Volumes in each title...

OPERATIONS

PRODUCT FLOW

TRADE CELL

COMPETITION

END USER SURVEYS

BUYER SURVEYS

DISTRIBUTION CHANNEL SURVEYS

INDUSTRY PERFORMANCE SURVEYS

	ADMINISTRATION & CUSTOMER HANDLING
1	.... ADMINISTRATION OBJECTIVES
2	.... ADMINISTRATION FUNCTIONS
	...... 1. Planning
	...... 2. Organization
3	...... 3. Staffing
	...... 4. Direction
	...... 5. Control
	...... 6. Innovation
4	...... 7. Representation
	...... 8. Communication
	...... 9. Learning for Results
5	............ PERSONNEL & STAFF PERFORMANCE
	...... Planning Performance
	...... Organizational Ability
	...... Direction & Delegation
	...... Control & Communication
	...... Innovation
	............ Operations
6	............ Markets & Trade Cell
7	............ Products
8	............ Competitors
9	.... HUMAN RELATIONS
	...... 1. SELECTION
10	...... 2. TRAINING
11	............ STAFF SELECTION & TRAINING EFFICIENCY
	...... Recruitment Methods
	...... Selection Methods
	...... Initial Training
	...... Specialist Training Programmes
	...... Continuous Training Programmes
	............ Operations
12	............ Markets & Trade Cell
13	............ Products
14	............ Competitors
15	...... 3. DIRECTION
	...... 4. INCENTIVES
16	...... 5. LOYALTY
	...... 6. ACHIEVEMENT
17	...... 7. LEADERSHIP
20	.... ORGANIZATION
21	.... THEORY
	...... 1. OBJECTIVES
	...... 2. SPECIALIZATION
	...... 3. COORDINATION
	...... 4. AUTHORITY
22	...... 5. RESPONSIBILITY
	...... 6. DELEGATION
	...... 7. SPAN OF CONTROL
23	...... 8. SHORT CHAIN OF COMMAND
	...... 9. LINE AND STAFF
24	.... CUSTOMER HANDLING
25	............ CUSTOMER HANDLING
	...... Overall Performance
	...... Competitive Rating
	...... Senior Staff Performance
	...... Point-of-Sale Staff Performance
	...... Complaints Handling
	............ Operations
26	............ Markets & Trade Cell
27	............ Products
28	............ Competitors
29	............ OPERATING PROCEDURES & SYSTEMS
	...... Overall Performance
	...... Competitive Rating
	...... Professionalism of Operating Procedures
	...... Investments in Systems
	...... Corporate Responsibility & Development
	............ Operations
30	............ Markets & Trade Cell
31	............ Products
32	............ Competitors
33	............ ORDER HANDLING
	...... Overall Performance
	...... Competitive Rating
	...... Ease of Customer Order & Interface
	...... Input Systems & Performance
	...... In-House Order Handling Performance
	............ Operations
34	............ Markets & Trade Cell
35	............ Products
36	............ Competitors
37	............ ORDER PROGRESS
	...... Overall Order Progress Monitoring
	...... Competitive Rating
	...... Systemized Procedures for Order Chasing
	...... Automated Systems
	...... Level of Systems Investment
	............ Operations
38	............ Markets & Trade Cell
39	............ Products
40	............ Competitors
41	............ ORDER DELIVERY
	...... Overall Performance
	...... Competitive Rating
	...... On-Time Delivery Rating
	...... Complete Order Delivery
	...... Delivery System Investment
	............ Operations
42	............ Markets & Trade Cell
43	............ Products
44	............ Competitors
45	............ AFTER-SALES RATING
	...... Overall Performance
	...... Competitive Rating
	...... Availability of After-Sales Services
	...... Cost of After-Sales Services
	...... Efficiency of After-Sales Services
	............ Operations
46	............ Markets & Trade Cell
47	............ Products
48	............ Competitors
49	.... ORGANIZATION DECISIONS
50	...... 1. DIVISIBILITY
	...... 2. REORGANIZATION
51	...... 3. BEHAVIORAL SCIENCE & ORGANIZATION
	...... 4. ORGANIZATION FOR MOTIVATION
	...... 5. THE INFORMAL ORGANIZATION
52	.... COMMUNICATIONS & OBJECTIVES
53	...... 1. NEW APPROACH
	...... 2. OBJECTIVES -v- TASKS
55	...... 3. ANALYSIS OF OPPORTUNITIES
56	.... ADMINISTRATION COMMUNICATION
57	...... 1. THE MENTAL SET
58	...... 2. THE COMMUNICATION PROCESS
	...... 3. COMMUNICATION BY ACTION
	.... ADMINISTRATION CONTROLS
59	............ SECURITY & PRODUCT PROTECTION
	...... Corporate Security Rating
	...... Process Security Rating
	...... Product Security Rating
	...... Product Protection
	...... Process Protection
	............ Operations
60	............ Markets & Trade Cell
61	............ Products
62	............ Competitors
63	............ QUALITY CONTROL PROCEDURES
	...... Overall Rating
	...... Competitive Rating
	...... Formalized Quality Control Systems
	...... Quality Control Efficiency
	...... Quality Control Development
	............ Operations
64	............ Markets & Trade Cell
65	............ Products
66	............ Competitors
67	............ ACCOUNTING PRACTICES & PROCEDURES
	...... Overall Rating
	...... Competitive Rating
	...... Accounting Efficiency
	...... Cash-Flow Handling
	...... Customer Satisfaction with Accounts Procedures
	............ Operations
68	............ Markets & Trade Cell
69	............ Products
70	............ Competitors
71	............ ORDER TAKING & PROCEDURES
	...... Overall Rating
	...... Competitive Rating
	...... Order Taking Efficiency
	...... Order Taking Systems Investment
	...... Customer Satisfaction with Order Taking
	............ Operations
72	............ Markets & Trade Cell
73	............ Products
74	............ Competitors
75	............ ORDER DELIVERY & CONTRACT PERFORMANCE
	...... Overall Rating
	...... Competitive Rating
	...... Order Delivery Efficiency
	...... Contract Performance Rating
	...... Customer Satisfaction with Contract Performance
	............ Operations
76	............ Markets & Trade Cell
77	............ Products
78	............ Competitors
79	............ AFTER-SALES SERVICES & PROCEDURES
	...... Overall Rating
	...... Competitive Rating
	...... After-Sales Service Efficiency
	...... After-Sales Systems Investment
	...... Customer Satisfaction with After-Sales Procedures
	............ Operations
80	............ Markets & Trade Cell
81	............ Products
82	............ Competitors
83	............ LEGAL CONDITIONS & TERMS OF BUSINESS
	...... Overall Rating
	...... Competitive Rating
	...... Levels of Litigation
	...... Fairness of Terms of Business
	...... Customer Satisfaction with Terms of Business
	............ Operations
84	............ Markets & Trade Cell
85	............ Products
86	............ Competitors
87	.... HISTORIC FINANCIAL DATA FOR ADMINISTRATION & CUSTOMER HANDLING ISSUES
88	.... Historic Balance Sheet
89	...... Historic Costs & Margins
90	........ Historic Financial Ratios & Margins
91	.......... Historic Operational Ratios & Margins
92	.... Financial forecast notes
93	.... ADMINISTRATION & CUSTOMER HANDLING BASED BALANCE SHEET FORECASTS :
94	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
95	...... Base Forecast : Median Market Scenario Operational Costs Forecast
96	........ Base Forecast : Median Market Scenario Financial Ratios
97	.......... Base Forecast : Median Market Scenario Operational Margins
98	.... Personnel & Staff Improvement Balance Sheet Forecast
99	...... Personnel & Staff Improvement Operational Costs Forecast
100	........ Personnel & Staff Improvement Financial Ratios
101	.......... Personnel & Staff Improvement Operational Margins
102	.... Administrative & General Expense Objectives Balance Sheet Forecast
103	...... Administrative & General Expense Objectives Operational Costs Forecast
104	........ Administrative & General Expense Objectives Financial Ratios
105	.......... Administrative & General Expense Objectives Operational Margins
106	.... Order Taking Improvements Balance Sheet Forecast
107	...... Order Taking Improvements Operational Costs Forecast
108	........ Order Taking Improvements Financial Ratios
109	.......... Order Taking Improvements Operational Margins
110	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
111	...... Customer / Order Processing Systems Investment Operational Costs Forecast
112	........ Customer / Order Processing Systems Investment Financial Ratios
113	.......... Customer / Order Processing Systems Investment Operational Margins
114	.... Systems Investment Balance Sheet Forecast
115	...... Systems Investment Operational Costs Forecast
116	........ Systems Investment Financial Ratios
117	.......... Systems Investment Operational Margins
118	.... Sales Personnel & Staff Improvement Balance Sheet Forecast
119	...... Sales Personnel & Staff Improvement Operational Costs Forecast
120	........ Sales Personnel & Staff Improvement Financial Ratios
121	.......... Sales Personnel & Staff Improvement Operational Margins
122	.... Administration Cost Scenarios Balance Sheet Forecast
123	...... Administration Cost Scenarios Operational Costs Forecast
124	........ Administration Cost Scenarios Financial Ratios
125	.......... Administration Cost Scenarios Operational Margins
126	.... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast
127	...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast
128	........ Profit Impact From Customer Handling Cost Reduction Financial Ratios
129	.......... Profit Impact From Customer Handling Cost Reduction Operational Margins
130	.... Capital Investments Options: Distribution / Handling Balance Sheet Forecast
131	...... Capital Investments Options: Distribution / Handling Operational Costs Forecast
132	........ Capital Investments Options: Distribution / Handling Financial Ratios
133	.......... Capital Investments Options: Distribution / Handling Operational Margins
134	.... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast
135	...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast
136	........ Capital Investments Options: Customer Handling Systems Financial Ratios
137	.......... Capital Investments Options: Customer Handling Systems Operational Margins
138	.... Customer Handling Improvements Balance Sheet Forecast
139	...... Customer Handling Improvements Operational Costs Forecast
140	........ Customer Handling Improvements Financial Ratios
141	.......... Customer Handling Improvements Operational Margins
143	.... Financial data definitions

	ADVERTISING STRATEGY
1	..ADVERTISING STRATEGY
	...... Advertising Purpose
	...... Advertising power
2	...... Defining advertising goals
	...... Major advertising decisions
3	.... ADVERTISING BUDGET DECISIONS
	...... Static methods for budgets
	...... i. "Affordable" method
	...... ii. Percentage-of-sales method
	...... iii. Competitive-parity method
4	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION & HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
5	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
6	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION & HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
7	.... MARKETING MARGINS & RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
8	...... iv. Objective-and-task method
	...... Dynamic models for Budgets
	...... i. Sales-response & decay models
9	...... ii. Communication Stage models
	...... iii. Adaptive-control models
10	...... iv. Competitive Share models
11	............ ADVERTISING STRATEGY APPRAISAL
	...... Advertising Budget Setting Procedures
	...... Advertising Goal & Target Formulation
	...... Advertising Competitiveness
	...... Advertising Objectives & Tasks
	...... Dynamic Advertising Planning
	............ Operations
12	............ Markets & Trade Cell
13	............ Products
14	............ Competitors
15	............ ADVERTISING COSTS
	...... Mail & Direct Mail Advertising
	...... Media Advertising
	...... Advertising Materials
	...... Merchandising / POS
	...... Publicity : P.R. : Exhibitions
	............ Operations
16	............ Markets & Trade Cell
17	............ Products
18	............ Competitors
19	.... ADVERTISING MESSAGE GENERATION
	...... Message generation
	...... Message Evaluation & Selection
	...... Message Execution
	...... Creating Advertisements
21	............ ADVERTISING MESSAGE
	...... Message Generation Efficiency
	...... Message Evaluation
	...... Message Execution: Structure
	...... Message Execution: Development
	...... Message Creativity
	............ Operations
22	............ Markets & Trade Cell
23	............ Products
24	............ Competitors
25	.... ADVERTISING TIMING
	...... Macro-scheduling problem
26	...... Micro-scheduling problem
27	............ ADVERTISING MONITORING
	...... Ad. Agency: Monitoring
	...... Ad. Agency: Research Techniques
	...... In-House: Ad Agency Monitoring
	...... In-House: Advertising Monitoring
	...... In-House: Advertising Research Techniques
	............ Operations
28	............ Markets & Trade Cell
29	............ Products
30	............ Competitors
31	.... ADVERTISING EFFECTIVENESS
	...... Communication Effect Research
	...... i. Direct ratings
	...... ii. Portfolio tests
	...... iii. Laboratory tests
	...... iv. Recall tests
	...... v. Recognition tests
32	...... PORTFOLIO TEST RATING
	...... Sales Effect Research
33	............ ADVERTISING RATING
	...... Attention Strengths
	...... Read-Through Strengths
	...... Cognitive Strengths
	...... Affective Strengths
	...... Behavioral Strengths
	............ Operations
34	............ Markets & Trade Cell
35	............ Products
36	............ Competitors
37	.... ADVERTISING COMMUNICATION
38	.... PERSUASION PROCESSES
	...... RHETORICAL MODEL
	...... PROPAGANDA MODEL
	...... NEGOTIATION MODEL
39	.... COMMUNICATION DECISIONS
	...... The Communications Model
	...... Audience
	...... i. Audience response models
40	...... ii. Audience characteristics
41	............ AUDIENCE & CHANNEL RATING
	...... Audience Response Rating
	...... Audience Characteristic Recognition Rating
	...... Audience Image Recognition Rating
	...... Channel Personal Influence Rating
	...... Channel Non-Personal Influence Rating
	............ Operations
42	............ Markets & Trade Cell
43	............ Products
44	............ Competitors
45	...... iii. Audience image
	...... Channels
46	...... i. Personal Channels
47	...... ii. Non-Personal Channels
	...... Message
	...... i. Message function
	...... ii. Message Effects
49	...... iii. Message structure
50	...... Communicator
	...... i. Source credibility
	...... ii. Source incongruity
51	............ ADVERTISING MESSAGE RATING
	...... Message Function Rating
	...... Message Structure Rating
	...... Source Expertness
	...... Source Trustworthiness
	...... Source Likability
	............ Operations
52	............ Markets & Trade Cell
53	............ Products
54	............ Competitors
55	.... HISTORIC FINANCIAL DATA
56	.... Historic Balance Sheet
57	...... Historic Costs & Margins
58	........ Historic Financial Ratios & Margins
59	.......... Historic Operational Ratios & Margins
60	.... Financial forecast notes
61	.... ADVERTISING STRATEGY FINANCIAL FORECASTS :
62	.... Base Forecast : Best Market Scenario Balance Sheet Forecast
63	...... Base Forecast : Best Market Scenario Operational Costs Forecast
64	........ Base Forecast : Best Market Scenario Financial Ratios
65	.......... Base Forecast : Best Market Scenario Operational Margins
66	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
67	...... Base Forecast : Median Market Scenario Operational Costs Forecast
68	........ Base Forecast : Median Market Scenario Financial Ratios
69	.......... Base Forecast : Median Market Scenario Operational Margins
70	.... Base Forecast : Worst Market Scenario Balance Sheet Forecast
71	...... Base Forecast : Worst Market Scenario Operational Costs Forecast
72	........ Base Forecast : Worst Market Scenario Financial Ratios
73	.......... Base Forecast : Worst Market Scenario Operational Margins
74	.... Marketing Expenditure Balance Sheet Forecast
75	...... Marketing Expenditure Operational Costs Forecast
76	........ Marketing Expenditure Financial Ratios
77	.......... Marketing Expenditure Operational Margins
78	.... Variable Marketing Cost Objectives Balance Sheet Forecast
79	...... Variable Marketing Cost Objectives Operational Costs Forecast
80	........ Variable Marketing Cost Objectives Financial Ratios
81	.......... Variable Marketing Cost Objectives Operational Margins
82	.... General Marketing Process Cost Objectives Balance Sheet Forecast
83	...... General Marketing Process Cost Objectives Operational Costs Forecast
84	........ General Marketing Process Cost Objectives Financial Ratios
85	.......... General Marketing Process Cost Objectives Operational Margins
86	.... Advertising Cost Objectives Balance Sheet Forecast
87	...... Advertising Cost Objectives Operational Costs Forecast
88	........ Advertising Cost Objectives Financial Ratios
89	.......... Advertising Cost Objectives Operational Margins
90	.... Promotional Expenditure Balance Sheet Forecast
91	...... Promotional Expenditure Operational Costs Forecast
92	........ Promotional Expenditure Financial Ratios
93	.......... Promotional Expenditure Operational Margins
95	.... Financial data definitions

BUYER PROFILES

BUYER PROFILES

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

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

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

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

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

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

LOCATION: By Region & Major Urban Conurbation.

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

BUYER PROFILES - COMPETITORS

BUYER PROFILES - COMPETITORS

Comparative Competitor Decision Maker & Buyer Age & Social Profiles

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

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

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

LOCATION: By Region & Major Urban Conurbation.

BUYER PROFILES - OPERATIONS

BUYER PROFILES - OPERATIONS

Comparative Operational Decision Maker & Buyer Age & Social Profiles

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

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

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

LOCATION: By Region & Major Urban Conurbation.

BUYER PROFILES - PRODUCTS

BUYER PROFILES - PRODUCTS

Comparative Product Decision Maker & Buyer Age & Social Profiles

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

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

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

LOCATION: By Region & Major Urban Conurbation.

BUYER PROFILES - TRADE CELL

BUYER PROFILES - TRADE CELL

Trade Cell Comparative Decision Maker & Buyer Age & Social Profiles

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

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

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

LOCATION: By Region & Major Urban Conurbation.

COMPETITIVE FACTORS + ISSUES	Description
RELATIVE STATURE
PREVALENT AWARENESS BY CUSTOMERS	common buyer recognition of the business and its products
PREVAILING REPUTATION	overall position
PERCEPTION OF PRODUCTS	stature of products
RECOGNITION OF PRODUCT QUALITY	appraisal of product excellence
PERCEPTION OF SERVICE SUPPORT	level of service proffered
PERCEPTION OF CLIENT TREATMENT	level of client management and relationship
COMPETITIVE PROMOTIONAL PRACTICE
EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY	evaluation of overall sales promotion undertakings
MERIT OF ADVERTISING	understanding of advertising stance and the advertising intent
VALUE OF SALES PERSONNEL	potency of sales and marketing staff
CALIBER OF SALES PRINT	clarity of sales literature and print
COMPETITIVE PRODUCT AVAILABILITY
GRADING OF PRODUCT AVAILABILITY	grading of routine product availability
MERIT OF PRODUCT DEFINITION	proficiency of product specifications
GRADING OF ON-TIME DELIVERY	accomplishment of on-time delivery track record
RATING OF UNIMPAIRED ORDER DELIVERY	confidence in overall order delivery performance
RATING OF ORDER HANDLING	proficiency of order supervision and order taking
RATING OF CAPACITY TO PROVIDE	capacity to furnish products as contracted
COMPETITIVE MARKETING APTITUDE
CALIBER OF MARKETING EXPERTISE	caliber of prevalent marketing expertise
EVALUATION OF MARKETING RESPONSE	marketing experience and proficiency amid personnel
EVALUATION OF MARKETING TECHNIQUE	utilization of marketing techniques
EVALUATION OF PROMOTIONAL DOCUMENTATION	lucidity of promotional documentation and print
EVALUATION OF PROMOTIONAL + SALES DECAY	degree of promotional rejection and sales decay
EVALUATION OF ADVERTISING DEXTERITY	recognition of prevalent advertising adroitness and execution
MARKET COMPONENTS
CONSCIOUSNESS OF PRODUCT PRICING	consciousness of product pricing
PRODUCT EXCELLENCE	recognition of product excellence
CLIENT SERVICE	completion of client instructions and the character of service delivered
RELIABLE DELIVERY	confidence in punctual delivery
SERVICE RELIABILITY	score of service reliability
SERVICE STANDARDS	attainment of service standards
SERVICE CONDUCT	routine smoothness of the service function and procedures used
SERVICE CONVENIENCE	satisfaction with service convenience
PRODUCT DELIVERY SYSTEM	reputation of the distribution system and its efficacy
RESPONSIVENESS OF CLIENT TREATMENT	client treatment: versatile and propensity to assist
OBSERVANCE OF FAIR TERMS OF BUSINESS	fairness and observance of commercial & contractual terms of business
SALES STAFF ACHIEVEMENT
PRIMARY CONTACT	original contact and comprehension
ORDER HANDLING STAFF	relationship with order handling staff
SALES STAFF	negotiations with sales and marketing personnel
ADMINISTRATION STAFF	performance of administration and account staff
SALES MANAGEMENT	dealings with sales managers and staff
SALES PERSONNEL	deportment of sales personnel
CORPORATE SALES ELEMENTS
UPSTREAM SALES CONSOLIDATION	comparative upstream sales coordination
DOWNSTREAM PROMOTIONAL HARMONIZATION	observance of downstream promotional harmonization
CAPTIVE SALES CONDUITS	conduct of captive sales mechanisms
DEPENDENCE ON SELLING OUTLETS	dependence on selling outlets
OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING	application of segmented promotional Endeavour
BENEFITS OF SEGMENTED MARKETING	support of segmented marketing activity
CAPTIVE CUSTOMER BASES	acquisition and influence of specific customer bases
COMPETITIVE SALES CHANNEL AWARENESS
WAREHOUSING & HANDLING	proficiency of warehousing and handling
PACKING & PACKAGING	character and refinement of packing and packaging
SALES ACTIVITY	conduct of regular sales undertakings
STOCK AVAILABILITY	normal stock availability
CUSTOMER SATISFACTION	prevailing customer fulfillment
COMPETITIVE CLIENT AWARENESS
LOCATION OF CUSTOMERS	geographic location and distribution of the customer base
CAPTIVENESS OF THE CUSTOMER BASE	captiveness of prevailing customer bases
CUSTOMER BASE LOYALTY	fidelity of the current customer base
CONCENTRATION OF PURCHASES	comparative focus of customer purchases
PURCHASE FREQUENCY	frequency of typical buyer purchases
ORDER SIZE	average order size and content of customer purchase
CUSTOMER SERVICING	prevalent level of customer maintenance
SEASONALITY	seasonality of consumer use of products
COMPETITIVE PROMOTIONAL CONSIDERATIONS
ADVERTISING & SALES PROMOTION	prevailing advertising and sales promotion message
MARKETING	marketing overhead & application and sales decay
SALES PROMOTION	explicit sales promotions and activity
SALESFORCE	salesforce potency and accomplishment
ADVERTISING	advertising effectiveness
COMPETITOR CONSEQUENCES
PRICING CONDUCT	regular pricing guidelines and its execution
ECONOMIC ENVIRONMENT	conjectural reverberation of the economic climate and environment
COMPARATIVE MARKETING ACTIVITY	prevailing competitive marketing activity
RESPONSE TO OPPONENTS	response to opponents' behavior and methods
NEW COMPETITORS	invariable reflex to the market entry of challengers
PRICES AT MSP	acceptability of base prices
PRICE INCREASES	capacity to contend with and respond to price increases
PRICES AT RSP	overall competitiveness of end users sales prices
MARKET SHARE	average comparative market share

COMPETITIVE FACTORS + CONSIDERATIONS	Description
COMPANY PHYSICAL MARKETING CONCERNS
PHYSICAL MARKETING OBSTACLES	physical marketing obstacles and difficulties
PHYSICAL MARKETING RESOURCES	physical marketing resources
PHYSICAL ADVERTISING POTENTIAL	physical advertising potential
RESPONSIVENESS OF ADVERTISING REACTION	responsiveness of advertising reaction
ADROITNESS TO MODIFY MARKETING EFFORT	expertise to improve the marketing tasks
CLIENT HANDLING SYSTEMS & EQUIPMENT	customer administration infrastructure and equipment
ADVERTISING & MARKETING MATERIALS ELEMENT
ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES	marketing materials and supplies procurement
ADVERTISING & MARKETING MATERIALS STOCK LEVELS	stock levels & inventories of marketing materials & supplies
DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS	dependence on outside marketing suppliers
ADVERTISING BUYING INFLUENCE	advertising buying influence and purchasing power
SALES PERSONNEL PERCEPTIONS
SALES PERSONNEL ACCESSIBILITY	sales & marketing personnel accessibility
SALES EMPLOYEES RELATIONS	sales employees rapport
PRESSURE OF SALESFORCE WAGE RISES	salesforce salary rises and demands
RELATIVE SALES PAYROLL LEVELS	salesforce payroll levels in comparison to competitors
RELATIVE SALES INCENTIVE LEVELS	salesforce reward levels relative to competitors
SALESFORCE SPECIALIZED EXPERTISE	specialized expertise of sales personnel
MARKETING COSTS & MARGIN CONCERNS
MARKETING SUPPLIES INVENTORY LEVELS	marketing supplies reserves and inventory levels
VARIABLE MARKETING COSTS	flexibility of variable sales & marketing costs
FIXED MARKETING COSTS	flexibility of fixed marketing costs
MARKETING PAYROLL COSTS	responsiveness of marketing manpower and staff costs
DIRECT MARKETING COSTS RELATIVE TO COMPETITORS	direct marketing costs relative to major competitors
PRODUCT DEVELOPMENT COSTS	product launch / innovation & product development costs
PRODUCT ADVERTISING + MARKETING
QUALITY	product quality
PRODUCT SPECIFICATIONS	product specifications
DESIGN	product design and utility
OPERATING CRITERIA	product operating requirements and operating suitability
PRODUCT EFFICIENCY	product efficiency and performance
PRODUCT RELIABILITY	product dependability and integrity
PRODUCT LONGEVITY	product longevity and shelf life
PRODUCT LIFE CYCLE	product life cycle and obsolescence
PRODUCT CUSTOMIZATION	degree of product customization and flexibility
PRODUCT TECHNOLOGY	product technology and technological advantage
PRODUCT USAGE	product interchangeability and usage
MARKETING MANAGEMENT STRENGTHS
MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL	strengths of senior marketing personnel
MANAGEMENT STRENGTHS: SALESFORCE MANAGERS	effectiveness of salesforce managers
MANAGEMENT STRENGTHS: SALES & MARKETING STAFF	performance of sales and marketing managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS	efficiency of customer handling managers
MANAGEMENT STRENGTHS: TECHNICAL APTITUDE	aptitude and technical capability of sales managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY	reliability of customer handling managers
CORPORATE MARKETING CONSIDERATIONS
UPSTREAM MARKETING STRATEGIES	upstream consolidation of marketing strategies
DOWNSTREAM MARKETING TACTICS	downstream co-ordination of marketing tactics
CAPTIVE MARKETING CHANNELS	captive marketing channels
RELIANCE ON EXTERNAL MARKETING	reliance on third party marketing & sales effort
RELIANCE ON EXTERNAL PROMOTION	reliance on outside promotional effort en-route to the market
RELIANCE ON EXTERNAL MARKETING SUPPORT	reliance on third party marketing activity for sales support
RELIANCE ON CUSTOMERS ATTITUDES	reliance on customers attitudes to corporate factors
DISTRIBUTION MARKETING CONSIDERATIONS
WAREHOUSING & HANDLING	warehousing and handling
PACKING & PACKAGING	packing and packaging
DISTRIBUTION	distribution activities
STOCK AVAILABILITY	stock availability
ORDER PROCESSING	order processing
CUSTOMER TOPICS
LOCATION OF CUSTOMERS	geographic location of the customer base
RELIANCE ON CUSTOMER BASE	reliance on distinct customer bases
CAPTIVE CUSTOMER BASE	captive and assured customer base
CONCENTRATION OF CUSTOMERS	concentration of customers
PRODUCT USAGE FREQUENCY	frequency of product usage
ORDER VALUE	order value and volume of average turnover
RELATIVE CUSTOMER SERVICING	customer servicing relative to competitors
SEASONALITY OF DEMAND	seasonality of demand and customer purchases
COMPETITIVE MARKETING CONSIDERATIONS
ADVERTISING & SALES PROMOTION	advertising and sales promotion posture and activity
MARKETING COSTS	total marketing costs
SALES PROMOTION COSTS	sales promotion costs
SELLING COSTS	salesforce and selling costs and expenses
ADVERTISING COSTS	advertising costs
COMPETITOR CONSIDERATIONS
COMPETITORS' PRICING GUIDELINES	competitors' pricing procedures and stance
SENSITIVITY TO ECONOMIC CONDITIONS	sensitivity to economic conditions
RELATIVE MARKETING SPEND	marketing spend relative to competitors
COMPETITORS' COMBATIVENESS	combativeness of competitors' conduct and attitude
ACCESS OF NEW COMPETITORS	access of new competitors into the market
PRICES AT MSP	prices at manufacturers sales price
PRICE INCREASES AT MSP	previous price increases at manufacturing level
PRICES AT RSP	prices at retail or end users sales price
MARKET SHARE	market share

COMPETITOR STANDING ANALYSIS	Description
RELATIVE STATURE
PREVALENT AWARENESS BY CUSTOMERS	common buyer recognition of the business and its products
PREVAILING REPUTATION	overall position
PERCEPTION OF PRODUCTS	stature of products
RECOGNITION OF PRODUCT QUALITY	appraisal of product excellence
PERCEPTION OF SERVICE SUPPORT	level of service proffered
PERCEPTION OF CLIENT TREATMENT	level of client management and relationship
COMPETITIVE PROMOTIONAL PRACTICE
EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY	evaluation of overall sales promotion undertakings
MERIT OF ADVERTISING	understanding of advertising stance and the advertising intent
VALUE OF SALES PERSONNEL	potency of sales and marketing staff
CALIBER OF SALES PRINT	clarity of sales literature and print
COMPETITIVE PRODUCT AVAILABILITY
GRADING OF PRODUCT AVAILABILITY	grading of routine product availability
MERIT OF PRODUCT DEFINITION	proficiency of product specifications
GRADING OF ON-TIME DELIVERY	accomplishment of on-time delivery track record
RATING OF UNIMPAIRED ORDER DELIVERY	confidence in overall order delivery performance
RATING OF ORDER HANDLING	proficiency of order supervision and order taking
RATING OF CAPACITY TO PROVIDE	capacity to furnish products as contracted
COMPETITIVE MARKETING APTITUDE
CALIBER OF MARKETING EXPERTISE	caliber of prevalent marketing expertise
EVALUATION OF MARKETING RESPONSE	marketing experience and proficiency amid personnel
EVALUATION OF MARKETING TECHNIQUE	utilization of marketing techniques
EVALUATION OF PROMOTIONAL DOCUMENTATION	lucidity of promotional documentation and print
EVALUATION OF PROMOTIONAL + SALES DECAY	degree of promotional rejection and sales decay
EVALUATION OF ADVERTISING DEXTERITY	recognition of prevalent advertising adroitness and execution
MARKET COMPONENTS
CONSCIOUSNESS OF PRODUCT PRICING	consciousness of product pricing
PRODUCT EXCELLENCE	recognition of product excellence
CLIENT SERVICE	completion of client instructions and the character of service delivered
RELIABLE DELIVERY	confidence in punctual delivery
SERVICE RELIABILITY	score of service reliability
SERVICE STANDARDS	attainment of service standards
SERVICE CONDUCT	routine smoothness of the service function and procedures used
SERVICE CONVENIENCE	satisfaction with service convenience
PRODUCT DELIVERY SYSTEM	reputation of the distribution system and its efficacy
RESPONSIVENESS OF CLIENT TREATMENT	client treatment, versatile and propensity to assist
OBSERVANCE OF FAIR TERMS OF BUSINESS	fairness and observance of commercial & contractual terms of business
SALES STAFF ACHIEVEMENT
PRIMARY CONTACT	original contact and comprehension
ORDER HANDLING STAFF	relationship with order handling staff
SALES STAFF	negotiations with sales and marketing personnel
ADMINISTRATION STAFF	performance of administration and account staff
SALES MANAGEMENT	dealings with sales managers and staff
SALES PERSONNEL	deportment of sales personnel
CORPORATE SALES ELEMENTS
UPSTREAM SALES CONSOLIDATION	comparative upstream sales coordination
DOWNSTREAM PROMOTIONAL HARMONIZATION	observance of downstream promotional harmonization
CAPTIVE SALES CONDUITS	conduct of captive sales mechanisms
DEPENDENCE ON SELLING OUTLETS	dependence on selling outlets
OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING	application of segmented promotional Endeavour
BENEFITS OF SEGMENTED MARKETING	support of segmented marketing activity
CAPTIVE CUSTOMER BASES	acquisition and influence of specific customer bases
COMPETITIVE SALES CHANNEL AWARENESS
WAREHOUSING & HANDLING	proficiency of warehousing and handling
PACKING & PACKAGING	character and refinement of packing and packaging
SALES ACTIVITY	conduct of regular sales undertakings
STOCK AVAILABILITY	normal stock availability
CUSTOMER SATISFACTION	prevailing customer fulfillment
COMPETITIVE CLIENT AWARENESS
LOCATION OF CUSTOMERS	geographic location and distribution of the customer base
CAPTIVENESS OF THE CUSTOMER BASE	captiveness of prevailing customer bases
CUSTOMER BASE LOYALTY	fidelity of the current customer base
CONCENTRATION OF PURCHASES	comparative focus of customer purchases
PURCHASE FREQUENCY	frequency of typical buyer purchases
ORDER SIZE	average order size and content of customer purchase
CUSTOMER SERVICING	prevalent level of customer maintenance
SEASONALITY	seasonality of consumer use of products
COMPETITIVE PROMOTIONAL CONSIDERATIONS
ADVERTISING & SALES PROMOTION	prevailing advertising and sales promotion message
MARKETING	marketing overhead & application and sales decay
SALES PROMOTION	explicit sales promotions and activity
SALESFORCE	salesforce potency and accomplishment
ADVERTISING	advertising effectiveness
COMPETITOR CONSEQUENCES
PRICING CONDUCT	regular pricing guidelines and its execution
ECONOMIC ENVIRONMENT	conjectural reverberation of the economic climate and environment
COMPARATIVE MARKETING ACTIVITY	prevailing competitive marketing activity
RESPONSE TO OPPONENTS	response to opponents' behavior and methods
NEW COMPETITORS	invariable reflex to the market entry of challengers
PRICES AT MSP	acceptability of base prices
PRICE INCREASES	capacity to contend with and respond to price increases
PRICES AT RSP	overall competitiveness of end users sales prices
MARKET SHARE	average comparative market share

COMPETITOR ENVIRONMENT ANALYSIS	Description
COMPANY PHYSICAL MARKETING CONCERNS
PHYSICAL MARKETING OBSTACLES	physical marketing obstacles and difficulties
PHYSICAL MARKETING RESOURCES	physical marketing resources
PHYSICAL ADVERTISING POTENTIAL	physical advertising potential
RESPONSIVENESS OF ADVERTISING REACTION	responsiveness of advertising reaction
ADROITNESS TO MODIFY MARKETING EFFORT	expertise to improve the marketing tasks
CLIENT HANDLING SYSTEMS & EQUIPMENT	customer administration infrastructure and equipment
ADVERTISING & MARKETING MATERIALS ELEMENT
ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES	marketing materials and supplies procurement
ADVERTISING & MARKETING MATERIALS STOCK LEVELS	stock levels & inventories of marketing materials & supplies
DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS	dependence on outside marketing suppliers
ADVERTISING BUYING INFLUENCE	advertising buying influence and purchasing power
SALES PERSONNEL PERCEPTIONS
SALES PERSONNEL ACCESSIBILITY	sales & marketing personnel accessibility
SALES EMPLOYEES RELATIONS	sales employees rapport
PRESSURE OF SALESFORCE WAGE RISES	salesforce salary rises and demands
RELATIVE SALES PAYROLL LEVELS	salesforce payroll levels in comparison to competitors
RELATIVE SALES INCENTIVE LEVELS	salesforce reward levels relative to competitors
SALESFORCE SPECIALIZED EXPERTISE	specialized expertise of sales personnel
MARKETING COSTS & MARGIN CONCERNS
MARKETING SUPPLIES INVENTORY LEVELS	marketing supplies reserves and inventory levels
VARIABLE MARKETING COSTS	flexibility of variable sales & marketing costs
FIXED MARKETING COSTS	flexibility of fixed marketing costs
MARKETING PAYROLL COSTS	responsiveness of marketing manpower and staff costs
DIRECT MARKETING COSTS RELATIVE TO COMPETITORS	direct marketing costs relative to major competitors
PRODUCT DEVELOPMENT COSTS	product launch / innovation & product development costs
PRODUCT ADVERTISING + MARKETING
QUALITY	product quality
PRODUCT SPECIFICATIONS	product specifications
DESIGN	product design and utility
OPERATING CRITERIA	product operating requirements and operating suitability
PRODUCT EFFICIENCY	product efficiency and performance
PRODUCT RELIABILITY	product dependability and integrity
PRODUCT LONGEVITY	product longevity and shelf life
PRODUCT LIFE CYCLE	product life cycle and obsolescence
PRODUCT CUSTOMIZATION	degree of product customization and flexibility
PRODUCT TECHNOLOGY	product technology and technological advantage
PRODUCT USAGE	product interchangeability and usage
MARKETING MANAGEMENT STRENGTHS
MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL	strengths of senior marketing personnel
MANAGEMENT STRENGTHS: SALESFORCE MANAGERS	effectiveness of salesforce managers
MANAGEMENT STRENGTHS: SALES & MARKETING STAFF	performance of sales and marketing managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS	efficiency of customer handling managers
MANAGEMENT STRENGTHS: TECHNICAL APTITUDE	aptitude and technical capability of sales managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY	reliability of customer handling managers
CORPORATE MARKETING CONSIDERATIONS
UPSTREAM MARKETING STRATEGIES	upstream consolidation of marketing strategies
DOWNSTREAM MARKETING TACTICS	downstream co-ordination of marketing tactics
CAPTIVE MARKETING CHANNELS	captive marketing channels
RELIANCE ON EXTERNAL MARKETING	reliance on third party marketing & sales effort
RELIANCE ON EXTERNAL PROMOTION	reliance on outside promotional effort en-route to the market
RELIANCE ON EXTERNAL MARKETING SUPPORT	reliance on third party marketing activity for sales support
RELIANCE ON CUSTOMERS ATTITUDES	reliance on customers attitudes to corporate factors
DISTRIBUTION MARKETING CONSIDERATIONS
WAREHOUSING & HANDLING	warehousing and handling
PACKING & PACKAGING	packing and packaging
DISTRIBUTION	distribution activities
STOCK AVAILABILITY	stock availability
ORDER PROCESSING	order processing
CUSTOMER TOPICS
LOCATION OF CUSTOMERS	geographic location of the customer base
RELIANCE ON CUSTOMER BASE	reliance on distinct customer bases
CAPTIVE CUSTOMER BASE	captive and assured customer base
CONCENTRATION OF CUSTOMERS	concentration of customers
PRODUCT USAGE FREQUENCY	frequency of product usage
ORDER VALUE	order value and volume of average turnover
RELATIVE CUSTOMER SERVICING	customer servicing relative to competitors
SEASONALITY OF DEMAND	seasonality of demand and customer purchases
COMPETITIVE MARKETING CONSIDERATIONS
ADVERTISING & SALES PROMOTION	advertising and sales promotion posture and activity
MARKETING COSTS	total marketing costs
SALES PROMOTION COSTS	sales promotion costs
SELLING COSTS	salesforce and selling costs and expenses
ADVERTISING COSTS	advertising costs
COMPETITOR CONSIDERATIONS
COMPETITORS' PRICING GUIDELINES	competitors' pricing procedures and stance
SENSITIVITY TO ECONOMIC CONDITIONS	sensitivity to economic conditions
RELATIVE MARKETING SPEND	marketing spend relative to competitors
COMPETITORS' COMBATIVENESS	combativeness of competitors' conduct and attitude
ACCESS OF NEW COMPETITORS	access of new competitors into the market
PRICES AT MSP	prices at manufacturers sales price
PRICE INCREASES AT MSP	previous price increases at manufacturing level
PRICES AT RSP	prices at retail or end users sales price
MARKET SHARE	market share

Competitive Operational Environment & Operations Standing

Competitive Operational Environment & Operations Standing

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

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

Competitive Product Environment and Standing Analysis & Evaluation

Competitive Product Environment and Standing Analysis & Evaluation

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

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

Competitive Trade Cell Issues and Consideration 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:
Companies physical marketing concerns.
Advertising & marketing materials element.
Sales personnel perceptions.
Marketing costs & margin concerns.
Product advertising + marketing.
Marketing management strengths.
Corporate marketing considerations.
Distribution marketing considerations.
Customer topics.
Competitive marketing considerations.
Competitor considerations.

Competitor Environment and Standing Analysis & Evaluation

Competitor Environment and Standing Analysis & Evaluation

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

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

Surveys of Buyers and End Users of Competitors

Surveys of Buyers and End Users of Competitors

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

COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
     User Level: current purchasing criteria
     User Level: product reject/return rate after purchase
     User satisfaction with existing products
     User satisfaction with existing methods of supply & distribution
     User satisfaction with companies 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 Companies
     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: Companies product levels
     Buyer satisfaction: Companies ability to fulfill orders on time
     Buyer satisfaction: Companies delivery frequency & up-take
     Buyer satisfaction: Companies ordering procedures & formalities
     Buyer satisfaction: Companies terms of trading
     Buyer satisfaction: Companies 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 Companies
     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 Companies
     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 Companies
     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: Companies Level
     Relative Credibility: Outlet Level
     Relative Credibility: Managers
     Relative Credibility: Companies Staff
     Relative Credibility: Specialist Staff
     Relative Credibility: Companies Contracts & Documentation
     Relative Credibility: Companies Advertising
     Relative Customer Confidence at Companies Level
     Relative Customer Confidence at Outlet Level
     Relative Customer Confidence in Managers
     Relative Customer Confidence in Companies Staff
     Relative Customer Confidence in Specialist Staff
     Relative Customer Confidence in Companies Contracts & Documentation
     Relative Customer Confidence in Companies Advertising
     Relative Reputation at Companies Level
     Relative Reputation at Outlet Level
     Relative Reputation of Managers
     Relative Reputation of Companies Staff
     Relative Reputation of Specialist Staff
     Relative Staff Efficiency: Companies Level
     Relative Staff Efficiency: Outlet Level
     Relative Staff Efficiency: Managers
     Relative Staff Efficiency: Companies Staff
     Relative Staff Efficiency: Specialist Staff
     Relative Staff Efficiency: Contracts & Documentation
     Relative Staff Efficiency: Problem Solving
     Relative Staff Performance: Companies Level
     Relative Staff Performance: Outlet Level
     Relative Staff Performance: Managers
     Relative Staff Performance: Companies Staff
     Relative Staff Performance: Specialist Staff
     Relative Staff Performance: Contracts & Documentation
     Relative Staff Performance: Overall Customer Handling
     Relative Staff Integrity: Companies Level
     Relative Staff Integrity: Outlet Level
     Relative Staff Integrity: Managers
     Relative Staff Integrity: Companies Staff
     Relative Staff Integrity: Specialist Staff
     Relative Staff Integrity: Contracts & Documentation
     Relative Staff Integrity: Advertising & Promotions
     Relative Truth & Honesty: Companies Level
     Relative Truth & Honesty: Outlet Level
     Relative Truth & Honesty: Managers
     Relative Truth & Honesty: Companies Staff
     Relative Truth & Honesty: Specialist Staff
     Relative Truth & Honesty: Contracts & Documentation
     Relative Truth & Honesty: Advertising & Promotions
     Relative Written Communications: Companies Level
     Relative Written Communications: Outlet Level
     Relative Written Communications: Managers
     Relative Written Communications: Companies Staff
     Relative Written Communications: Specialist Staff
     Relative Written Communications: Contractual
     Relative Written Communications: Correspondence
     Relative Verbal Contact: Companies Level
     Relative Verbal Contact: Outlet Level
     Relative Verbal Contact: Managers
     Relative Verbal Contact: Companies Staff
     Relative Verbal Contact: Specialist Staff
     Relative Customer Handling: Companies Level
     Relative Customer Handling: Outlet Level
     Relative Customer Handling: Managers
     Relative Customer Handling: Companies Staff
     Relative Customer Handling: Specialist Staff
     Relative Customer Complaint Handling: Companies Level
     Relative Customer Complaint Handling: Outlet Level
     Relative Customer Complaint Handling: Managers
     Relative Customer Complaint Handling: Companies Staff
     Relative Customer Complaint Handling: Specialist Staff
     Relative Customer Problem Solving: Companies Level
     Relative Customer Problem Solving: Outlet Level
     Relative Customer Problem Solving: Managers
     Relative Customer Problem Solving: Companies Staff
     Relative Customer Problem Solving: Specialist Staff
     Relative Customer Comprehension of Product: Companies Level
     Relative Customer Comprehension of Product: Outlet Level
     Relative Staff Comprehension of Product: Managers
     Relative Staff Comprehension of Product: Companies Staff
     Relative Staff Comprehension of Product: Specialist Staff
     Relative Customer Awareness of Product: Companies Level
     Relative Customer Awareness of Product: Outlet Level
     Relative Staff Awareness of Product: Managers
     Relative Staff Awareness of Product: Companies Staff
     Relative Staff Awareness of Product: Specialist Staff
     Relative Customer Confidence in Product: Companies Level
     Relative Customer Confidence in Product: Outlet Level
     Relative Staff Confidence in Product: Managers
     Relative Staff Confidence in Product: Companies Staff
     Relative Staff Confidence in Product: Specialist Staff
     Relative Customer Service: Companies Level
     Relative Customer Service: Outlet Level
     Relative Customer Service: Managers
     Relative Customer Service: Companies Staff
     Relative Customer Service: Specialist Staff
     Relative Customer Service: Contracts & Documentation
     Relative Initial Customer Response: Companies Level
     Relative Initial Customer Response: Outlet Level
     Relative Initial Customer Response: Managers
     Relative Initial Customer Response: Companies Staff
     Relative Initial Customer Response: Specialist Staff
     Relative Information for Customers: Companies Level
     Relative Information for Customers: Outlet Level
     Relative Information for Customers: Managers
     Relative Information for Customers: Companies Staff
     Relative Information for Customers: Specialist Staff
     Relative Promotional Activity: Companies Level
     Relative Promotional Activity: Outlet Level
     Relative Advertising Posture: Companies Level
     Relative Advertising Posture: Outlet Level
     Relative Contract Documentation: Companies Level
     Relative Contract Documentation: Outlet Level.

	COUNTRY FOCUS
1	.... MARKETS
	...... TERMS USED IN THIS REPORT
	...... VALUE TERMS AND VOLUME TERMS
2	...... MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
3	...... MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
4	...... PRODUCT DEVELOPMENT :
	...... PRODUCT SECTOR : % OF TOTAL MARKET
5	...... PRODUCT DEVELOPMENT FORECAST :
	...... PRODUCT SECTOR : % OF TOTAL MARKET
6	...... MARKET DATA NOTES
	...... MARKET ENVIRONMENT
	...... Market Growth
	...... Market Structure
	...... Market/s Serviced
	...... TRADING AREA
	...... MARKET COVERAGE
7	...... Market forecast notes
8	...... HISTORIC DATA AND TIME SERIES
	...... FORECAST DATA AND TIME SERIES
9	...... LONG-RANGE HISTORIC DATA AND TIME SERIES
10	...... REPORT TYPES
14	...... DATABASE GEOGRAPHIC COVERAGE
15	.... MARKET NORMS
17	...... MARKET GROWTH RATE ANNUAL INDICES
	...... MARKET MULTIPLIERS
	...... INDUSTRY INDICES
	...... INDUSTRY PROFILE
	...... CUSTOMER PROFILES
19	.... MARKETING COSTS
20	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
21	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
22	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
23	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
24	.... Financial forecast notes
25	.... HISTORIC FINANCIAL DATA
26	.... Historic Balance Sheet
27	...... Historic Costs & Margins
28	........ Historic Financial Ratios & Margins
29	.......... Historic Operational Ratios & Margins
30	.... Financial forecast notes
31	.... MARKET FINANCIAL FORECASTS :
32	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
33	...... Base Forecast : Median Market Scenario Operational Costs Forecast
34	........ Base Forecast : Median Market Scenario Financial Ratios
35	.......... Base Forecast : Median Market Scenario Operational Margins
37	.... Financial data definitions
S.1	.... THE INDUSTRY SURVEYS
S.1	...... END USER SURVEYS
S.1	...... DEALER SURVEYS
S.1	...... BUYER SURVEYS
S.1	...... PERFORMANCE SURVEYS
DMU.1	.... DECISION MAKER PROFILES
DMU.2	...... PROFILES
DMU.3	...... DECISION MAKER PROFILE DEFINITIONS
DMU.8	...... BUYER PROFILE
DMU.8	...... Age & Social Profile
DMU.9	...... END USER PROFILE
DMU.9	...... Age & Social Profile

	DISTRIBUTION + MARKETING CHANNELS AT THE INDUSTRY
1	.. DISTRIBUTION + MARKETING CHANNELS
2	.... INTERMEDIARIES
	.... CHANNEL LEVELS
3	............ PRODUCT CHANNELS
	...... Channels Direct to End User
	...... Channels Via Sales-Force
	...... Channels Via Sales Outlet
	...... Channels Via Wholesaler
	...... Channels Via Jobber
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... CHANNEL FLOWS
8	.... INTERMEDIARIES
9	...... PHYSICAL PRODUCT FLOWS
11	...... OWNERSHIP FLOWS
13	...... PAYMENT FLOWS
15	...... INFORMATION FLOWS
17	...... PROMOTIONAL FLOWS
20	.... PRODUCT FUNCTION CHECKLIST
21	............ PRODUCT FUNCTION CHECKLIST
	...... Contact
	...... Merchandising
	...... Pricing
	...... Propaganda
	...... Physical Handling
	............ Operations
22	............ Markets + Trade Cell
23	............ Products
24	............ Competitors
25	.... CHANNEL CHANGES
	...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
26	.... Distribution Channel Improvement Balance Sheet Forecast
27	...... Distribution Channel Improvement Operational Costs Forecast
28	........ Distribution Channel Improvement Financial Ratios
29	.......... Distribution Channel Improvement Operational Margins
30	.... VERTICAL CHANNEL
	...... Corporate system
	...... Administered system
	...... Contractual system
32	.... HORIZONTAL CHANNELS
	.... CHANNEL POSITION
33	.... CHANNEL COMPETITION
	...... MARKETING EXPENDITURE EFFECT FORECASTS
34	.... Marketing Expenditure Balance Sheet Forecast
35	...... Marketing Expenditure Operational Costs Forecast
36	........ Marketing Expenditure Financial Ratios
37	.......... Marketing Expenditure Operational Margins
38	.... CHANNEL DESIGN
	.... CHANNEL OBJECTIVES
	...... Customer Characteristics
	...... Product characteristics
39	............ CHANNEL CHARACTERISTICS
	...... Customer Strengths
	...... Product Strengths
	...... Competitive Strengths
	...... In-House Strengths
	...... Environmental Strengths
	............ Operations
40	............ Markets + Trade Cell
41	............ Products
42	............ Competitors
43	...... Distribution Channel characteristics
	...... Competitive characteristics
	...... Companies characteristics
	...... Environmental characteristics
44	.... CHANNEL ALTERNATIVES
	...... Distinguishing the major channel alternatives
	...... Types of intermediaries
	...... Number of Intermediaries
45	...... Specific marketing tasks of channel members
46	...... Terms and responsibilities of channel members
	...... Price policy
	...... Conditions of sale
	...... Distributors' territorial rights
	...... Mutual services and responsibilities
47	............ CHANNEL ALTERNATIVES
	...... Type of Intermediaries
	...... Numbers of Intermediaries
	...... Marketing Effectiveness of Channels
	...... Trading Terms of Channel Members
	...... Responsibilities of Channel Members
	............ Operations
48	............ Markets + Trade Cell
49	............ Products
50	............ Competitors
51	.... CHANNEL EVALUATION
	...... Economic criteria
52	...... Control criteria
	...... Vertical relations in the channel
	...... Horizontal relations in the channel
	...... Inter-channel conflict
	...... Legal conflict
	...... Adaptive criteria
53	............ CHANNEL EVALUATION
	...... Channel Evaluation: Direct to End User
	...... Channel Evaluation: Via Sales-Force
	...... Channel Evaluation: Via Sales Outlet
	...... Channel Evaluation: Via Wholesaler
	...... Channel Evaluation: Via Jobber
	............ Operations
54	............ Markets + Trade Cell
55	............ Products
56	............ Competitors
57	............ PRODUCT CHANNEL EVALUATION
	...... Vertical Relations
	...... Horizontal Relations
	...... Interchannel Conflict
	...... Legal Conflict
	...... Motivation
	............ Operations
58	............ Markets + Trade Cell
59	............ Products
60	............ Competitors
61	............ PRODUCT CHANNEL ADAPTABILITY
	...... Probability of Channel Change
	...... Easy of Exit from existing channels
	...... Penalties in Exit from existing channels
	...... Flexibility of Existing Channels
	...... Potential for developing Existing Channels
	............ Operations
62	............ Markets + Trade Cell
63	............ Products
64	............ Competitors
65	.... CHANNEL MANAGEMENT
	...... Selecting channel members
	...... Motivating channel members
66	...... Evaluating channel members
67	............ PRODUCT CHANNEL MANAGEMENT
	...... Channel Selection Screening
	...... Channel Motivation Programmed
	...... Channel Evaluation & Rating
	...... Channel Monitoring procedure
	...... Channel Trouble-shooting procedure
	............ Operations
68	............ Markets + Trade Cell
69	............ Products
70	............ Competitors
71	.... CHANNEL MODIFICATIONS
73	.... HISTORIC FINANCIAL DATA
74	.... Historic Balance Sheet
75	...... Historic Costs & Margins
76	........ Historic Financial Ratios & Margins
77	.......... Historic Operational Ratios & Margins
78	.... Financial forecast notes
79	.... DISTRIBUTION + MARKETING CHANNELS FINANCIAL FORECASTS :
80	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
81	...... Base Forecast : Median Market Scenario Operational Costs Forecast
82	........ Base Forecast : Median Market Scenario Financial Ratios
83	.......... Base Forecast : Median Market Scenario Operational Margins
84	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
85	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
86	........ Distribution & Product Delivery Cost Objectives Financial Ratios
87	.......... Distribution & Product Delivery Cost Objectives Operational Margins
88	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
89	...... Customer / Order Processing Systems Investment Operational Costs Forecast
90	........ Customer / Order Processing Systems Investment Financial Ratios
91	.......... Customer / Order Processing Systems Investment Operational Margins
92	.... Systems Investment Balance Sheet Forecast
93	...... Systems Investment Operational Costs Forecast
94	........ Systems Investment Financial Ratios
95	.......... Systems Investment Operational Margins
96	.... Customer Handling Improvements Balance Sheet Forecast
97	...... Customer Handling Improvements Operational Costs Forecast
98	........ Customer Handling Improvements Financial Ratios
99	.......... Customer Handling Improvements Operational Margins
101	.... Financial data definitions

	CAPITAL COSTS FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA FOR CAPITAL COSTS FINANCIAL SCENARIO ISSUES
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... CAPITAL COST BASED BALANCE SHEET FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... New Equity Scenarios Balance Sheet Forecast
13	...... New Equity Scenarios Operational Costs Forecast
14	........ New Equity Scenarios Financial Ratios
15	.......... New Equity Scenarios Operational Margins
16	.... Bank Borrowing: Base Scenarios Balance Sheet Forecast
17	...... Bank Borrowing: Base Scenarios Operational Costs Forecast
18	........ Bank Borrowing: Base Scenarios Financial Ratios
19	.......... Bank Borrowing: Base Scenarios Operational Margins
20	.... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast
21	...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast
22	........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios
23	.......... Bank Borrowing: 3% Inflation Scenarios Operational Margins
24	.... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast
25	...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast
26	........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios
27	.......... Bank Borrowing: 6% Inflation Scenarios Operational Margins
28	.... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast
29	...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast
30	........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios
31	.......... Bank Borrowing: 9% Inflation Scenarios Operational Margins
32	.... Bond / Debentures Scenarios Balance Sheet Forecast
33	...... Bond / Debentures Scenarios Operational Costs Forecast
34	........ Bond / Debentures Scenarios Financial Ratios
35	.......... Bond / Debentures Scenarios Operational Margins
36	.... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast
37	...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast
38	........ Asset Sales: 5% of Assets Scenarios Financial Ratios
39	.......... Asset Sales: 5% of Assets Scenarios Operational Margins
40	.... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast
41	...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast
42	........ Asset Sales: 10% of Assets Scenarios Financial Ratios
43	.......... Asset Sales: 10% of Assets Scenarios Operational Margins
44	.... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast
45	...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast
46	........ Asset Sales: 25% of Assets Scenarios Financial Ratios
47	.......... Asset Sales: 25% of Assets Scenarios Operational Margins
48	.... Self Generated Funds: Worst Scenarios Balance Sheet Forecast
49	...... Self Generated Funds: Worst Scenarios Operational Costs Forecast
50	........ Self Generated Funds: Worst Scenarios Financial Ratios
51	.......... Self Generated Funds: Worst Scenarios Operational Margins
52	.... Self Generated Funds: Best Scenarios Balance Sheet Forecast
53	...... Self Generated Funds: Best Scenarios Operational Costs Forecast
54	........ Self Generated Funds: Best Scenarios Financial Ratios
55	.......... Self Generated Funds: Best Scenarios Operational Margins
56	.... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast
57	...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast
58	........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios
59	.......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins
61	.... Financial data definitions

	CASHFLOW OPTION SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... CASHFLOW OPTIONS SCENARIO FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... New Capital Injection Scenarios Balance Sheet Forecast
13	...... New Capital Injection Scenarios Operational Costs Forecast
14	........ New Capital Injection Scenarios Financial Ratios
15	.......... New Capital Injection Scenarios Operational Margins
16	.... Short-Term Loan: Base Scenarios Balance Sheet Forecast
17	...... Short-Term Loan: Base Scenarios Operational Costs Forecast
18	........ Short-Term Loan: Base Scenarios Financial Ratios
19	.......... Short-Term Loan: Base Scenarios Operational Margins
20	.... Short-Term Loan: 3% Inflation Scenarios Balance Sheet Forecast
21	...... Short-Term Loan: 3% Inflation Scenarios Operational Costs Forecast
22	........ Short-Term Loan: 3% Inflation Scenarios Financial Ratios
23	.......... Short-Term Loan: 3% Inflation Scenarios Operational Margins
24	.... Short-Term Loan: 6% Inflation Scenarios Balance Sheet Forecast
25	...... Short-Term Loan: 6% Inflation Scenarios Operational Costs Forecast
26	........ Short-Term Loan: 6% Inflation Scenarios Financial Ratios
27	.......... Short-Term Loan: 6% Inflation Scenarios Operational Margins
28	.... Short-Term Loan: 9% Inflation Scenarios Balance Sheet Forecast
29	...... Short-Term Loan: 9% Inflation Scenarios Operational Costs Forecast
30	........ Short-Term Loan: 9% Inflation Scenarios Financial Ratios
31	.......... Short-Term Loan: 9% Inflation Scenarios Operational Margins
32	.... Long-Term Loan Scenarios Balance Sheet Forecast
33	...... Long-Term Loan Scenarios Operational Costs Forecast
34	........ Long-Term Loan Scenarios Financial Ratios
35	.......... Long-Term Loan Scenarios Operational Margins
36	.... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast
37	...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast
38	........ Asset Sales: 5% of Assets Scenarios Financial Ratios
39	.......... Asset Sales: 5% of Assets Scenarios Operational Margins
40	.... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast
41	...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast
42	........ Asset Sales: 10% of Assets Scenarios Financial Ratios
43	.......... Asset Sales: 10% of Assets Scenarios Operational Margins
44	.... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast
45	...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast
46	........ Asset Sales: 25% of Assets Scenarios Financial Ratios
47	.......... Asset Sales: 25% of Assets Scenarios Operational Margins
48	.... Profit Improvement: Worst Scenarios Balance Sheet Forecast
49	...... Profit Improvement: Worst Scenarios Operational Costs Forecast
50	........ Profit Improvement: Worst Scenarios Financial Ratios
51	.......... Profit Improvement: Worst Scenarios Operational Margins
52	.... Profit Improvement: Best Scenarios Balance Sheet Forecast
53	...... Profit Improvement: Best Scenarios Operational Costs Forecast
54	........ Profit Improvement: Best Scenarios Financial Ratios
55	.......... Profit Improvement: Best Scenarios Operational Margins
56	.... Credit Extension & Cost Reduction Scenarios Balance Sheet Forecast
57	...... Credit Extension & Cost Reduction Scenarios Operational Costs Forecast
58	........ Credit Extension & Cost Reduction Scenarios Financial Ratios
59	.......... Credit Extension & Cost Reduction Scenarios Operational Margins
61	.... Financial data definitions

	COST STRUCTURE FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA FOR COST STRUCTURE ISSUES
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... COST STRUCTURE BASED BALANCE SHEET FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Materials & Energy Cost Scenarios Balance Sheet Forecast
13	...... Materials & Energy Cost Scenarios Operational Costs Forecast
14	........ Materials & Energy Cost Scenarios Financial Ratios
15	.......... Materials & Energy Cost Scenarios Operational Margins
16	.... Payroll & Staff Cost Scenarios Balance Sheet Forecast
17	...... Payroll & Staff Cost Scenarios Operational Costs Forecast
18	........ Payroll & Staff Cost Scenarios Financial Ratios
19	.......... Payroll & Staff Cost Scenarios Operational Margins
20	.... Administration Cost Scenarios Balance Sheet Forecast
21	...... Administration Cost Scenarios Operational Costs Forecast
22	........ Administration Cost Scenarios Financial Ratios
23	.......... Administration Cost Scenarios Operational Margins
24	.... Capital Cost Scenarios Balance Sheet Forecast
25	...... Capital Cost Scenarios Operational Costs Forecast
26	........ Capital Cost Scenarios Financial Ratios
27	.......... Capital Cost Scenarios Operational Margins
28	.... Plant & Equipment Cost Scenarios Balance Sheet Forecast
29	...... Plant & Equipment Cost Scenarios Operational Costs Forecast
30	........ Plant & Equipment Cost Scenarios Financial Ratios
31	.......... Plant & Equipment Cost Scenarios Operational Margins
32	.... Sales & Marketing Cost Scenarios Balance Sheet Forecast
33	...... Sales & Marketing Cost Scenarios Operational Costs Forecast
34	........ Sales & Marketing Cost Scenarios Financial Ratios
35	.......... Sales & Marketing Cost Scenarios Operational Margins
36	.... New Product & New Technology Cost Scenarios Balance Sheet Forecast
37	...... New Product & New Technology Cost Scenarios Operational Costs Forecast
38	........ New Product & New Technology Cost Scenarios Financial Ratios
39	.......... New Product & New Technology Cost Scenarios Operational Margins
40	.... Depreciation & Capitalization Scenarios Balance Sheet Forecast
41	...... Depreciation & Capitalization Scenarios Operational Costs Forecast
42	........ Depreciation & Capitalization Scenarios Financial Ratios
43	.......... Depreciation & Capitalization Scenarios Operational Margins
44	.... Short Term Borrowing Scenarios Balance Sheet Forecast
45	...... Short Term Borrowing Scenarios Operational Costs Forecast
46	........ Short Term Borrowing Scenarios Financial Ratios
47	.......... Short Term Borrowing Scenarios Operational Margins
48	.... Long Term Financial Scenarios Balance Sheet Forecast
49	...... Long Term Financial Scenarios Operational Costs Forecast
50	........ Long Term Financial Scenarios Financial Ratios
51	.......... Long Term Financial Scenarios Operational Margins
52	.... Financial & Debt Servicing Cost Scenarios Balance Sheet Forecast
53	...... Financial & Debt Servicing Cost Scenarios Operational Costs Forecast
54	........ Financial & Debt Servicing Cost Scenarios Financial Ratios
55	.......... Financial & Debt Servicing Cost Scenarios Operational Margins
56	.... Trading & Operating Margins & Profitability Scenarios Balance Sheet Forecast
57	...... Trading & Operating Margins & Profitability Scenarios Operational Costs Forecast
58	........ Trading & Operating Margins & Profitability Scenarios Financial Ratios
59	.......... Trading & Operating Margins & Profitability Scenarios Operational Margins
61	.... Financial data definitions

	MARKET CLIMATE FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... MARKET CLIMATE FINANCIAL SCENARIO FORECASTS :
8	.... Base Forecast : Best Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Best Market Scenario Operational Costs Forecast
10	........ Base Forecast : Best Market Scenario Financial Ratios
11	.......... Base Forecast : Best Market Scenario Operational Margins
12	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
13	...... Base Forecast : Median Market Scenario Operational Costs Forecast
14	........ Base Forecast : Median Market Scenario Financial Ratios
15	.......... Base Forecast : Median Market Scenario Operational Margins
16	.... Base Forecast : Worst Market Scenario Balance Sheet Forecast
17	...... Base Forecast : Worst Market Scenario Operational Costs Forecast
18	........ Base Forecast : Worst Market Scenario Financial Ratios
19	.......... Base Forecast : Worst Market Scenario Operational Margins
20	.... Price Cutting Effect Balance Sheet Forecast
21	...... Price Cutting Effect Operational Costs Forecast
22	........ Price Cutting Effect Financial Ratios
23	.......... Price Cutting Effect Operational Margins
24	.... Price Increase Effect Balance Sheet Forecast
25	...... Price Increase Effect Operational Costs Forecast
26	........ Price Increase Effect Financial Ratios
27	.......... Price Increase Effect Operational Margins
28	.... Market Share Building Objectives Balance Sheet Forecast
29	...... Market Share Building Objectives Operational Costs Forecast
30	........ Market Share Building Objectives Financial Ratios
31	.......... Market Share Building Objectives Operational Margins
32	.... Market Share Holding Objectives Balance Sheet Forecast
33	...... Market Share Holding Objectives Operational Costs Forecast
34	........ Market Share Holding Objectives Financial Ratios
35	.......... Market Share Holding Objectives Operational Margins
36	.... Market Share Harvesting Objectives Balance Sheet Forecast
37	...... Market Share Harvesting Objectives Operational Costs Forecast
38	........ Market Share Harvesting Objectives Financial Ratios
39	.......... Market Share Harvesting Objectives Operational Margins
40	.... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast
41	...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast
42	........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios
43	.......... Bank Borrowing: 3% Inflation Scenarios Operational Margins
44	.... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast
45	...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast
46	........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios
47	.......... Bank Borrowing: 6% Inflation Scenarios Operational Margins
48	.... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast
49	...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast
50	........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios
51	.......... Bank Borrowing: 9% Inflation Scenarios Operational Margins
52	.... Credit Extension & Cost Reduction Scenarios Balance Sheet Forecast
53	...... Credit Extension & Cost Reduction Scenarios Operational Costs Forecast
54	........ Credit Extension & Cost Reduction Scenarios Financial Ratios
55	.......... Credit Extension & Cost Reduction Scenarios Operational Margins
57	.... Financial data definitions

	INVESTMENT + COST REDUCTION FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... INVESTMENT + COST REDUCTION FINANCIAL FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Profit Impact: Materials Cost Reduction Balance Sheet Forecast
13	...... Profit Impact: Materials Cost Reduction Operational Costs Forecast
14	........ Profit Impact: Materials Cost Reduction Financial Ratios
15	.......... Profit Impact: Materials Cost Reduction Operational Margins
16	.... Profit Impact: Payroll Cost Reduction Balance Sheet Forecast
17	...... Profit Impact: Payroll Cost Reduction Operational Costs Forecast
18	........ Profit Impact: Payroll Cost Reduction Financial Ratios
19	.......... Profit Impact: Payroll Cost Reduction Operational Margins
20	.... Profit Impact: Process Cost Reduction Balance Sheet Forecast
21	...... Profit Impact: Process Cost Reduction Operational Costs Forecast
22	........ Profit Impact: Process Cost Reduction Financial Ratios
23	.......... Profit Impact: Process Cost Reduction Operational Margins
24	.... Profit Impact: Distribution Cost Reduction Balance Sheet Forecast
25	...... Profit Impact: Distribution Cost Reduction Operational Costs Forecast
26	........ Profit Impact: Distribution Cost Reduction Financial Ratios
27	.......... Profit Impact: Distribution Cost Reduction Operational Margins
28	.... Profit Impact: Customer Handling Cost Reduction Balance Sheet Forecast
29	...... Profit Impact: Customer Handling Cost Reduction Operational Costs Forecast
30	........ Profit Impact: Customer Handling Cost Reduction Financial Ratios
31	.......... Profit Impact: Customer Handling Cost Reduction Operational Margins
32	.... Investments: Process Plant & Equipment Balance Sheet Forecast
33	...... Investments: Process Plant & Equipment Operational Costs Forecast
34	........ Investments: Process Plant & Equipment Financial Ratios
35	.......... Investments: Process Plant & Equipment Operational Margins
36	.... Investments: Premises Balance Sheet Forecast
37	...... Investments: Premises Operational Costs Forecast
38	........ Investments: Premises Financial Ratios
39	.......... Investments: Premises Operational Margins
40	.... Investments: Distribution / Handling Balance Sheet Forecast
41	...... Investments: Distribution / Handling Operational Costs Forecast
42	........ Investments: Distribution / Handling Financial Ratios
43	.......... Investments: Distribution / Handling Operational Margins
44	.... Investments: Customer Handling Systems Balance Sheet Forecast
45	...... Investments: Customer Handling Systems Operational Costs Forecast
46	........ Investments: Customer Handling Systems Financial Ratios
47	.......... Investments: Customer Handling Systems Operational Margins
48	.... Product Cost Improvements Balance Sheet Forecast
49	...... Product Cost Improvements Operational Costs Forecast
50	........ Product Cost Improvements Financial Ratios
51	.......... Product Cost Improvements Operational Margins
52	.... Product Quality Improvement Balance Sheet Forecast
53	...... Product Quality Improvement Operational Costs Forecast
54	........ Product Quality Improvement Financial Ratios
55	.......... Product Quality Improvement Operational Margins
56	.... Customer Handling Improvements Balance Sheet Forecast
57	...... Customer Handling Improvements Operational Costs Forecast
58	........ Customer Handling Improvements Financial Ratios
59	.......... Customer Handling Improvements Operational Margins
61	.... Financial data definitions

	MARKETING EXPENDITURE SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... MARKETING EXPENDITURE SCENARIO FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Marketing Expenditure : Increase +2% Scenario Balance Sheet Forecast
13	...... Marketing Expenditure : Increase +2% Scenario Operational Costs Forecast
14	........ Marketing Expenditure : Increase +2% Scenario Financial Ratios
15	.......... Marketing Expenditure : Increase +2% Scenario Operational Margins
16	.... Marketing Expenditure : Increase +4% Scenario Balance Sheet Forecast
17	...... Marketing Expenditure : Increase +4% Scenario Operational Costs Forecast
18	........ Marketing Expenditure : Increase +4% Scenario Financial Ratios
19	.......... Marketing Expenditure : Increase +4% Scenario Operational Margins
20	.... Marketing Expenditure : Increase +6% Scenario Balance Sheet Forecast
21	...... Marketing Expenditure : Increase +6% Scenario Operational Costs Forecast
22	........ Marketing Expenditure : Increase +6% Scenario Financial Ratios
23	.......... Marketing Expenditure : Increase +6% Scenario Operational Margins
24	.... Marketing Expenditure : Increase +8% Scenario Balance Sheet Forecast
25	...... Marketing Expenditure : Increase +8% Scenario Operational Costs Forecast
26	........ Marketing Expenditure : Increase +8% Scenario Financial Ratios
27	.......... Marketing Expenditure : Increase +8% Scenario Operational Margins
28	.... Marketing Expenditure : Increase +10% Scenario Balance Sheet Forecast
29	...... Marketing Expenditure : Increase +10% Scenario Operational Costs Forecast
30	........ Marketing Expenditure : Increase +10% Scenario Financial Ratios
31	.......... Marketing Expenditure : Increase +10% Scenario Operational Margins
32	.... Marketing Expenditure : Increase +12% Scenario Balance Sheet Forecast
33	...... Marketing Expenditure : Increase +12% Scenario Operational Costs Forecast
34	........ Marketing Expenditure : Increase +12% Scenario Financial Ratios
35	.......... Marketing Expenditure : Increase +12% Scenario Operational Margins
36	.... Marketing Expenditure : Decrease-2% Scenario Balance Sheet Forecast
37	...... Marketing Expenditure : Decrease-2% Scenario Operational Costs Forecast
38	........ Marketing Expenditure : Decrease-2% Scenario Financial Ratios
39	.......... Marketing Expenditure : Decrease-2% Scenario Operational Margins
40	.... Marketing Expenditure : Decrease-4% Scenario Balance Sheet Forecast
41	...... Marketing Expenditure : Decrease-4% Scenario Operational Costs Forecast
42	........ Marketing Expenditure : Decrease-4% Scenario Financial Ratios
43	.......... Marketing Expenditure : Decrease-4% Scenario Operational Margins
44	.... Marketing Expenditure : Decrease-6% Scenario Balance Sheet Forecast
45	...... Marketing Expenditure : Decrease-6% Scenario Operational Costs Forecast
46	........ Marketing Expenditure : Decrease-6% Scenario Financial Ratios
47	.......... Marketing Expenditure : Decrease-6% Scenario Operational Margins
48	.... Marketing Expenditure : Decrease-8% Scenario Balance Sheet Forecast
49	...... Marketing Expenditure : Decrease-8% Scenario Operational Costs Forecast
50	........ Marketing Expenditure : Decrease-8% Scenario Financial Ratios
51	.......... Marketing Expenditure : Decrease-8% Scenario Operational Margins
52	.... Marketing Expenditure : Decrease-10% Scenario Balance Sheet Forecast
53	...... Marketing Expenditure : Decrease-10% Scenario Operational Costs Forecast
54	........ Marketing Expenditure : Decrease-10% Scenario Financial Ratios
55	.......... Marketing Expenditure : Decrease-10% Scenario Operational Margins
56	.... Marketing Expenditure : Decrease-12% Scenario Balance Sheet Forecast
57	...... Marketing Expenditure : Decrease-12% Scenario Operational Costs Forecast
58	........ Marketing Expenditure : Decrease-12% Scenario Financial Ratios
59	.......... Marketing Expenditure : Decrease-12% Scenario Operational Margins
60	.... Financial data definitions

	BUSINESS DECISION SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... BUSINESS DECISION SCENARIO FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Marketing Expenditure Balance Sheet Forecast
13	...... Marketing Expenditure Operational Costs Forecast
14	........ Marketing Expenditure Financial Ratios
15	.......... Marketing Expenditure Operational Margins
16	.... New Product Development Balance Sheet Forecast
17	...... New Product Development Operational Costs Forecast
18	........ New Product Development Financial Ratios
19	.......... New Product Development Operational Margins
20	.... Market Segmentation Balance Sheet Forecast
21	...... Market Segmentation Operational Costs Forecast
22	........ Market Segmentation Financial Ratios
23	.......... Market Segmentation Operational Margins
24	.... New Plant + Equipment Investment Balance Sheet Forecast
25	...... New Plant + Equipment Investment Operational Costs Forecast
26	........ New Plant + Equipment Investment Financial Ratios
27	.......... New Plant + Equipment Investment Operational Margins
28	.... New Technology Investment Balance Sheet Forecast
29	...... New Technology Investment Operational Costs Forecast
30	........ New Technology Investment Financial Ratios
31	.......... New Technology Investment Operational Margins
32	.... Distribution Channel Improvement Balance Sheet Forecast
33	...... Distribution Channel Improvement Operational Costs Forecast
34	........ Distribution Channel Improvement Financial Ratios
35	.......... Distribution Channel Improvement Operational Margins
36	.... Cost Structure Improvement Balance Sheet Forecast
37	...... Cost Structure Improvement Operational Costs Forecast
38	........ Cost Structure Improvement Financial Ratios
39	.......... Cost Structure Improvement Operational Margins
40	.... Price Cutting Effect Balance Sheet Forecast
41	...... Price Cutting Effect Operational Costs Forecast
42	........ Price Cutting Effect Financial Ratios
43	.......... Price Cutting Effect Operational Margins
44	.... Price Increase Effect Balance Sheet Forecast
45	...... Price Increase Effect Operational Costs Forecast
46	........ Price Increase Effect Financial Ratios
47	.......... Price Increase Effect Operational Margins
48	.... Quality Improvement Balance Sheet Forecast
49	...... Quality Improvement Operational Costs Forecast
50	........ Quality Improvement Financial Ratios
51	.......... Quality Improvement Operational Margins
52	.... Export Sales Improvement Balance Sheet Forecast
53	...... Export Sales Improvement Operational Costs Forecast
54	........ Export Sales Improvement Financial Ratios
55	.......... Export Sales Improvement Operational Margins
56	.... Personnel + Staff Improvement Balance Sheet Forecast
57	...... Personnel + Staff Improvement Operational Costs Forecast
58	........ Personnel + Staff Improvement Financial Ratios
59	.......... Personnel + Staff Improvement Operational Margins
61	.... Financial data definitions

	STRATEGIC OPTIONS FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... STRATEGIC OPTIONS FINANCIAL FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Fixed Marketing Cost Objectives Balance Sheet Forecast
13	...... Fixed Marketing Cost Objectives Operational Costs Forecast
14	........ Fixed Marketing Cost Objectives Financial Ratios
15	.......... Fixed Marketing Cost Objectives Operational Margins
16	.... Variable Marketing Cost Objectives Balance Sheet Forecast
17	...... Variable Marketing Cost Objectives Operational Costs Forecast
18	........ Variable Marketing Cost Objectives Financial Ratios
19	.......... Variable Marketing Cost Objectives Operational Margins
20	.... General Marketing Process Cost Objectives Balance Sheet Forecast
21	...... General Marketing Process Cost Objectives Operational Costs Forecast
22	........ General Marketing Process Cost Objectives Financial Ratios
23	.......... General Marketing Process Cost Objectives Operational Margins
24	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
25	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
26	........ Distribution & Product Delivery Cost Objectives Financial Ratios
27	.......... Distribution & Product Delivery Cost Objectives Operational Margins
28	.... Administrative & General Expense Objectives Balance Sheet Forecast
29	...... Administrative & General Expense Objectives Operational Costs Forecast
30	........ Administrative & General Expense Objectives Financial Ratios
31	.......... Administrative & General Expense Objectives Operational Margins
32	.... Selling Cost Objectives Balance Sheet Forecast
33	...... Selling Cost Objectives Operational Costs Forecast
34	........ Selling Cost Objectives Financial Ratios
35	.......... Selling Cost Objectives Operational Margins
36	.... Advertising Cost Objectives Balance Sheet Forecast
37	...... Advertising Cost Objectives Operational Costs Forecast
38	........ Advertising Cost Objectives Financial Ratios
39	.......... Advertising Cost Objectives Operational Margins
40	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
41	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
42	........ Promotional & Pricing Cost Objectives Financial Ratios
43	.......... Promotional & Pricing Cost Objectives Operational Margins
44	.... Research & Product Cost Objectives Balance Sheet Forecast
45	...... Research & Product Cost Objectives Operational Costs Forecast
46	........ Research & Product Cost Objectives Financial Ratios
47	.......... Research & Product Cost Objectives Operational Margins
48	.... Market Share Building Objectives Balance Sheet Forecast
49	...... Market Share Building Objectives Operational Costs Forecast
50	........ Market Share Building Objectives Financial Ratios
51	.......... Market Share Building Objectives Operational Margins
52	.... Market Share Holding Objectives Balance Sheet Forecast
53	...... Market Share Holding Objectives Operational Costs Forecast
54	........ Market Share Holding Objectives Financial Ratios
55	.......... Market Share Holding Objectives Operational Margins
56	.... Market Share Harvesting Objectives Balance Sheet Forecast
57	...... Market Share Harvesting Objectives Operational Costs Forecast
58	........ Market Share Harvesting Objectives Financial Ratios
59	.......... Market Share Harvesting Objectives Operational Margins
61	.... Financial data definitions

	BUSINESS SURVIVAL FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... BUSINESS SURVIVAL FINANCIAL SCENARIO FORECASTS :
8	.... Base Forecast : Best Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Best Market Scenario Operational Costs Forecast
10	........ Base Forecast : Best Market Scenario Financial Ratios
11	.......... Base Forecast : Best Market Scenario Operational Margins
12	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
13	...... Base Forecast : Median Market Scenario Operational Costs Forecast
14	........ Base Forecast : Median Market Scenario Financial Ratios
15	.......... Base Forecast : Median Market Scenario Operational Margins
16	.... Base Forecast : Worst Market Scenario Balance Sheet Forecast
17	...... Base Forecast : Worst Market Scenario Operational Costs Forecast
18	........ Base Forecast : Worst Market Scenario Financial Ratios
19	.......... Base Forecast : Worst Market Scenario Operational Margins
20	.... Variable Marketing Cost Objectives Balance Sheet Forecast
21	...... Variable Marketing Cost Objectives Operational Costs Forecast
22	........ Variable Marketing Cost Objectives Financial Ratios
23	.......... Variable Marketing Cost Objectives Operational Margins
24	.... Selling Cost Objectives Balance Sheet Forecast
25	...... Selling Cost Objectives Operational Costs Forecast
26	........ Selling Cost Objectives Financial Ratios
27	.......... Selling Cost Objectives Operational Margins
28	.... Advertising Cost Objectives Balance Sheet Forecast
29	...... Advertising Cost Objectives Operational Costs Forecast
30	........ Advertising Cost Objectives Financial Ratios
31	.......... Advertising Cost Objectives Operational Margins
32	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
33	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
34	........ Promotional & Pricing Cost Objectives Financial Ratios
35	.......... Promotional & Pricing Cost Objectives Operational Margins
36	.... Product Price Cutting Balance Sheet Forecast
37	...... Product Price Cutting Operational Costs Forecast
38	........ Product Price Cutting Financial Ratios
39	.......... Product Price Cutting Operational Margins
40	.... Sales Personnel + Staff Improvement Balance Sheet Forecast
41	...... Sales Personnel + Staff Improvement Operational Costs Forecast
42	........ Sales Personnel + Staff Improvement Financial Ratios
43	.......... Sales Personnel + Staff Improvement Operational Margins
44	.... Profit Impact From Materials Cost Reduction Balance Sheet Forecast
45	...... Profit Impact From Materials Cost Reduction Operational Costs Forecast
46	........ Profit Impact From Materials Cost Reduction Financial Ratios
47	.......... Profit Impact From Materials Cost Reduction Operational Margins
48	.... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast
49	...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast
50	........ Profit Impact From Payroll Cost Reduction Financial Ratios
51	.......... Profit Impact From Payroll Cost Reduction Operational Margins
52	.... Profit Impact From Process Cost Reduction Balance Sheet Forecast
53	...... Profit Impact From Process Cost Reduction Operational Costs Forecast
54	........ Profit Impact From Process Cost Reduction Financial Ratios
55	.......... Profit Impact From Process Cost Reduction Operational Margins
56	.... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast
57	...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast
58	........ Profit Impact From Distribution Cost Reduction Financial Ratios
59	.......... Profit Impact From Distribution Cost Reduction Operational Margins
60	.... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast
61	...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast
62	........ Profit Impact From Customer Handling Cost Reduction Financial Ratios
63	.......... Profit Impact From Customer Handling Cost Reduction Operational Margins
64	.... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast
65	...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast
66	........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios
67	.......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins
69	.... Financial data definitions

	TACTICAL OPTIONS FINANCIAL SCENARIOS FOR THE INDUSTRY
1	.... HISTORIC FINANCIAL DATA
2	.... Historic Balance Sheet
3	...... Historic Costs & Margins
4	........ Historic Financial Ratios & Margins
5	.......... Historic Operational Ratios & Margins
6	.... Financial forecast notes
7	.... TACTICAL OPTIONS FORECASTS :
8	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
9	...... Base Forecast : Median Market Scenario Operational Costs Forecast
10	........ Base Forecast : Median Market Scenario Financial Ratios
11	.......... Base Forecast : Median Market Scenario Operational Margins
12	.... Sales Cost Improvement Balance Sheet Forecast
13	...... Sales Cost Improvement Operational Costs Forecast
14	........ Sales Cost Improvement Financial Ratios
15	.......... Sales Cost Improvement Operational Margins
16	.... Product Price Cutting Balance Sheet Forecast
17	...... Product Price Cutting Operational Costs Forecast
18	........ Product Price Cutting Financial Ratios
19	.......... Product Price Cutting Operational Margins
20	.... Product Price Increase Balance Sheet Forecast
21	...... Product Price Increase Operational Costs Forecast
22	........ Product Price Increase Financial Ratios
23	.......... Product Price Increase Operational Margins
24	.... Promotional Expenditure Balance Sheet Forecast
25	...... Promotional Expenditure Operational Costs Forecast
26	........ Promotional Expenditure Financial Ratios
27	.......... Promotional Expenditure Operational Margins
28	.... Target Markets Development Balance Sheet Forecast
29	...... Target Markets Development Operational Costs Forecast
30	........ Target Markets Development Financial Ratios
31	.......... Target Markets Development Operational Margins
32	.... Order Taking Improvements Balance Sheet Forecast
33	...... Order Taking Improvements Operational Costs Forecast
34	........ Order Taking Improvements Financial Ratios
35	.......... Order Taking Improvements Operational Margins
36	.... Product Positioning Balance Sheet Forecast
37	...... Product Positioning Operational Costs Forecast
38	........ Product Positioning Financial Ratios
39	.......... Product Positioning Operational Margins
40	.... Product Branding + Multi-branding Investment Balance Sheet Forecast
41	...... Product Branding + Multi-branding Investment Operational Costs Forecast
42	........ Product Branding + Multi-branding Investment Financial Ratios
43	.......... Product Branding + Multi-branding Investment Operational Margins
44	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
45	...... Customer / Order Processing Systems Investment Operational Costs Forecast
46	........ Customer / Order Processing Systems Investment Financial Ratios
47	.......... Customer / Order Processing Systems Investment Operational Margins
48	.... Systems Investment Balance Sheet Forecast
49	...... Systems Investment Operational Costs Forecast
50	........ Systems Investment Financial Ratios
51	.......... Systems Investment Operational Margins
52	.... Overseas Development Balance Sheet Forecast
53	...... Overseas Development Operational Costs Forecast
54	........ Overseas Development Financial Ratios
55	.......... Overseas Development Operational Margins
56	.... Sales Personnel + Staff Improvement Balance Sheet Forecast
57	...... Sales Personnel + Staff Improvement Operational Costs Forecast
58	........ Sales Personnel + Staff Improvement Financial Ratios
59	.......... Sales Personnel + Staff Improvement Operational Margins
61	.... Financial data definitions

Geographic Customer Base & Distribution & Employment in Major Cities

Geographic Customer Base & Distribution & Employment in Major Cities

DISTRIBUTION OF THE CUSTOMER BASE: This volume provides a guide to the distribution of Users. The data given represents a percentage of the total product value consumed in the various cities and towns of the country. The figures do not take central buying or in-house sales and distribution into account, but provides data which is based on the Surveys of Users and where possible from data provided by the Surveys of Distribution. The data given is of course primarily intended for use when planning sales and distribution coverage and for other promotional activities and to allow clients to formulate sales force and distribution tactics whereby salesmen, distributors, service and distribution depots, after-sales services, et cetera can be most effectively sited to ensure optimum coverage of the customer base. Readers should also consider the Distribution Channels and the Key Cities when planning for sales and distribution coverage for products in the country.

DISTRIBUTION OF DISTRIBUTION: The Surveys of Suppliers and Distribution Channels reveal the geographic distribution channels for the product. In countries where the Distribution Channels are radically at variance with the Distribution of the Customer Base, (see above), there are obviously logistic problems in the supply and servicing of the customers and this may represent an opportunity for 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.

	MARKET CAPITAL ACCESS SCENARIOS FOR THE INDUSTRY
1	.. MARKET CAPITAL ACCESS SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... New Equity Scenarios Forecast :
16	...... Bank Borrowing: Base Scenarios Forecast :
20	...... Bank Borrowing: 3% Inflation Scenarios Forecast :
24	...... Bank Borrowing: 6% Inflation Scenarios Forecast :
28	...... Bank Borrowing: 9% Inflation Scenarios Forecast :
32	...... Bond / Debentures Scenarios Forecast :
36	...... Asset Sales: 5% of Assets Scenarios Forecast :
40	...... Asset Sales: 10% of Assets Scenarios Forecast :
44	...... Asset Sales: 25% of Assets Scenarios Forecast :
48	...... Self Generated Funds: Worst Scenarios Forecast :
52	...... Self Generated Funds: Best Scenarios Forecast :
56	...... Trading Credit Extension & Margin Reduction Scenarios Forecast :
60	...... MARKET DATA NOTES
61	...... MARKET CAPITAL ACCESS SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
	...... TRADING AREA
64	...... BASIS OF MARKET COVERAGE
65	.... Market forecast notes

	MARKET CASHFLOW SCENARIOS FOR THE INDUSTRY
1	.. MARKET CONSUMPTION
2	.. MARKET CASHFLOW SCENARIOS
3	...... TERMS USED IN THIS REPORT
	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... New Capital Scenarios Forecast :
16	...... Short-Term Loan: Base Scenarios Forecast :
20	...... Short-Term Loan: 3% Inflation Scenarios Forecast :
24	...... Short-Term Loan: 6% Inflation Scenarios Forecast :
28	...... Short-Term Loan: 9% Inflation Scenarios Forecast :
32	...... Long-Term Loan Scenarios Forecast :
36	...... Asset Sales: 5% of Assets Scenarios Forecast :
40	...... Asset Sales: 10% of Assets Scenarios Forecast :
44	...... Asset Sales: 25% of Assets Scenarios Forecast :
48	...... Profit Improvements: Worst Scenarios Forecast :
52	...... Profit Improvements: Best Scenarios Forecast :
56	...... Credit Extension & Cost Reduction Scenarios Forecast :
60	...... MARKET DATA NOTES
61	...... MARKET CASHFLOW SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
	...... TRADING AREA
63	...... BASIS OF MARKET COVERAGE
65	.... Market forecast notes

	THE MARKET
2	MARKET CONSUMPTION :
3	MARKET VALUE : MEDIAN FORECAST
4	PRODUCT SECTOR
5	PRODUCT DEVELOPMENT
6	% OF TOTAL MARKET
7	PRODUCT SECTOR
8	MARKET VALUE : BEST FORECAST
9	PRODUCT SECTOR
10	MARKET VALUE : WORST FORECAST
11	PRODUCT SECTOR

	MARKET ECONOMIC CLIMATE SCENARIOS FOR THE INDUSTRY
1	.. MARKET ECONOMIC CLIMATE SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Base Forecast : Best Market Scenario Forecast :
16	...... Base Forecast : Worst Market Scenario Forecast :
20	...... Price Cutting Effect Forecast :
24	...... Price Increase Effect Forecast :
28	...... Market Share Building Objectives Forecast :
32	...... Market Share Holding Objectives Forecast :
36	...... Market Share Harvesting Objectives Forecast :
40	...... Bank Borrowing: 3% Inflation Scenarios Forecast :
44	...... Bank Borrowing: 6% Inflation Scenarios Forecast :
48	...... Bank Borrowing: 9% Inflation Scenarios Forecast :
52	...... Credit Extension & Cost Reduction Scenarios Forecast :
56	...... MARKET DATA NOTES
58	...... MARKET ECONOMIC CLIMATE SCENARIOS ENVIRONMENT
59	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
	...... TRADING AREA
	...... BASIS OF MARKET COVERAGE
60	.... Market forecast notes

	MARKET INVESTMENT + COSTS SCENARIOS FOR THE INDUSTRY
1	.. MARKET INVESTMENT + COSTS SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Profit Impact From Materials Cost Reduction Forecast :
16	...... Profit Impact From Payroll Cost Reduction Forecast :
20	...... Profit Impact From Process Cost Reduction Forecast :
24	...... Profit Impact From Distribution Cost Reduction Forecast :
28	...... Profit Impact From Customer Handling Cost Reduction Forecast :
32	...... Capital Investments Options: Process Plant & Equipment Forecast :
36	...... Capital Investments Options: Premises Forecast :
40	...... Capital Investments Options: Distribution / Handling Forecast :
44	...... Capital Investments Options: Customer Handling Systems Forecast :
48	...... Product Cost Improvements Forecast :
52	...... Product Quality Improvement Forecast :
56	...... Customer Handling Improvements Forecast :
60	...... MARKET DATA NOTES
62	...... MARKET INVESTMENT + COSTS SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
	...... TRADING AREA
64	...... BASIS OF MARKET COVERAGE
65	.... Market forecast notes

	MARKETING EXPENDITURE SCENARIOS FOR THE INDUSTRY
1	.. MARKET MARKETING EXPENDITURE SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Base Forecast : Best Market Scenario Forecast :
16	...... Base Forecast : Worst Market Scenario Forecast :
20	...... Marketing Expenditure Increase : + 2% Forecast :
24	...... Marketing Expenditure Increase : + 4% Forecast :
28	...... Marketing Expenditure Increase : + 6% Forecast :
32	...... Marketing Expenditure Increase : + 8% Forecast :
36	...... Marketing Expenditure Increase : +10% Forecast :
40	...... Marketing Expenditure Increase : +12% Forecast :
44	...... Marketing Expenditure Decrease : - 2% Forecast :
48	...... Marketing Expenditure Decrease : - 4% Forecast :
52	...... Marketing Expenditure Decrease : - 6% Forecast :
56	...... Marketing Expenditure Decrease : - 8% Forecast :
60	...... Marketing Expenditure Decrease : -10% Forecast :
64	...... Marketing Expenditure Decrease : -12% Forecast :
68	...... MARKET DATA NOTES
	...... MARKET MARKETING EXPENDITURE SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
70	...... TRADING AREA
72	...... BASIS OF MARKET COVERAGE
75	.... Market forecast notes

	MARKET RISK SCENARIOS FOR THE INDUSTRY
1	.. MARKETS
	...... TERMS USED IN THIS REPORT
	...... VALUE TERMS AND VOLUME TERMS
2	...... MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
3	...... MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
4	...... PRODUCT DEVELOPMENT :
	...... PRODUCT SECTOR : % OF TOTAL MARKET
6	...... PRODUCT DEVELOPMENT FORECAST :
	...... PRODUCT SECTOR : % OF TOTAL MARKET
7	.... MARKET SCENARIO FORECASTS :
9	...... Base Forecast : Median Market Scenario
10	...... Base Forecast : Worst Market Scenario
11	...... New Product Development Market Scenario
12	...... Market Segmentation Market Scenario
13	...... Distribution Channel Improvement Market Scenario
14	...... Price Cutting Effect Market Scenario
15	...... Price Increase Effect Market Scenario
16	...... Quality Improvement Market Scenario
17	...... Export Sales Improvement Market Scenario
18	...... Marketing Expenditure Increase : + 2% : Market Scenario
19	...... Marketing Expenditure Increase : + 4% : Market Scenario
20	...... Marketing Expenditure Increase : + 6% : Market Scenario
21	...... Marketing Expenditure Increase : + 8% : Market Scenario
22	...... Marketing Expenditure Increase : +10% : Market Scenario
23	...... Marketing Expenditure Increase : +12% : Market Scenario
24	...... Marketing Expenditure Decrease : - 2% : Market Scenario
25	...... Marketing Expenditure Decrease : - 4% : Market Scenario
26	...... Marketing Expenditure Decrease : - 6% : Market Scenario
27	...... Marketing Expenditure Decrease : - 8% : Market Scenario
28	...... Marketing Expenditure Decrease : -10% : Market Scenario
29	...... Marketing Expenditure Decrease : -12% : Market Scenario
30	...... Fixed Marketing Cost Objectives Market Scenario
31	...... Variable Marketing Cost Objectives Market Scenario
32	...... Distribution & Product Delivery Cost Objectives Market Scenario
33	...... Selling Cost Objectives Market Scenario
34	...... Advertising Cost Objectives Market Scenario
35	...... Promotional & Pricing Cost Objectives Market Scenario
36	...... Market Share Building Objectives Market Scenario
37	...... Market Share Holding Objectives Market Scenario
38	...... Market Share Harvesting Objectives Market Scenario
39	...... Sales Cost Improvement Market Scenario
40	...... Promotional Expenditure Market Scenario
41	...... Target Markets Development Market Scenario
42	...... Order Taking Improvements Market Scenario
43	...... Product Positioning Market Scenario
44	...... Product Branding + Multi-branding Investment Market Scenario
45	...... Customer / Order Processing Systems Investment Market Scenario
46	...... Overseas Development Market Scenario
47	...... Sales Personnel + Staff Improvement Market Scenario Market Scenario
48	...... Sales & Marketing Cost : Market Scenario
49	...... Customer Handling Improvements Market Scenario
50	...... Bank Borrowing: 3% Inflation : Market Scenario
51	...... Bank Borrowing: 6% Inflation : Market Scenario
52	...... Bank Borrowing: 9% Inflation : Market Scenario
53	...... Trading Credit Extension & Margin Reduction : Market Scenario
54	...... MARKET DATA NOTES
	...... MARKET ENVIRONMENT
	...... Market Growth
	...... Market Structure
	...... Market/s Serviced
	...... TRADING AREA
	...... MARKET COVERAGE
56	.... Market forecast notes
67	.... MARKET NORMS
69	...... MARKET GROWTH RATE ANNUAL INDICES
	...... MARKET MULTIPLIERS
	...... INDUSTRY INDICES
	...... INDUSTRY PROFILE
70	...... CUSTOMER PROFILES
72	.... MARKETING COSTS
74	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
75	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
76	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
77	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
78	.... Financial forecast notes
79	.... HISTORIC FINANCIAL DATA
80	.... Historic Balance Sheet
81	...... Historic Costs & Margins
82	........ Historic Financial Ratios & Margins
83	.......... Historic Operational Ratios & Margins
84	.... Financial forecast notes
85	.... MARKET FINANCIAL FORECASTS :
86	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
87	...... Base Forecast : Median Market Scenario Operational Costs Forecast
88	........ Base Forecast : Median Market Scenario Financial Ratios
89	.......... Base Forecast : Median Market Scenario Operational Margins
91	.... Financial data definitions

	MARKETING EXPENDITURE -v- MARKET SHARE FOR THE INDUSTRY
2	MARKETING EXPENDITURE Increase +12% -v- MARKET SHARE
6	MARKETING EXPENDITURE Increase +10% -v- MARKET SHARE
10	MARKETING EXPENDITURE Increase +8% -v- MARKET SHARE
14	MARKETING EXPENDITURE Increase +6% -v- MARKET SHARE
18	MARKETING EXPENDITURE Increase +4% -v- MARKET SHARE
22	MARKETING EXPENDITURE Increase +2% -v- MARKET SHARE
26	MARKETING EXPENDITURE Increase -2% -v- MARKET SHARE
30	MARKETING EXPENDITURE Increase -4% -v- MARKET SHARE
34	MARKETING EXPENDITURE Increase -6% -v- MARKET SHARE
38	MARKETING EXPENDITURE Increase -8% -v- MARKET SHARE
42	MARKETING EXPENDITURE Decrease -10% -v- MARKET SHARE
46	MARKETING EXPENDITURE Decrease -12% -v- MARKET SHARE

	MARKET STRATEGIC OPTION SCENARIOS FOR THE INDUSTRY
1	.. MARKET STRATEGIC OPTION SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Base Forecast : Best Market Scenario Forecast :
16	...... Base Forecast : Worst Market Scenario Forecast :
20	...... Fixed Marketing Cost Objectives Forecast :
24	...... Variable Marketing Cost Objectives Forecast :
28	...... General Marketing Process Cost Objectives Forecast :
32	...... Distribution & Product Delivery Cost Objectives Forecast :
36	...... Administrative & General Expense Objectives Forecast :
40	...... Selling Cost Objectives Forecast :
44	...... Advertising Cost Objectives Forecast :
48	...... Promotional & Pricing Cost Objectives Forecast :
52	...... Research & Product Cost Objectives Forecast :
56	...... Market Share Building Objectives Forecast :
60	...... Market Share Holding Objectives Forecast :
64	...... Market Share Harvesting Objectives Forecast :
68	...... MARKET DATA NOTES
70	...... MARKET STRATEGIC OPTION SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
73	...... TRADING AREA
	...... BASIS OF MARKET COVERAGE
75	.... Market forecast notes

	MARKET SURVIVAL OPTION SCENARIOS FOR THE INDUSTRY
1	.. MARKET SURVIVAL OPTION SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Base Forecast : Best Market Scenario Forecast :
16	...... Base Forecast : Worst Market Scenario Forecast :
20	...... Variable Marketing Cost Objectives Forecast :
24	...... Selling Cost Objectives Forecast :
28	...... Advertising Cost Objectives Forecast :
32	...... Promotional & Pricing Cost Objectives Forecast :
36	...... Product Price Cutting Forecast :
40	...... Sales Personnel + Staff Improvement Forecast :
44	...... Profit Impact From Materials Cost Reduction Forecast :
48	...... Profit Impact From Payroll Cost Reduction Forecast :
52	...... Profit Impact From Process Cost Reduction Forecast :
56	...... Profit Impact From Distribution Cost Reduction Forecast :
60	...... Profit Impact From Customer Handling Cost Reduction Forecast :
64	...... Trading Credit Extension & Margin Reduction Scenarios Forecast :
68	...... MARKET DATA NOTES
70	...... MARKET SURVIVAL OPTION SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
72	...... TRADING AREA
73	...... BASIS OF MARKET COVERAGE
75	.... Market forecast notes

	MARKET TACTICAL OPTION SCENARIOS FOR THE INDUSTRY
1	.. MARKET TACTICAL OPTION SCENARIOS
2	...... TERMS USED IN THIS REPORT
3	...... VALUE TERMS AND VOLUME TERMS
4	...... BASE MARKET VALUE :
	...... PRODUCT SECTOR : VALUE
8	...... BASE MARKET VALUE FORECAST :
	...... PRODUCT SECTOR : VALUE
12	...... Base Forecast : Best Market Scenario Forecast :
16	...... Base Forecast : Worst Market Scenario Forecast :
20	...... Sales Cost Improvement Forecast :
24	...... Product Price Cutting Forecast :
28	...... Product Price Increase Forecast :
32	...... Promotional Expenditure Forecast :
36	...... Target Markets Development Forecast :
40	...... Order Taking Improvements Forecast :
44	...... Product Positioning Forecast :
48	...... Product Branding + Multi-branding Investment Forecast :
52	...... Customer / Order Processing Systems Investment Forecast :
56	...... Systems Investment Forecast :
60	...... Overseas Development Forecast :
64	...... Sales Personnel + Staff Improvement Forecast :
68	...... MARKET DATA NOTES
70	...... MARKET TACTICAL OPTION SCENARIOS ENVIRONMENT
	...... Market Growth
	...... The Market Structure
	...... Market/s Serviced
72	...... TRADING AREA
73	...... BASIS OF MARKET COVERAGE
75	.... Market forecast notes

	MARKETING STRATEGY DEVELOPMENT FOR THE INDUSTRY
1	.. MARKETING STRATEGY DEVELOPMENT
2	...... Competitors
3	.... BASIS FOR A MARKETING STRATEGY
	...... MARKET SEGMENTATION
	...... Trade Cell
4	...... Product Range
5	...... MARKET POSITIONING
	...... Operational Facets
6	...... MARKET ENTRY STRATEGY
7	............ MARKET POSITION
	...... 1: Sufficient Current Market Segmentation
	...... 2: Potential Growth for Market Segmentation
	...... 3: Competitive Market Segmentation Position
	...... 4: Unsatisfied Market Segmentation
	...... 5: Competitor Dominated Market Segmentation
	............ Operations
8	............ Markets + Trade Cell
9	............ Products
10	............ Competitors
11	...... MARKETING-MIX
	...... Product
	...... Place
	...... Promotion
	...... Price
12	...... QUALITY -v- PRICE
	...... Premium Strategy
	...... Average-Quality Strategy
	...... Penetration Strategy
13	............ MARKETING MIX
	...... 1: Product
	...... 2: Place
	...... 3: Promotion
	...... 4: Price : Premium Strategy
	...... 5: Price : Average Strategy
	............ Operations
14	............ Markets + Trade Cell
15	............ Products
16	............ Competitors
17	.... TIMING STRATEGY
	...... Present Products -v- New Products
18	.... BASIS FOR MARKETING TACTICS
	...... FORMULATING PLANS
	...... SALES TARGETS
	...... MARKETING BUDGET
19	...... MARKETING SPEND
	...... PRODUCT PRICING
	...... MARKETING BUDGET ALLOCATION
20	...... MARKETING IMPLEMENTATION + CONTROL
21	............ MARKETING TACTICS G7QG7
	...... 1: Sales Targeting
	...... 2: Overall Marketing Mix
	...... 3: Product Pricing
	...... 4: Marketing Budgets
	...... 5: Marketing Control
	............ Operations
22	............ Markets + Trade Cell
23	............ Products
24	............ Competitors
25	.... MARKETING SUMMARY
26	.... MARKETING OBJECTIVES
27	.... HISTORIC FINANCIAL DATA
28	.... Historic Balance Sheet
29	...... Historic Costs & Margins
30	........ Historic Financial Ratios & Margins
31	.......... Historic Operational Ratios & Margins
32	.... Financial forecast notes
33	.... MARKETING STRATEGY DEVELOPMENT FORECASTS :
34	.... Base Forecast : Best Market Scenario Balance Sheet Forecast
35	...... Base Forecast : Best Market Scenario Operational Costs Forecast
36	........ Base Forecast : Best Market Scenario Financial Ratios
37	.......... Base Forecast : Best Market Scenario Operational Margins
38	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
39	...... Base Forecast : Median Market Scenario Operational Costs Forecast
40	........ Base Forecast : Median Market Scenario Financial Ratios
41	.......... Base Forecast : Median Market Scenario Operational Margins
42	.... Base Forecast : Worst Market Scenario Balance Sheet Forecast
43	...... Base Forecast : Worst Market Scenario Operational Costs Forecast
44	........ Base Forecast : Worst Market Scenario Financial Ratios
45	.......... Base Forecast : Worst Market Scenario Operational Margins
46	.... Marketing Expenditure Balance Sheet Forecast
47	...... Marketing Expenditure Operational Costs Forecast
48	........ Marketing Expenditure Financial Ratios
49	.......... Marketing Expenditure Operational Margins
50	.... Market Segmentation Balance Sheet Forecast
51	...... Market Segmentation Operational Costs Forecast
52	........ Market Segmentation Financial Ratios
53	.......... Market Segmentation Operational Margins
54	.... Distribution Channel Improvement Balance Sheet Forecast
55	...... Distribution Channel Improvement Operational Costs Forecast
56	........ Distribution Channel Improvement Financial Ratios
57	.......... Distribution Channel Improvement Operational Margins
58	.... Export Sales Improvement Balance Sheet Forecast
59	...... Export Sales Improvement Operational Costs Forecast
60	........ Export Sales Improvement Financial Ratios
61	.......... Export Sales Improvement Operational Margins
62	.... Fixed Marketing Cost Objectives Balance Sheet Forecast
63	...... Fixed Marketing Cost Objectives Operational Costs Forecast
64	........ Fixed Marketing Cost Objectives Financial Ratios
65	.......... Fixed Marketing Cost Objectives Operational Margins
66	.... Variable Marketing Cost Objectives Balance Sheet Forecast
67	...... Variable Marketing Cost Objectives Operational Costs Forecast
68	........ Variable Marketing Cost Objectives Financial Ratios
69	.......... Variable Marketing Cost Objectives Operational Margins
70	.... General Marketing Process Cost Objectives Balance Sheet Forecast
71	...... General Marketing Process Cost Objectives Operational Costs Forecast
72	........ General Marketing Process Cost Objectives Financial Ratios
73	.......... General Marketing Process Cost Objectives Operational Margins
74	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
75	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
76	........ Distribution & Product Delivery Cost Objectives Financial Ratios
77	.......... Distribution & Product Delivery Cost Objectives Operational Margins
78	.... Selling Cost Objectives Balance Sheet Forecast
79	...... Selling Cost Objectives Operational Costs Forecast
80	........ Selling Cost Objectives Financial Ratios
81	.......... Selling Cost Objectives Operational Margins
82	.... Advertising Cost Objectives Balance Sheet Forecast
83	...... Advertising Cost Objectives Operational Costs Forecast
84	........ Advertising Cost Objectives Financial Ratios
85	.......... Advertising Cost Objectives Operational Margins
86	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
87	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
88	........ Promotional & Pricing Cost Objectives Financial Ratios
89	.......... Promotional & Pricing Cost Objectives Operational Margins
90	.... Sales Cost Improvement Balance Sheet Forecast
91	...... Sales Cost Improvement Operational Costs Forecast
92	........ Sales Cost Improvement Financial Ratios
93	.......... Sales Cost Improvement Operational Margins
94	.... Promotional Expenditure Balance Sheet Forecast
95	...... Promotional Expenditure Operational Costs Forecast
96	........ Promotional Expenditure Financial Ratios
97	.......... Promotional Expenditure Operational Margins
98	.... Target Markets Development Balance Sheet Forecast
99	...... Target Markets Development Operational Costs Forecast
100	........ Target Markets Development Financial Ratios
101	.......... Target Markets Development Operational Margins
102	.... Product Positioning Balance Sheet Forecast
103	...... Product Positioning Operational Costs Forecast
104	........ Product Positioning Financial Ratios
105	.......... Product Positioning Operational Margins
106	.... Product Branding + Multi-branding Investment Balance Sheet Forecast
107	...... Product Branding + Multi-branding Investment Operational Costs Forecast
108	........ Product Branding + Multi-branding Investment Financial Ratios
109	.......... Product Branding + Multi-branding Investment Operational Margins
110	.... Sales Personnel + Staff Improvement Balance Sheet Forecast
111	...... Sales Personnel + Staff Improvement Operational Costs Forecast
112	........ Sales Personnel + Staff Improvement Financial Ratios
113	.......... Sales Personnel + Staff Improvement Operational Margins
115	.... Financial data definitions

	NEW TECHNOLOGY FOR THE INDUSTRY
1	.. NEW TECHNOLOGY
	.... TECHNOLOGY INNOVATION
	...... Uncertainty of Technological Innovation
3	............ NEW TECHNOLOGY RISK
	...... Feasibility
	...... Uniqueness
	...... Future Development
	...... Process Efficiency
	...... Pay-back Certainty
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	...... Cost of Innovation
8	.... TECHNOLOGY DIFFUSION
9	...... Prime Adopters
	...... Primary adopters
	...... Secondary adopters
	...... Tertiary adopters
	...... Inert adopters
	...... Selective Exposure
10	...... Selective Perception
	...... Selective Retention
11	............ NEW TECHNOLOGY ADOPTION
	...... Fixed Technology Spend
	...... Technology Innovation Goals
	...... Technology Evaluation Goals
	...... Ad Hoc Technology Innovation
	...... No Technology Goals
	............ Operations
12	............ Markets + Trade Cell
13	............ Products
14	............ Competitors
15	.... PRODUCT TECHNOLOGY
15	...... TECHNOLOGY EVOLUTION
16	...... TECHNOLOGY DEVELOPMENT
17	............ TECHNOLOGY DECISIONS
	...... New Technology Evolution
	...... Obsolete Technology Replacement
	...... Technology Diversification
	...... Technology Utilization
	...... Competitive Technology Adoption
	............ Operations
18	............ Markets + Trade Cell
19	............ Products
20	............ Competitors
21	...... MANAGEMENT DECISIONS
22	...... TECHNOLOGY INITIATIVES
23	............ TECHNOLOGY INITIATIVES
	...... Internal Development
	...... Joint Ventures
	...... Licensing
	...... Purchase
	...... Ad Hoc
	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	...... TECHNOLOGY SCREENING
29	............ TECHNOLOGY SCREENING
	...... Formal Technology Targets
	...... Informal Technology Targets
	...... Senior Management Responsibility
	...... Middle Management Responsibility
	...... Ad Hoc Screening
	............ Operations
30	............ Markets + Trade Cell
31	............ Products
32	............ Competitors
33	...... TECHNOLOGY IMPACT
33	...... TECHNOLOGY COSTING
34	...... TECHNOLOGY IMPLEMENTATION
35	............ TECHNOLOGY IMPACT
	...... New Technology Operation Criteria
	...... New Technology Performance
	...... New Technology Durability
	...... New Technology Reliability
	...... New Technology Longevity
	............ Operations
36	............ Markets + Trade Cell
37	............ Products
38	............ Competitors
39	............ NEW TECHNOLOGY FUNDING
	...... Costs Funded from Reserves
	...... Costs Funded from Profits
	...... Costs Funded from Cash-Flow
	...... Costs Funded from Equity
	...... Costs Funded from Loans
	............ Operations
40	............ Markets + Trade Cell
41	............ Products
42	............ Competitors
43	............ TECHNOLOGY IMPLEMENTATION
	...... Technology Security
	...... Technology Duration
	...... Technology Cost Elasticity
	...... Technology Lead-Times
	...... Technology Supply Factors
	............ Operations
44	............ Markets + Trade Cell
45	............ Products
46	............ Competitors
47	.... HISTORIC FINANCIAL DATA
48	.... Historic Balance Sheet
49	...... Historic Costs & Margins
50	........ Historic Financial Ratios & Margins
51	.......... Historic Operational Ratios & Margins
52	.... Financial forecast notes
53	.... NEW TECHNOLOGY FINANCIAL FORECASTS :
54	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
55	...... Base Forecast : Median Market Scenario Operational Costs Forecast
56	........ Base Forecast : Median Market Scenario Financial Ratios
57	.......... Base Forecast : Median Market Scenario Operational Margins
58	.... New Product Development Balance Sheet Forecast
59	...... New Product Development Operational Costs Forecast
60	........ New Product Development Financial Ratios
61	.......... New Product Development Operational Margins
62	.... New Technology Investment Balance Sheet Forecast
63	...... New Technology Investment Operational Costs Forecast
64	........ New Technology Investment Financial Ratios
65	.......... New Technology Investment Operational Margins
66	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
67	...... Customer / Order Processing Systems Investment Operational Costs Forecast
68	........ Customer / Order Processing Systems Investment Financial Ratios
69	.......... Customer / Order Processing Systems Investment Operational Margins
70	.... Systems Investment Balance Sheet Forecast
71	...... Systems Investment Operational Costs Forecast
72	........ Systems Investment Financial Ratios
73	.......... Systems Investment Operational Margins
74	.... Materials & Energy Cost Scenarios Balance Sheet Forecast
75	...... Materials & Energy Cost Scenarios Operational Costs Forecast
76	........ Materials & Energy Cost Scenarios Financial Ratios
77	.......... Materials & Energy Cost Scenarios Operational Margins
78	.... Plant & Equipment Cost Scenarios Balance Sheet Forecast
79	...... Plant & Equipment Cost Scenarios Operational Costs Forecast
80	........ Plant & Equipment Cost Scenarios Financial Ratios
81	.......... Plant & Equipment Cost Scenarios Operational Margins
82	.... New Product & New Technology Cost Scenarios Balance Sheet Forecast
83	...... New Product & New Technology Cost Scenarios Operational Costs Forecast
84	........ New Product & New Technology Cost Scenarios Financial Ratios
85	.......... New Product & New Technology Cost Scenarios Operational Margins
86	.... Profit Impact From Process Cost Reduction Balance Sheet Forecast
87	...... Profit Impact From Process Cost Reduction Operational Costs Forecast
88	........ Profit Impact From Process Cost Reduction Financial Ratios
89	.......... Profit Impact From Process Cost Reduction Operational Margins
90	.... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast
91	...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast
92	........ Capital Investments Options: Process Plant & Equipment Financial Ratios
93	.......... Capital Investments Options: Process Plant & Equipment Operational Margins
95	.... Financial data definitions

OPERATIONAL ENVIRONMENT ANALYSIS	Description
COMPANY PRODUCTION CONSIDERATIONS
PRODUCTION & PROCESS DIFFICULTIES	production and process difficulties and problems
MANUFACTURING CAPACITY	manufacturing capacity
UNIT PRODUCTION CAPACITY	product unit production capacity
FLEXIBILITY OF PRODUCTION PLANT	flexibility of production plant and equipment
ABILITY TO VARY PRODUCT RANGE	ability to vary the product range
AGE OF PLANT & EQUIPMENT	age of plant and equipment
COMPANY SUPPLIES CONSIDERATIONS
MATERIALS ACQUISITION & SOURCES	materials and supplies purchasing and sourcing
MATERIALS STOCK LEVELS	stock levels and inventories of materials and supplies
DEPENDENCE ON SUB-CONTRACTORS	dependence on sub-contractors and outside workers
BUYING INFLUENCE	buying influence and purchasing power
COMPANY MANPOWER CONSIDERATIONS
MANPOWER AVAILABILITY	manpower and labor availability
LABOR RELATIONS	labor and union relations
PRESSURE OF WAGE RISES	wage rises and wage demands
RELATIVE PAYROLL LEVELS	payroll levels in relation to competitors
RELATIVE SALARY LEVELS	salaried staff remunerations relative to competitors
TECHNICAL CAPABILITIES	technical capabilities of staff
COMPANY COSTS & MARGIN CONSIDERATIONS
STOCK LEVELS	product stock and inventory levels
VARIABLE COSTS	flexibility of variable costs
FIXED COSTS	adaptability of fixed costs
PAYROLL COSTS	variability of manpower and staff costs
DIRECT COSTS RELATIVE TO COMPETITORS	direct costs relative to major competitors
R & D / PRODUCT DEVELOPMENT COSTS	research and development and product development costs
COMPANY PRODUCT CONSIDERATIONS
QUALITY	product quality
PRODUCT SPECIFICATIONS	product specifications
DESIGN	product design and utility
OPERATING CRITERIA	product operating criteria and operating benefits
PRODUCT EFFICIENCY	product efficiency and performance
PRODUCT RELIABILITY	product reliability and integrity
PRODUCT LONGEVITY	product longevity and shelf life
PRODUCT LIFE CYCLE	product life cycle and obsolescence
PRODUCT CUSTOMIZATION	degree of product customization and flexibility
PRODUCT TECHNOLOGY	product technology and technological advantage
PRODUCT USAGE	product interchangeability and usage
COMPANY MANAGEMENT STRENGTHS
MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS	management strengths of senior corporate officers
MANAGEMENT STRENGTHS: PRODUCTION STAFF	effectiveness of production managers
MANAGEMENT STRENGTHS: SALES & MARKETING STAFF	performance of sales and marketing managers
MANAGEMENT STRENGTHS: ADMINISTRATION STAFF	efficiency of administration managers
MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF	aptitude of technical and research and development staff
MANAGEMENT STRENGTHS: PERSONNEL STAFF	reliability of personnel managers
COMPANY CORPORATE CONSIDERATIONS
UPSTREAM INTEGRATION	upstream integration and economies of scale
DOWNSTREAM INTEGRATION	downstream integration and benefits
CAPTIVE DISTRIBUTION CHANNELS	captive distribution channels
DEPENDENCE ON OTHER MANUFACTURERS	dependence on other manufacturers for supplies
DEPENDENCE ON OTHER DISTRIBUTORS	dependence on other distributors for channels to the market
DEPENDENCE ON OTHER MARKETING	dependence on other marketing activity for sales support
DEPENDENCE ON CUSTOMERS	dependence on customers
COMPANY DISTRIBUTION CONSIDERATIONS
WAREHOUSING & HANDLING	warehousing and handling
PACKING & PACKAGING	packing and packaging
DISTRIBUTION	distribution activities
STOCK AVAILABILITY	stock availability
ORDER BACKLOG	order backlog
COMPANY CUSTOMER CONSIDERATIONS
LOCATION OF CUSTOMERS	geographic location of the customer base
DEPENDENCE ON CUSTOMER BASE	dependence on discrete customer bases
CAPTIVE CUSTOMER BASE	captive and assured customer base
CONCENTRATION OF PURCHASES	concentration of customer purchases
PURCHASE FREQUENCY	frequency of purchases
ORDER SIZE	order size and volume of average purchase
RELATIVE CUSTOMER SERVICING	customer servicing relative to competitors
SEASONALITY OF DEMAND	seasonality of demand and customer purchases
COMPANY MARKETING CONSIDERATIONS
ADVERTISING & SALES PROMOTION	advertising and sales promotion posture and activity
MARKETING COSTS	total marketing costs
SALES PROMOTION COSTS	sales promotion costs
SELLING COSTS	salesforce and selling costs and expenses
ADVERTISING COSTS	advertising costs
COMPANY COMPETITIVE CONSIDERATIONS
COMPETITORS' PRICING POLICY	competitors' pricing policies and posture
SENSITIVITY TO ECONOMIC CONDITIONS	sensitivity to economic conditions
RELATIVE MARKETING SPEND	marketing spend relative to competitors
COMPETITORS' AGGRESSIVENESS	aggressiveness of competitors' policies and postures
ENTRY OF NEW COMPETITORS	entry of new competitors into the market
PRICES AT MSP	prices at manufacturers sales price
PRICE INCREASES AT MSP	recent price increases at manufacturing level
PRICES AT RSP	prices at retail or end users sales price
MARKET SHARE	market share

OPERATIONS STANDING ANALYSIS	Description
RELATIVE REPUTATION
OVERALL AWARENESS BY CUSTOMERS	general customer awareness of the companies and their products
OVERALL REPUTATION	overall reputation
REPUTATION OF PRODUCTS	status of products
REPUTATION OF PRODUCT QUALITY	ranking of product quality
REPUTATION OF SERVICE PROVIDED	standing of service provided
REPUTATION OF CUSTOMER HANDLING	position of customer handling and interface
RELATIVE PROMOTIONAL ACTIVITY
RATING OF OVERALL SALES PROMOTION ACTIVITY	rating of overall sales promotion activity
RATING OF ADVERTISING	comprehension of advertising posture and the advertising message
RATING OF SALES PERSONNEL	effectiveness of sales personnel: salesforce and ancillary staff
RATING OF SALES PRINT	lucidity of sales literature and print
RELATIVE PRODUCT AVAILABILITY
RATING OF PRODUCT AVAILABILITY	rating of product general availability
RATING OF PRODUCT SPECIFICATIONS	acceptability of product specifications
RATING OF ON-TIME DELIVERY	satisfaction with on-time delivery performance
RATING OF COMPLETE ORDER DELIVERY	assurance of complete order delivery performance
RATING OF ORDER HANDLING	competence of order handling and order taking
RATING OF ABILITY TO SUPPLY	ability to supply products as contracted
RELATIVE TECHNICAL COMPETENCE
RATING OF TECHNICAL COMPETENCE	rating of general technical competence
RATING OF TECHNICAL AWARENESS	technical expertise and efficacy amongst staff
RATING OF PRODUCT TECHNOLOGY	application of product technology
RATING OF PRODUCT DOCUMENTATION	conciseness of product documentation and instructions
RATING OF PRODUCT RETURNS	level of product reject or return rates
RATING OF AFTER-SALES SERVICES	status of general after-sales service competence and performance
RELATIVE MARKETING FACTORS
PERCEPTION OF PRODUCT PRICES	perception of product prices
TECHNICAL SUPERIORITY	ranking of technical superiority
SERVICE FACTORS	fulfillment of service undertakings and the quality of service provided
PROMPT DELIVERY	assurance of prompt delivery
WHOLE ORDER DELIVERY	record of whole order delivery
STOCK LEVELS	satisfaction with stock levels
ORDERING PROCEDURES	general ease of ordering and procedures used
DELIVERY CONVENIENCE	contentment with delivery convenience: scheduling and off-take
THE DELIVERY SYSTEM	perception of the distribution system and its efficiency
FLEXIBILITY OF CUSTOMER HANDLING	customer handling: flexibility and willingness to co-operate
PERCEPTIONS OF TERMS OF TRADING	equity of terms of trading and contractual considerations
RELATIVE STAFF PERFORMANCE
INITIAL CONTACT	initial contact and responsiveness
ORDER HANDLING STAFF	contact with order handling staff
SALES STAFF	negotiations with sales and marketing personnel
ADMINISTRATION STAFF	contact with administration and account staff
SPECIALIST STAFF	interface with technical and specialist managers and staff
SERVICE PERSONNEL	performance of service personnel
RELATIVE CORPORATE CONSIDERATIONS
UPSTREAM INTEGRATION	relative upstream integration
DOWNSTREAM INTEGRATION	perceptions of downstream integration
CAPTIVE DISTRIBUTION CHANNELS	performance of captive distribution channels
RELIANCE ON OTHER MANUFACTURERS	reliance on other manufacturers
UTILIZATION OF OTHER DISTRIBUTORS	utilization of other distributors
BENEFITS OF OTHER MARKETING	benefits of other marketing activity
CAPTIVE CUSTOMER BASES	capture and dominance of specific customer bases
RELATIVE DISTRIBUTION CONSIDERATIONS
WAREHOUSING & HANDLING	efficiency of warehousing and handling
PACKING & PACKAGING	quality and attractiveness of packing and packaging
DISTRIBUTION	performance of overall distribution activities
STOCK AVAILABILITY	general stock availability
ORDER BACKLOG	overall order backlog
RELATIVE CUSTOMER CONSIDERATIONS
LOCATION OF CUSTOMERS	geographic location and spread of the customer base
CAPTIVENESS OF THE CUSTOMER BASE	captiveness of existing customer bases
CUSTOMER BASE LOYALTY	loyalty of the existing customer base
CONCENTRATION OF PURCHASES	relative concentration of customer purchases
PURCHASE FREQUENCY	frequency of average customer purchases
ORDER SIZE	average order size and volume of customer purchase
CUSTOMER SERVICING	general level of customer servicing
SEASONALITY	seasonality of customer demand for products
RELATIVE PROMOTIONAL CONSIDERATIONS
ADVERTISING & SALES PROMOTION	general advertising and sales promotion message
MARKETING	marketing spend: utilization and sales decay
SALES PROMOTION	specific sales promotions and activity
SALESFORCE	salesforce effectiveness and performance
ADVERTISING	advertising efficiency
RELATIVE COMPETITIVE CONSIDERATIONS
PRICING POLICY	overall pricing policy and its effectiveness
ECONOMIC CONDITIONS	general sensitivity to the economic climate and conditions
RELATIVE MARKETING EFFORT	overall competitive marketing effort
REACTION TO COMPETITORS	reaction to competitors' policies and activities
NEW COMPETITORS	general reaction to the market entry of competitors
PRICES AT MSP	attractiveness of ex-factory prices
PRICE INCREASES	ability to cope with and re-act to price increases
PRICES AT RSP	overall competitiveness of end users sales prices
MARKET SHARE	general relative market share

	OVERSEAS DEVELOPMENT FOR THE INDUSTRY
1	.... OVERSEAS DEVELOPMENT
	.... OVERSEAS ENVIRONMENTS
	...... ECONOMIC ENVIRONMENT
	...... i. Economies classified according to industrial structure
3	............ EXPORT PRODUCT TARGETING
	...... Subsistence Countries
	...... Raw-Material Exporting Countries
	...... Industrializing Countries
	...... Industrial Countries
	...... High Technology Countries
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	............ EXPORT TARGETING
	...... Subsistence Economy
	...... Raw-Material Exporting Economy
	...... Industrializing Economy
	...... Industrial Economy
	...... High Technology Economy
	............ Operations
8	............ Markets + Trade Cell
9	............ Products
10	............ Competitors
11	...... ii. Economies classified according to National Incomes
12	...... POLITICAL-LEGAL ENVIRONMENT
	...... CULTURAL ENVIRONMENT
13	.... OVERSEAS DECISIONS
	...... EXPORT IMPROVEMENT EFFECT FORECASTS
14	.... Export Sales Improvement Balance Sheet Forecast
15	...... Export Sales Improvement Operational Costs Forecast
16	........ Export Sales Improvement Financial Ratios
17	.......... Export Sales Improvement Operational Margins
18	.... MARKET SELECTION DECISIONS
	...... Estimate of current market potential
	...... Forecast of future market potential
	...... Forecast of market share
	...... Forecast of costs and profits
	...... Estimate of rate of return on investment
19	.... ENTRY DECISIONS
	...... EXPORT
	...... Indirect export
	...... Direct export
20	...... JOINT VENTURING
	...... Licensing
	...... Contract production
	...... Management contracting
	...... Joint-ownership ventures
21	............ OVERSEAS DEVELOPMENT STRATEGY
	...... Export : Indirect
	...... Export : Direct
	...... Joint Ventures : Investment Based
	...... Joint Ventures : Local Investment Based
	...... Direct Investment
	............ Operations
22	............ Markets + Trade Cell
23	............ Products
24	............ Competitors
25	............ MARKET DEVELOPMENT STRATEGY
	...... Import : Indirect
	...... Import : Direct
	...... Joint Ventures : Investment Based
	...... Joint Ventures : Local Investment Based
	...... Direct Investment
	............ Operations
26	............ Markets + Trade Cell
27	............ Products
28	............ Competitors
29	...... DIRECT INVESTMENT
29	...... MULTINATIONAL MARKETING
30	.... MARKETING-MIX DECISIONS
	...... PRODUCT AND PROMOTION
	...... Straight extensions
	...... Communication adaptation
	...... Product adaptation
	...... Dual adaptation
	...... Product invention
	...... PRICING
31	............ OVERSEAS MARKETING-MIX
	...... Straight Extensions
	...... Communication Adaptation
	...... Product Adaptation
	...... Dual Adaptation
	...... Product Innovation
	............ Operations
32	............ Markets + Trade Cell
33	............ Products
34	............ Competitors
35	...... DISTRIBUTION CHANNELS
	...... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
36	.... Distribution Channel Improvement Balance Sheet Forecast
37	...... Distribution Channel Improvement Operational Costs Forecast
38	........ Distribution Channel Improvement Financial Ratios
39	.......... Distribution Channel Improvement Operational Margins
40	.... ORGANIZATION DECISIONS
	...... EXPORT DEPARTMENT
	...... INTERNATIONAL DIVISION
	...... MULTINATIONAL ORGANIZATION
41	............ OVERSEAS ORGANIZATION
	...... Export Department : Head Office Based
	...... Export Department : Regionally Based
	...... International Division : Regionally Based
	...... International Division : Locally Based
	...... Multinational Organization
	............ Operations
42	............ Markets + Trade Cell
43	............ Products
44	............ Competitors
45	............ MARKET ORGANIZATION
	...... Export Department : Head Office Based
	...... Export Department : Regionally Based
	...... International Division : Regionally Based
	...... International Division : Locally Based
	...... Multinational Organization
	............ Operations
46	............ Markets + Trade Cell
47	............ Products
48	............ Competitors
49	.... HISTORIC FINANCIAL DATA
50	.... Historic Balance Sheet
51	...... Historic Costs & Margins
52	........ Historic Financial Ratios & Margins
53	.......... Historic Operational Ratios & Margins
54	.... Financial forecast notes
55	.... OVERSEAS DEVELOPMENT FINANCIAL SCENARIO FORECASTS :
56	.... Target Markets Development Balance Sheet Forecast
57	...... Target Markets Development Operational Costs Forecast
58	........ Target Markets Development Financial Ratios
59	.......... Target Markets Development Operational Margins
60	.... Overseas Development Balance Sheet Forecast
61	...... Overseas Development Operational Costs Forecast
62	........ Overseas Development Financial Ratios
63	.......... Overseas Development Operational Margins
65	.... Financial data definitions

	PERSONNEL MANAGEMENT FOR THE INDUSTRY
1	.... PERSONNEL MANAGEMENT
	.... MANAGEMENT OBJECTIVES
2	...... 1. MANAGEMENT DIRECTION
	...... 2. MANAGEMENT LEVELS
3	...... 3. MANAGER OBJECTIVES
	...... 4. MANAGER CONTROL
5	...... 5. MANAGEMENT CONTROL MEASUREMENT
6	...... 6. MANAGEMENT PROCEDURES
7	...... 7. MANAGEMENT ETHIC
	...... 8. MANAGEMENT TASKS
	...... 9. MANAGER RESPONSIBILITIES
8	...... 10. MANAGEMENT DELEGATION
9	...... 11. MANAGEMENT CHANNELS
10	.... MANAGEMENT RATINGS
11	............ SUPERVISORY / BOARDROOM MANAGEMENT
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
12	............ Markets + Trade Cell
13	............ Products
14	............ Competitors
15	............ EXECUTIVE SUPERVISORY TEAM
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
16	............ Markets + Trade Cell
17	............ Products
18	............ Competitors
19	............ SENIOR MARKETING MANAGEMENT
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
20	............ Markets + Trade Cell
21	............ Products
22	............ Competitors
23	............ SENIOR PRODUCT + PROCESS MANAGEMENT
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	............ SENIOR FINANCIAL MANAGEMENT
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
28	............ Markets + Trade Cell
29	............ Products
30	............ Competitors
31	............ SENIOR ADMINISTRATIVE MANAGEMENT
	...... Direction & Delegation Rating
	...... Management Levels & Degree of Responsibility
	...... Management Planning & Procedures
	...... Manager Control & Monitoring
	...... Manager Performance & Efficiency
	............ Operations
32	............ Markets + Trade Cell
33	............ Products
34	............ Competitors
35	............ MIDDLE SALES + MARKETING MANAGERS
	...... Direction & Delegation Effectiveness
	...... Supervisory Levels & Degree of Responsibility
	...... Activity Planning & Procedures
	...... Sub-ordinate Control & Monitoring
	...... Sub-ordinate Performance & Efficiency
	............ Operations
36	............ Markets + Trade Cell
37	............ Products
38	............ Competitors
39	............ MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS
	...... Direction & Delegation Effectiveness
	...... Supervisory Levels & Degree of Responsibility
	...... Activity Planning & Procedures
	...... Sub-ordinate Control & Monitoring
	...... Sub-ordinate Performance & Efficiency
	............ Operations
40	............ Markets + Trade Cell
41	............ Products
42	............ Competitors
43	............ MIDDLE FINANCIAL + ACCOUNTING MANAGERS
	...... Direction & Delegation Effectiveness
	...... Supervisory Levels & Degree of Responsibility
	...... Activity Planning & Procedures
	...... Sub-ordinate Control & Monitoring
	...... Sub-ordinate Performance & Efficiency
	............ Operations
44	............ Markets + Trade Cell
45	............ Products
46	............ Competitors
47	............ MIDDLE ADMINISTRATION + PERSONNEL MANAGERS
	...... Direction & Delegation Effectiveness
	...... Supervisory Levels & Degree of Responsibility
	...... Activity Planning & Procedures
	...... Sub-ordinate Control & Monitoring
	...... Sub-ordinate Performance & Efficiency
	............ Operations
48	............ Markets + Trade Cell
49	............ Products
50	............ Competitors
51	............ SALES + CUSTOMER SERVICE PERSONNEL
	...... Direction & Supervision Effectiveness
	...... Supervisory Effectiveness
	...... Activity Planning
	...... Activity Control & Monitoring
	...... Activity Performance & Efficiency
	............ Operations
52	............ Markets + Trade Cell
53	............ Products
54	............ Competitors
55	............ BUYING / PROCESS / DISTRIBUTION STAFF
	...... Direction & Supervision Effectiveness
	...... Supervisory Effectiveness
	...... Activity Planning
	...... Activity Control & Monitoring
	...... Activity Performance & Efficiency
	............ Operations
56	............ Markets + Trade Cell
57	............ Products
58	............ Competitors
59	............ CREDIT + ACCOUNTING STAFF
	...... Direction & Supervision Effectiveness
	...... Supervisory Effectiveness
	...... Activity Planning
	...... Activity Control & Monitoring
	...... Activity Performance & Efficiency
	............ Operations
60	............ Markets + Trade Cell
61	............ Products
62	............ Competitors
63	............ ADMINISTRATIVE + SECRETARIAL STAFF
	...... Direction & Supervision Effectiveness
	...... Supervisory Effectiveness
	...... Activity Planning
	...... Activity Control & Monitoring
	...... Activity Performance & Efficiency
	............ Operations
64	............ Markets + Trade Cell
65	............ Products
66	............ Competitors
67	.... HISTORIC FINANCIAL DATA FOR PERSONNEL MANAGEMENT ISSUES
68	.... Historic Balance Sheet
69	...... Historic Costs & Margins
70	........ Historic Financial Ratios & Margins
71	.......... Historic Operational Ratios & Margins
72	.... Financial forecast notes
73	.... PERSONNEL MANAGEMENT BASED BALANCE SHEET FORECASTS :
74	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
75	...... Base Forecast : Median Market Scenario Operational Costs Forecast
76	........ Base Forecast : Median Market Scenario Financial Ratios
77	.......... Base Forecast : Median Market Scenario Operational Margins
78	.... Personnel + Staff Improvement Balance Sheet Forecast
79	...... Personnel + Staff Improvement Operational Costs Forecast
80	........ Personnel + Staff Improvement Financial Ratios
81	.......... Personnel + Staff Improvement Operational Margins
82	.... Sales Personnel + Staff Improvement Balance Sheet Forecast
83	...... Sales Personnel + Staff Improvement Operational Costs Forecast
84	........ Sales Personnel + Staff Improvement Financial Ratios
85	.......... Sales Personnel + Staff Improvement Operational Margins
86	.... Payroll & Staff Cost Scenarios Balance Sheet Forecast
87	...... Payroll & Staff Cost Scenarios Operational Costs Forecast
88	........ Payroll & Staff Cost Scenarios Financial Ratios
89	.......... Payroll & Staff Cost Scenarios Operational Margins
90	.... Administration Cost Scenarios Balance Sheet Forecast
91	...... Administration Cost Scenarios Operational Costs Forecast
92	........ Administration Cost Scenarios Financial Ratios
93	.......... Administration Cost Scenarios Operational Margins
94	.... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast
95	...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast
96	........ Profit Impact From Payroll Cost Reduction Financial Ratios
97	.......... Profit Impact From Payroll Cost Reduction Operational Margins
99	.... Financial data definitions

	PHYSICAL DISTRIBUTION + CUSTOMER HANDLING FOR THE INDUSTRY
1	.. PHYSICAL DISTRIBUTION + CUSTOMER HANDLING
2	.... PHYSICAL DISTRIBUTION SYSTEM FLOW CHART
	...... DISTRIBUTION SCOPE
3	............ DISTRIBUTION EFFICIENCY
	...... Distribution Planning & Accounting
	...... Process Management & Handling
	...... Physical Distribution Efficiency
	...... Point of Sale & Customer Service Efficiency
	...... Order Handling & Processing
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... PHYSICAL DISTRIBUTION OBJECTIVES
	...... Level of Service
8	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
9	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
10	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
11	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
12	...... Cost of service
	...... Service objective
13	............ LEVEL + COST OF SERVICE
	...... Level of Service: Responsiveness
	...... Level of Service: Problem Solving
	...... Level of Service: Product / Price / Service Factors
	...... Cost of Service: Functional Costs
	...... Cost of Service: Physical Handling Costs
13	............ Operations
14	............ Markets + Trade Cell
15	............ Products
16	............ Competitors
17	............ DISTRIBUTION COSTS
	...... Distribution & Storage Fixed Costs
	...... Distribution & Storage Variable Costs
	...... Physical Handling & Process Fixed Costs
	...... Physical Handling & Process Variable Costs
	...... Total Distribution Costs
	............ Operations
18	............ Markets + Trade Cell
19	............ Products
20	............ Competitors
21	.... ALTERNATIVES IN PHYSICAL DISTRIBUTION
	...... Single Location - Single Market
	...... Single Location, Multiple Markets
	...... i. Direct handling of customers
22	...... ii. Bulk handling / local facility
	...... iii. Part processing / local or remote
	...... iv. Full processing / local or remote
	...... Multiple Locations - Multiple Markets
23	............ PHYSICAL DISTRIBUTION
	...... Single Location / Single Markets
	...... Single Location / Multiple Markets: Direct Handling
	...... Single Location / Multiple Markets: Bulk Handling
	...... Single Location / Multiple Markets: Split Processing
	...... Multiple Location / Multiple Markets
	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	.... PRODUCT AVAILABILITY DECISIONS
	...... Product Supply & Availability
	...... i. Supply Timing
	...... ii. Supply Quantity
28	.... LOCATION DECISIONS
	...... Types of Location Decisions
	...... i. Selecting the area
	...... ii. Selecting the site
30	.... DISTRIBUTION RESPONSIBILITY
	...... Divided Authority
	...... Organizational Alternatives
31	............ DISTRIBUTION DECISIONS
	...... Product Availability Timing Efficiency
	...... Product Availability Quantity Efficiency
	...... Locations Efficiency
	...... Organizational Efficiency
	...... Organizational & Decision Flexibility
	............ Operations
32	............ Markets + Trade Cell
33	............ Products
34	............ Competitors
35	.... DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
36	.... Distribution Channel Improvement Scenario Balance Sheet Forecast
37	...... Distribution Channel Improvement Scenario Operational Costs Forecast
38	........ Distribution Channel Improvement Scenario Financial Ratios
39	.......... Distribution Channel Improvement Scenario Operational Margins
40	.... Financial forecast notes
41	.... HISTORIC FINANCIAL DATA
42	.... Historic Balance Sheet
43	...... Historic Costs & Margins
44	........ Historic Financial Ratios & Margins
45	.......... Historic Operational Ratios & Margins
46	.... Financial forecast notes
47	.... DISTRIBUTION + CUSTOMER HANDLING FINANCIAL FORECASTS :
48	.... Fixed Marketing Cost Objectives Balance Sheet Forecast
49	...... Fixed Marketing Cost Objectives Operational Costs Forecast
50	........ Fixed Marketing Cost Objectives Financial Ratios
51	.......... Fixed Marketing Cost Objectives Operational Margins
52	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
53	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
54	........ Distribution & Product Delivery Cost Objectives Financial Ratios
55	.......... Distribution & Product Delivery Cost Objectives Operational Margins
56	.... Order Taking Improvements Balance Sheet Forecast
57	...... Order Taking Improvements Operational Costs Forecast
58	........ Order Taking Improvements Financial Ratios
59	.......... Order Taking Improvements Operational Margins
60	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
61	...... Customer / Order Processing Systems Investment Operational Costs Forecast
62	........ Customer / Order Processing Systems Investment Financial Ratios
63	.......... Customer / Order Processing Systems Investment Operational Margins
64	.... Systems Investment Balance Sheet Forecast
65	...... Systems Investment Operational Costs Forecast
66	........ Systems Investment Financial Ratios
67	.......... Systems Investment Operational Margins
68	.... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast
69	...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast
70	........ Profit Impact From Distribution Cost Reduction Financial Ratios
71	.......... Profit Impact From Distribution Cost Reduction Operational Margins
72	.... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast
73	...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast
74	........ Profit Impact From Customer Handling Cost Reduction Financial Ratios
75	.......... Profit Impact From Customer Handling Cost Reduction Operational Margins
76	.... Capital Investments Options: Distribution / Handling Balance Sheet Forecast
77	...... Capital Investments Options: Distribution / Handling Operational Costs Forecast
78	........ Capital Investments Options: Distribution / Handling Financial Ratios
79	.......... Capital Investments Options: Distribution / Handling Operational Margins
80	.... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast
81	...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast
82	........ Capital Investments Options: Customer Handling Systems Financial Ratios
83	.......... Capital Investments Options: Customer Handling Systems Operational Margins
84	.... Customer Handling Improvements Balance Sheet Forecast
85	...... Customer Handling Improvements Operational Costs Forecast
86	........ Customer Handling Improvements Financial Ratios
87	.......... Customer Handling Improvements Operational Margins
89	.... Financial data definitions

	PHYSICAL PROCESS + ORDER HANDLING FOR THE INDUSTRY
1	.. PHYSICAL PROCESS + ORDER HANDLING
	.... PROCESS PRINCIPLES
2	.... PHYSICAL SYSTEMS
3	...... UNIQUE-PRODUCT PHYSICAL PROCESSES
	...... MASS PHYSICAL PROCESSES
4	...... ANALOGUE PHYSICAL PROCESSES
5	............ FLEXIBILITY OF PROCESSES
	...... Highly Modular & Flexible
	...... Highly Flexible
	...... Flexible
	...... Inflexible
	...... Highly Inflexible
	............ Operations
6	............ Markets + Trade Cell
7	............ Products
8	............ Competitors
9	...... PROCESS MANAGEMENT
9	...... PROCESS DEMANDS
11	............ AUTOMATION RATING
	...... Substantial Usage
	...... High Usage
	...... Average Usage
	...... Low Usage
	...... No Usage
	............ Operations
12	............ Markets + Trade Cell
13	............ Products
14	............ Competitors
15	.... PROCESS AUTOMATION
17	.... HISTORIC FINANCIAL DATA
18	.... Historic Balance Sheet
19	...... Historic Costs & Margins
20	........ Historic Financial Ratios & Margins
21	.......... Historic Operational Ratios & Margins
22	.... Financial forecast notes
23	.... PHYSICAL PROCESS + ORDER HANDLING FINANCIAL FORECASTS :
24	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
25	...... Base Forecast : Median Market Scenario Operational Costs Forecast
26	........ Base Forecast : Median Market Scenario Financial Ratios
27	.......... Base Forecast : Median Market Scenario Operational Margins
28	.... New Plant + Equipment Investment Balance Sheet Forecast
29	...... New Plant + Equipment Investment Operational Costs Forecast
30	........ New Plant + Equipment Investment Financial Ratios
31	.......... New Plant + Equipment Investment Operational Margins
32	.... New Technology Investment Balance Sheet Forecast
33	...... New Technology Investment Operational Costs Forecast
34	........ New Technology Investment Financial Ratios
35	.......... New Technology Investment Operational Margins
36	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
37	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
38	........ Distribution & Product Delivery Cost Objectives Financial Ratios
39	.......... Distribution & Product Delivery Cost Objectives Operational Margins
40	.... Order Taking Improvements Balance Sheet Forecast
41	...... Order Taking Improvements Operational Costs Forecast
42	........ Order Taking Improvements Financial Ratios
43	.......... Order Taking Improvements Operational Margins
44	.... Customer / Order Processing Systems Investment Balance Sheet Forecast
45	...... Customer / Order Processing Systems Investment Operational Costs Forecast
46	........ Customer / Order Processing Systems Investment Financial Ratios
47	.......... Customer / Order Processing Systems Investment Operational Margins
48	.... Systems Investment Balance Sheet Forecast
49	...... Systems Investment Operational Costs Forecast
50	........ Systems Investment Financial Ratios
51	.......... Systems Investment Operational Margins
52	.... Plant & Equipment Cost Scenarios Balance Sheet Forecast
53	...... Plant & Equipment Cost Scenarios Operational Costs Forecast
54	........ Plant & Equipment Cost Scenarios Financial Ratios
55	.......... Plant & Equipment Cost Scenarios Operational Margins
56	.... Profit Impact From Process Cost Reduction Balance Sheet Forecast
57	...... Profit Impact From Process Cost Reduction Operational Costs Forecast
58	........ Profit Impact From Process Cost Reduction Financial Ratios
59	.......... Profit Impact From Process Cost Reduction Operational Margins
60	.... Profit Impact From Customer Handling Cost Reduction Balance Sheet Forecast
61	...... Profit Impact From Customer Handling Cost Reduction Operational Costs Forecast
62	........ Profit Impact From Customer Handling Cost Reduction Financial Ratios
63	.......... Profit Impact From Customer Handling Cost Reduction Operational Margins
64	.... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast
65	...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast
66	........ Capital Investments Options: Process Plant & Equipment Financial Ratios
67	.......... Capital Investments Options: Process Plant & Equipment Operational Margins
68	.... Capital Investments Options: Distribution / Handling Balance Sheet Forecast
69	...... Capital Investments Options: Distribution / Handling Operational Costs Forecast
70	........ Capital Investments Options: Distribution / Handling Financial Ratios
71	.......... Capital Investments Options: Distribution / Handling Operational Margins
72	.... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast
73	...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast
74	........ Capital Investments Options: Customer Handling Systems Financial Ratios
75	.......... Capital Investments Options: Customer Handling Systems Operational Margins
76	.... Customer Handling Improvements Balance Sheet Forecast
77	...... Customer Handling Improvements Operational Costs Forecast
78	........ Customer Handling Improvements Financial Ratios
79	.......... Customer Handling Improvements Operational Margins
81	.... Financial data definitions

	PRODUCT PRICING FOR THE INDUSTRY
1	.. PRODUCT PRICING OBJECTIVES
2	.... PRICE BASIS
2	...... Theoretical pricing model
3	............ PRICING OBJECTIVES
	...... Market Penetration Objectives
	...... Market-Skimming Objectives
	...... Early Cash Recovery Objectives
	...... Satisfying Objectives
	...... Product-Line Promotion Objectives
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	...... Problem of Pricing objectives
	...... i. Market-penetration objective
	...... ii- Market-skimming objective
	...... iii. Early-cash-recovery objective
	...... iv. Satisfying objective
	...... v. Product-line promotion objective
8	...... Problems of Multiple parties
	...... i. Intermediate customers
	...... ii. Rivals
	...... iii. Suppliers
	...... iv. Government
	...... v. Other company executives
9	............ MULTIPLE PARTY PRICING
	...... Intermediate Customer Considerations
	...... Rivals Considerations
	...... Suppliers Consideration
	...... Government Considerations
	...... In-House Considerations
	............ Operations
10	............ Markets + Trade Cell
11	............ Products
12	............ Competitors
13	...... Problems of Marketing-mix interaction
	...... Problems of estimating Demand and Cost functions
14	.... PRICING DECISIONS
	...... Cost-oriented pricing
	...... i. Markup pricing
15	...... ii. Target pricing
16	...... Demand-oriented pricing
	...... Price discrimination
17	...... Competition-oriented pricing
	...... i. Going-rate pricing
18	...... ii. Sealed-bid pricing
19	............ PRICING MODELS
	...... Cost Oriented : Mark-up Pricing
	...... Cost Oriented : Target Pricing
	...... Demand Oriented : Price Discrimination
	...... Competition Oriented : Going-Rate Pricing
	...... Competition Oriented : Sealed or Bid Pricing
	............ Operations
20	............ Markets + Trade Cell
21	............ Products
22	............ Competitors
23	.... PRICE CHANGES
	...... Buyers' reactions to price change
	...... i. Price elasticity of demand
24	...... a) DIRECT ATTITUDE SURVEY
	...... b) RELATIONSHIP OF PRICE -v- QUANTITY
	...... c) MARKET TEST
	...... d) ANALYTIC INFERENCE
	...... ii. Perceptual factors in buyers' response
25	...... Competitors' reactions to price changes
27	...... Decision theory for price changes
28	.... COMPETITOR PRICE REACTION
	...... 1) Market-share maintenance
	...... 2 Margin maintenance
29	.... PRODUCT PRICING LOGIC
	...... Interrelated demand
	...... Interrelated cost
	...... Effect of competition
30	...... Alternative product-line pricing principles
31	............ PRICE CHANGE DECIDERS
	...... Buyers Reaction : Elasticity of Demand
	...... Buyers Reaction : Perceptual Factors
	...... Competitors Reaction : Price Reduction
	...... Competitors Reaction : No Reaction
	...... Competitors Reaction : Product Re-positioning
	............ Operations
32	............ Markets + Trade Cell
33	............ Products
34	............ Competitors
35	............ PRODUCT PRICING
	...... Interrelated Demand Based
	...... Interrelated Cost Based
	...... Competition Based
	...... Product-Line Pricing Based
	...... Model or Price Theory Based
	............ Operations
36	............ Markets + Trade Cell
37	............ Products
38	............ Competitors
39	.... HISTORIC FINANCIAL DATA
40	.... Historic Balance Sheet
41	...... Historic Costs & Margins
42	........ Historic Financial Ratios & Margins
43	.......... Historic Operational Ratios & Margins
44	.... Financial forecast notes
45	.... PRODUCT PRICING FINANCIAL FORECASTS :
46	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
47	...... Base Forecast : Median Market Scenario Operational Costs Forecast
48	........ Base Forecast : Median Market Scenario Financial Ratios
49	.......... Base Forecast : Median Market Scenario Operational Margins
50	.... Short-Term Price Cutting Effect Balance Sheet Forecast
51	...... Short-Term Price Cutting Effect Operational Costs Forecast
52	........ Short-Term Price Cutting Effect Financial Ratios
53	.......... Short-Term Price Cutting Effect Operational Margins
54	.... Short-Term Price Increase Effect Balance Sheet Forecast
55	...... Short-Term Price Increase Effect Operational Costs Forecast
56	........ Short-Term Price Increase Effect Financial Ratios
57	.......... Short-Term Price Increase Effect Operational Margins
58	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
59	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
60	........ Promotional & Pricing Cost Objectives Financial Ratios
61	.......... Promotional & Pricing Cost Objectives Operational Margins
62	.... Research & Product Cost Objectives Balance Sheet Forecast
63	...... Research & Product Cost Objectives Operational Costs Forecast
64	........ Research & Product Cost Objectives Financial Ratios
65	.......... Research & Product Cost Objectives Operational Margins
66	.... Market Share Building Objectives Balance Sheet Forecast
67	...... Market Share Building Objectives Operational Costs Forecast
68	........ Market Share Building Objectives Financial Ratios
69	.......... Market Share Building Objectives Operational Margins
70	.... Market Share Holding Objectives Balance Sheet Forecast
71	...... Market Share Holding Objectives Operational Costs Forecast
72	........ Market Share Holding Objectives Financial Ratios
73	.......... Market Share Holding Objectives Operational Margins
74	.... Market Share Harvesting Objectives Balance Sheet Forecast
75	...... Market Share Harvesting Objectives Operational Costs Forecast
76	........ Market Share Harvesting Objectives Financial Ratios
77	.......... Market Share Harvesting Objectives Operational Margins
78	.... Long-Term Product Price Reduction Balance Sheet Forecast
79	...... Long-Term Product Price Reduction Operational Costs Forecast
80	........ Long-Term Product Price Reduction Financial Ratios
81	.......... Long-Term Product Price Reduction Operational Margins
82	.... Long-Term Product Price Increase Balance Sheet Forecast
83	...... Long-Term Product Price Increase Operational Costs Forecast
84	........ Long-Term Product Price Increase Financial Ratios
85	.......... Long-Term Product Price Increase Operational Margins
86	.... Product Positioning Balance Sheet Forecast
87	...... Product Positioning Operational Costs Forecast
88	........ Product Positioning Financial Ratios
89	.......... Product Positioning Operational Margins
91	.... Financial data definitions

	PRODUCT + MARKET TARGETS FOR THE INDUSTRY
1	.. PRODUCT + MARKET TARGETS
	.... MARKET SEGMENTATION
2	...... Homogeneous preferences
3	............ MARKET ATTRIBUTES
	...... Concentrated Markets
	...... Un-concentrated Markets
	...... Market Preference : Homogeneous
	...... Market Preference : Diffused
	...... Market Preference : Clustered
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	...... Diffused preferences
	...... Clustered preferences
8	.... REQUIREMENTS FOR EFFECTIVE SEGMENTATION
	...... Measurability
	...... Accessibility
	...... Substantiality
	.... BENEFITS OF SEGMENTATION
9	............ MARKET SEGMENTATION
	...... Market Potential Measurability
	...... Market Accessibility : Existing Products
	...... Market Accessibility : New Products
	...... Market Substantiality : Existing Products
	...... Market Substantiality : New Products
	............ Operations
10	............ Markets + Trade Cell
11	............ Products
12	............ Competitors
13	.... MARKET BASES
	...... GEOGRAPHIC SEGMENTATION
	...... DEMOGRAPHIC SEGMENTATION
14	...... PSYCHOGRAPHIC SEGMENTATION
	...... i. LIFE-STYLE
	...... ii. PERSONALITY
	...... iii. BENEFITS SOUGHT
	...... iv. USER STATUS
	...... v. USAGE RATE
15	............ MARKET BASES
	...... Geographic Segmentation
	...... Demographic Segmentation
	...... Psychographic Segmentation : Customer Factors
	...... Psychographic Segmentation : Product Usage Factors
	...... Psychographic Segmentation : Market Factors
	............ Operations
16	............ Markets + Trade Cell
17	............ Products
18	............ Competitors
19	...... vi. LOYALTY STATUS
	...... vii. STAGES OF READINESS
	...... viii. MARKETING FACTORS
20	.... TARGET MARKETS
	...... UNDIFFERENTIATED MARKETING
	...... DIFFERENTIATED MARKETING
	...... a) Product modification costs
	...... b) Production costs
21	...... c) Administrative costs
	...... d) Inventory costs
	...... e) Promotion costs
	...... CONCENTRATED MARKETING
	...... SELECTING A MARKET TARGETING STRATEGY
	...... a) Company resources
	...... b) Product homogeneity
	...... c) Product stage in the life cycle
	...... d) Market homogeneity
	...... e) Competitive marketing strategies
22	.... MARKET SEGMENT DECISIONS
23	............ MARKET SEGMENT AVAILABILITY
	...... Customer-Prospect Mix Segment
	...... Product-Service Mix Segment
	...... Sub-market Segment: Present Sales Potential
	...... Sub-market Segment: Future Sales Potential
	...... Promotional-Distribution Mix Segment
	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	.... HISTORIC FINANCIAL DATA
28	.... Historic Balance Sheet
29	...... Historic Costs & Margins
30	........ Historic Financial Ratios & Margins
31	.......... Historic Operational Ratios & Margins
32	.... Financial forecast notes
33	.... PRODUCT + MARKET TARGETS FINANCIAL FORECASTS :
34	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
35	...... Base Forecast : Median Market Scenario Operational Costs Forecast
36	........ Base Forecast : Median Market Scenario Financial Ratios
37	.......... Base Forecast : Median Market Scenario Operational Margins
38	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
39	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
40	.... Marketing Expenditure Balance Sheet Forecast
41	...... Marketing Expenditure Operational Costs Forecast
42	........ Marketing Expenditure Financial Ratios
43	.......... Marketing Expenditure Operational Margins
44	.... Market Segmentation Balance Sheet Forecast
45	...... Market Segmentation Operational Costs Forecast
46	........ Market Segmentation Financial Ratios
47	.......... Market Segmentation Operational Margins
48	.... Export Sales Improvement Balance Sheet Forecast
49	...... Export Sales Improvement Operational Costs Forecast
50	........ Export Sales Improvement Financial Ratios
51	.......... Export Sales Improvement Operational Margins
52	.... Distribution & Product Delivery Cost Objectives Balance Sheet Forecast
53	...... Distribution & Product Delivery Cost Objectives Operational Costs Forecast
54	........ Distribution & Product Delivery Cost Objectives Financial Ratios
55	.......... Distribution & Product Delivery Cost Objectives Operational Margins
56	.... Research & Product Cost Objectives Balance Sheet Forecast
57	...... Research & Product Cost Objectives Operational Costs Forecast
58	........ Research & Product Cost Objectives Financial Ratios
59	.......... Research & Product Cost Objectives Operational Margins
60	.... Target Markets Development Balance Sheet Forecast
61	...... Target Markets Development Operational Costs Forecast
62	........ Target Markets Development Financial Ratios
63	.......... Target Markets Development Operational Margins
64	.... Product Positioning Balance Sheet Forecast
65	...... Product Positioning Operational Costs Forecast
66	........ Product Positioning Financial Ratios
67	.......... Product Positioning Operational Margins
68	.... Overseas Development Balance Sheet Forecast
69	...... Overseas Development Operational Costs Forecast
70	........ Overseas Development Financial Ratios
71	.......... Overseas Development Operational Margins
73	.... Financial data definitions

	PRODUCT DEVELOPMENT FOR THE INDUSTRY
1	.. PRODUCT DEVELOPMENT
	.... PRODUCT EVOLUTION
	...... GOMPERTZ ANALYSIS
	...... 1. The Introductory Stage
	...... 2. The Dynamic Phase
	...... 3. The Maturity Stage
2	.... PRODUCT LIFE CYCLE
	...... Stages in the product life cycle
	...... Product Life Cycles
	...... Rationale for the product life cycle
3	............ AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE
	...... Introductory
	...... Growth
	...... Maturity
	...... Decline
	...... Obsolescence
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... PRODUCT INTRODUCTION
	...... Marketing strategies in the introduction stage
	...... i. A high-profile strategy
	...... ii. A selective penetration strategy
	...... iii. A preemptive penetration strategy
8	.... PRODUCT GROWTH STAGES
	...... Marketing strategies in the growth stage
9	............ STRATEGY FOR PRODUCT INTRODUCTIONS
	...... High Profile: Product Based
	...... High Profile: Market Based
	...... Selective: Product Based
	...... Selective: Market Based
	...... Pre-emptive
	............ Operations
10	............ Markets + Trade Cell
11	............ Products
12	............ Competitors
13	............ PRODUCT GROWTH STAGE STRATEGIES
	...... Product Quality Improvements
	...... New Market Segmentation
	...... New Distribution
	...... Improved Marketing
	...... Price Adjustments
	............ Operations
14	............ Markets + Trade Cell
15	............ Products
16	............ Competitors
17	.... PRODUCT MATURITY
	...... Marketing strategies in the mature stage
	...... i. Market modification
	...... ii. Product modification
	...... a) Strategy of quality improvement
	...... b) Strategy of feature improvement
	...... c) Strategy of style improvement
	...... iii. Marketing-mix modification
18	...... The dominant versus the trailing firm
	...... i. Strategy of innovation
	...... ii. Strategy of segmentation & fortification
	...... iii. Confrontation strategy
	...... iv. Persecution strategy
19	............ PRODUCT MATURITY STAGE STRATEGIES
	...... Product Modifications: Quality
	...... Product Modifications: Features
	...... Market Segmentation
	...... Marketing-Mix Modifications
	...... Market Extension
	............ Operations
20	............ Markets + Trade Cell
21	............ Products
22	............ Competitors
23	............ COMPETITIVE STRATEGIES
	...... Product Innovation
	...... Market Segmentation & Fortification
	...... Confrontation
	...... Domination
	...... Competitive niche position
	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	.... PRODUCT DECLINE
28	...... Marketing strategies in the decline stage
	...... i. Identifying the weak products
	...... ii. Determining marketing strategies
	...... iii. Drop decision
29	............ PRODUCT DECLINE STRATEGIES
	...... Elimination of Products
	...... Harvesting of Products
	...... Product Reformulation
	...... Market Repositioning
	...... Customer Base Change
	............ Operations
30	............ Markets + Trade Cell
31	............ Products
32	............ Competitors
33	.... NEW PRODUCT CRITERIA
	.... NEW PRODUCT PERCEPTIONS
	...... SHORTAGE OF IMPORTANT NEW-PRODUCT IDEAS
34	...... FRAGMENTED MARKETS
	...... GROWING SOCIAL AND GOVERNMENTAL CONSTRAINTS
	...... COSTLINESS OF NEW-PRODUCT DEVELOPMENT PROCESS
	...... HIGH RATE OF PRODUCT FAILURE
	...... SHORTER LIFE SPANS OF SUCCESSFUL PRODUCTS
35	............ NEW PRODUCT RATING
	...... Market Fragmentation
	...... New Product Stagnation
	...... New Product Life Cycle Limits
	...... New Product Failures
	...... New Product Costs
	............ Operations
36	............ Markets + Trade Cell
37	............ Products
38	............ Competitors
39	.... NEW PRODUCT ORGANIZATION
	...... Product managers
	...... New Product managers
	...... New Product committees
	...... New Product departments
	...... New Product venture teams
40	.... IDEAS GENERATION
	...... SOURCES OF NEW PRODUCT IDEAS
	...... i. Customers
	...... ii. Technocrats & Specialists
	...... iii. Competitors
	...... iv. Company salesmen and distributors
	...... v. Top Management
41	............ NEW PRODUCT ORGANIZATION
	...... Board Responsibility
	...... Senior Management Responsibility
	...... Middle Management Responsibility
	...... Junior Management Responsibility
	...... Ad Hoc Responsibility
	............ Operations
42	............ Markets + Trade Cell
43	............ Products
44	............ Competitors
45	............ NEW PRODUCT GENERATION
	...... Executive Responsibility
	...... Senior Management Responsibility
	...... Middle Management Responsibility
	...... Junior Management Responsibility
	...... Ad Hoc Responsibility
	............ Operations
46	............ Markets + Trade Cell
47	............ Products
48	............ Competitors
49	...... IDEAS DEVICES
	...... i. Attribute listing
	...... ii. Forced relationships
	...... iii. Morphological analysis
	...... iv. Brainstorming
50	...... v. Operational creativity
	.... PRODUCT SCREENING
51	...... Product idea rating devices
	...... PRODUCT SCREENING CHECKLIST
52	.... CONCEPT DECISIONS
	...... Concept development
	...... Product and brand positioning
	...... Concept testing
53	.... BUSINESS ANALYSIS
	...... Estimating future sales
	...... i. ESTIMATING FIRST TIME SALES
55	............ NEW PRODUCT PROFITABILITY
	...... High Immediate Profit
	...... Sustained Profits
	...... Average Long-Term Profits
	...... Marginal Profitability
	...... High Risk Profit Scenario
	............ Operations
56	............ Markets + Trade Cell
57	............ Products
58	............ Competitors
59	...... ii. ESTIMATING REPLACEMENT OR REPEAT SALES
	...... Estimating future costs and profits
61	.... PRODUCT DEVELOPMENT FACTORS
	...... Prototype development and consumer testing
	...... Brand Naming
62	...... Packaging
	...... i. Performance
	...... ii. Consumer affluence
	...... iii. Integrated marketing concept
	...... iv. Innovational opportunity
63	............ PRODUCT DEVELOPMENT RATING
	...... Prototype Efficiency
	...... Process Development
	...... Packaging & Distribution
	...... Marketing-Mix
	...... Customer Service
	............ Operations
64	............ Markets + Trade Cell
65	............ Products
66	............ Competitors
67	.... NEW PRODUCT TESTING
	...... Reasons for test marketing
	...... Procedures for test marketing
68	...... i. TEST CITIES
	...... ii. WHICH CITIES
	...... iii. HOW LONG SHOULD THE TEST RUN
	...... iv. INFORMATION COLLECTED DURING THE TEST
	...... Product shipments data
	...... Store audits
	...... Consumer panels
69	...... Buyer surveys
	...... v. ACTION AFTER THE TEST
70	.... PRODUCT COMMERCIALIZATION
71	............ PRODUCT COMMERCIALIZATION
	...... New Plant & Equipment Costs
	...... Process Costs
	...... Distribution Costs
	...... Sales Costs
	...... Marketing Costs
	............ Operations
72	............ Markets + Trade Cell
73	............ Products
74	............ Competitors
75	.... PRODUCT ADOPTION
76	...... Concepts in innovation diffusion
	...... Propositions about the consumer adoption process
	...... i. Stages in the adoption process
77	...... ii. Individual differences in innovativeness
78	...... iii. Role of personal influence
78	...... iv. Influence of product characteristics on the rate of adoption
79	............ NEW PRODUCT DIFFUSION
	...... Early Adopters
	...... Heavy Users
	...... Substantial Target Markets
	...... Deep Customer Bases
	...... Market or Geographic Extensions
	............ Operations
80	............ Markets + Trade Cell
81	............ Products
82	............ Competitors
83	.... HISTORIC FINANCIAL DATA
84	.... Historic Balance Sheet
85	...... Historic Costs & Margins
86	........ Historic Financial Ratios & Margins
87	.......... Historic Operational Ratios & Margins
88	.... Financial forecast notes
89	.... PRODUCT DEVELOPMENT FINANCIAL FORECASTS :
90	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
91	...... Base Forecast : Median Market Scenario Operational Costs Forecast
92	........ Base Forecast : Median Market Scenario Financial Ratios
93	.......... Base Forecast : Median Market Scenario Operational Margins
94	.... New Product Development Balance Sheet Forecast
95	...... New Product Development Operational Costs Forecast
96	........ New Product Development Financial Ratios
97	.......... New Product Development Operational Margins
98	.... Market Segmentation Balance Sheet Forecast
99	...... Market Segmentation Operational Costs Forecast
100	........ Market Segmentation Financial Ratios
101	.......... Market Segmentation Operational Margins
102	.... Quality Improvement Balance Sheet Forecast
103	...... Quality Improvement Operational Costs Forecast
104	........ Quality Improvement Financial Ratios
105	.......... Quality Improvement Operational Margins
106	.... Product Positioning Balance Sheet Forecast
107	...... Product Positioning Operational Costs Forecast
108	........ Product Positioning Financial Ratios
109	.......... Product Positioning Operational Margins
110	.... Product Branding + Multi-branding Investment Balance Sheet Forecast
111	...... Product Branding + Multi-branding Investment Operational Costs Forecast
112	........ Product Branding + Multi-branding Investment Financial Ratios
113	.......... Product Branding + Multi-branding Investment Operational Margins
114	.... New Product & New Technology Cost Scenarios Balance Sheet Forecast
115	...... New Product & New Technology Cost Scenarios Operational Costs Forecast
116	........ New Product & New Technology Cost Scenarios Financial Ratios
117	.......... New Product & New Technology Cost Scenarios Operational Margins
119	.... Financial data definitions

	PRODUCT MARKETING FACTORS FOR THE INDUSTRY
1	.. PRODUCT MARKETING FACTORS
	.... CRITICAL FACTORS + PARAMETERS
3	...... CRITICAL FACTORS + PARAMETERS
4	..... PRODUCT CRITICAL FACTORS + PARAMETERS
	...... PRODUCT FACTORS
	...... MARKETING FACTORS
5	..... PRODUCT CRITICAL FACTORS + PARAMETERS
	...... PRODUCER / SUPPLIER FACTORS
	...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
6	..... PRODUCT CRITICAL FACTORS + PARAMETERS
	...... CUSTOMER FACTORS
7	..... TRADE CELL CRITICAL FACTORS + PARAMETERS
	...... PRODUCT FACTORS
	...... MARKETING FACTORS
8	..... TRADE CELL CRITICAL FACTORS + PARAMETERS
	...... PRODUCER / SUPPLIER FACTORS
	...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
9	..... TRADE CELL CRITICAL FACTORS + PARAMETERS
	...... CUSTOMER FACTORS
10	..... OPERATIONS CRITICAL FACTORS + PARAMETERS
	...... PRODUCT FACTORS
	...... MARKETING FACTORS
11	..... OPERATIONS CRITICAL FACTORS + PARAMETERS
	...... PRODUCER / SUPPLIER FACTORS
	...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
12	..... OPERATIONS CRITICAL FACTORS + PARAMETERS
	...... CUSTOMER FACTORS
13	..... COMPETITOR CRITICAL FACTORS + PARAMETERS
	...... PRODUCT FACTORS
	...... MARKETING FACTORS
14	..... COMPETITOR CRITICAL FACTORS + PARAMETERS
	...... PRODUCER / SUPPLIER FACTORS
	...... DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
15	..... COMPETITOR CRITICAL FACTORS + PARAMETERS
	...... CUSTOMER FACTORS
16	.... MARKET & PRODUCT SEGMENTATION
18	..... PRODUCT + MARKET SEGMENTATION
	...... PRODUCT SEGMENTATION
	...... MARKET SEGMENTATION
19	..... TRADE CELL - PRODUCT + MARKET SEGMENTATION
	...... PRODUCT SEGMENTATION
	...... MARKET SEGMENTATION
20	..... OPERATIONS - PRODUCT + MARKET SEGMENTATION
	...... PRODUCT SEGMENTATION
	...... MARKET SEGMENTATION
21	..... COMPETITOR - PRODUCT + MARKET SEGMENTATION
	...... PRODUCT SEGMENTATION
	...... MARKET SEGMENTATION
22	.... PRODUCT LAUNCH FACTORS
	...... ADOPTION RATES
	...... CONVERSION RATIOS
	...... SALES GROWTH
	...... PRODUCT LAUNCH DATA
23	.... PRODUCT LAUNCH FACTORS - PRODUCTS
	...... ADOPTION RATES : PRODUCT REVISIONS
	...... ADOPTION RATES : NEW PRODUCTS
24	.... PRODUCT LAUNCH FACTORS - PRODUCTS
	...... CONVERSION RATIOS : PRODUCT REVISIONS
	...... CONVERSION RATIOS : NEW PRODUCTS
25	.... PRODUCT LAUNCH FACTORS - PRODUCTS
	...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
	...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
26	.... PRODUCT LAUNCH FACTORS - TRADE CELL
	...... ADOPTION RATES : PRODUCT REVISIONS
	...... ADOPTION RATES : NEW PRODUCTS
27	.... PRODUCT LAUNCH FACTORS - TRADE CELL
	...... CONVERSION RATIOS : PRODUCT REVISIONS
	...... CONVERSION RATIOS : NEW PRODUCTS
28	.... PRODUCT LAUNCH FACTORS - TRADE CELL
	...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
	...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
29	.... PRODUCT LAUNCH FACTORS - OPERATIONS
	...... ADOPTION RATES : PRODUCT REVISIONS
	...... ADOPTION RATES : NEW PRODUCTS
30	.... PRODUCT LAUNCH FACTORS - OPERATIONS
	...... CONVERSION RATIOS : PRODUCT REVISIONS
	...... CONVERSION RATIOS : NEW PRODUCTS
31	.... PRODUCT LAUNCH FACTORS - OPERATIONS
	...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
	...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
32	.... PRODUCT LAUNCH FACTORS - COMPETITOR
	...... ADOPTION RATES : PRODUCT REVISIONS
	...... ADOPTION RATES : NEW PRODUCTS
33	.... PRODUCT LAUNCH FACTORS - COMPETITOR
	...... CONVERSION RATIOS : PRODUCT REVISIONS
	...... CONVERSION RATIOS : NEW PRODUCTS
34	.... PRODUCT LAUNCH FACTORS - COMPETITOR
	...... POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
	...... POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
35	.... MARKETING COSTS
36	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
37	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
38	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
39	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
40	.... Financial forecast notes
41	.... HISTORIC FINANCIAL DATA
42	.... Historic Balance Sheet
43	...... Historic Costs & Margins
44	........ Historic Financial Ratios & Margins
45	.......... Historic Operational Ratios & Margins
46	.... Financial forecast notes
47	.... PRODUCT MARKETING FINANCIAL FORECASTS :
48	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
49	...... Base Forecast : Median Market Scenario Operational Costs Forecast
50	........ Base Forecast : Median Market Scenario Financial Ratios
51	.......... Base Forecast : Median Market Scenario Operational Margins
52	.... Marketing Expenditure Balance Sheet Forecast
53	...... Marketing Expenditure Operational Costs Forecast
54	........ Marketing Expenditure Financial Ratios
55	.......... Marketing Expenditure Operational Margins
56	.... New Product Development Balance Sheet Forecast
57	...... New Product Development Operational Costs Forecast
58	........ New Product Development Financial Ratios
59	.......... New Product Development Operational Margins
60	.... Market Segmentation Balance Sheet Forecast
61	...... Market Segmentation Operational Costs Forecast
62	........ Market Segmentation Financial Ratios
63	.......... Market Segmentation Operational Margins
64	.... Distribution Channel Improvement Balance Sheet Forecast
65	...... Distribution Channel Improvement Operational Costs Forecast
66	........ Distribution Channel Improvement Financial Ratios
67	.......... Distribution Channel Improvement Operational Margins
68	.... Price Cutting Effect Balance Sheet Forecast
69	...... Price Cutting Effect Operational Costs Forecast
70	........ Price Cutting Effect Financial Ratios
71	.......... Price Cutting Effect Operational Margins
72	.... Price Increase Effect Balance Sheet Forecast
73	...... Price Increase Effect Operational Costs Forecast
74	........ Price Increase Effect Financial Ratios
75	.......... Price Increase Effect Operational Margins
76	.... Quality Improvement Balance Sheet Forecast
77	...... Quality Improvement Operational Costs Forecast
78	........ Quality Improvement Financial Ratios
79	.......... Quality Improvement Operational Margins
80	.... Target Markets Development Balance Sheet Forecast
81	...... Target Markets Development Operational Costs Forecast
82	........ Target Markets Development Financial Ratios
83	.......... Target Markets Development Operational Margins
84	.... Product Branding + Multi-branding Investment Balance Sheet Forecast
85	...... Product Branding + Multi-branding Investment Operational Costs Forecast
86	........ Product Branding + Multi-branding Investment Financial Ratios
87	.......... Product Branding + Multi-branding Investment Operational Margins
88	.... New Product & New Technology Cost Scenarios Balance Sheet Forecast
89	...... New Product & New Technology Cost Scenarios Operational Costs Forecast
90	........ New Product & New Technology Cost Scenarios Financial Ratios
91	.......... New Product & New Technology Cost Scenarios Operational Margins
92	.... Product Quality Improvement Balance Sheet Forecast
93	...... Product Quality Improvement Operational Costs Forecast
94	........ Product Quality Improvement Financial Ratios
95	.......... Product Quality Improvement Operational Margins
96	.... Customer Handling Improvements Balance Sheet Forecast
97	...... Customer Handling Improvements Operational Costs Forecast
98	........ Customer Handling Improvements Financial Ratios
99	.......... Customer Handling Improvements Operational Margins
101	.... Financial data definitions

	PRODUCT MIX FOR THE INDUSTRY
1	PRODUCT MIX
	.... CONCEPT OF PRODUCTS
3	............ PRODUCT CONCEPT
	...... Quality
	...... Features
	...... Styling
	...... Branding
	...... Packaging
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... PRODUCT-MIX STRATEGY
	...... PRODUCT ITEMS - LINES - MIX
9	...... PRODUCT-MIX CHARACTERISTICS
11	............ PRODUCT-MIX QUALITY
	...... Items in Product Line 1
	...... Items in Product Line 2
	...... Items in Product Line 3
	...... Items in Product Line 4
	...... Total of all Items in all Product Lines
	............ Operations
12	............ Markets + Trade Cell
13	............ Products
14	............ Competitors
15	...... PRODUCT-MIX ALTERNATIVES
16	...... PRODUCT-MIX OPTIMIZATION
17	............ PRODUCT-MIX AUDIT
	...... Profit Contribution % in this year
	...... Forecast % Profit Contribution : Year + 1
	...... Forecast % Profit Contribution : Year + 2
	...... Forecast % Profit Contribution : Year + 3
	...... Forecast % Profit Contribution : Year + 4
	............ Operations
18	............ Markets + Trade Cell
19	............ Products
20	............ Competitors
21	............ PRODUCT-MIX AUDIT
	...... Profit Estimate % in this year
	...... Forecast % Profit Estimate : Year + 1
	...... Forecast % Profit Estimate : Year + 2
	...... Forecast % Profit Estimate : Year + 3
	...... Forecast % Profit Estimate : Year + 4
	............ Operations
22	............ Markets + Trade Cell
23	............ Products
24	............ Competitors
27	............ PRODUCT STRATEGY
	...... High Growth Products
	...... Steady Reinvestment Products
	...... Support Products
	...... Selective Pruning Products
	...... Venture Products
	............ Operations
28	............ Markets + Trade Cell
29	............ Products
30	............ Competitors
31	.... BRAND STRATEGY
32	...... BRAND -v- NO BRANDS DECISIONS
33	...... FAMILY -v- INDIVIDUAL BRAND DECISIONS
34	...... Brand extension strategy
34	...... Multi-brand strategy
35	............ BRAND STRATEGY
	...... Individual Brand names
	...... Blanket Family Brand names
	...... Separate Family Brand names
	...... Company Trade name
	...... No Brand names
	............ Operations
36	............ Markets + Trade Cell
37	............ Products
38	............ Competitors
39	...... NEW PRODUCT EXPENDITURE EFFECT FORECASTS
39	...... MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
40	.... New Product Development Balance Sheet Forecast
41	...... New Product Development Operational Costs Forecast
42	........ New Product Development Financial Ratios
43	.......... New Product Development Operational Margins
44	.... Market Segmentation Balance Sheet Forecast
45	...... Market Segmentation Operational Costs Forecast
46	........ Market Segmentation Financial Ratios
47	.......... Market Segmentation Operational Margins
49	.... HISTORIC FINANCIAL DATA
50	.... Historic Balance Sheet
51	...... Historic Costs & Margins
52	........ Historic Financial Ratios & Margins
53	.......... Historic Operational Ratios & Margins
54	.... Financial forecast notes
55	.... PRODUCT MIX FORECASTS :
56	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
57	...... Base Forecast : Median Market Scenario Operational Costs Forecast
58	........ Base Forecast : Median Market Scenario Financial Ratios
59	.......... Base Forecast : Median Market Scenario Operational Margins
60	.... Research & Product Cost Objectives Balance Sheet Forecast
61	...... Research & Product Cost Objectives Operational Costs Forecast
62	........ Research & Product Cost Objectives Financial Ratios
63	.......... Research & Product Cost Objectives Operational Margins
64	.... Product Positioning Balance Sheet Forecast
65	...... Product Positioning Operational Costs Forecast
66	........ Product Positioning Financial Ratios
67	.......... Product Positioning Operational Margins
68	.... Product Branding + Multi-branding Investment Balance Sheet Forecast
69	...... Product Branding + Multi-branding Investment Operational Costs Forecast
70	........ Product Branding + Multi-branding Investment Financial Ratios
71	.......... Product Branding + Multi-branding Investment Operational Margins
72	.... New Product & New Technology Cost Scenarios Balance Sheet Forecast
73	...... New Product & New Technology Cost Scenarios Operational Costs Forecast
74	........ New Product & New Technology Cost Scenarios Financial Ratios
75	.......... New Product & New Technology Cost Scenarios Operational Margins
76	.... Product Cost Improvements Balance Sheet Forecast
77	...... Product Cost Improvements Operational Costs Forecast
78	........ Product Cost Improvements Financial Ratios
79	.......... Product Cost Improvements Operational Margins
80	.... Product Quality Improvement Balance Sheet Forecast
81	...... Product Quality Improvement Operational Costs Forecast
82	........ Product Quality Improvement Financial Ratios
83	.......... Product Quality Improvement Operational Margins
85	.... Financial data definitions

PRODUCT SUMMARY FOR THE INDUSTRY

The following topics are shown for each of the Products covered within the report.

Complete Product Summary data for each Product within the Market

THE FOLLOWING TOPICS ARE SHOWN FOR EACH OF THE PRODUCTS COVERED WITHIN THE REPORT:

OEM & Manufacturers Market Level
Wholesale & Distributor Market Level
Retailer & Added Value Retailer Market Level
End User & Consumer Market Level
Discounted & Promotional Market Level

Plant & Equipment Average Annual Investment
Product Prices as a % of the Market Average
New Products as a % of the Total Output
Relative output of Products of a Superior Quality as a % of the Total

Index of Comparative Sales force and Selling Expenditure
Index of Comparative Advertising Expenditure
Index of Comparative General Promotional Expenditure

Product Adoption Rates
Product Sales Conversion Rates
Average Annual Sales Growth Rate

Capacity Utilisation as a measure of Standard Capacity
Standardised Products & Services Index

Relative Employee Compensation Index
Instable Market Share as an Index of Total Market Share
Relative Forward Integration Index

Plant and Equipment Investment Greater than Depreciation
Plant and Equipment Investment Equal to Depreciation
Plant and Equipment Investment Less than Depreciation
Plant and Equipment Investment - Unallocated

Plant and Equipment in Use within the range 0-3 years
Plant and Equipment in Use within the range 3-6 years
Plant and Equipment in Use within the range 6-9 years
Plant and Equipment in Use over years 9 old / Unallocated

Supplier Concentration = 8 Largest
Supplier Concentration = 20 Largest
Supplier Concentration = 50 Largest
Supplier Concentration = Unspecified / Unallocated

Immediate Wholesale & Retail Customers
Immediate OEM and Manufacturing Customers
Immediate Consumer and End User Customers
Immediate Non-Specific Customers / Unallocated

Enterprises within the Range 1-19 Employees
Enterprises within the Range 20-99 Employees
Enterprises within the Range 100+ Employees
Enterprises within Unspecified / Unallocated Employee Ranges

Buyer Age Profile in the range 0-19 Years
Buyer Age Profile in the range 20-24 Years
Buyer Age Profile in the range 25- 34 Years
Buyer Age Profile in the range 35-44 Years
Buyer Age Profile in the range 45-54 Years
Buyer Age Profile in the range 55-64 Years
Buyer Age Profile in the range 65+ / Unallocated Years

Buyer Profile in the AB Social Group
Buyer Profile in the C1 Social Group
Buyer Profile in the C2 Social Group
Buyer Profile in the DE / Unallocated Social Group

End User Age Profile in the range 0-19 Years
End User Age Profile in the range 20-24 Years
End User Age Profile in the range 25-34 Years
End User Age Profile in the range 35-44 Years
End User Age Profile in the range 45-54 Years
End User Age Profile in the range 55-64 Years
End User Age Profile in the range 65+ / Unallocated Years

End User Profile in the AB Social Group
End User Profile in the C1 Social Group
End User Profile in the C2 Social Group
End User Profile in the DE / Unallocated Social Group.

PRODUCT STANDING ANALYSIS	Description
RELATIVE REPUTATION
OVERALL AWARENESS BY CUSTOMERS	general customer awareness of the companies and their products
OVERALL REPUTATION	overall reputation
REPUTATION OF PRODUCTS	status of products
REPUTATION OF PRODUCT QUALITY	ranking of product quality
REPUTATION OF SERVICE PROVIDED	standing of service provided
REPUTATION OF CUSTOMER HANDLING	position of customer handling and interface
RELATIVE PROMOTIONAL ACTIVITY
RATING OF OVERALL SALES PROMOTION ACTIVITY	rating of overall sales promotion activity
RATING OF ADVERTISING	comprehension of advertising posture and the advertising message
RATING OF SALES PERSONNEL	effectiveness of sales personnel, salesforce and ancillary staff
RATING OF SALES PRINT	lucidity of sales literature and print
RELATIVE PRODUCT AVAILABILITY
RATING OF PRODUCT AVAILABILITY	rating of product general availability
RATING OF PRODUCT SPECIFICATIONS	acceptability of product specifications
RATING OF ON-TIME DELIVERY	satisfaction with on-time delivery performance
RATING OF COMPLETE ORDER DELIVERY	assurance of complete order delivery performance
RATING OF ORDER HANDLING	competence of order handling and order taking
RATING OF ABILITY TO SUPPLY	ability to supply products as contracted
RELATIVE TECHNICAL COMPETENCE
RATING OF TECHNICAL COMPETENCE	rating of general technical competence
RATING OF TECHNICAL AWARENESS	technical expertise and efficacy amongst staff
RATING OF PRODUCT TECHNOLOGY	application of product technology
RATING OF PRODUCT DOCUMENTATION	conciseness of product documentation and instructions
RATING OF PRODUCT RETURNS	level of product reject or return rates
RATING OF AFTER-SALES SERVICES	status of general after-sales service competence and performance
RELATIVE MARKETING FACTORS
PERCEPTION OF PRODUCT PRICES	perception of product prices
TECHNICAL SUPERIORITY	ranking of technical superiority
SERVICE FACTORS	fulfillment of service undertakings and the quality of service provided
PROMPT DELIVERY	assurance of prompt delivery
WHOLE ORDER DELIVERY	record of whole order delivery
STOCK LEVELS	satisfaction with stock levels
ORDERING PROCEDURES	general ease of ordering and procedures used
DELIVERY CONVENIENCE	contentment with delivery convenience, scheduling and off-take
THE DELIVERY SYSTEM	perception of the distribution system and its efficiency
FLEXIBILITY OF CUSTOMER HANDLING	customer handling, flexibility and willingness to co-operate
PERCEPTIONS OF TERMS OF TRADING	equity of terms of trading and contractual considerations
RELATIVE STAFF PERFORMANCE
INITIAL CONTACT	initial contact and responsiveness
ORDER HANDLING STAFF	contact with order handling staff
SALES STAFF	negotiations with sales and marketing personnel
ADMINISTRATION STAFF	contact with administration and account staff
SPECIALIST STAFF	interface with technical and specialist managers and staff
SERVICE PERSONNEL	performance of service personnel
RELATIVE CORPORATE CONSIDERATIONS
UPSTREAM INTEGRATION	relative upstream integration
DOWNSTREAM INTEGRATION	perceptions of downstream integration
CAPTIVE DISTRIBUTION CHANNELS	performance of captive distribution channels
RELIANCE ON OTHER MANUFACTURERS	reliance on other manufacturers
UTILIZATION OF OTHER DISTRIBUTORS	utilization of other distributors
BENEFITS OF OTHER MARKETING	benefits of other marketing activity
CAPTIVE CUSTOMER BASES	capture and dominance of specific customer bases
RELATIVE DISTRIBUTION CONSIDERATIONS
WAREHOUSING & HANDLING	efficiency of warehousing and handling
PACKING & PACKAGING	quality and attractiveness of packing and packaging
DISTRIBUTION	performance of overall distribution activities
STOCK AVAILABILITY	general stock availability
ORDER BACKLOG	overall order backlog
RELATIVE CUSTOMER CONSIDERATIONS
LOCATION OF CUSTOMERS	geographic location and spread of the customer base
CAPTIVENESS OF THE CUSTOMER BASE	captiveness of existing customer bases
CUSTOMER BASE LOYALTY	loyalty of the existing customer base
CONCENTRATION OF PURCHASES	relative concentration of customer purchases
PURCHASE FREQUENCY	frequency of average customer purchases
ORDER SIZE	average order size and volume of customer purchase
CUSTOMER SERVICING	general level of customer servicing
SEASONALITY	seasonality of customer demand for products
RELATIVE PROMOTIONAL CONSIDERATIONS
ADVERTISING & SALES PROMOTION	general advertising and sales promotion message
MARKETING	marketing spend, utilization and sales decay
SALES PROMOTION	specific sales promotions and activity
SALESFORCE	salesforce effectiveness and performance
ADVERTISING	advertising efficiency
RELATIVE COMPETITIVE CONSIDERATIONS
PRICING POLICY	overall pricing policy and its effectiveness
ECONOMIC CONDITIONS	general sensitivity to the economic climate and conditions
RELATIVE MARKETING EFFORT	overall competitive marketing effort
REACTION TO COMPETITORS	reaction to competitors' policies and activities
NEW COMPETITORS	general reaction to the market entry of competitors
PRICES AT MSP	attractiveness of ex-factory prices
PRICE INCREASES	ability to cope with and re-act to price increases
PRICES AT RSP	overall competitiveness of end users sales prices
MARKET SHARE	general relative market share

PRODUCT ENVIRONMENT ANALYSIS	Description
PRODUCTION CONSIDERATIONS
PRODUCTION & PROCESS DIFFICULTIES	production and process difficulties and problems
MANUFACTURING CAPACITY	manufacturing capacity
UNIT PRODUCTION CAPACITY	product unit production capacity
FLEXIBILITY OF PRODUCTION PLANT	flexibility of production plant and equipment
ABILITY TO VARY PRODUCT RANGE	ability to vary the product range
AGE OF PLANT & EQUIPMENT	age of plant and equipment
SUPPLIES CONSIDERATIONS
MATERIALS ACQUISITION & SOURCES	materials and supplies purchasing and sourcing
MATERIALS STOCK LEVELS	stock levels and inventories of materials and supplies
DEPENDENCE ON SUB-CONTRACTORS	dependence on sub-contractors and outside workers
BUYING INFLUENCE	buying influence and purchasing power
MANPOWER CONSIDERATIONS
MANPOWER AVAILABILITY	manpower and labor availability
LABOR RELATIONS	labor and union relations
PRESSURE OF WAGE RISES	wage rises and wage demands
RELATIVE PAYROLL LEVELS	payroll levels in relation to competitors
RELATIVE SALARY LEVELS	salaried staff remunerations relative to competitors
TECHNICAL CAPABILITIES	technical capabilities of staff
COSTS & MARGIN CONSIDERATIONS
STOCK LEVELS	product stock and inventory levels
VARIABLE COSTS	flexibility of variable costs
FIXED COSTS	adaptability of fixed costs
PAYROLL COSTS	variability of manpower and staff costs
DIRECT COSTS RELATIVE TO COMPETITORS	direct costs relative to major competitors
R & D / PRODUCT DEVELOPMENT COSTS	research and development and product development costs
PRODUCT CONSIDERATIONS
QUALITY	product quality
PRODUCT SPECIFICATIONS	product specifications
DESIGN	product design and utility
OPERATING CRITERIA	product operating criteria and operating benefits
PRODUCT EFFICIENCY	product efficiency and performance
PRODUCT RELIABILITY	product reliability and integrity
PRODUCT LONGEVITY	product longevity and shelf life
PRODUCT LIFE CYCLE	product life cycle and obsolescence
PRODUCT CUSTOMIZATION	degree of product customization and flexibility
PRODUCT TECHNOLOGY	product technology and technological advantage
PRODUCT USAGE	product interchangeability and usage
MANAGEMENT STRENGTHS
MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS	management strengths of senior corporate officers
MANAGEMENT STRENGTHS: PRODUCTION STAFF	effectiveness of production managers
MANAGEMENT STRENGTHS: SALES & MARKETING STAFF	performance of sales and marketing managers
MANAGEMENT STRENGTHS: ADMINISTRATION STAFF	efficiency of administration managers
MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF	aptitude of technical and research and development staff
MANAGEMENT STRENGTHS: PERSONNEL STAFF	reliability of personnel managers
CORPORATE CONSIDERATIONS
UPSTREAM INTEGRATION	upstream integration and economies of scale
DOWNSTREAM INTEGRATION	downstream integration and benefits
CAPTIVE DISTRIBUTION CHANNELS	captive distribution channels
DEPENDENCE ON OTHER MANUFACTURERS	dependence on other manufacturers for supplies
DEPENDENCE ON OTHER DISTRIBUTORS	dependence on other distributors for channels to the market
DEPENDENCE ON OTHER MARKETING	dependence on other marketing activity for sales support
DEPENDENCE ON CUSTOMERS	dependence on customers
DISTRIBUTION CONSIDERATIONS
WAREHOUSING & HANDLING	warehousing and handling
PACKING & PACKAGING	packing and packaging
DISTRIBUTION	distribution activities
STOCK AVAILABILITY	stock availability
ORDER BACKLOG	order backlog
CUSTOMER CONSIDERATIONS
LOCATION OF CUSTOMERS	geographic location of the customer base
DEPENDENCE ON CUSTOMER BASE	dependence on discrete customer bases
CAPTIVE CUSTOMER BASE	captive and assured customer base
CONCENTRATION OF PURCHASES	concentration of customer purchases
PURCHASE FREQUENCY	frequency of purchases
ORDER SIZE	order size and volume of average purchase
RELATIVE CUSTOMER SERVICING	customer servicing relative to competitors
SEASONALITY OF DEMAND	seasonality of demand and customer purchases
MARKETING CONSIDERATIONS
ADVERTISING & SALES PROMOTION	advertising and sales promotion posture and activity
MARKETING COSTS	total marketing costs
SALES PROMOTION COSTS	sales promotion costs
SELLING COSTS	salesforce and selling costs and expenses
ADVERTISING COSTS	advertising costs
COMPETITIVE CONSIDERATIONS
COMPETITORS' PRICING POLICY	competitors' pricing policies and posture
SENSITIVITY TO ECONOMIC CONDITIONS	sensitivity to economic conditions
RELATIVE MARKETING SPEND	marketing spend relative to competitors
COMPETITORS' AGGRESSIVENESS	aggressiveness of competitors' policies and postures
ENTRY OF NEW COMPETITORS	entry of new competitors into the market
PRICES AT MSP	prices at manufacturers sales price
PRICE INCREASES AT MSP	recent price increases at manufacturing level
PRICES AT RSP	prices at retail or end users sales price
MARKET SHARE	market share

	PROFIT RISK SCENARIOS FOR THE INDUSTRY
1	.... MARKETS
	...... TERMS USED IN THIS REPORT
	...... VALUE TERMS AND VOLUME TERMS
2	...... SUMMARY
3	...... FORECAST
4	...... MARKET DATA NOTES
	...... MARKET ENVIRONMENT
	...... Market Growth
	...... Market Structure
	...... Market/s Serviced
	...... TRADING AREA
	...... MARKET COVERAGE
5	.... Market forecast notes
6	...... HISTORIC DATA AND TIME SERIES
	...... FORECAST DATA AND TIME SERIES
7	...... LONG-RANGE HISTORIC DATA AND TIME SERIES
8	...... REPORT TYPES
12	...... DATABASE GEOGRAPHIC COVERAGE
13	.... HISTORIC FINANCIAL DATA
	...... PROFIT RISK FINANCIAL ISSUES
14	.... Historic Balance Sheet
15	...... Historic Costs & Margins
16	........ Historic Financial Ratios & Margins
17	.......... Historic Operational Ratios & Margins
18	.... Financial forecast notes
19	.... PROFIT RISK SCENARIOS BALANCE SHEET FORECASTS :
20	.... Base Forecast : Best Market Scenario Balance Sheet Forecast
	...... Base Forecast : Best Market Scenario Operational Costs Forecast
21	........ Base Forecast : Best Market Scenario Financial Ratios
	.......... Base Forecast : Best Market Scenario Operational Margins
22	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
	...... Base Forecast : Median Market Scenario Operational Costs Forecast
23	........ Base Forecast : Median Market Scenario Financial Ratios
	.......... Base Forecast : Median Market Scenario Operational Margins
24	.... Base Forecast : Worst Market Scenario Balance Sheet Forecast
	...... Base Forecast : Worst Market Scenario Operational Costs Forecast
25	........ Base Forecast : Worst Market Scenario Financial Ratios
	.......... Base Forecast : Worst Market Scenario Operational Margins
26	.... Marketing Expenditure Balance Sheet Forecast
	...... Marketing Expenditure Operational Costs Forecast
27	........ Marketing Expenditure Financial Ratios
	.......... Marketing Expenditure Operational Margins
28	.... New Plant + Equipment Investment Balance Sheet Forecast
	...... New Plant + Equipment Investment Operational Costs Forecast
29	........ New Plant + Equipment Investment Financial Ratios
	.......... New Plant + Equipment Investment Operational Margins
30	.... New Technology Investment Balance Sheet Forecast
	...... New Technology Investment Operational Costs Forecast
31	........ New Technology Investment Financial Ratios
	.......... New Technology Investment Operational Margins
32	.... Cost Structure Improvement Balance Sheet Forecast
	...... Cost Structure Improvement Operational Costs Forecast
33	........ Cost Structure Improvement Financial Ratios
	.......... Cost Structure Improvement Operational Margins
34	.... Administrative & General Expense Objectives Balance Sheet Forecast
	...... Administrative & General Expense Objectives Operational Costs Forecast
35	........ Administrative & General Expense Objectives Financial Ratios
	.......... Administrative & General Expense Objectives Operational Margins
36	.... Research & Product Cost Objectives Balance Sheet Forecast
	...... Research & Product Cost Objectives Operational Costs Forecast
37	........ Research & Product Cost Objectives Financial Ratios
	.......... Research & Product Cost Objectives Operational Margins
38	.... Systems Investment Balance Sheet Forecast
	...... Systems Investment Operational Costs Forecast
39	........ Systems Investment Financial Ratios
	.......... Systems Investment Operational Margins
40	.... Materials & Energy Cost Scenarios Balance Sheet Forecast
	...... Materials & Energy Cost Scenarios Operational Costs Forecast
41	........ Materials & Energy Cost Scenarios Financial Ratios
	.......... Materials & Energy Cost Scenarios Operational Margins
42	.... Payroll & Staff Cost Scenarios Balance Sheet Forecast
	...... Payroll & Staff Cost Scenarios Operational Costs Forecast
43	........ Payroll & Staff Cost Scenarios Financial Ratios
	.......... Payroll & Staff Cost Scenarios Operational Margins
44	.... Administration Cost Scenarios Balance Sheet Forecast
	...... Administration Cost Scenarios Operational Costs Forecast
45	........ Administration Cost Scenarios Financial Ratios
	.......... Administration Cost Scenarios Operational Margins
46	.... Capital Cost Scenarios Balance Sheet Forecast
	...... Capital Cost Scenarios Operational Costs Forecast
47	........ Capital Cost Scenarios Financial Ratios
	.......... Capital Cost Scenarios Operational Margins
48	.... Plant & Equipment Cost Scenarios Balance Sheet Forecast
	...... Plant & Equipment Cost Scenarios Operational Costs Forecast
49	........ Plant & Equipment Cost Scenarios Financial Ratios
	.......... Plant & Equipment Cost Scenarios Operational Margins
50	.... Depreciation & Capitalization Scenarios Balance Sheet Forecast
	...... Depreciation & Capitalization Scenarios Operational Costs Forecast
51	........ Depreciation & Capitalization Scenarios Financial Ratios
	.......... Depreciation & Capitalization Scenarios Operational Margins
52	.... Short Term Borrowing Scenarios Balance Sheet Forecast
	...... Short Term Borrowing Scenarios Operational Costs Forecast
53	........ Short Term Borrowing Scenarios Financial Ratios
	.......... Short Term Borrowing Scenarios Operational Margins
54	.... Long Term Financial Scenarios Balance Sheet Forecast
	...... Long Term Financial Scenarios Operational Costs Forecast
55	........ Long Term Financial Scenarios Financial Ratios
	.......... Long Term Financial Scenarios Operational Margins
56	.... Financial & Debt Servicing Cost Scenarios Balance Sheet Forecast
	...... Financial & Debt Servicing Cost Scenarios Operational Costs Forecast
57	........ Financial & Debt Servicing Cost Scenarios Financial Ratios
	.......... Financial & Debt Servicing Cost Scenarios Operational Margins
58	.... Trading & Operating Margins & Profitability Scenarios Balance Sheet Forecast
	...... Trading & Operating Margins & Profitability Scenarios Operational Costs Forecast
59	........ Trading & Operating Margins & Profitability Scenarios Financial Ratios
	.......... Trading & Operating Margins & Profitability Scenarios Operational Margins
60	.... Profit Impact From Materials Cost Reduction Balance Sheet Forecast
	...... Profit Impact From Materials Cost Reduction Operational Costs Forecast
61	........ Profit Impact From Materials Cost Reduction Financial Ratios
	.......... Profit Impact From Materials Cost Reduction Operational Margins
62	.... Profit Impact From Payroll Cost Reduction Balance Sheet Forecast
	...... Profit Impact From Payroll Cost Reduction Operational Costs Forecast
63	........ Profit Impact From Payroll Cost Reduction Financial Ratios
	.......... Profit Impact From Payroll Cost Reduction Operational Margins
64	.... Profit Impact From Process Cost Reduction Balance Sheet Forecast
	...... Profit Impact From Process Cost Reduction Operational Costs Forecast
65	........ Profit Impact From Process Cost Reduction Financial Ratios
	.......... Profit Impact From Process Cost Reduction Operational Margins
66	.... Profit Impact From Distribution Cost Reduction Balance Sheet Forecast
	...... Profit Impact From Distribution Cost Reduction Operational Costs Forecast
67	........ Profit Impact From Distribution Cost Reduction Financial Ratios
	.......... Profit Impact From Distribution Cost Reduction Operational Margins
68	.... Capital Investments Options: Process Plant & Equipment Balance Sheet Forecast
	...... Capital Investments Options: Process Plant & Equipment Operational Costs Forecast
69	........ Capital Investments Options: Process Plant & Equipment Financial Ratios
	.......... Capital Investments Options: Process Plant & Equipment Operational Margins
70	.... Capital Investments Options: Premises Balance Sheet Forecast
	...... Capital Investments Options: Premises Operational Costs Forecast
71	........ Capital Investments Options: Premises Financial Ratios
	.......... Capital Investments Options: Premises Operational Margins
72	.... Capital Investments Options: Distribution / Handling Balance Sheet Forecast
	...... Capital Investments Options: Distribution / Handling Operational Costs Forecast
73	........ Capital Investments Options: Distribution / Handling Financial Ratios
	.......... Capital Investments Options: Distribution / Handling Operational Margins
74	.... Capital Investments Options: Customer Handling Systems Balance Sheet Forecast
	...... Capital Investments Options: Customer Handling Systems Operational Costs Forecast
75	........ Capital Investments Options: Customer Handling Systems Financial Ratios
	.......... Capital Investments Options: Customer Handling Systems Operational Margins
76	.... Product Cost Improvements Balance Sheet Forecast
	...... Product Cost Improvements Operational Costs Forecast
77	........ Product Cost Improvements Financial Ratios
	.......... Product Cost Improvements Operational Margins
78	.... Customer Handling Improvements Balance Sheet Forecast
	...... Customer Handling Improvements Operational Costs Forecast
79	........ Customer Handling Improvements Financial Ratios
	.......... Customer Handling Improvements Operational Margins
80	.... New Equity Scenarios Balance Sheet Forecast
	...... New Equity Scenarios Operational Costs Forecast
81	........ New Equity Scenarios Financial Ratios
	.......... New Equity Scenarios Operational Margins
82	.... Bank Borrowing: Base Scenarios Balance Sheet Forecast
	...... Bank Borrowing: Base Scenarios Operational Costs Forecast
83	........ Bank Borrowing: Base Scenarios Financial Ratios
	.......... Bank Borrowing: Base Scenarios Operational Margins
84	.... Bank Borrowing: 3% Inflation Scenarios Balance Sheet Forecast
	...... Bank Borrowing: 3% Inflation Scenarios Operational Costs Forecast
85	........ Bank Borrowing: 3% Inflation Scenarios Financial Ratios
	.......... Bank Borrowing: 3% Inflation Scenarios Operational Margins
86	.... Bank Borrowing: 6% Inflation Scenarios Balance Sheet Forecast
	...... Bank Borrowing: 6% Inflation Scenarios Operational Costs Forecast
87	........ Bank Borrowing: 6% Inflation Scenarios Financial Ratios
	.......... Bank Borrowing: 6% Inflation Scenarios Operational Margins
88	.... Bank Borrowing: 9% Inflation Scenarios Balance Sheet Forecast
	...... Bank Borrowing: 9% Inflation Scenarios Operational Costs Forecast
89	........ Bank Borrowing: 9% Inflation Scenarios Financial Ratios
	.......... Bank Borrowing: 9% Inflation Scenarios Operational Margins
90	.... Bond / Debentures Scenarios Balance Sheet Forecast
	...... Bond / Debentures Scenarios Operational Costs Forecast
91	........ Bond / Debentures Scenarios Financial Ratios
	.......... Bond / Debentures Scenarios Operational Margins
92	.... Asset Sales: 5% of Assets Scenarios Balance Sheet Forecast
	...... Asset Sales: 5% of Assets Scenarios Operational Costs Forecast
93	........ Asset Sales: 5% of Assets Scenarios Financial Ratios
	.......... Asset Sales: 5% of Assets Scenarios Operational Margins
94	.... Asset Sales: 10% of Assets Scenarios Balance Sheet Forecast
	...... Asset Sales: 10% of Assets Scenarios Operational Costs Forecast
95	........ Asset Sales: 10% of Assets Scenarios Financial Ratios
	.......... Asset Sales: 10% of Assets Scenarios Operational Margins
96	.... Asset Sales: 25% of Assets Scenarios Balance Sheet Forecast
	...... Asset Sales: 25% of Assets Scenarios Operational Costs Forecast
97	........ Asset Sales: 25% of Assets Scenarios Financial Ratios
	.......... Asset Sales: 25% of Assets Scenarios Operational Margins
98	.... Self Generated Funds: Worst Scenarios Balance Sheet Forecast
	...... Self Generated Funds: Worst Scenarios Operational Costs Forecast
99	........ Self Generated Funds: Worst Scenarios Financial Ratios
	.......... Self Generated Funds: Worst Scenarios Operational Margins
100	.... Self Generated Funds: Best Scenarios Balance Sheet Forecast
	...... Self Generated Funds: Best Scenarios Operational Costs Forecast
101	........ Self Generated Funds: Best Scenarios Financial Ratios
	.......... Self Generated Funds: Best Scenarios Operational Margins
102	.... Trading Credit Extension & Margin Reduction Scenarios Balance Sheet Forecast
	...... Trading Credit Extension & Margin Reduction Scenarios Operational Costs Forecast
103	........ Trading Credit Extension & Margin Reduction Scenarios Financial Ratios
	.......... Trading Credit Extension & Margin Reduction Scenarios Operational Margins
104	.... Financial data definitions

	PROMOTIONAL MIX FOR THE INDUSTRY
1	.. PROMOTIONAL MIX
2	.... Advertising
	...... i. Public presentation
	...... ii. Pervasiveness
	...... iii. Amplified expressiveness
	...... iv. Impersonality
3	............ ADVERTISING -v- SELLING
	...... Advertising : Public Presentation
	...... Advertising : Pervasiveness
	...... Advertising : Expressiveness
	...... Selling : Sales Technique
	...... Selling : Prospect Cultivation
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... Personal selling
	...... i. Personal confrontation
	...... ii. Cultivation
	...... iii. Response
8	.... Publicity
	...... i. High veracity
	...... ii. Off guard
	...... iii. Dramatization
9	............ PUBLICITY + SALES PROMOTION
	...... Publicity Effect : Accepted Veracity
	...... Publicity Effect : Off Guard perceptions
	...... Publicity Effect : Dramatization
	...... Sales Promotion : Insistent
	...... Sales Promotion : Product Demeaning
	............ Operations
10	............ Markets + Trade Cell
11	............ Products
12	............ Competitors
13	.... Sales Promotion
13	...... i. Insistent presence
	...... ii. Product demeaning
14	.... PROMOTION MIX
	...... Consumer -v- Industrial
15	............ ADVERTISING RATING
	...... Awareness Building
	...... Comprehension Building
	...... Efficient Reminding
	...... Lead Generation
	...... Legitimation & Reassurance
	............ Operations
16	............ Markets + Trade Cell
17	............ Products
18	............ Competitors
19	...... The role of advertising in marketing
	...... i. Awareness building
	...... ii. Comprehension building
	...... iii. Efficient reminding
	...... iv. Lead generation
	...... v. Legitimation
	...... vi. Reassurance
21	............ PERSONNEL SELLING RATING
	...... Selling for Distribution Channel Stock Position Increase
	...... Selling for Company Stock Position Decrease
	...... Selling for Discounted Stocks
	...... Selling for Enthusiasm Building
	...... Missionary Selling
	............ Operations
22	............ Markets + Trade Cell
23	............ Products
24	............ Competitors
25	...... The role of personal selling in marketing
26	.... PROMOTION + ORGANIZATION
27	............ ORGANIZATION RATING
	...... Formal Corporate Position in Company
	...... Formal Corporate Responsibility for Promotion
	...... Established Working Plan for Promotion
	...... Monitoring of Marketing Mix -v- Promotional Spend
	...... Formal Co-ordination of Promotional -v- Marketing Campaigns
	............ Operations
28	............ Markets + Trade Cell
29	............ Products
30	............ Competitors
31	............ MARKETING COSTS
	...... Advertising Costs
	...... Sales Costs
	...... Distribution Costs
	...... After Sales Costs
	...... Total Marketing Costs
	............ Operations
32	............ Markets + Trade Cell
33	............ Products
34	............ Competitors
35	.... HISTORIC FINANCIAL DATA
36	.... HISTORIC MARKETING COSTS & MARGINS
36	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
37	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
38	.... Financial forecast notes
39	.... PROMOTIONAL MIX BALANCE SHEET FORECASTS :
40	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
41	...... Base Forecast : Median Market Scenario Operational Costs Forecast
42	........ Base Forecast : Median Market Scenario Financial Ratios
43	.......... Base Forecast : Median Market Scenario Operational Margins
44	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
45	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
46	.... Marketing Expenditure Balance Sheet Forecast
47	...... Marketing Expenditure Operational Costs Forecast
48	........ Marketing Expenditure Financial Ratios
49	.......... Marketing Expenditure Operational Margins
50	.... Variable Marketing Cost Objectives Balance Sheet Forecast
51	...... Variable Marketing Cost Objectives Operational Costs Forecast
52	........ Variable Marketing Cost Objectives Financial Ratios
53	.......... Variable Marketing Cost Objectives Operational Margins
54	.... Selling Cost Objectives Balance Sheet Forecast
55	...... Selling Cost Objectives Operational Costs Forecast
56	........ Selling Cost Objectives Financial Ratios
57	.......... Selling Cost Objectives Operational Margins
58	.... Advertising Cost Objectives Balance Sheet Forecast
59	...... Advertising Cost Objectives Operational Costs Forecast
60	........ Advertising Cost Objectives Financial Ratios
61	.......... Advertising Cost Objectives Operational Margins
62	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
63	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
64	........ Promotional & Pricing Cost Objectives Financial Ratios
65	.......... Promotional & Pricing Cost Objectives Operational Margins
66	.... Promotional Expenditure Balance Sheet Forecast
67	...... Promotional Expenditure Operational Costs Forecast
68	........ Promotional Expenditure Financial Ratios
69	.......... Promotional Expenditure Operational Margins
71	.... Financial data definitions

PURCHASE OF INPUT MATERIALS - SUPPLIES - SERVICES

Value of Purchases of Input Materials & Services

Value of Purchases of Input Materials & Supplies and Cost of Services Bought :

This volume has coverage of all the Input Materials, Supplies and Services which affect the operation, former, current and potential, of the business. The volume analyses the existing goods and supplies purchased by 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.

Historic & Forecast Market Value Data for each Town within the Country

Historic & Forecast Market Value Data for each Town within the Country

COUNTRY SALES FOCUS : to 2045.

MARKETS.

TOWN MARKET VALUE FORECAST for each TOWN in the country.

MARKET ENVIRONMENT. Market Growth, Market Structure, Market/s Serviced.

TRADING AREA.

MARKET COVERAGE.

MARKET NORMS.

MARKET GROWTH RATE ANNUAL INDICES.

MARKET MULTIPLIERS.

INDUSTRY INDICES.

INDUSTRY PROFILE.

CUSTOMER PROFILES.

	SALES PROMOTION FOR THE INDUSTRY
1	.. SALES PROMOTION
	...... Integrating the total marketing operation
	...... i. Promotional aims
2	...... ii. Co-ordination
	...... iii. Sales-force presentation
	...... Budgeting
3	...... Frequency of promotions
	...... Matching product to promotion
	...... Different types of testing
	...... i. Conditions and restrictions
4	...... ii. Selecting services and supplies
	...... Meeting deadlines
	...... Continuity of interest
	...... Evaluating campaigns
5	............ SALES CAMPAIGNS
	...... Marketing Integration
	...... Budgeting Efficiency
	...... Campaign Performance
	...... Campaign Monitoring & Evaluation Procedures
	...... Campaign Flexibility
	............ Operations
6	............ Markets + Trade Cell
7	............ Products
8	............ Competitors
9	...... Emotional response
9	...... Increasing promotional activity
10	.... PROMOTION EVALUATION
	...... PERCEPTION OF THE MARKET
11	...... SALES PROMOTIONS RESEARCH
12	...... i. Research pre-testing
	...... ii. Research post-testing
13	...... iii. Constraints on research
	...... METHODOLOGY
14	...... PROBLEMS OF EVALUATION OF SALES PROMOTION
	...... i. Proofs of success
15	...... SALES PROMOTIONS EVALUATION CRITERIA
16	...... TACTICAL AND STRATEGIC OBJECTIVES
	...... i. Tactical below-the-line activities
	...... ii. Strategic below-the-line activities
	...... PERFORMANCE-EVALUATION CRITERIA
17	...... SALES AS THE DEPENDENT VARIABLE
18	...... MODEL RESEARCH BRIEF
	...... i. Research objectives
	...... ii. Action criteria
	...... iii. Decision criteria
	...... iv. Action standards
19	............ PROMOTIONAL PERFORMANCE
	...... Promotional Research & Methodology
	...... Promotion Evaluation & Monitoring
	...... Promotion Performance & Efficiency
	...... Promotion Targeting
	...... Promotion Flexibility
	............ Operations
20	............ Markets + Trade Cell
21	............ Products
22	............ Competitors
23	...... THRESHOLD AND TARGET GOALS
24	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
25	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
26	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
27	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
28	.... Financial forecast notes
29	............ SALES PROMOTION COSTS
	...... Advertising : Mail : Media
	...... Sales Personnel : Expenses : Materials
	...... Sale Promotion Materials : Print
	...... Sales Point-of-Sale Systems & Materials
	...... Publicity : P.R. : Exhibitions
	............ Operations
30	............ Markets + Trade Cell
31	............ Products
32	............ Competitors
33	.... HISTORIC FINANCIAL DATA
34	.... Historic Balance Sheet
35	...... Historic Costs & Margins
36	........ Historic Financial Ratios & Margins
37	.......... Historic Operational Ratios & Margins
38	.... Financial forecast notes
39	.... SALES PROMOTION FINANCIAL FORECASTS :
40	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
41	...... Base Forecast : Median Market Scenario Operational Costs Forecast
42	........ Base Forecast : Median Market Scenario Financial Ratios
43	.......... Base Forecast : Median Market Scenario Operational Margins
44	.... Marketing Expenditure Balance Sheet Forecast
45	...... Marketing Expenditure Operational Costs Forecast
46	........ Marketing Expenditure Financial Ratios
47	.......... Marketing Expenditure Operational Margins
48	.... Variable Marketing Cost Objectives Balance Sheet Forecast
49	...... Variable Marketing Cost Objectives Operational Costs Forecast
50	........ Variable Marketing Cost Objectives Financial Ratios
51	.......... Variable Marketing Cost Objectives Operational Margins
52	.... Selling Cost Objectives Balance Sheet Forecast
53	...... Selling Cost Objectives Operational Costs Forecast
54	........ Selling Cost Objectives Financial Ratios
55	.......... Selling Cost Objectives Operational Margins
56	.... Advertising Cost Objectives Balance Sheet Forecast
57	...... Advertising Cost Objectives Operational Costs Forecast
58	........ Advertising Cost Objectives Financial Ratios
59	.......... Advertising Cost Objectives Operational Margins
60	.... Promotional & Pricing Cost Objectives Balance Sheet Forecast
61	...... Promotional & Pricing Cost Objectives Operational Costs Forecast
62	........ Promotional & Pricing Cost Objectives Financial Ratios
63	.......... Promotional & Pricing Cost Objectives Operational Margins
64	.... Promotional Expenditure Balance Sheet Forecast
65	...... Promotional Expenditure Operational Costs Forecast
66	........ Promotional Expenditure Financial Ratios
67	.......... Promotional Expenditure Operational Margins
68	.... Sales & Marketing Cost Scenarios Balance Sheet Forecast
69	...... Sales & Marketing Cost Scenarios Operational Costs Forecast
70	........ Sales & Marketing Cost Scenarios Financial Ratios
71	.......... Sales & Marketing Cost Scenarios Operational Margins
73	.... Financial data definitions

	SALESFORCE DECISIONS FOR THE INDUSTRY
1	.. SALES FORCE DECISIONS
2	...... BUYER-SELLER RELATIONSHIP
	...... SALES TASKS
	...... i. Prospecting
	...... ii. Communicating
	...... iii. Selling
	...... iv. Servicing
	...... v. Information gathering
	...... vi. Allocating
3	............ SALESFORCE INTERACTION
	...... Customer Prospecting
	...... Customer Communications
	...... Selling
	...... Customer Servicing
	...... Information Gathering & Usage
	............ Operations
4	............ Markets + Trade Cell
5	............ Products
6	............ Competitors
7	.... SALES FORCE SIZE DECISIONS
7	...... SALESMAN PRODUCTIVITY APPROACH
8	...... SALESMAN WORKLOAD APPROACH
9	.... SALES FORCE DESIGN
	...... SALES-FORCE STRUCTURE
	...... i. TERRITORIAL-STRUCTURED SALES FORCE
	...... ii. PRODUCT-STRUCTURED SALES FORCE
10	...... iii. CUSTOMER-STRUCTURED SALES FORCE
	...... iv. COMPLEX SALES-FORCE STRUCTURES
	...... TERRITORIAL DESIGN
11	............ SALESFORCE STRUCTURE
	...... Territory Value Structured
	...... Workload Structured
	...... Territory Structured
	...... Product Structured
	...... Customer Structured
	............ Operations
12	............ Markets + Trade Cell
13	............ Products
14	............ Competitors
15	...... i. TERRITORY SIZE
	...... ii. TERRITORY SHAPE
16	.... SALES FORCE SELECTION
	...... SALESMEN SELECTION
	...... WHAT MAKES A GOOD SALESMAN?
17	...... RECRUITMENT PROCEDURES
	...... APPLICANT-RATING PROCEDURES
18	.... SALES FORCE TRAINING
19	.... SALES FORCE COMPENSATION
	........ Income regularity
	........ Reward for above-average performance
	........ Fairness
	........ Control
	........ Economy
	........ Simplicity
20	...... LEVEL OF COMPENSATION
	...... ELEMENTS OF COMPENSATION
21	...... i. STRAIGHT SALARY
	...... ii. STRAIGHT COMMISSION
22	...... iii. COMBINATION SALARY AND COMMISSION
	...... STRUCTURE OF COMPENSATION
23	............ SALESFORCE EMPLOYMENT
	...... Recruitment Procedures
	...... Applicant Vetting & Selection Procedures
	...... Salesforce Training
	...... Salesforce Compensation
	...... Compensation & Incentivization Development
23	............ Operations
24	............ Markets + Trade Cell
25	............ Products
26	............ Competitors
27	.... SALES FORCE SUPERVISION
	...... DIRECTING SALESMEN
	...... i. DEVELOPING CUSTOMER CALL NORMS
28	...... ii. DEVELOPING PROSPECT CALL NORMS
30	...... MOTIVATING SALESMEN
	...... i. ORGANIZATIONAL CLIMATE
	...... ii. SALES QUOTAS
32	...... iii. POSITIVE INCENTIVES
	...... EFFECTIVENESS OF SALES INCENTIVES
33	............ SALESFORCE SUPERVISION
	...... Direction: Customer Call Norms
	...... Direction: Prospect Development
	...... Motivation: Organization
	...... Motivation: Sales Quotas
	...... Motivation: Incentives
	............ Operations
34	............ Markets + Trade Cell
35	............ Products
36	............ Competitors
37	.... SALES FORCE EVALUATION
37	...... SOURCES OF INFORMATION
38	...... Report on new business secured
	...... Report on lost business
	...... Report on local business and economic conditions
	...... FORMAL EVALUATION OF PERFORMANCE
	...... i. SALESMAN-TO-SALESMAN COMPARISONS
39	...... ii. CURRENT-TO-PAST-SALES COMPARISONS
	...... iii. QUALITATIVE APPRAISAL OF SALESMEN
40	.... HISTORIC MARKETING COSTS & MARGINS
	...... SALES COSTS
	...... DISTRIBUTION + HANDLING COSTS
	...... ADVERTISING COSTS
	...... AFTER-SALES COSTS
	...... TOTAL MARKETING COSTS
41	.... HISTORIC MARKETING COST RATIOS & MARGINS
	...... PROFIT RATIOS
	...... MARKETING RATIO
	...... MARKETING OPERATIONAL RATIOS
	...... MARKETING COSTS
42	.... MARKETING COSTS FORECAST
	...... SALES COSTS FORECAST
	...... DISTRIBUTION + HANDLING COSTS FORECAST
	...... ADVERTISING COSTS FORECAST
	...... AFTER-SALES COSTS FORECAST
	...... TOTAL MARKETING COSTS FORECAST
43	.... MARKETING MARGINS + RATIOS FORECAST
	...... PROFIT RATIOS FORECAST
	...... MARKETING RATIOS FORECAST
	...... MARKETING OPERATIONAL RATIOS FORECAST
	...... MARKETING FACTORS FORECAST
44	.... Financial forecast notes
45	............ SALESFORCE EVALUATION
	...... Sales Information Monitoring
	...... Sales Performance Reporting
	...... Sales Evaluation: Personal Comparisons
	...... Sales Evaluation: Sales Period Comparisons
	...... Sales Evaluation: Qualitative Comparisons
45	............ Operations
46	............ Markets + Trade Cell
47	............ Products
48	............ Competitors
49	............ SALESFORCE COSTS
	...... Sales Personnel Costs : Fixed
	...... Sales Personnel Costs : Variable
	...... Sales Personnel Expenses
	...... Sales Overhead Expenses
	...... Sales Material Costs
	............ Operations
50	............ Markets + Trade Cell
51	............ Products
52	............ Competitors
53	.... HISTORIC FINANCIAL DATA
54	.... Historic Balance Sheet
55	...... Historic Costs & Margins
56	........ Historic Financial Ratios & Margins
57	.......... Historic Operational Ratios & Margins
58	.... Financial forecast notes
59	.... SALESFORCE DECISIONS FINANCIAL FORECASTS :
60	.... Base Forecast : Median Market Scenario Balance Sheet Forecast
61	...... Base Forecast : Median Market Scenario Operational Costs Forecast
62	........ Base Forecast : Median Market Scenario Financial Ratios
63	.......... Base Forecast : Median Market Scenario Operational Margins
64	.... Marketing Expenditure Balance Sheet Forecast
65	...... Marketing Expenditure Operational Costs Forecast
66	........ Marketing Expenditure Financial Ratios
67	.......... Marketing Expenditure Operational Margins
68	.... Export Sales Improvement Balance Sheet Forecast
69	...... Export Sales Improvement Operational Costs Forecast
70	........ Export Sales Improvement Financial Ratios
71	.......... Export Sales Improvement Operational Margins
72	.... Personnel + Staff Improvement Balance Sheet Forecast
73	...... Personnel + Staff Improvement Operational Costs Forecast
74	........ Personnel + Staff Improvement Financial Ratios
75	.......... Personnel + Staff Improvement Operational Margins
76	.... Fixed Marketing Cost Objectives Balance Sheet Forecast
77	...... Fixed Marketing Cost Objectives Operational Costs Forecast
78	........ Fixed Marketing Cost Objectives Financial Ratios
79	.......... Fixed Marketing Cost Objectives Operational Margins
80	.... Variable Marketing Cost Objectives Balance Sheet Forecast
81	...... Variable Marketing Cost Objectives Operational Costs Forecast
82	........ Variable Marketing Cost Objectives Financial Ratios
83	.......... Variable Marketing Cost Objectives Operational Margins
84	.... Selling Cost Objectives Balance Sheet Forecast
85	...... Selling Cost Objectives Operational Costs Forecast
86	........ Selling Cost Objectives Financial Ratios
87	.......... Selling Cost Objectives Operational Margins
88	.... Sales Cost Improvement Balance Sheet Forecast
89	...... Sales Cost Improvement Operational Costs Forecast
90	........ Sales Cost Improvement Financial Ratios
91	.......... Sales Cost Improvement Operational Margins
92	.... Promotional Expenditure Balance Sheet Forecast
93	...... Promotional Expenditure Operational Costs Forecast
94	........ Promotional Expenditure Financial Ratios
95	.......... Promotional Expenditure Operational Margins
96	.... Sales Personnel + Staff Improvement Balance Sheet Forecast
97	...... Sales Personnel + Staff Improvement Operational Costs Forecast
98	........ Sales Personnel + Staff Improvement Financial Ratios
99	.......... Sales Personnel + Staff Improvement Operational Margins
100	.... Sales & Marketing Cost Scenarios Balance Sheet Forecast
101	...... Sales & Marketing Cost Scenarios Operational Costs Forecast
102	........ Sales & Marketing Cost Scenarios Financial Ratios
103	.......... Sales & Marketing Cost Scenarios Operational Margins
105	.... Financial data definitions

Strategic Analysis and Conclusions

Full Strategic Analysis and Conclusions

1997 to 2045

Geographic + Product + Competitor + Operations coverage
Introduction
Trade cell
Critical factors for profitability.

BASE FINANCIAL FORECAST
Median Market Scenario Balance Sheet
Operational Costs + Margins
Ratios Forecast.

MARKET ENVIRONMENT
Market growth
Market structure
Market serviced
Market serviced
Customer factors
Concentrations of purchases - end users
% Of physical number of end user customers,
Concentrations of purchases - immediate customers,
% Of physical number of immediate customers.

THE PRODUCT
Product life cycle and stages in the life cycle
The Gompertz analysis, Introductory stage
Dynamic stage
Maturity stage
Market share - life cycle - profitability
Quality - life cycle - profitability
Product range - life cycle stage - profitability
Product range - profitability - capital intensity.

MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
Market share & customised or specified products
Profitability - high market share - product uniqueness
Relative product pricing in the trade cell

INDEX OF PRICING.
PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS.
PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS.

PRODUCT QUALITY
Relative product quality in the trade cell
Index of quality
Value scale for quality.

QUALITY IMPROVEMENT EFFECT FORECASTS
Profitability & products
Relative product quality & profitability
Circumstances where ROI is greater than the index
Quality - profitability & concentrated markets
Product quality & relative market share
Product quality - profitability & market growth.

NEW PRODUCTS
Index of new products
New Product Development.

PROFITABILITY - MARKET GROWTH & NEW PRODUCT INTRODUCTIONS
New product introductions - inflation & profitability
New product introductions - investment in new plant + equipment & profitability
New products - product quality & profitability.

COMPETITION
Market share
Market share & product profitability
Circumstances where ROI is greater than average
Product profitability & relative market share
Product - forecasted market shares
Market share %
Relative market shares in the trade cell
Relative market share
Nature of the competitive situation
Entry & exit of competitors
Evidence of competitor entry + exit
Relative strengths of competitors
Relative strength of competitors in the market
Perfectness of the market
Relative perfectness of the markets.

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:
Market Share Building Objectives.
Market Share Holding Objectives.
Market Share Harvesting Objectives.
Capital Investments Options: Process Plant & Equipment Balance Sheet.
Operational Costs + Margins. Ratios Forecast.
Capital Investments Options: Premises.
Capital Investments Options: Distribution / Handling.
Capital Investments Options: Customer Handling Systems Balance Sheet.
Operational Costs + Margins. Ratios Forecast.

Surveys of 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 are given as a MATRIX which includes each of the major areas of operation, viz, subsidiaries, divisions, brands, product groups and market sectors. The matrix is given in two separate data sets of up to fifteen of these groupings.

PERFORMANCE: Credibility, Customer Confidence, Reputation, Staff Efficiency & Performance, Integrity, Truth + Honesty, Written + Verbal Communications, Customer service - Handling - Complaints - Problems, Comprehension + Awareness of Product, Customer Response + Information, Promotion, Advertising, Documentation, Contracts. Current & Forecast Data.

STATUS, STANDING, COMPETITIVENESS: Operations, Manpower, Costs, Margins, Products, Managers, Corporate, Distribution, Customers, Marketing, Competition, Reputation, Promotion, Competence. Current & Forecast Data.

THE SURVEYS: Over 600 vital questions answered in these surveys. Analysis isolates the person behind the purchase decisions (at various levels) and analyses the situation before, during and after the purchase.

END USERS + CONSUMERS: Figures by EACH Country, Companies, Division by each CONSUMER Question. BUYERS: Figures for Buyers by EACH Country, Companies, 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, Companies, 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 Competitor's survey results with the National averages and norms. National Surveys can also be regarded as being the Competitive averages for each National market - thus one can see the relative performance of the Companies in the market-place. In competitive markets, Image and Customer Surveys on the Competitors isolate and identify problem areas for the competitors and thereby identify opportunities for the Companies. National Surveys cover all the topics mentioned above for the Companies 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.

TRADE CELL ISSUES	Description
RELATIVE STATURE
PREVALENT AWARENESS BY CUSTOMERS	common buyer recognition of the business and its products
PREVAILING REPUTATION	overall position
PERCEPTION OF PRODUCTS	stature of products
RECOGNITION OF PRODUCT QUALITY	appraisal of product excellence
PERCEPTION OF SERVICE SUPPORT	level of service proffered
PERCEPTION OF CLIENT TREATMENT	level of client management and relationship
COMPETITIVE PROMOTIONAL PRACTICE
EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY	evaluation of overall sales promotion undertakings
MERIT OF ADVERTISING	understanding of advertising stance and the advertising intent
VALUE OF SALES PERSONNEL	potency of sales and marketing staff
CALIBER OF SALES PRINT	clarity of sales literature and print
COMPETITIVE PRODUCT AVAILABILITY
GRADING OF PRODUCT AVAILABILITY	grading of routine product availability
MERIT OF PRODUCT DEFINITION	proficiency of product specifications
GRADING OF ON-TIME DELIVERY	accomplishment of on-time delivery track record
RATING OF UNIMPAIRED ORDER DELIVERY	confidence in overall order delivery performance
RATING OF ORDER HANDLING	proficiency of order supervision and order taking
RATING OF CAPACITY TO PROVIDE	capacity to furnish products as contracted
COMPETITIVE MARKETING APTITUDE
CALIBER OF MARKETING EXPERTISE	caliber of prevalent marketing expertise
EVALUATION OF MARKETING RESPONSE	marketing experience and proficiency amid personnel
EVALUATION OF MARKETING TECHNIQUE	utilization of marketing techniques
EVALUATION OF PROMOTIONAL DOCUMENTATION	lucidity of promotional documentation and print
EVALUATION OF PROMOTIONAL + SALES DECAY	degree of promotional rejection and sales decay
EVALUATION OF ADVERTISING DEXTERITY	recognition of prevalent advertising adroitness and execution
MARKET COMPONENTS
CONSCIOUSNESS OF PRODUCT PRICING	consciousness of product pricing
PRODUCT EXCELLENCE	recognition of product excellence
CLIENT SERVICE	completion of client instructions and the character of service delivered
RELIABLE DELIVERY	confidence in punctual delivery
SERVICE RELIABILITY	score of service reliability
SERVICE STANDARDS	attainment of service standards
SERVICE CONDUCT	routine smoothness of the service function and procedures used
SERVICE CONVENIENCE	satisfaction with service convenience
PRODUCT DELIVERY SYSTEM	reputation of the distribution system and its efficacy
RESPONSIVENESS OF CLIENT TREATMENT	client treatment, versatile and propensity to assist
OBSERVANCE OF FAIR TERMS OF BUSINESS	fairness and observance of commercial & contractual terms of business
SALES STAFF ACHIEVEMENT
PRIMARY CONTACT	original contact and comprehension
ORDER HANDLING STAFF	relationship with order handling staff
SALES STAFF	negotiations with sales and marketing personnel
ADMINISTRATION STAFF	performance of administration and account staff
SALES MANAGEMENT	dealings with sales managers and staff
SALES PERSONNEL	deportment of sales personnel
CORPORATE SALES ELEMENTS
UPSTREAM SALES CONSOLIDATION	comparative upstream sales coordination
DOWNSTREAM PROMOTIONAL HARMONIZATION	observance of downstream promotional harmonization
CAPTIVE SALES CONDUITS	conduct of captive sales mechanisms
DEPENDENCE ON SELLING OUTLETS	dependence on selling outlets
OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING	application of segmented promotional Endeavour
BENEFITS OF SEGMENTED MARKETING	support of segmented marketing activity
CAPTIVE CUSTOMER BASES	acquisition and influence of specific customer bases
COMPETITIVE SALES CHANNEL AWARENESS
WAREHOUSING & HANDLING	proficiency of warehousing and handling
PACKING & PACKAGING	character and refinement of packing and packaging
SALES ACTIVITY	conduct of regular sales undertakings
STOCK AVAILABILITY	normal stock availability
CUSTOMER SATISFACTION	prevailing customer fulfillment
COMPETITIVE CLIENT AWARENESS
LOCATION OF CUSTOMERS	geographic location and distribution of the customer base
CAPTIVENESS OF THE CUSTOMER BASE	captiveness of prevailing customer bases
CUSTOMER BASE LOYALTY	fidelity of the current customer base
CONCENTRATION OF PURCHASES	comparative focus of customer purchases
PURCHASE FREQUENCY	frequency of typical buyer purchases
ORDER SIZE	average order size and content of customer purchase
CUSTOMER SERVICING	prevalent level of customer maintenance
SEASONALITY	seasonality of consumer use of products
COMPETITIVE PROMOTIONAL CONSIDERATIONS
ADVERTISING & SALES PROMOTION	prevailing advertising and sales promotion message
MARKETING	marketing overhead & application and sales decay
SALES PROMOTION	explicit sales promotions and activity
SALESFORCE	salesforce potency and accomplishment
ADVERTISING	advertising effectiveness
COMPETITOR CONSEQUENCES
PRICING CONDUCT	regular pricing guidelines and its execution
ECONOMIC ENVIRONMENT	conjectural reverberation of the economic climate and environment
COMPARATIVE MARKETING ACTIVITY	prevailing competitive marketing activity
RESPONSE TO OPPONENTS	response to opponents' behavior and methods
NEW COMPETITORS	invariable reflex to the market entry of challengers
PRICES AT MSP	acceptability of base prices
PRICE INCREASES	capacity to contend with and respond to price increases
PRICES AT RSP	overall competitiveness of end users sales prices
MARKET SHARE	average comparative market share

TRADE CELL CONSIDERATIONS	Description
COMPANY PHYSICAL MARKETING CONCERNS
PHYSICAL MARKETING OBSTACLES	physical marketing obstacles and difficulties
PHYSICAL MARKETING RESOURCES	physical marketing resources
PHYSICAL ADVERTISING POTENTIAL	physical advertising potential
RESPONSIVENESS OF ADVERTISING REACTION	responsiveness of advertising reaction
ADROITNESS TO MODIFY MARKETING EFFORT	expertise to improve the marketing tasks
CLIENT HANDLING SYSTEMS & EQUIPMENT	customer administration infrastructure and equipment
ADVERTISING & MARKETING MATERIALS ELEMENT
ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES	marketing materials and supplies procurement
ADVERTISING & MARKETING MATERIALS STOCK LEVELS	stock levels & inventories of marketing materials & supplies
DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS	dependence on outside marketing suppliers
ADVERTISING BUYING INFLUENCE	advertising buying influence and purchasing power
SALES PERSONNEL PERCEPTIONS
SALES PERSONNEL ACCESSIBILITY	sales & marketing personnel accessibility
SALES EMPLOYEES RELATIONS	sales employees rapport
PRESSURE OF SALESFORCE WAGE RISES	salesforce salary rises and demands
RELATIVE SALES PAYROLL LEVELS	salesforce payroll levels in comparison to competitors
RELATIVE SALES INCENTIVE LEVELS	salesforce reward levels relative to competitors
SALESFORCE SPECIALIZED EXPERTISE	specialized expertise of sales personnel
MARKETING COSTS & MARGIN CONCERNS
MARKETING SUPPLIES INVENTORY LEVELS	marketing supplies reserves and inventory levels
VARIABLE MARKETING COSTS	flexibility of variable sales & marketing costs
FIXED MARKETING COSTS	flexibility of fixed marketing costs
MARKETING PAYROLL COSTS	responsiveness of marketing manpower and staff costs
DIRECT MARKETING COSTS RELATIVE TO COMPETITORS	direct marketing costs relative to major competitors
PRODUCT DEVELOPMENT COSTS	product launch / innovation & product development costs
PRODUCT ADVERTISING + MARKETING
QUALITY	product quality
PRODUCT SPECIFICATIONS	product specifications
DESIGN	product design and utility
OPERATING CRITERIA	product operating requirements and operating suitability
PRODUCT EFFICIENCY	product efficiency and performance
PRODUCT RELIABILITY	product dependability and integrity
PRODUCT LONGEVITY	product longevity and shelf life
PRODUCT LIFE CYCLE	product life cycle and obsolescence
PRODUCT CUSTOMIZATION	degree of product customization and flexibility
PRODUCT TECHNOLOGY	product technology and technological advantage
PRODUCT USAGE	product interchangeability and usage
MARKETING MANAGEMENT STRENGTHS
MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL	strengths of senior marketing personnel
MANAGEMENT STRENGTHS: SALESFORCE MANAGERS	effectiveness of salesforce managers
MANAGEMENT STRENGTHS: SALES & MARKETING STAFF	performance of sales and marketing managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS	efficiency of customer handling managers
MANAGEMENT STRENGTHS: TECHNICAL APTITUDE	aptitude and technical capability of sales managers
MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY	reliability of customer handling managers
CORPORATE MARKETING CONSIDERATIONS
UPSTREAM MARKETING STRATEGIES	upstream consolidation of marketing strategies
DOWNSTREAM MARKETING TACTICS	downstream co-ordination of marketing tactics
CAPTIVE MARKETING CHANNELS	captive marketing channels
RELIANCE ON EXTERNAL MARKETING	reliance on third party marketing & sales effort
RELIANCE ON EXTERNAL PROMOTION	reliance on outside promotional effort en-route to the market
RELIANCE ON EXTERNAL MARKETING SUPPORT	reliance on third party marketing activity for sales support
RELIANCE ON CUSTOMERS ATTITUDES	reliance on customers attitudes to corporate factors
DISTRIBUTION MARKETING CONSIDERATIONS
WAREHOUSING & HANDLING	warehousing and handling
PACKING & PACKAGING	packing and packaging
DISTRIBUTION	distribution activities
STOCK AVAILABILITY	stock availability
ORDER PROCESSING	order processing
CUSTOMER TOPICS
LOCATION OF CUSTOMERS	geographic location of the customer base
RELIANCE ON CUSTOMER BASE	reliance on distinct customer bases
CAPTIVE CUSTOMER BASE	captive and assured customer base
CONCENTRATION OF CUSTOMERS	concentration of customers
PRODUCT USAGE FREQUENCY	frequency of product usage
ORDER VALUE	order value and volume of average turnover
RELATIVE CUSTOMER SERVICING	customer servicing relative to competitors
SEASONALITY OF DEMAND	seasonality of demand and customer purchases
COMPETITIVE MARKETING CONSIDERATIONS
ADVERTISING & SALES PROMOTION	advertising and sales promotion posture and activity
MARKETING COSTS	total marketing costs
SALES PROMOTION COSTS	sales promotion costs
SELLING COSTS	salesforce and selling costs and expenses
ADVERTISING COSTS	advertising costs
COMPETITOR CONSIDERATIONS
COMPETITORS' PRICING GUIDELINES	competitors' pricing procedures and stance
SENSITIVITY TO ECONOMIC CONDITIONS	sensitivity to economic conditions
RELATIVE MARKETING SPEND	marketing spend relative to competitors
COMPETITORS' COMBATIVENESS	combativeness of competitors' conduct and attitude
ACCESS OF NEW COMPETITORS	access of new competitors into the market
PRICES AT MSP	prices at manufacturers sales price
PRICE INCREASES AT MSP	previous price increases at manufacturing level
PRICES AT RSP	prices at retail or end users sales price
MARKET SHARE	market share

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 (Democratic Republic), Congo (Republic), Costa Rica, Cote d'Ivoire, Croatia, Cuba, Cyprus, Czech Republic, Denmark, Djibouti, Dominica, Dominican Republic, Ecuador, Egypt, El Salvador, Equatorial Guinea, Estonia, Ethiopia, Falkland Islands, Fiji, Finland, France, French Guiana, French Polynesia, Gabon, Gambia, Georgia, Germany, East Germany, West Germany, Ghana, Greece, Greenland, Grenada, Guadeloupe, Guam, Guatemala, Guinea, Guinea-Bissau, Guyana, Haiti, Honduras, Hong Kong, Hungary, Iceland, India, Indonesia, Iran, Iraq, Ireland, Israel, Italy, Jamaica, Japan, Jordan, Kazakhstan, Kenya, Kiribati, Kuwait, Kyrgyzstan, Laos, Latvia, Lebanon, Lesotho, Liberia, Libya, Liechtenstein, Lithuania, Luxembourg, Macau, Madagascar, Malawi, Malaysia, Maldives, Mali, Malta, Martinique, Mauritania, Mauritius, Mexico, Moldova, Monaco, Mongolia, Morocco, Mozambique, Namibia, Nauru, Nepal, Netherlands, Netherlands Antilles, New Caledonia, New Zealand, Nicaragua, Niger, Nigeria, North Korea, Norway, Oman, Pakistan, Panama, Papua New Guinea, Paraguay, Peru, Philippines, Poland, Portugal, Puerto Rico, Qatar, Reunion, Romania, Russia, Rwanda, Saint Kitts-Nevis, Saint Lucia, Saint Vincent, Samoa, San Marino, Sao Tome & Principe, Saudi Arabia, Senegal, Serbia & Montenegro, Seychelles, Sierra Leone, Singapore, Slovakia, Slovenia, Solomon Islands, Somalia, South Africa, South Korea, Spain, Sri Lanka, Sudan, Suriname, Swaziland, Sweden, Switzerland, Syria, Taiwan, Tajikistan, Tanzania, Thailand, Togo, Tonga, Trinidad & Tobago, Tunisia, Turkey, Turkmenistan, Tuvalu, Uganda, Ukraine, United Arab Emirates, United Kingdom, United States of America, Uruguay, USSR (Former + New States - available for historic regressional analysis), Uzbekistan, Vanuatu, Venezuela, Vietnam, Virgin Islands UK, Virgin Islands US, Western Sahara, Yemen, Yugoslav Federation, Zambia, Zimbabwe.

HISTORIC FINANCIAL DATA:
Historic Balance Sheet
Historic Costs & Margins
Historic Financial Ratios & Margins
Historic Operational Ratios & Margins.

WORLD MARKETS FINANCIAL FORECASTS :
Base Forecast : Median Market Scenario
Export Sales Improvement
Target Markets Development
Overseas Development.