisfaction: existing methods of supply & distribution ~ Buyer satisfaction: quality & specifications of products ~ Buyer satisfaction: after-sales services received from suppliers ~ Buyer satisfaction: availability of advertising support & POS / promotional materials ~ Buyer satisfaction: technical & other assistance received ~ Buyer satisfaction: documentation / instructions ~ User Level: buying patterns ~ User Level: frequency of purchase/s ~ User Level: attitudes towards discount / own-brand products ~ User Level: quality -v- price question ~ User Level: availability -v- price question ~ User Level: purchasing criteria - future trends. PRODUCT BUYER SURVEYS ~ User Level: person initiating decision to re-order ~ User Level: person negotiating terms with suppliers ~ 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 surveying suppliers & seeking quotations ~ Buyer: person negotiating terms with suppliers ~ Buyer: person approving / authorising order/s ~ Buyer: person monitoring results of purchases & sales ~ User Level: person surveying suppliers & 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. PRODUCT INDUSTRY PERFORMANCE SURVEYS ~ Credibility: Company Level ~ Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer Confidence in Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in Specialist Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer Confidence in Company Advertising ~ Reputation at Company Level ~ Reputation at Outlet Level ~ Reputation of Managers ~ Reputation of Company Staff ~ Reputation of Specialist Staff ~ Staff Efficiency: Company Level ~ Staff Efficiency: Outlet Level ~ Staff Efficiency: Managers ~ Staff Efficiency: Company Staff ~ Staff Efficiency: Specialist Staff ~ Staff Efficiency: Contracts & Documentation ~ Staff Efficiency: Problem Solving ~ Staff Performance: Company Level ~ Staff Performance: Outlet Level ~ Staff Performance: Managers ~ Staff Performance: Company Staff ~ Staff Performance: Specialist Staff ~ Staff Performance: Contracts & Documentation ~ Staff Performance: Overall Customer Handling ~ Staff Integrity: Company Level ~ Staff Integrity: Outlet Level ~ Staff Integrity: Managers ~ Staff Integrity: Company Staff ~ Staff Integrity: Specialist Staff ~ Staff Integrity: Contracts & Documentation ~ Staff Integrity: Advertising & Promotions ~ Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~ Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty: Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth & Honesty: Advertising & Promotions ~ Written Communications: Company Level ~ Written Communications: Outlet Level ~ Written Communications: Managers ~ Written Communications: Company Staff ~ Written Communications: Specialist Staff ~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Verbal Contact: Company Level ~ Verbal Contact: Outlet Level ~ Verbal Contact: Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Staff ~ Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling: Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Staff ~ Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet Level ~ Customer Complaint Handling: Managers ~ Customer Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Staff ~ Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving: Specialist Staff ~ Customer Comprehension of Product: Company Level ~ Customer Comprehension of Product: Outlet Level ~ Staff Comprehension of Product: Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Staff ~ Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Staff Awareness of Product: Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Staff ~ Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Staff Confidence in Product: Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Staff ~ Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Staff ~ Customer Service: Contracts & Documentation ~ Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Staff ~ Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Staff ~ Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Contract Documentation: Company Level ~ Contract Documentation: Outlet Level ~ Credibility: Company Advertising ~ Credibility: Company Contracts & Documentation ~ Credibility: Specialist Staff ~ Credibility: Company Staff ~ Credibility: Managers ~ Credibility: Outlet Level.
140 Pages

64 : 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.
45 Pages

65 : WORLD MARKETS
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, 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, 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 - Historic Data), Uzbekistan, Vanuatu, Venezuela, Vietnam, Virgin Islands UK, Virgin Islands US, Western Sahara, Western Samoa, Yemen, Yugoslav Federation, Yugoslavia (Former - Historic Data), Congo - Zaire, Zambia, Zimbabwe. HISTORIC FINANCIAL DATA: Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios & Margins. WORLD MARKETS FINANCIAL FORECASTS : 1997 to 2045 : Base Forecast : Median Market Scenario, Export Sales Improvement, Target Markets Development, Overseas Development.
235 Pages