COMPETITIVE ISSUES

Competitive Issues Grid

 

The Competitive Issues Grid shown below refers to the Competitive Issues datafiles which are found as both Excel spreadsheets and Access database tables.

Whereas the data provided in the datafiles enable the reader to produce factor specific conclusions, as well as both graphic representations and programmatically generated forecasting models, the reader can further use this data to produce checklists and programming matrices based on one’s own evaluation of the factors. To this end the document matrix below, and/or the (‘COMPETITIVE.xls’ in the ‘../xls’ folder), can be used by the reader. Alternatively, this grid (‘COMPETITIVE.htm’ in the ‘../HTM’ folder) can be opened in Word, completed, and then copied and pasted into an Excel spreadsheet (preserving all the relevant cells) after completion. For further information on the fields within the Grid and on the manipulation of the data please refer to the definition file .

SECTORS

01

02

03

04

05

06

07

08

09

10

11

12

13

14

15

 

1

                

2

               

3

               

4

               

5

               

6

               

7

               

8

               

9

               

10

               

11

               

12

               

13

               

14

               

15

               

              

                   

ISSUES

 

TOTAL

for

ISSUE

 

                 

C8I_01

RELATIVE STATURE

                 
 

PREVALENT AWARENESS BY CUSTOMERS

                 
 

PREVAILING REPUTATION

                 
 

PERCEPTION OF PRODUCTS

                 
 

RECOGNITION OF PRODUCT QUALITY

                 
 

PERCEPTION OF SERVICE SUPPORT

                 
 

PERCEPTION OF CLIENT TREATMENT

                 
 

Total for Sector:

                 

C8I_02

COMPETITIVE PROMOTIONAL PRACTICE

                 
 

EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY

                 
 

MERIT OF ADVERTISING

                 
 

VALUE OF SALES PERSONNEL

                 
 

CALIBER OF SALES PRINT

                 
 

  Total for Sector:

                 

C8I_03

COMPETITIVE PRODUCT AVAILABILITY

                 
 

GRADE OF PRODUCT AVAILABILITY

                 
 

MERIT OF PRODUCT DEFINITION

                 
 

GRADING OF ON-TIME DELIVERY

                 
 

RATING OF UNIMPAIRED ORDER DELIVERY

                 
 

RATING OF ORDER HANDLING

                 
 

RATING OF CAPACITY TO PROVIDE

                 
 

  Total for Sector:

                 

C8I_04

COMPETITIVE MARKETING APTITUDE

                 
 

CALIBER OF MARKETING EXPERTISE

                 
 

EVALUATION OF MARKETING RESPONSE

                 
 

EVALUATION OF MARKETING TECHNIQUE

                 
 

EVALUATION OF PROMOTIONAL DOCUMENTATION

                 
 

EVALUATION OF PROMOTIONAL + SALES DECAY

                 
 

EVALUATION OF ADVERTISING DEXTERITY

                 
 

  Total for Sector:

                 

C8I_05

MARKET COMPONENTS

                 
 

CONSCIOUSNESS OF PRODUCT PRICING

                 
 

PRODUCT EXCELLENCE

                 
 

CLIENT SERVICE

                 
 

RELIABLE DELIVERY

                 
 

SERVICE RELIABILITY

                 
 

SERVICE STANDARDS

                 
 

SERVICE CONDUCT

                 
 

SERVICE CONVENIENCE

                 
 

PRODUCT DELIVERY SYSTEM

                 
 

RESPONSIVENESS OF CLIENT TREATMENT

                 
 

OBSERVANCE OF FAIR TERMS OF BUSINESS

                 
 

  Total for Sector:

                 

C8I_06

SALES STAFF ACHIEVEMENT

                 
 

PRIMARY CONTACT

                 
 

ORDER HANDLING STAFF

                 
 

SALES STAFF

                 
 

ADMINISTRATION STAFF

                 
 

SALES MANAGEMENT

                 
 

SALES PERSONNEL

                 
 

  Total for Sector:

                 

C8I_07

CORPORATE SALES ELEMENTS

                 
 

UPSTREAM SALES CONSOLIDATION

                 
 

DOWNSTREAM PROMOTIONAL HARMONIZATION

                 
 

CAPTIVE SALES CONDUITS

                 
 

DEPENDENCE ON SELLING OUTLETS

                 
 

OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING

                 
 

BENEFITS OF SEGMENTED MARKETING

                 
 

CAPTIVE CUSTOMER BASES

                 
 

  Total for Sector:

                 

C8I_08

COMPETITIVE SALES CHANNEL AWARENESS

                 
 

WAREHOUSING & HANDLING

                 
 

PACKING & PACKAGING

                 
 

SALES ACTIVITY

                 
 

STOCK AVAILABILITY

                 
 

CUSTOMER SATISFACTION

                 
 

WAREHOUSING & HANDLING

                 
 

PACKING & PACKAGING

                 
 

SALES ACTIVITY

                 
 

STOCK AVAILABILITY

                 
 

CUSTOMER SATISFACTION

                 
 

  Total for Sector:

                 

C8I_09

COMPETITIVE CLIENT AWARENESS

                 
 

LOCATION OF CUSTOMERS

                 
 

CAPTIVENESS OF THE CUSTOMER BASE

                 
 

CUSTOMER BASE LOYALTY

                 
 

CONCENTRATION OF PURCHASES

                 
 

PURCHASE FREQUENCY

                 
 

ORDER SIZE

                 
 

CUSTOMER SERVICING

                 
 

SEASONALITY

                 
 

  Total for Sector:

                 

C8I_10

COMPETITIVE PROMOTIONAL CONSIDERATIONS

                 
 

ADVERTISING & SALES PROMOTION

                 
 

MARKETING

                 
 

SALES PROMOTION

                 
 

SALESFORCE

                 
 

ADVERTISING

                 
 

  Total for Sector:

                 

C8I_11

COMPETITOR CONSEQUENCES

                 
 

PRICING CONDUCT

                 
 

ECONOMIC ENVIRONMENT

                 
 

COMPARATIVE MARKETING ACTIVITY

                 
 

RESPONSE TO OPPONENTS

                 
 

NEW COMPETITORS

                 
 

PRICES AT MSP

                 
 

PRICE INCREASES

                 
 

PRICES AT RSP

                 

  Total for Sector:

                 

 

                 

C9C_01

COMPANY PHYSICAL MARKETING CONCERNS

                 
 

PHYSICAL MARKETING OBSTACLES

                 
 

PHYSICAL MARKETING RESOURCES

                 
 

PHYSICAL ADVERTISING POTENTIAL

                 
 

RESPONSIVENESS OF ADVERTISING REACTION

                 
 

ADROITNESS TO MODIFY MARKETING EFFORT

                 
 

CLIENT HANDLING SYSTEMS & EQUIPMENT

                 
 

  Total for Sector:

                 

C9C_02

ADVERTISING & MARKETING MATERIALS ELEMENT

                 
 

ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES

                 
 

ADVERTISING & MARKETING MATERIALS STOCK LEVELS

                 
 

DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS

                 
 

ADVERTISING BUYING INFLUENCE

                 
 

  Total for Sector:

                 

C9C_03

SALES PERSONNEL PERCEPTIONS

                 
 

SALES PERSONNEL ACCESSIBILITY

                 
 

SALES EMPLOYEES RELATIONS

                 
 

PRESSURE OF SALESFORCE WAGE RISES

                 
 

RELATIVE SALES PAYROLL LEVELS

                 
 

RELATIVE SALES INCENTIVE LEVELS

                 
 

SALESFORCE SPECIALIZED EXPERTISE

                 
 

  Total for Sector:

                 

C9C_04

MARKETING COSTS & MARGIN CONCERNS

                 
 

MARKETING SUPPLIES INVENTORY LEVELS

                 
 

VARIABLE MARKETING COSTS

                 
 

FIXED MARKETING COSTS

                 
 

MARKETING PAYROLL COSTS

                 
 

DIRECT MARKETING COSTS RELATIVE TO COMPETITORS

                 
 

PRODUCT DEVELOPMENT COSTS

                 
 

  Total for Sector:

                 

C9C_05

PRODUCT ADVERTISING + MARKETING

                 
 

QUALITY

                 
 

PRODUCT SPECIFICATIONS

                 
 

DESIGN

                 
 

OPERATING CRITERIA

                 
 

PRODUCT EFFICIENCY

                 
 

PRODUCT RELIABILITY

                 
 

PRODUCT LONGEVITY

                 
 

PRODUCT LIFE CYCLE

                 
 

PRODUCT CUSTOMIZATION

                 
 

PRODUCT TECHNOLOGY

                 
 

PRODUCT USAGE

                 
 

  Total for Sector:

                 

C9C_06

MARKETING MANAGEMENT STRENGTHS

                 
 

MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL

                 
 

MANAGEMENT STRENGTHS: SALESFORCE MANAGERS

                 
 

MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

                 
 

MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS

                 
 

MANAGEMENT STRENGTHS: TECHNICAL APTITUDE

                 
 

MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY

                 
 

  Total for Sector:

                 

C9C_07

CORPORATE MARKETING CONSIDERATIONS

                 
 

UPSTREAM MARKETING STRATEGIES

                 
 

DOWNSTREAM MARKETING TACTICS

                 
 

CAPTIVE MARKETING CHANNELS

                 
 

RELIANCE ON EXTERNAL MARKETING

                 
 

RELIANCE ON EXTERNAL PROMOTION

                 
 

RELIANCE ON EXTERNAL MARKETING SUPPORT

                 
 

RELIANCE ON CUSTOMERS ATTITUDES

                 
 

  Total for Sector:

                 

C9C_08

DISTRIBUTION MARKETING CONSIDERATIONS

                 
 

WAREHOUSING & HANDLING

                 
 

PACKING & PACKAGING

                 
 

DISTRIBUTION

                 
 

STOCK AVAILABILITY

                 
 

ORDER PROCESSING

                 
 

  Total for Sector:

                 

C9C_09

CUSTOMER TOPICS

                 
 

LOCATION OF CUSTOMERS

                 
 

RELIANCE ON CUSTOMER BASE

                 
 

CAPTIVE CUSTOMER BASE

                 
 

CONCENTRATION OF CUSTOMERS

                 
 

PRODUCT USAGE FREQUENCY

                 
 

ORDER VALUE

                 
 

RELATIVE CUSTOMER SERVICING

                 
 

SEASONALITY OF DEMAND

                 
 

  Total for Sector:

                 

C9C_10

COMPETITIVE MARKETING CONSIDERATIONS

                 
 

ADVERTISING & SALES PROMOTION

                 
 

MARKETING COSTS

                 
 

SALES PROMOTION COSTS

                 
 

SELLING COSTS

                 
 

ADVERTISING COSTS

                 
 

  Total for Sector:

                 

C9C_11

COMPETITOR CONSIDERATIONS

                 
 

COMPETITORS' PRICING GUIDELINES

                 
 

SENSITIVITY TO ECONOMIC CONDITIONS

                 
 

RELATIVE MARKETING SPEND

                 
 

COMPETITORS' COMBATIVENESS

                 
 

ACCESS OF NEW COMPETITORS

                 
 

PRICES AT MSP

                 
 

PRICE INCREASES AT MSP

                 
 

PRICES AT RSP

                 
 

MARKET SHARE

                 
 

  Total for Sector:

                 

                 

S8I_01

RELATIVE REPUTATION

                 
 

OVERALL AWARENESS BY CUSTOMERS

                 
 

OVERALL REPUTATION

                 
 

REPUTATION OF PRODUCTS

                 
 

REPUTATION OF PRODUCT QUALITY

                 
 

REPUTATION OF SERVICE PROVIDED

                 
 

REPUTATION OF CUSTOMER HANDLING

                 
 

  Total for Sector:

                 

S8I_02

RELATIVE PROMOTIONAL ACTIVITY

                 
 

RATING OF OVERALL SALES PROMOTION ACTIVITY

                 
 

RATING OF ADVERTISING

                 
 

RATING OF SALES PERSONNEL

                 
 

RATING OF SALES PRINT

                 
 

  Total for Sector:

                 

S8I_03

RELATIVE PRODUCT AVAILABILITY

                 
 

RATING OF PRODUCT AVAILABILITY

                 
 

RATING OF PRODUCT SPECIFICATIONS

                 
 

RATING OF ON-TIME DELIVERY

                 
 

RATING OF COMPLETE ORDER DELIVERY

                 
 

RATING OF ORDER HANDLING

                 
 

RATING OF ABILITY TO SUPPLY

                 
 

  Total for Sector:

                 

S8I_04

RELATIVE TECHNICAL COMPETENCE

                 
 

RATING OF TECHNICAL COMPETENCE

                 
 

RATING OF TECHNICAL AWARENESS

                 
 

RATING OF PRODUCT TECHNOLOGY

                 
 

RATING OF PRODUCT DOCUMENTATION

                 
 

RATING OF PRODUCT RETURNS

                 
 

RATING OF AFTER-SALES SERVICES

                 
 

  Total for Sector:

                 

S8I_05

RELATIVE MARKETING FACTORS

                 
 

PERCEPTION OF PRODUCT PRICES

                 
 

TECHNICAL SUPERIORITY

                 
 

SERVICE FACTORS

                 
 

PROMPT DELIVERY

                 
 

WHOLE ORDER DELIVERY

                 
 

STOCK LEVELS

                 
 

ORDERING PROCEDURES

                 
 

DELIVERY CONVENIENCE

                 
 

THE DELIVERY SYSTEM

                 
 

FLEXIBILITY OF CUSTOMER HANDLING

                 
 

PERCEPTIONS OF TERMS OF TRADING

                 
 

  Total for Sector:

                 

S8I_06

RELATIVE STAFF PERFORMANCE

                 
 

INITIAL CONTACT

                 
 

ORDER HANDLING STAFF

                 
 

SALES STAFF

                 
 

ADMINISTRATION STAFF

                 
 

SPECIALIST STAFF

                 
 

SERVICE PERSONNEL

                 
 

  Total for Sector:

                 

S8I_07

RELATIVE CORPORATE CONSIDERATIONS

                 
 

UPSTREAM INTEGRATION

                 
 

DOWNSTREAM INTEGRATION

                 
 

CAPTIVE DISTRIBUTION CHANNELS

                 
 

RELIANCE ON OTHER MANUFACTURERS

                 
 

UTILIZATION OF OTHER DISTRIBUTORS

                 
 

BENEFITS OF OTHER MARKETING

                 
 

CAPTIVE CUSTOMER BASES

                 
 

  Total for Sector:

                 

S8I_08

RELATIVE DISTRIBUTION CONSIDERATIONS

                 
 

WAREHOUSING & HANDLING

                 
 

PACKING & PACKAGING

                 
 

DISTRIBUTION

                 
 

STOCK AVAILABILITY

                 
 

ORDER BACKLOG

                 
 

  Total for Sector:

                 

S8I_09

RELATIVE CUSTOMER CONSIDERATIONS

                 
 

LOCATION OF CUSTOMERS

                 
 

CAPTIVENESS OF THE CUSTOMER BASE

                 
 

CUSTOMER BASE LOYALTY

                 
 

CONCENTRATION OF PURCHASES

                 
 

PURCHASE FREQUENCY

                 
 

ORDER SIZE

                 
 

CUSTOMER SERVICING

                 
 

SEASONALITY

                 
 

  Total for Sector:

                 

S8I_10

RELATIVE PROMOTIONAL CONSIDERATIONS

                 
 

ADVERTISING & SALES PROMOTION

                 
 

MARKETING

                 
 

SALES PROMOTION

                 
 

SALESFORCE

                 
 

ADVERTISING

                 
 

  Total for Sector:

                 

S8I_11

RELATIVE COMPETITIVE CONSIDERATIONS

                 
 

PRICING POLICY

                 
 

ECONOMIC CONDITIONS

                 
 

RELATIVE MARKETING EFFORT

                 
 

REACTION TO COMPETITORS

                 
 

NEW COMPETITORS

                 
 

PRICES AT MSP

                 
 

PRICE INCREASES

                 
 

PRICES AT RSP

                 
 

MARKET SHARE

                 
 

  Total for Sector:

                 

 

                 

S9C_01

COMPANY PRODUCTION CONSIDERATIONS

                 
 

PRODUCTION & PROCESS DIFFICULTIES

                 
 

MANUFACTURING CAPACITY

                 
 

UNIT PRODUCTION CAPACITY

                 
 

FLEXIBILITY OF PRODUCTION PLANT

                 
 

ABILITY TO VARY PRODUCT RANGE

                 
 

AGE OF PLANT & EQUIPMENT

                 
 

  Total for Sector:

                 

S9C_02

COMPANY SUPPLIES CONSIDERATIONS

                 
 

MATERIALS ACQUISITION & SOURCES

                 
 

MATERIALS STOCK LEVELS

                 
 

DEPENDENCE ON SUB-CONTRACTORS

                 
 

BUYING INFLUENCE

                 
 

  Total for Sector:

                 

S9C_03

COMPANY MANPOWER CONSIDERATIONS

                 
 

MANPOWER AVAILABILITY

                 
 

LABOR RELATIONS

                 
 

PRESSURE OF WAGE RISES

                 
 

RELATIVE PAYROLL LEVELS

                 
 

RELATIVE SALARY LEVELS

                 
 

TECHNICAL CAPABILITIES

                 
 

  Total for Sector:

                 

S9C_04

COMPANY COSTS & MARGIN CONSIDERATIONS

                 
 

STOCK LEVELS

                 
 

VARIABLE COSTS

                 
 

FIXED COSTS

                 
 

PAYROLL COSTS

                 
 

DIRECT COSTS RELATIVE TO COMPETITORS

                 
 

R & D / PRODUCT DEVELOPMENT COSTS

                 
 

  Total for Sector:

                 

S9C_05

COMPANY PRODUCT CONSIDERATIONS

                 
 

QUALITY

                 
 

PRODUCT SPECIFICATIONS

                 
 

DESIGN

                 
 

OPERATING CRITERIA

                 
 

PRODUCT EFFICIENCY

                 
 

PRODUCT RELIABILITY

                 
 

PRODUCT LONGEVITY

                 
 

PRODUCT LIFE CYCLE

                 
 

PRODUCT CUSTOMIZATION

                 
 

PRODUCT TECHNOLOGY

                 
 

PRODUCT USAGE

                 
 

  Total for Sector:

                 

S9C_06

COMPANY MANAGEMENT STRENGTHS

                 
 

MANAGEMENT STRENGTHS: SENIOR CORPORATE OFFICERS

                 
 

MANAGEMENT STRENGTHS: PRODUCTION STAFF

                 
 

MANAGEMENT STRENGTHS: SALES & MARKETING STAFF

                 
 

MANAGEMENT STRENGTHS: ADMINISTRATION STAFF

                 
 

MANAGEMENT STRENGTHS: TECHNICAL & R + D STAFF

                 
 

MANAGEMENT STRENGTHS: PERSONNEL STAFF

                 
 

  Total for Sector:

                 

S9C_07

COMPANY CORPORATE CONSIDERATIONS

                 
 

UPSTREAM INTEGRATION

                 
 

DOWNSTREAM INTEGRATION

                 
 

CAPTIVE DISTRIBUTION CHANNELS

                 
 

DEPENDENCE ON OTHER MANUFACTURERS

                 
 

DEPENDENCE ON OTHER DISTRIBUTORS

                 
 

DEPENDENCE ON OTHER MARKETING

                 
 

DEPENDENCE ON CUSTOMERS

                 
 

  Total for Sector:

                 

S9C_08

COMPANY DISTRIBUTION CONSIDERATIONS

                 
 

WAREHOUSING & HANDLING

                 
 

PACKING & PACKAGING

                 
 

DISTRIBUTION

                 
 

STOCK AVAILABILITY

                 
 

ORDER BACKLOG

                 
 

  Total for Sector:

                 

S9C_09

COMPANY CUSTOMER CONSIDERATIONS

                 
 

LOCATION OF CUSTOMERS

                 
 

DEPENDENCE ON CUSTOMER BASE

                 
 

CAPTIVE CUSTOMER BASE

                 
 

CONCENTRATION OF PURCHASES

                 
 

PURCHASE FREQUENCY

                 
 

ORDER SIZE

                 
 

RELATIVE CUSTOMER SERVICING

                 
 

SEASONALITY OF DEMAND

                 
 

  Total for Sector:

                 

S9C_10

COMPANY MARKETING CONSIDERATIONS

                 
 

ADVERTISING & SALES PROMOTION

                 
 

MARKETING COSTS

                 
 

SALES PROMOTION COSTS

                 
 

SELLING COSTS

                 
 

ADVERTISING COSTS

                 
 

  Total for Sector:

                 

S9C_11

COMPANY COMPETITIVE CONSIDERATIONS

                 
 

COMPETITORS' PRICING POLICY

                 
 

SENSITIVITY TO ECONOMIC CONDITIONS

                 
 

RELATIVE MARKETING SPEND

                 
 

COMPETITORS' AGGRESSIVENESS

                 
 

ENTRY OF NEW COMPETITORS

                 
 

PRICES AT MSP

                 
 

PRICE INCREASES AT MSP

                 
 

PRICES AT RSP

                 
 

MARKET SHARE

                 
 

  Total for Sector:

                 

                 

                 

 

Totals for Sector:

 

 

 

 
 

SECTOR TOTALS: