Notes

Research Notes

Note 1

FINANCIAL SCENARIOS DATA

The Market Research Report contains the following Financial Scenario forecasts for two time series:- to 2028


F0B : BASE FORECAST : BEST MARKET SCENARIO
F0M : BASE FORECAST : MEDIAN MARKET SCENARIO
F0W : BASE FORECAST : WORST MARKET SCENARIO
F01 : MARKETING EXPENDITURE
F02 : NEW PRODUCT DEVELOPMENT
F03 : MARKET SEGMENTATION
F04 : NEW PLANT + EQUIPMENT INVESTMENT
F05 : NEW TECHNOLOGY INVESTMENT
F06 : DISTRIBUTION CHANNEL IMPROVEMENT
F07 : COST STRUCTURE IMPROVEMENT
F08 : SHORT-TERM PRICE CUTTING EFFECT
F09 : SHORT-TERM PRICE INCREASE EFFECT
F10 : QUALITY IMPROVEMENT
F11 : EXPORT SALES IMPROVEMENT
F12 : PERSONNEL + STAFF IMPROVEMENT
F13 : MARKETING EXPENDITURE INCREASE : + 2%
F14 : MARKETING EXPENDITURE INCREASE : + 4%
F15 : MARKETING EXPENDITURE INCREASE : + 6%
F16 : MARKETING EXPENDITURE INCREASE : + 8%
F17 : MARKETING EXPENDITURE INCREASE : +10%
F18 : MARKETING EXPENDITURE INCREASE : +12%
F19 : MARKETING EXPENDITURE DECREASE : - 2%
F20 : MARKETING EXPENDITURE DECREASE : - 4%
F21 : MARKETING EXPENDITURE DECREASE : - 6%
F22 : MARKETING EXPENDITURE DECREASE : - 8%
F23 : MARKETING EXPENDITURE DECREASE : -10%
F24 : MARKETING EXPENDITURE DECREASE : -12%
F25 : FIXED MARKETING COST OBJECTIVES
F26 : VARIABLE MARKETING COST OBJECTIVES
F27 : MARKETING PROCESS COST OBJECTIVES
F28 : DISTRIBUTION & PRODUCT DELIVERY COSTS
F29 : ADMINISTRATIVE & GENERAL EXPENSES
F30 : SELLING COST OBJECTIVES
F31 : ADVERTISING COST OBJECTIVES
F32 : PROMOTIONAL & PRICING COST OBJECTIVES
F33 : RESEARCH & PRODUCT COST OBJECTIVES
F34 : MARKET SHARE BUILDING OBJECTIVES
F35 : MARKET SHARE HOLDING OBJECTIVES
F36 : MARKET SHARE HARVESTING OBJECTIVES
F37 : SALES COST IMPROVEMENT
F38 : LONG-TERM PRODUCT PRICE CUTTING
F39 : LONG-TERM PRODUCT PRICE INCREASE
F40 : PROMOTIONAL EXPENDITURE
F41 : TARGET MARKETS DEVELOPMENT
F42 : ORDER TAKING IMPROVEMENTS
F43 : PRODUCT POSITIONING
F44 : PRODUCT BRANDING + MULTI-BRANDING
F45 : CUSTOMER / ORDER PROCESSING SYSTEMS
F46 : SYSTEMS INVESTMENT
F47 : OVERSEAS DEVELOPMENT
F48 : SALES PERSONNEL + STAFF IMPROVEMENT
F49 : MATERIALS & ENERGY COST SCENARIOS
F50 : PAYROLL & STAFF COST SCENARIOS
F51 : ADMINISTRATION COST SCENARIOS
F52 : CAPITAL COST SCENARIOS
F53 : PLANT & EQUIPMENT COST SCENARIOS
F54 : SALES & MARKETING COST SCENARIOS
F55 : NEW PRODUCT & NEW TECHNOLOGY COST
F56 : DEPRECIATION & CAPITALIZATION SCENARIOS
F57 : SHORT TERM BORROWING SCENARIOS
F58 : LONG TERM FINANCIAL SCENARIOS
F59 : FINANCIAL & DEBT SERVICING COST SCENARIOS
F60 : TRADING & OPERATING MARGINS & PROFITABILITY
F61 : PROFIT IMPACT: MATERIALS COST REDUCTION
F62 : PROFIT IMPACT FROM PAYROLL COST REDUCTION
F63 : PROFIT IMPACT FROM PROCESS COST REDUCTION
F64 : PROFIT IMPACT: DISTRIBUTION COST REDUCTION
F65 : PROFIT: CUSTOMER HANDLING COST REDUCTION
F66 : CAPITAL INVEST: PROCESS PLANT & EQUIPMENT
F67 : CAPITAL INVESTMENTS OPTIONS: PREMISES
F68 : CAPITAL INVESTMENTS: DISTRIBUTION / HANDLING
F69 : CAP INVEST: CUSTOMER HANDLING SYSTEMS
F70 : PRODUCT COST IMPROVEMENTS
F71 : PRODUCT QUALITY IMPROVEMENT
F72 : CUSTOMER HANDLING IMPROVEMENTS
F73 : NEW EQUITY SCENARIOS
F74 : BANK BORROWING: BASE SCENARIOS
F75 : BANK BORROWING: 3% INFLATION SCENARIOS
F76 : BANK BORROWING: 6% INFLATION SCENARIOS
F77 : BANK BORROWING: 9% INFLATION SCENARIOS
F78 : BOND / DEBENTURES SCENARIOS
F79 : ASSET SALES: 5% OF ASSETS SCENARIOS
F80 : ASSET SALES: 10% OF ASSETS SCENARIOS
F81 : ASSET SALES: 25% OF ASSETS SCENARIOS
F82 : SELF GENERATED FUNDS: WORST SCENARIOS
F83 : SELF GENERATED FUNDS: BEST SCENARIOS
F84 : TRADING CREDIT & MARGIN REDUCTIONS
F85 : NEW CAPITAL SCENARIOS
F86 : SHORT-TERM LOAN: BASE SCENARIOS
F87 : SHORT-TERM LOAN: 3% INFLATION SCENARIOS
F88 : SHORT-TERM LOAN: 6% INFLATION SCENARIOS
F89 : SHORT-TERM LOAN: 9% INFLATION SCENARIOS
F90 : LONG-TERM LOAN SCENARIOS
F91 : ASSET SALES: 5% OF ASSETS SCENARIOS
F92 : ASSET SALES: 10% OF ASSETS SCENARIOS
F93 : ASSET SALES: 25% OF ASSETS SCENARIOS
F94 : PROFIT IMPROVEMENTS: WORST SCENARIOS
F95 : PROFIT IMPROVEMENTS: BEST SCENARIOS
F96 : CREDIT EXTENSION & COST REDUCTIONS

 

ITEMS COVERED

Each of the above Financial Scenarios cover the following Balance Sheet and Costs items for the years to 2028:-

BALANCE SHEET

Total Sales
Domestic Sales
Exports
Pre-tax Profit
Interest Paid
Non-trading Income
Operating Profit
Depreciation
Trading Profit
Fixed Assets
Intangible Assets
Intermediate Assets
Total Fixed Assets
Stocks
Debtors
Miscellaneous Current Assets
Total Current Assets
Total Assets
Creditors
Short Term Loans
Miscellaneous Current Liabilities
Total Current Liabilities
Net Assets
Shareholders Funds
Long Term Loans
Miscellaneous Long Term Liabilities
Capital Employed
Directors' Remuneration
Employees' Remuneration
Total Employees

 

COSTS

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

MARGINS + RATIOS

Return on Capital
Return on Assets
Return on Shareholders' Funds
Pre-tax Profit Margins
Operating Profit Margin
Trading Profit Margin
Return on Investment
Assets Utilization ( Sales to Total Assets )
Sales Ratio of Fixed Assets
Stock Turnover ( Sales : ratio of Stocks )
Credit Period
Creditors' Ratio (Creditors : Sales x 365 days)
Default Debtors given (Ratio of Total Debtors
Un-Recoverable Debts (Ratio of Total Debts
Working Capital / Sales
Materials & Energy Costs as a % of Sales
Added Value
Investment as a Ratio of Added Value
Value of Plant & Equipment as a % of Sales
Vertical Integration (Value Added % of Sales)
Research & Development Investment % Sales
Capital Expenditure Investment % Sales
Marketing Costs % of Sales
Current Ratio (Current Assets : Current Liabilities)
Quick Ratio
Borrowing Ratio (Total Debt : Net Worth)
Equity Ratio (Shareholders Funds : Liabilities)
Income Gearing
Total Debt as a ratio of Working Capital
Debt Gearing Ratio (Long Term Loans : Net Worth)
Average Remuneration (full and part time)
Profit per Employee
Sales per Employee
Remuneration / Sales
Fixed Assets per Employee
Capital Employed per Employee
Total Assets per Employee
Value of Average Investment per Employee
Value Added per Employee
Materials & Energy Costs as a % of Sales
Payroll Costs as a % of Sales
Payroll as a Ratio to Materials
Variable Costs % of Sales
Fixed Costs as a % of Sales
Fixed Costs as a Ratio of Variable Costs
Distribution Costs % of Sales
Warehousing Costs % Sales
Physical Costs as a % of Sales
Fixed as a Ratio of Variable Distribution Costs
Fixed as a Ratio of Variable Warehousing Costs
Fixed as a Ratio of Variable Physical Costs
Fixed as a Ratio of Variable Total Distribution & Handling Costs
Product Returns & Rejections Costs % of Sales
Product Installation & Associated Costs as a % of Sales
Product Breakdown & Associated Costs as a % of Sales
Product Systems & Associated Costs as a % of Sales
Product Service & Associated Costs % of Sales
Customer Complaint & Ass. Costs % of Sales
Stock Work in Progress & Materials : Ratio of Finished Products
Stock Materials as a Ratio of Work in Progress
Un-recoverable Debts as a Ratio of Total Debt
Un-recoverable Debts as a Ratio of Debts Within Terms
Total Sales Costs % of Sales
Total Distribution & Handling Costs % of Sales
Total Advertising Costs as a % of Sales
Total After-Sales Costs as a % of Sales
Customer Compensation Costs % of Sales
Total Variable Marketing Costs % of Sales
Total Fixed Marketing Costs as a % of Sales
Total Fixed Marketing Costs Ratio of Variable Marketing Costs
Variable Sales Personnel Costs as a Ratio of Marketing Costs
Variable Distribution & Handling Ratio of Marketing Costs
Variable Advertising Ratio of Marketing Costs
Variable After-Sales Ratio of Marketing Costs
Sales Personnel Variable Costs : of Sales
Sales Person Variable Costs Ratio of Debts
Sales Personnel Variable Costs Ratio of Un-Recoverable Debts
Exports as a % of Sales

 

Note 2

RETURN ON INVESTMENT


Cost Structure Improvement Scenarios
Price Cutting Scenarios
Price Increase Scenarios
Marketing Expenditure Scenarios
Market Segmentation Scenarios
Distribution Channel Scenarios
Product Quality Scenarios
New Product Investment Scenarios
New Plant + Equipment Investment Scenarios
New Technology Investment Scenarios
Overseas Development Scenarios
Personnel + Staff Improvement Scenarios

 

Note 3

BASE INDUSTRY DATA


KEY PERSONNEL: Chief Executive, Sales Director, Marketing Director, Export Director, Marketing Manager, Export Manager, Technical Director, Technical Manager, Chairman and other Directors.

Mainline product / service, Product / services provided, Bankers, Year established, Current employees, Issued capital, Shareholders, Last published turnover, Subsidiaries, Associated companies, Companies represented, Agencies, Physical processing locations, Capital investment, Advertising expenditure, Advertising media, Advertising posture, Sales promotion activity, Method of selling, Distribution, Distribution network, Use of distribution channels.

 

Note 4

INDUSTRY COST STRUCTURE

Payroll
Materials
Value added.

INVENTORY STRUCTURE

Total inventory
Finished products
Work in progress
Materials.

COSTS

     Payroll
          Salaries & Wages
          Fringe Benefits
          Commissions & Incentives
     Sub-Contractors
     General Expenses
     Cost of Materials
          Raw Materials
          Finished Products
          Power & Fuel
          Electricity
     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

 

Note 5

MARKET SUMMARY DATA


The Market Summary section consists of a historic breakdown giving data for each year.
     by EACH COUNTRY / STATE / REGION
     by EACH PRODUCT Group and/or MARKET Sector
     by YEAR

MARKETING COSTS

Figures for the Products are given by EACH COUNTRY / STATE / REGION by YEAR to 2028:
Sales & selling costs;
Distribution / warehousing / handling / processing costs;
Advertising / promotional costs;
Total marketing costs

INDUSTRY INVESTMENT

New Technology Investments;
Production/Process Technology Investment;
Plant & Equipment in Use;
Plant & Equipment Investments.

INDUSTRY FINANCES

Return on Capital;
Return on Assets;
Return on Shareholders' Funds;
Pre-tax Profit Margins;
Operating Profit Margin;
Trading Profit Margin;
Assets Utilization;
Sales as a ratio of Fixed Assets;
Stock Turnover;
Credit Period;
Creditors' Ratio;
Working Capital/ Sales;
Current Ratio;
Quick Ratio;
Borrowing Ratio;
Equity Ratio;
Income Gearing;
Total Debt as a ratio of Working Capital;
Debt Gearing Ratio;
Average Remuneration;
Profit/ Employee;
Sales/ Employee;
Remuneration/ Sales;
Fixed Assets/ Employee;
Capital Employed/Employee;
Total Assets/Employee;
Exports as a % of Sales Materials and Energy Costs;
Payroll Costs;
Total Process Costs;
Sales Costs;
Distribution & Handling Costs;
Advertising Costs;
After-Sales Costs;
Total Marketing Costs;
Added Value.


INDUSTRY STRUCTURE

Concentrations;
Customer Base Profile;
Employment;
Cost Structures;
Inventory Structures;
Capital Expenditure Breakdowns;
Asset Structures.

 

Note 6

DISTRIBUTION



DISTRIBUTION OF THE CUSTOMER BASE
This section provides a guide to the distribution of the Customer Base.

The data given represents a percentage of the total product value consumed in the various regions and districts of the countries covered. It should be remembered that these figures do not take central buying or in-house sales and distribution into account, but provides data which is based on the Surveys of Customers and where possible from data provided by the Surveys of Distribution Channels. The data given is of course primarily intended for use when planning sales and distribution coverage and for other promotional activity and to allow clients to formulate salesforce 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 and the Key Service Cities when planning for sales and distribution coverage for products in the countries concerned.

DISTRIBUTION CHANNELS
The Surveys of Suppliers and Distributors reveal the geographic distribution channels for the products.

In countries where the Distribution Channels are radically at variance with the Distribution of the Customer Base, 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 superior service and thereby gain market share. It is thus possible to analyze 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
The following map gives the percentages of total employees involved in the product in each of the regions or districts of the countries covered. The data given covers manufacturing, production, marketing and distribution channel employees.

KEY SERVICE CITIES
Within each of the countries covered there are certain Key Service Cities which are vital to the distribution and servicing of the product. The following map gives these KEY SERVICE CITIES and these are ranked according to their relative importance in the country concerned. Any company wishing to enter the various national markets should consider the establishment of sales and distribution in relation to these KEY SERVICE CITIES as they reflect the potential regional market logistics for the product.

 

Note 7

MARKETING COSTS

Figures for the Products are given
          by EACH COUNTRY / STATE / REGION
           by YEAR to 2028

MARKETING COSTS BY YEAR to 2028:
Sales & selling costs;
Sales & selling costs : During product launch;
Distribution / warehousing / handling / processing costs;
Distribution / warehousing / handling / processing costs : during product launch;
Advertising / promotional costs;
Advertising / promotional costs : during product launch;
After-sales costs;
After-sales costs : during product launch;

Total marketing costs;
Total marketing costs : during product launch

 

Note 8

 ADVERTISING + MARKETING EFFECT ON MARKET SHARE


Market Share (consisting of a historic breakdown giving data for each year) is analyzed in this section in terms of the Market Share Effect of increases or decreases of advertising and marketing expenditure.

PRODUCT MARKET SHARE
Market Share Changes and Market Share Trend figures are given:-
   by 10 ranges of +1% to +10% increase in Advertising + Marketing Expenditure
   by 5 ranges of -1% to -5% decrease in Advertising + Marketing Expenditure
   by EACH PRODUCT Group and/or MARKET Sector
   by YEAR

 

Note 9

MARKET DATA


The MARKET DATA section of the Report is intended to show a historic, short-term and long-term analysis of the Turnover and Revenue available, i.e. the Markets. This data is used to evaluate and forecast Financial performance.

It is these market appraisals which will form the basis of the rationale of the sales and markets available in the Short-Term and the Long-Term. The historic data provided will enable readers to compare the evolution of the previous market positions with the historic performance of the industry.


HISTORIC MARKETS
This section consists of a historic breakdown giving data for each year.

MARKET CONSUMPTION
Market Consumption and Market Trend figures are given:-
   by EACH COUNTRY / STATE / REGION
   by EACH PRODUCT Group
   and/or MARKET Sector
   by YEAR


SHORT-TERM MARKETS
This section consists of MARKET CONSUMPTION data for each year to 2028.

MARKET CONSUMPTION
Market Consumption and Market Trend figures are given:-
   by EACH COUNTRY / STATE / REGION
   by EACH PRODUCT & MARKET
   by YEAR to 2028

LONG-TERM MARKETS

This section consists of a LONG-TERM MARKET CONSUMPTION forecast giving data for each year to the year 2028.

MARKET CONSUMPTION
Market Consumption and Market Trend figures are given:-
   by EACH COUNTRY / STATE / REGION
   by EACH PRODUCT Group
   and/or MARKET Sector
   by YEAR to 2028

 

Note 10

INDUSTRY SALES PROMOTION COSTS


MARKETING COSTS:
Figures are given by EACH COUNTRY / STATE / REGION by YEAR
     Sales & selling costs
          Sales Personnel
          Sales Personnel Expenses
          Sales Materials
     Distribution / Warehousing / Handling / Processing costs
          Distribution Fixed Costs & Overheads
          Distribution Variable Costs
          Warehouse / Storage Fixed Costs & Overheads
          Warehouse / Storage Variable Costs
          Physical Handling Fixed Costs & Overheads
          Physical Handling Variable Costs
          Physical Process Fixed Costs & Overheads
          Physical Process Variable Costs
     Advertising / Promotional costs
          Direct Mail & Direct Access Costs
          Media Costs
          Materials Costs
          POS & Distribution Channel Advertising Materials Costs
          Exhibition & Demonstration Costs
     Total Sales Promotion costs

 

Note 11

PRODUCT SUMMARIES


This data is given for EACH of the 30 Products and Product Sectors given in the Report.

This data is given for each year to 2028.

| MARKET GROWTH RATES
| % Average Annual Growth Rate to the year 2028 |
| Given for each of 16 national markets critical to the industry
|_______________________________________________

| MARKETING COSTS
| INDUSTRY MARKETING COSTS     % of Turnover
| SALES & SELLING COSTS
| HANDLING COSTS
| ADVERTISING COSTS
| AFTER-SALES COSTS
| MARKETING COSTS
|_______________________________________________

| INVESTMENT
| INVESTMENT               % of Turnover
| NEW TECH. INVESTMENT
| PROCESS TECH. INVESTMENT
|
| PLANT & EQUIPMENT          % of Total P & E
| Years Old: 0-3
| Years Old: 3-6
| Years Old: 6-9
| Years Old: 9+
|
| P & E INVESTMENT          % of Companies
| LESS than Depreciation
| EQUAL to Depreciation
| GREATER than Depreciation
|_______________________________________________

| INDUSTRY DATA
| INDUSTRY FINANCIAL DATA
| PROFIT / TOTAL ASSET
| PROFIT / SALES
| SALES / TOTAL ASSETS
| PROFIT / CAPITAL EMPLOYED
| SALES / EMPLOYEE REMUNERATION
| CAPITAL EMPLOYED / REMUNERATION
| SALES / STOCKS
| CURRENT RATIO
| CREDIT TAKEN
|_______________________________________________

| INDUSTRY PROFILE
| INDUSTRY CONCENTRATION % OF TOTAL REVENUE
| LARGEST 4 COMPANIES
| LARGEST 8 COMPANIES
| LARGEST 20 COMPANIES
| LARGEST 50 COMPANIES
| REMAINDER
|
| CUSTOMER BASE PROFILE % OF TOTAL REVENUE
| COMMERCIAL ESTABLISHMENTS
| END USER OUTLETS
| MANUFACTURING & OEM BUYERS
| GOVERNMENT + PUBLIC
| OTHER CUSTOMERS
|
| COST STRUCTURE % OF TOTAL REVENUE
| PAYROLL
| MATERIALS
| VALUE ADDED
|
| INVENTORY STRUCTURE % OF TOTAL REVENUE
| TOTAL INVENTORY
| FINISHED PRODUCTS
| WORK IN PROGRESS
| MATERIALS
|
| CAPITAL EXPENDITURE % OF TOTAL REVENUE
| TOTAL CAPITAL EXPENDITURE
| PLANT & EQUIPMENT
| STRUCTURES
| OTHER CAPITAL EXPENDITURE
|_______________________________________________

Note 12

INDUSTRY FINANCIAL DATA


Return on Capital;
Return on Assets;
Return on Shareholders' Funds;
Pre-tax Profit Margins;
Operating Profit Margin;
Trading Profit Margin;
Assets Utilization;
Sales as a ratio of Fixed Assets;
Stock Turnover;
Credit Period;
Creditors' Ratio;
Working Capital / Sales;
Current Ratio;
Quick Ratio;
Borrowing Ratio;
Equity Ratio;
Income Gearing;
Total Debt as a ratio of Working Capital;
Debt Gearing Ratio;
Average Remuneration;
Profit per Employee;
Sales per Employee;
Remuneration / Sales;
Fixed Assets per Employee;
Capital Employed per Employee;
Total Assets per Employee.

 

Note 13

STRATEGY


THE MARKET ENVIRONMENT
Market Growth :
Market Structure :
Market Serviced :
Customer Factors - Concentrations - End Users - Immediate Customers

THE PRODUCT
Life Cycles & Stages in the Life Cycle -
The Gompertz Analysis -
Market Share -
Quality -
Product range -
Capital Intensity -
Customized or specified products -
Product Uniqueness :
Market Segmentation Forecast
Relative Pricing :
Price Cutting Forecast :
Price Increase Forecast
Quality - Value Scale -
Relative Product Quality :
Quality Improvement Forecast -
Profitability -
Relative Product Quality -
Concentrated Markets -
Relative Market Share -
Market growth :
New Products :
New Product Expenditure Forecast -
Profitability - Inflation -
Investments -
Product quality.

COMPETITION
Competitive Criteria :
Market Share -
Market share and profitability -
Profitability and relative market share -
Market Shares :
Relative Market Shares in the Trade Cell :
Nature of the Competitive Situation -
Entry & exit of competitors -
Relative Strengths of competitors :
Perfectness of the Market

THE INDUSTRY
Industry Factors :
Long Term Industry Growth :
Physical Process Considerations -
Capacity Utilization -
Market share -
Productivity -
Unionization -
Market growth -
Industry Concentration -
Harvesting strategies -
Process Uniqueness :
Capital Structure -
Profitability :
New Plant + Equipment Forecast -
Net margins -
Investments -
Market share -
Productivity -
Capacity utilization -
Inventory :
Physical Process -
Profitability -
Vertical integration -
Customer Base -
Quality -
Inventory -
Productivity :
New Technology Investment Forecast :
Marketing & sales costs -
Profitability -
Investment intensity -
Customers Base -
Quality -
New products :
Marketing Expenditure Forecast :
Product Development & Process Development -
Profitability -
Product quality -
Marketing costs -
Market share -
Unionization :
Distribution :
Distribution Channel Investment Forecast :
Market Penetration :
The Right Tools For The Job :
Personnel + Staff Improvement Forecast :
Market Share - Profitability :


1. Market share -v- in profit/sales -v- turnover in investment -   Cost Structure Improvement Forecast -  

The relationship between market share and added value :
  Vertical integration on investment/sales -   Conclusions


2. Market share -v- the purchases/sales ratio :
  The relationship between the investment/sales ratio and integration -   Conclusions
  A checklist for production & process management :


3. Marketing costs/sales ratio and market penetration -   Conclusions


4. Market leadership, retail prices and product quality -   Conclusions


5. Market leadership, customers and advanced products -   Conclusions


6. Purchase frequency and Market Share -   Conclusions


7. Customer Base Fragmentation and Market Share :
  Export Improvement Forecast.

MEDIUM AND LONG TERM STRATEGIES
Introduction - Building, Holding and Harvesting Strategies :


1. When To Build Market Share - Building strategies :
2. When To Hold Market Share - Holding strategies :
3. When To Harvest Market Share - Harvesting Strategies

 

Note 14

MARKET SEGMENTATION


Figures are given by EACH COUNTRY / STATE / REGION

MARKET SEGMENTATION
Pricing - lower price;
Pricing - higher price;
Availability - greater availability;
Availability - reduced availability;
Convenience factors;
Distribution factors;
Customer factors;
Psychographics;
Branding;
Multi-branding;
Market stretching.

PRODUCT SEGMENTATION
Higher quality;
Lower quality;
Performance variances;
Technological & technical factors;
Warranty variances;
Service factor variances;
Product fragmentation.

 

Note 15

PRODUCT DEVELOPMENT


Figures for the Products are given
   by EACH Country / State or Region
   by EACH PRODUCT and
   by Year to 2028.

This section provides Market data for each Product or Market Sector in a matrix for all the countries or states covered by the Report.

 

Note 16

POTENTIAL OVERSEAS MARKETS


AFGHANISTAN: Kabul, Qandahar, Herat, Mazar-i-Sharif, Jalalabad, Qonduz, Baghlan, Maymana, Pul-i-Khomri, Ghazni~
ALBANIA: Tirane, Durres, Shkoder, Elbasan, Vlore, Korce, Fier, Berat, Lushnje~
ALGERIA: Algiers, Oran, Constantine, Annaba, Blida, Setif, Sidi-Bel-Abbes, Tlemcen, Skikda, Bejaia~
ANDORRA: Andorra La Vella~
ANGOLA: Luanda, Huambo, Lobito, Benguela, Lubango, Malanje~
ANTIGUA & BARBUDA: St. John's, Codrington~
ARGENTINA: Buenos Aires, Cordoba, Rosario, Mendoza, La Plata, S. Miguel de Tucuman, Mar del Plata, Santa Fe, San Juan, Salta, Bahia Blanca~
AUSTRALIA: Canberra, Sydney, Melbourne, Brisbane, Perth, Adelaide, Newcastle, Wollongong, Gold Coast, Hobart, Geelong~
AUSTRIA: Vienna, Graz, Linz, Salzburg, Innsbruck, Klagenfurt, Villach, Wels, Sankt Poelten, Steyr~
BAHAMAS: Nassau, Freeport~
BAHRAIN: Manama, Muharraq~
BANGLADESH: Dacca, Chittagong, Khulna, Narayanganj, Rajshahi, Comilla, Barisal, Sylhet, Rangpur, Jessore, Saidpur~
BARBADOS: Bridgetown~
BELGIUM: Brussels, Antwerp, Ghent, Charleroi, Liege, Bruges, Namur, Mons, Kortrijk, Mechelen, Oostende~
BELIZE: Belmopan, Belize City, Corozal, Orange Walk, Dangriga~
BENIN: Porto Novo, Cotonou, Natitingou, Abomey, Parakou~
BERMUDA: Hamilton, St. George~
BHUTAN: Thimphu, Paro, Taga Dzong, Punakha, Bumthang, Tongsa Dzong~
BOLIVIA: La Paz, Santa Cruz, Cochabamba, Oruro, Potosi, Sucre, Tarija~
BOTSWANA: Gaborone, Francistown, Selebi-Phikwe, Serowe, Mahalapye, Molepolole, Kanye, Lobatse, Mochudi, Maun, Ramotswa~
BRAZIL: Brasilia, Sao Paulo, Rio de Janeiro, Belo Horizonte, Salvador, Fortaleza, Nova Iguacu, Recife, Curitiba, Porto Alegre, Belem~
BRUNEI: Bandar Seri Begawan, Seria~
BULGARIA: Sofia, Plovdiv, Varna, Burgas, Ruse, Stara Zagora, Pleven, Shumen, Tolbukhin, Sliven, Pernik~
BURKINA FASO: Ouagadougou, Bobo-Dioulasso, Koudougou, Ouahigouya, Banfora, Kaya~
BURMA: Rangoon, Mandalay, Bassein, Moulmein, Akyab, Taunggyi~
BURUNDI: Bujumbura, Gitega, Bururi, Rumonge, Ngozi~
CAMBODIA: Phnom Penh, Kompong Chhang~
CAMEROON: Yaounde, Douala, Nkongsamba, Maroua, Garoua, Bafoussam, Bamenda, Kumba, Limbe~
CANADA: Ottawa, Toronto, Montreal, Vancouver, Edmonton, Calgary, Winnipeg Quebec, St. Catharine's, Kitchener~
CAPE VERDE: Porto Praia, Mindelo, Ribeira Grande, Sal Rei, Santa Maria~
CENTRAL AFRICAN REPUBLIC: Bangui, Berberati, Bouar, Bambari, Bangassou, Mbaiki~
CHAD: N'Djamena, Sarh, Moundou, Bongor, Doba, Lai, Abeche, Koumra, Kelo~
CHILE: Santiago, Vina del Mar, Valparaiso, Talcahuano, Concepcion, Antofagasta, Temuco, Rancagua, Talca, Chillan, Arica~
CHINA: Beijing, Shanghai, Tianjin, Shenyang, Wuhan, Guangzhou, Chongqing, Harbin, Chengdu, Xian, Nanjing~
COLOMBIA: Bogota, Medellin, Cali, Barranquilla, Bucaramanga, Cartagena, Cucuta, Pereira, Manizales, Ibague~
COMOROS: Moroni, Mutsamudu, Fomboni, Mitsamiouli~
CONGO: Brazzaville, Pointe-Noire, Nkayi, Loubomo, Ngamaba-Mfilou, Loandjili, Mossendjo~
COSTA RICA: San Jose, Puntarenas, Limon, Alajuela, Cartago, Heredia, Liberia~
CUBA: Havana, Santiago de Cuba, Camaguey, Holguin, Santa Clara, Guantanamo, Cienfuegos, Matanzas, Bayamo, Pinar del Rio, Las Tunas~
CYPRUS: Nicosia, Limassol, Larnaca, Famagusta~
Czech Republic & Slovakia: Prague, Bratislava, Brno, Ostrava, Kosice, Plzen, Olomouc, Liberec, Hradec Kralove, Pardubice, Ceske Budejovice~
DENMARK: Copenhagen, Aarhus, Odense, Aalborg, Esbjerg, Randers, Horsens, Vejle, Elsinore, Kolding, Roskilde~
DJIBOUTI: Djibouti, Dikhil, Tadjourah, Ali-Sabiah, Obock~
DOMINICA: Roseau, Portsmouth, Marigot, Grand Bay, Saint Joseph~
DOMINICAN REPUBLIC: Santo Domingo, Santiago, La Romana, San Pedro de Macoris, San Fran. de Macoris, La Vega, San Juan, Barahona, Puerto Plata~
ECUADOR: Quito, Guayaquil, Cuenca, Machala, Portoviejo, Manta, Ambato, Esmeraldas~
EGYPT: Cairo, Alexandria, Giza, Shoubra El-Kheima, El Mahalla El Koubra, Tanta, Port Said, El-Mansoura, Asyut, Zagazig, Suez~
EL SALVADOR: San Salvador, Santa Ana, San Miguel, Nueva San Salvador, Sonsonate, Cojutepeque~
EQUATORIAL GUINEA: Malabo, Bata, Luba, Mbini~
ETHIOPIA: Addis Ababa, Asmara, Dire Dawa, Gondar, Dessye, Nazret, Jimma, Harar, Bahr Dar, Debre Zeit, Mekele~ FIJI: Suva, Nadi~
FINLAND: Helsinki, Tampere, Turku, Espoo, Vantaa, Oulu, Lahti, Pori, Kuopio, Jyvaskyla, Kotka~
FRANCE: Paris, Marseille, Lyon, Toulouse, Nice, Strasbourg, Nantes, Bordeaux, Saint-Etienne, Le Havre, Montpellier~
FRENCH GUIANA: Cayenne, Kourou, Remire, St. Laurent, Sinnamary~
GABON: Libreville, Port Gentil, Lambarene, Mouila, Tchibanga, Oyem~
GAMBIA: Banjul, Serrekunda, Gunjur, Sukuta, Farafenni, Basse Santa Su, Georgetown~
GERMANY: Berlin, Bonn, Bremen Cologne, Dortmund, Dresden, Dusseldorf, Erfurt, Essen, Frankfurt, Gera, Halle, Karl-Marx-Stadt, Leipzig, Magdeburg, Munich, Potsdam, Rostock, Schwerin, Stuttgart~
GHANA: Accra, Kumasi, Tamale, Tema, Takoradi, Cape Coast, Sekondi~
GREECE: Athens, Thessaloniki, Piraeus, Patras, Larissa, Iraklion, Volos, Kavala, Canea, Serres~
GRENADA: St. George'S, Gouyave~
GUATEMALA: Guatemala City, Escuintla, Quezaltenango, Puerto Barrios, Retalhuleu, Chiquimula, Mazatenango~
GUINEA: Conakry, Kankan, Labe, Nzerekore, Siguiri~
GUINEA-BISSAU: Bissau, Bafata, Gabu, Mansoa, Catio, Cantchungo, Farim~
GUYANA: Georgetown, Linden, New Amsterdam, Corriverton, Mahaica, Mahaicony~
HAITI: Port-Au-Prince, Cap-Haitien, Petionville, Gonaives, Les Cayes, Port-de-Paix~
HONDURAS: Tegucigalpa, San Pedro Sula, La Ceiba, Choluteca, El Progreso, Puerto Cortes, Comayagua, Tela, Siguatepeque, Santa Rosa de Copan, Danli~
HONG KONG: Victoria, Kowloon~
HUNGARY: Budapest, Debrecen, Miskolc, Szeged, Pecs, Gyor, Nyiregyhaza, Szekesfehervar, Kecskemet, Szombathely, Szolnok~
ICELAND: Reykjavik, Kopavogur, Akureyri, Hafnarfjordhur, Keflavik, Vestmannaeyjar~
INDIA: New Delhi, Calcutta, Mumbai, Madras, Bangalore, Ahmedabad, Hyderabad, Pune, Kanpur, Nagpur, Jaipur~
INDONESIA: Jakarta, Surabaya, Medan, Bandung, Semarang, Palembang, Ujung Pandang, Padang, Malang, Surakarta, Yogyakarta~
IRAN: Tehran, Mashad, Isfahan, Tabriz, Shiraz, Bakhtaran, Karaj, Ahwaz, Qom, Abadan~
IRAQ: Baghdad, Basra, Mosul, Kirkuk, An Najaf, Erbil~
IRELAND: Dublin, Cork, Limerick, Galway, Waterford~
ISRAEL: Jerusalem, Tel Aviv, Haifa, Holon, Petach-Tikva, Ramat Gan, Beersheba, Bene Beraq~
ITALY: Rome, Milan, Naples, Turin, Genoa, Palermo, Bologna, Florence, Catania, Bari, Venice~
IVORY COAST: Abidjan, Bouake, Daloa, Port-Bouet, Man, Korhogo~
JAMAICA: Kingston, Montego Bay, Spanish Town, May Pen, Mandeville, Savanna-la-Mar~
JAPAN: Tokyo, Yokohama, Osaka, Nagoya, Sapporo, Kyoto, Kobe, Fukuoka, Kawasaki, Kitakyushu, Hiroshima~
JORDAN: Amman, Zarqa, Irbid, Ajlun, Jarash, Madaba~
KENYA: Nairobi, Mombasa, Nakuru, Kisumu, Thika, Eldoret, Nanyuki, Kitale, Malindi, Kericho, Nyeri~
KIRIBATI: Tarawa~
KUWAIT: Kuwait, Salmiya, Hawalli~
LAOS: Vientiane, Savannakhet, Pakse, Luang Prabang, Saya Bury, Khammouane~
LEBANON: Beirut, Tripoli, Zahle, Sidon, Tyre~
LESOTHO: Maseru, Teyateyaneng, Leribe, Mafeteng~
LIBERIA: Monrovia, Harbel, Buchanan, Tubmanburg, Harper~
LIBYA: Tripoli, Benghazi, Misurata, Azzawiya, Al-Beida, Agedabia, Darna, Sebha, Tubruq, Al-Marj, Zeleiten~
LIECHTENSTEIN: Vaduz, Schaan, Balzers, Triesen, Eschen, Mauren, Triesenberg~
LUXEMBOURG: Luxembourg, Esch, Differdange, Dudelange, Petange, Remich~
MACAU: Macau~
MADAGASCAR: Antananarivo, Antsirabe, Toamasina, Fiarnarantsoa, Majunga, Toliary, Antsiranana~
MALAWI: Lilongwe, Blantyre, Zomba, Karonga, Nkhotakota, Mzuzu~
MALAYSIA: Kuala Lumpur, Ipoh, Georgetown, Johore Bahru, Kuala Trengganu, Kota Bahru, Kuantan, Seremban, Malacca, Kuching, Alor Star~
MALDIVES: Male~
MALI: Bamako, Segou, Mopti, Sikasso, Kayes, Gao, Timbuktu~
MALTA: Valletta, Sliema, Birkirkara, Qormi, Victoria~
MARTINIQUE: Fort-De-France, Schoelcher, Le Lamentin, St. Pierre, Ducos, Ste. Marie~
MAURITANIA: Nouakchott, Nouadhibou, Kaedi, Zouerate, Kiffa~
MAURITIUS: Port Louis, Beau Bassin, Quatre Bornes, Curepipe, Vacoas- Phoenix~
MEXICO: Mexico City, Guadalajara, Monterrey, Ciudad Juarez, Puebla de Zaragoza, Leon, Tijuana, Acapulco, Chihuahua, Mexicali, San Luis Potosi~
MONACO: Monaco-Ville, Monte Carlo~
MONGOLIA: Ulan-Bator, Darhan, Erdenet, Choybalsan, Nalayh, Ulangom, Uliastay~
MOROCCO: Rabat, Casablanca, Fez, Marrakech, Meknes, Oujda, Kenitra, Tangier, Tetouan, Safi, Agadir~
MOZAMBIQUE: Maputo, Beira, Machaze, Nacala, Mandie, Chibuto~
NAMIBIA: Windhoek, Tsumeb, Keetmanshoop, Otjiwarongo, Luderitz, Swakopmund~
NAURU: Yaren~
NEPAL: Kathmandu, Saliyan, Pyuthan, Jumla, Lalitpur, Biratnagar~
NETHERLANDS: Amsterdam, Rotterdam, The Hague, Utrecht, Eindhoven, Groningen, Tilburg, Haarlem, Nijmegen, Apeldoorn, Enschede~
NETHERLANDS ANTILLES: Willemstad, Oranjestad~
NEW ZEALAND: Wellington, Auckland, Christchurch Dunedin~
NICARAGUA: Managua, Granada, Masaya, Chinandega, Matagalpa, Esteli~
NIGER: Niamey, Zinder, Maradi, Tahoua, Agadez, Birni N'Konni, Filingue~
NIGERIA: Lagos, Ibadan, Ogbomosho, Kano, Oshogbo, Ilorin, Abeokuta, Port Harcourt, Zaria, Ilesha, Onitsha~
NORTH KOREA: Pyongyang, Chongjin, Hungnam, Kaesong Sinuiju, Wonsan~
NORWAY: Oslo, Bergen, Trondheim, Stavanger, Kristiansand, Drammen~
OMAN: Muscat, Matrah, Salala~
PAKISTAN: Islamabad, Karachi, Lahore, Faisalabad, Rawalpindi, Hyderabad, Multan, Gujranwala, Peshawar, Sialkot, Sargodha~
PANAMA: Panama City, Colon, David, La Chorrera, Santiago, Tocumen~
PAPUA NEW GUINEA: Port Moresby, Lae, Rabaul~
PARAGUAY: Asuncion, San Lorenzo, Fernando de la Mora, Puerto Stroessner, Pedro Juan Caballero, Encarnacion, Concepcion, Coronel Oviedo, Villarrica, Caaguazu~
PERU: Lima, Arequipa, Callao, Trujillo, Chiclayo, Piura, Chimbote, Cuzco, Iquitos, Huancayo~
PHILIPPINES: Manila, Quezon City, Davao, Cebu City, Caloocan City, Zamboanga, Pasay City, Bacolod City, Iloilo, Cagayan de Oro City, Angeles City~
POLAND: Warsaw, Lodz, Krakow, Wroclaw, Poznan, Gdansk, Szczecin, Bydgoszcz, Katowice, Lublin, Sosnowiec~
PORTUGAL: Lisbon, Oporto, Amadora, Setubal, Coimbra, Braga, Vila Nova de Gaia, Barreiro, Funchal, Almada~
QATAR: Doha~
ROMANIA: Bucharest, Brasov, Constanta, Timisoara, Iasi, Cluj-Napoca, Galati, Craiova, Braila, Ploiesti, Oradea~
RWANDA: Kigali, Butare, Ruhengeri, Gisenyi, Nyabisindu, Cyangugu~
SAN MARINO: San Marino~
SAO TOME & PRINCIPE: Sao Tome, Santo Antonio~
SAUDI ARABIA: Riyadh, Jeddah, Mecca, Taif, Medina, Dammam, Hufuf, Tabouk, Buraidah, Al-Mobarraz, Khamis-Mushait~
SENEGAL: Dakar, Thies, Kaolack, Saint-Louis, Zinguinchor, Diourbel~
SEYCHELLES: Victoria, Anse Boileau, Anse Royale, Cascade~
SIERRA LEONE: Freetown, Bo, Kenema, Makeni, Bonthe, Port Loko~
SINGAPORE: Singapore City, Serangoon, Jurong, Nee Soon~
SOLOMON ISLANDS: Honiara~
SOMALIA: Mogadishu, Hargeysa, Chisimayu, Berbera, Merka, Baydhabo, Giohar~
SOUTH AFRICA: Pretoria, Cape Town, Durban, Johannesburg, Port Elizabeth, Roodepoort, Umhlazi, Germiston, Pietermaritzburg, Boksburg, Bloemfontein~
SOUTH KOREA: Seoul, Pusan, Daegu, Inchon, Kwangju, Taejon, Ulsan, Masan, Suwon, Chonju~
SPAIN: Madrid, Barcelona, Valencia, Seville, Zaragoza, Malaga, Bilbao, Valladolid, Las Palmas, Palma de Mallorca, Hospitalet~
SRI LANKA: Colombo, Dehiwala, Jaffna, Kandy, Galle, Moratuwa, Negombo~
ST. KITTS-NEVIS: Basseterre~
ST. LUCIA: Castries, Vieux Fort~
ST. VINCENT: Kingstown, Georgetown~
SUDAN: Khartoum, Omdurman, Port Sudan, Wadi Medani, Al Obeid, Atbara, Kassala, Kosti~
SURINAME: Paramaribo, Nieuw Nickerie, Marienburg, Moengo, Totness~
SWAZILAND: Mbabane, Manzini, Siteki~
SWEDEN: Stockholm, Goteborg, Malmo, Uppsala, Norrkoping, Orebro, Vasteras, Linkoping, Jonkoping, Helsingborg, Boras~
SWITZERLAND: Bern, Zurich, Basel, Geneva, Lausanne, Winterthur, St. Gallen, Luzern, Biel, Thun, Koniz~
SYRIA: Damascus, Aleppo, Holms, Latakaia Deir ez- Zor, Rakka, Hasakeh, Tartous, Edleb, Dera'a~
TAIWAN: Taipei, Kaohsiung, Taichung, Tainan, Panchiao, Keelung, Hsinchu, Chiali, Chungli, Yunghu~
TANZANIA: Dar Es Salaam, Zanzibar Town, Mwanza, Tanga, Dodoma, Arusha~
THAILAND: Bangkok, Songkhla, Chon Buri, Nakhon Si Thammarat, Chiang Mai, Nakhon Ratchasima, Pitsanulok, Hat Yai~
TOGO: Lome, Sokode, Palime, Atakpame, Bassari, Tsevie, Anecho, Mango, Bafilo, Tabligbo~
TONGA: Nuku'Alofa~
TRINIDAD & TOBAGO: Port-Of-Spain, San Fernando, Arima, Scarborough~
TUNISIA: Tunis, Sfax, Ariana, Bizerta, Djerba, Gabes, Sousse, Kairouan, La Goulette~
TURKEY: Ankara, Istanbul, Izmir, Adana, Bursa, Gasiantep, Konya, Eskisehir, Kayseri, Diyarbakir, Mersin~
TUVALU: Funafuti~
UGANDA: Kampala, Jinja, Mbale, Entebbe, Gulu, Tororo~
UNITED ARAB EMIRATES: Abu Dhabi, Dubai, Sharjah~
UNITED KINGDOM: London, Birmingham, Glasgow, Leeds, Sheffield, Liverpool, Bradford, Manchester, Edinburgh, Bristol, Belfast~
UNITED STATES OF AMERCIA: Washington D.C., New York, Los Angeles, Chicago, Houston, Philadelphia, Detroit, San Diego, Dallas, San Antonio, Phoenix~
URUGUAY: Montevideo, Salto, Paysandu, Las Piedras, Rivera, Melo, Mercedes, Minas~
USSR: (Former + New States) Moscow, Leningrad, Kiev, Tashkent, Baku, Kharkov, Minsk, Gorky, Novosibirsk, Sverdlovsk, Kuybyshev~
VANUATU: Port Vila~
VENEZUELA: Caracas, Maracaibo, Valencia, Maracay, Barquisimeto, Ciudad Guayana, Barcelona, San Cristobal, Ciudad Bolivar, Maturin~
VIETNAM: Hanoi, Ho Chi Minh City, Haiphong, Da Nang, Nha Trang, Qui Nhon, Hue, Can Tho, Mytho, Cam Ranh, Vungtau~ WESTERN SAHARA: Laayoune, Dakhla, Semara~
(WESTERN) SAMOA: Apia~
YEMEN: Aden, Mukalla, Sanaa, Hodeida, Taizz, Dhamar, El Beida, Hajja~
YUGOSLAVIA: (Former + New States) Belgrade, Osijek, Zagreb, Nis, Skopje, Sarajevo, Ljubljana, Novi Sad, Split, Pristina, Rijeka~
Democratic Republic of the Congo (ZAIRE): Kinshasa, Kananga, Lubumbashi, Mbuji-Mayi, Kisangani, Bukavu, Kikwit, Matadi, Mbandaka, Likasi~
ZAMBIA: Lusaka, Kitwe, Ndola, Chingola, Mufulira, Kabwe, Luanshya, Livingstone, Chililabombwe, Kalulushi~
ZIMBABWE: Harare, Bulawayo, Chitungwiza, Gweru, Mutare, Que Que, Kadoma, Wankie, Masvingo, Shabani, Sinoia.

 

Note 17

DISTRIBUTION & CUSTOMER SERVICING COSTS


Order / Instruction Processing Costs;
Distribution Planning & Accounting Costs;
Inventory / Materials Costs;
Packaging & Product Enclosure Costs;
Warehousing & Storage Costs;
In-house Shipping & Transportation Costs;
Outbound Handling Costs;
Distribution Channel & Field Costs;
Receiving Costs;
Inbound Transportation & Handling Costs.

Total Cost of Service.

 

Note 18

PHYSICAL DISTRIBUTION OBJECTIVES


Scope of Physical Distribution.
Physical Distribution Objectives.
Level of Service.
Locations & Markets Objectives.
Distribution Strategy Alternatives.
Inventory Decisions.
Location Type Decisions.
Organisational Decisions & Alternatives.

 

Note 19

COMPARATIVE ADVERTISING


Dynamic Advertising Issues.
Sales Decay.
Market Saturation.
Sales Response.
Advertising Efficiency.
Advertising Modelling.
Message Evaluation.
Advertising Timing Patterns.

Industry Advertising Norms:
Sales Response.
Advertising Communication.
Advertising Perception.
Advertising Exposure.
Media & Advertising Vehicles.
Media Distribution.

Industry Cost Norms:
Direct Advertising.
Media Advertising.
Promotional Advertising.
POS & Distribution Channel Media.
Advertising Print Costs.

 

Note 20

NEW PRODUCT DATA COMPARISONS

INDUSTRY EXPENDITURE
New Product and Product Revision Expenditure is given |
   by EACH COUNTRY / STATE / REGION
   by YEAR:-

New Product Investments

New Product Expenditure in previous 3 years          
New Product Technology in previous 3 years
New Product Expenditure during next 3 - 6 years          
New Product Technology during next 3 - 6 years
New Product Expenditure during next 6 - 9 years          
New Product Technology during next 6 - 9 years

PRODUCT LAUNCH / REVISION DATA
ADOPTION RATES :
PRODUCT REVISIONS + NEW PRODUCTS / CONVERSION RATIOS :
PRODUCT REVISIONS + NEW PRODUCTS / POTENTIAL FIRST YEAR GROWTH:
REVISIONS + NEW PRODUCTS

NEW PRODUCT INVESTMENT
The figures represent investment in Research and Development into New Products (in terms of Products and Services) and other applications of Technology used for the Products and Services offered in the market/s. The term 'Technology' denotes Technology, Techniques, Improvements, Substitutions and other factors applied to the Products offered by the industry.

 

Note 21

NEW PRODUCTION + PROCESS TECHNOLOGY INVESTMENT DATA


INDUSTRY EXPENDITURE
New technology investments.

Process Technology in previous 3 years.
Process Technology during next 3 - 6 years.
Process Technology during next 6 - 9 years.
Automation Technology in previous 3 years.
Automation Technology during next 3 - 6 years.
Automation Technology during next 6 - 9 years

PRODUCTION TECHNOLOGY INVESTMENT
The term 'Production Technology' denotes Technologies, Techniques, Processes, Automation, Mechanics, et cetera, which are applied to the process, production or other manufacturing operations of the industry.

 

Note 22

INDUSTRY NEW PLANT + EQUIPMENT DATA


INDUSTRY STRUCTURE
New production & process investments.
Plant & equipment in use: less than depreciation.
Plant & equipment investments: equal to depreciation.
Plant & equipment investments: greater than depreciation.

INDUSTRY CAPITAL EXPENDITURE STRUCTURE
Total capital expenditure.
Plant & equipment.
Buildings & structures:
Other expenditure.

 

Note 23

COMPETITIVE ANALYSIS


COMPETITOR PHYSICAL PROCESS CONSIDERATIONS: physical process difficulties; physical process capacity; physical capacity; flexibility of plant and equipment; ability to vary the product range; age of plant and equipment

COMPETITOR SUPPLIES CONSIDERATIONS: materials and supplies purchasing and sourcing stock levels and inventories of materials and supplies; dependence on sub-contractors and outside workers; buying influence and purchasing power

COMPETITOR MANPOWER CONSIDERATIONS: manpower and labour availability; labour and union relations; wage rises and wage demands; payroll levels in relation to competitors; salaried staff remunerations relative to competitors; technical capabilities of staff

COMPETITOR COSTS & MARGIN CONSIDERATIONS: process stock and inventory levels; flexibility of variable costs; adaptability of fixed costs; variability of manpower and staff costs; direct costs relative to major competitors; research and development and product development costs

COMPETITOR PRODUCT CONSIDERATIONS: product quality; product specifications; product design and utility; product operating criteria and operating benefits; product efficiency and performance; product reliability and integrity; product longevity and shelf life; product life cycle and obsolescence; degree of product customization and flexibility; product technology and technological advantage; product interchangeability and usage

COMPETITOR MANAGEMENT STRENGTHS: management strengths of senior corporate officers; effectiveness of process managers; performance of sales and marketing managers; efficiency of administration managers; aptitude of technical and research and development staff; reliability of personnel managers

COMPETITOR CORPORATE CONSIDERATIONS: upstream integration and economies of scale; downstream integration and benefits; captive distribution channels; dependence on other companies for supplies; dependence on other distribution channels to the market; dependence on other marketing activity for sales support; dependence on customers

COMPETITOR DISTRIBUTION CHANNEL CONSIDERATIONS: warehousing and handling; packing and packaging; distribution network activities; stock availability; backlogs

COMPETITOR CUSTOMER CONSIDERATIONS: geographic location of the customer base; dependence on discrete customer bases; captive and assured customer base; concentration of customers; frequency of product usage; size and volume of average turnover; customer servicing relative to competitors; seasonality of demand and customer purchases

COMPETITOR MARKETING CONSIDERATIONS: advertising and sales promotion posture and activity; total marketing costs; sales promotion costs; salesforce and selling costs and expenses; advertising costs

COMPETITOR CONSIDERATIONS: competitors' pricing policies and posture; sensitivity to economic conditions; marketing spend relative to competitors; aggressiveness of competitors' policies and postures; entry of new competitors into the market; prices at company sales price; recent price increases at company level; prices at retail or end users sales price; market share

RELATIVE REPUTATION: general customer awareness of the company and its products; overall reputation; status of products; ranking of product quality; standing of service provided; position of customer handling and interface

RELATIVE PROMOTIONAL ACTIVITY: rating of overall sales promotion activity; comprehension of advertising posture and the advertising message; effectiveness of sales personnel, salesforce and ancillary staff; lucidity of sales literature and print

RELATIVE PRODUCT AVAILABILITY: rating of product general availability; acceptability of product specifications; satisfaction with on-time delivery performance; assurance of complete order delivery performance; competence of order handling and order taking; ability to supply products as contracted

RELATIVE TECHNICAL COMPETENCE: rating of general technical competence; technical expertise and efficacy amongst staff; application of product technology; conciseness of product documentation and instructions; level of product reject or return rates; status of general after-sales service competence and performance

RELATIVE MARKETING FACTORS: perception of product pricing; ranking of technical superiority; fulfillment of service undertakings and the quality of service provided; assurance of promptness; record of service promptness and delivery; satisfaction with service levels; general ease of service use and procedures used; contentment with service convenience, scheduling and off-take; perception of the distribution network system and its efficiency; customer handling, flexibility and willingness to co-operate; equity of terms of trading and contractual considerations

RELATIVE STAFF PERFORMANCE: initial contact and responsiveness; contact with order handling staff; negotiations with sales and marketing personnel; contact with administration and account staff; interface with technical and specialist managers and staff; performance of service personnel

RELATIVE CORPORATE CONSIDERATIONS: relative upstream integration; perceptions of downstream integration; performance of captive distribution channels; reliance on other companies; Utilization of other distribution; benefits of other marketing activity; capture and dominance of specific customer bases

RELATIVE DISTRIBUTION CHANNEL CONSIDERATIONS: efficiency of warehousing and handling; quality and attractiveness of packing and packaging; performance of overall distribution activities; general stock availability; overall backlogs

RELATIVE CUSTOMER CONSIDERATIONS: geographic location and spread of the customer base; captiveness of existing customer bases; loyalty of the existing customer base; relative concentration of customers; frequency of average customer purchases; average size and turnover of customer service requirements; general level of customer servicing; seasonality of customer demand for products

RELATIVE PROMOTIONAL CONSIDERATIONS: general advertising and sales promotion message; marketing spend, Utilization and sales decay; specific sales promotions and activity; salesforce effectiveness and performance; advertising efficiency

RELATIVE COMPETITOR CONSIDERATIONS: Overall pricing policy and its effectiveness; general sensitivity to the economic climate and conditions; overall competitive marketing effort; reaction to competitors' policies and activities; general reaction to the market entry of competitors; attractiveness of base pricing; ability to cope with and react to pricing increases; overall competitiveness of end users sales pricing; general relative market share

COMPETITOR PRODUCTION CONSIDERATIONS: Production & process difficulties, manufacturing capacity, unit production capacity, flexibility of production plant, ability to vary product range, age of plant & equipment

COMPETITOR SUPPLIES CONSIDERATIONS: Materials acquisition & sources, materials stock levels, dependence on sub-contractors, buying influence

COMPETITOR MANPOWER CONSIDERATIONS: Manpower availability, labour relations, pressure of wage rises, relative payroll levels, relative salary levels, technical capabilities

COMPETITOR COSTS & MARGIN CONSIDERATIONS: Stock levels, variable costs, fixed costs, payroll costs, direct costs relative to competitors, R & D / product development costs

COMPETITOR PRODUCT CONSIDERATIONS: Quality, product specifications, design, operating criteria, product efficiency, product reliability, product longevity, product life cycle, product customization, product technology, product usage

COMPETITOR 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

COMPETITOR CORPORATE CONSIDERATIONS: Upstream integration, downstream integration, captive distribution channels, dependence on other manufacturers, dependence on other distributors, dependence on other marketing, dependence on customers

COMPETITOR DISTRIBUTION CONSIDERATIONS: Warehousing & handling, packing & packaging, distribution, stock availability, order backlog

COMPETITOR 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

COMPETITOR MARKETING CONSIDERATIONS: Advertising & sales promotion, marketing costs, sales promotion costs, selling costs, advertising costs

COMPETITOR 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

RELATIVE REPUTATION: Overall awareness by customers, overall reputation, reputation of products, reputation of product quality, reputation of service provided, reputation of customer handling

RELATIVE PROMOTIONAL ACTIVITY: Rating of overall sales promotion activity, rating of advertising, rating of sales personnel, rating of sales print

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

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

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

RELATIVE STAFF PERFORMANCE: Initial contact, order handling staff, sales staff, administration staff, specialist staff, service personnel

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

RELATIVE DISTRIBUTION CONSIDERATIONS: Warehousing & handling, packing & packaging, distribution, stock availability, order backlog

RELATIVE CUSTOMER CONSIDERATIONS: Location of customers, captiveness of the customer base, customer base loyalty, concentration of purchases, purchase frequency, order size, customer servicing, seasonality

RELATIVE PROMOTIONAL CONSIDERATIONS: Advertising & sales promotion, marketing, sales promotion, salesforce, advertising

RELATIVE COMPETITOR CONSIDERATIONS: Pricing policy, economic conditions, relative marketing effort, reaction to competitors, new competitors, prices at MSP, price increases, prices at RSP, market share

 

Note 24

COMPETITIVE SITUATION


This Data is given for 15 Competitors.

In addition the analysis is made in 16 National Markets which are important to the market.

COMPETITOR PERFORMANCE: RELATIVE CREDIBILITY: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Competitor Contracts & Documentation, Competitor Advertising.

RELATIVE CUSTOMER CONFIDENCE: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Competitor Contracts & Documentation, Competitor Advertising.

RELATIVE REPUTATION: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE STAFF EFFICIENCY: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contracts & Documentation, Problem Solving.

RELATIVE STAFF PERFORMANCE: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contracts & Documentation, Overall Customer Handling.

RELATIVE STAFF INTEGRITY: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contracts & Documentation, Advertising & Promotions.

RELATIVE TRUTH & HONESTY: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contracts & Documentation, Advertising & Promotions.

RELATIVE WRITTEN COMMUNICATIONS: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contractual, Correspondence.

RELATIVE VERBAL CONTACT: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER HANDLING: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER COMPLAINT HANDLING: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER PROBLEM SOLVING: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER COMPREHENSION OF PRODUCT: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER AWARENESS OF PRODUCT: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER CONFIDENCE IN PRODUCT: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE CUSTOMER SERVICE: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff, Contracts & Documentation.

RELATIVE INITIAL CUSTOMER RESPONSE: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE INFORMATION FOR CUSTOMERS: Competitor Level, Branch/Outlet Level, Competitor Managers, Competitor Staff, Specialist Competitor Staff.

RELATIVE PROMOTIONAL ACTIVITY: Competitor Level, Branch/Outlet Level.

RELATIVE ADVERTISING POSTURE: Competitor Level, Branch/Outlet Level.

RELATIVE CONTRACT DOCUMENTATION: Competitor Level, Branch/Outlet Level.

COMPETITOR CUSTOMER SURVEY: Current purchasing criteria, future trends in purchasing criteria, price sensitivity, the availability -v- price question, the quality -v- price question, product awareness, reaction to advertising and sales promotion, reaction to POS and merchandising, satisfaction with product quality, satisfaction with product design, satisfaction with product availability, satisfaction with existing products and services, satisfaction with existing retail operations, satisfaction with retail outlet levels, satisfaction with existing methods of supply, satisfaction with the product package, satisfaction with product design

COMPETITOR PRODUCT FACTORS: Quality; approvals; design factors / design specifications; physical criteria / physical parameters; R & D costs / development costs / customization; technology / technology factors & development; product life / longevity; performance / product efficiency / product integrity; reliability / product failure / product defects; operating criteria / product operation or usage; probability of technical development / technical; product life cycle / product obsolescence

COMPETITOR MARKETING FACTORS: Distribution / warehousing / handling costs; costs/prices at supplier sale price; costs/prices at end user / retail sale price; stock availability / lead times / delivery; sales promotion & sales costs; advertising posture & advertising costs; competition / competitors' aggressiveness & posture; market share / relative market shares; seasonality / cyclical demand / demand fluctuations; sensitivity to economic climate & conditions; after-sales factors

COMPETITOR SUPPLIER FACTORS: Processing / production / handling facilities & capacity; processing/ handling capacity / flexibility of plant; dependence on sub-contractors / in-house supplies; technical capabilities / new product developments; technological aptitude & innovations; other capacity; own buying influence / economies of scale; alternative suppliers base; commitment/capacity of other suppliers; price advantages & pricing amongst other suppliers; conditions of sale / terms of trading

COMPETITOR DISTRIBUTION / CUSTOMER INTERFACE FACTORS: Technical / marketing capabilities & capacity; distribution facilities & manpower availability; commitment to other suppliers; sales volumes / turnover required; margins / added value; captive customer base / customers handled; area/s serviced and geographic coverage; sales promotion / advertising / salesforce; effects on existing products & customer base; cash-flow requirements of distribution channel; capital requirements

COMPETITOR CUSTOMER FACTORS: Propensity to consume / demand factors; product purchase background / past product purchase; purchasing criteria - commercial; purchasing criteria - motivational; purchase price / acquisition costs / product costs; DMU susceptibility / customer awareness

 

Note 25

PRODUCT PERCEPTIONS


This Data is given for 15 of the market's Products, Product Groups & Sectors. In addition the analysis is made in 16 National Markets which are important to the industry.

PRODUCT END USER SURVEYS
Current purchasing criteria; purchasing criteria - future trends; buying patterns; frequency of purchase/s; satisfaction with existing products and services; satisfaction with existing suppliers & sources; satisfaction with existing methods of supply & distribution; satisfaction with suppliers' ability to supply; satisfaction with availability of products; satisfaction with quality of products purchased; satisfaction with promptness of supply; satisfaction with acquisition & specification procedures; satisfaction with terms of trading; satisfaction with after-sales service received; satisfaction with availability of products + services; satisfaction with general & other assistance received; satisfaction with documentation / instructions; supplier loyalty; direct purchases from suppliers; the availability -v- price question; the quality -v- price question; frequency of purchase; purchase procedures; method of payment; attitudes towards established products; attitudesrds foreign suppliers & products; reactions to advertising and sales promotion; product success / failure rates; product success / failure rates during testing; product success / failure rate over time; person/s initiating decision to purchase / repurchase; person/s initiating decision to increase level of purchases; person/s initiating decision to introduce new products or suppliers; person/s deciding what products or suppliers are required; person/s preparing specifications for purchases; person/s evaluating applications and purchases; person/s surveying suppliers and seeking quotations; person/s negotiating terms with potential suppliers; person/s deciding which supplier gets the order/s; person/s monitoring results of purchases.

PRODUCT BUYERS SURVEYS : DECISION MAKER
Person/s initiating decision to remain with suppliers; person/s initiating decision to increase amounts purchased; person/s initiating decision to introduce new products or suppliers; person/s deciding what products are to be carried; person/s preparing orders / specifications for purchases; person/s evaluating products or suppliers available; person/s surveying suppliers and seeking quotations; person/s negotiating terms with suppliers; person/s approving / authorizing order/s; person/s monitoring results of purchases and sales.

THE CONSUMER OR BUYER LEVEL:
The Buyer Profile is given as a matrix
  BY YEAR and by:-
  AGE GROUP: Up to 19; 20 - 24; 25 - 34; 35 - 44; 45 - 54; 55 - 64; 65 and over.

  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- and unskilled manual workers //
                           E : Others

  LOCATION:  By Region and Major Urban Conurbation.

PRODUCT DISTRIBUTION CHANNELS SURVEYS
Source of supply; satisfaction with availability of advertising support & pos; current purchasing criteria; purchasing criteria - future trends; buying patterns; frequency of purchase/s; satisfaction with existing products and services; satisfaction with existing suppliers & sources; satisfaction with existing methods of supply & distribution; satisfaction with suppliers' ability to supply; satisfaction with availability of products; satisfaction with quality of products purchased; satisfaction with promptness of supply; satisfaction with acquisition & specification procedures; satisfaction with terms of trading; satisfaction with after-sales service received; satisfaction with availability of products + services; satisfaction with general & other assistance received; satisfaction with documentation / instructions; supplier loyalty; direct purchases from suppliers; the availability -v- price question; the quality -v- price question; frequency of purchase; purchase procedures; mode of ordering by clients; service area; mode of payment; discounts offered; sales promotional activities to their clients; sales promotional activities mix; suppliers sales promotion most influencing; financing; problems with products; experiences of product reject claims; satisfaction with own ability to supply; method of payment; attitudes towards established products; attitudes towards foreign suppliers & products; reactions to advertising and sales promotion; product success / failure rates; product success / failure rates during testing; product success / failure rate over time.

PRODUCT + INDUSTRY PERFORMANCE
COMPANY PERFORMANCE: CREDIBILITY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Company Contracts & Documentation, Company Advertising.
CUSTOMER CONFIDENCE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Company Contracts & Documentation, Company Advertising.
REPUTATION: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
STAFF EFFICIENCY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Problem Solving.
STAFF PERFORMANCE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Overall Customer Handling.
STAFF INTEGRITY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Advertising & Promotions.
TRUTH & HONESTY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Advertising & Promotions.
WRITTEN COMMUNICATIONS: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contractual, Correspondence.
VERBAL CONTACT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER HANDLING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER COMPLAINT HANDLING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER PROBLEM SOLVING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER COMPREHENSION OF PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER AWARENESS OF PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER CONFIDENCE IN PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER SERVICE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation.
INITIAL CUSTOMER RESPONSE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
INFORMATION FOR CUSTOMERS: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
PROMOTIONAL ACTIVITY: Company Level, Branch/Outlet Level.
ADVERTISING POSTURE: Company Level, Branch/Outlet Level.
CONTRACT DOCUMENTATION: Company Level, Branch/Outlet Level.

 

Note 26

CORPORATE CUSTOMER PERCEPTIONS


This Data is given for 15 of the market's Products, Product Groups & Sectors. In addition the analysis is made in 16 National Markets which are important to the market.

CORPORATE CUSTOMER END USER SURVEYS
Current purchasing criteria; purchasing criteria - future trends; buying patterns; frequency of purchase/s; satisfaction with existing products and services; satisfaction with existing suppliers & sources; satisfaction with existing methods of supply & distribution; satisfaction with suppliers' ability to supply; satisfaction with availability of products; satisfaction with quality of products purchased; satisfaction with promptness of supply; satisfaction with acquisition & specification procedures; satisfaction with terms of trading; satisfaction with after-sales service received; satisfaction with availability of products + services; satisfaction with general & other assistance received; satisfaction with documentation / instructions; supplier loyalty; direct purchases from suppliers; the availability -v- price question; the quality -v- price question; frequency of purchase; purchase procedures; method of payment; attitudes towards established products; attitudes towards foreign suppliers & products; reactions to advertising and sales promotion; product success / failure rates; product success / failure rates during testing; product success / failure rate over time; person/s initiating decision to purchase / repurchase; person/s initiating decision to increase level of purchases; person/s initiating decision to introduce new products or suppliers; person/s deciding what products or suppliers are required; person/s preparing specifications for purchases; person/s evaluating applications and purchases; person/s surveying suppliers and seeking quotations; person/s negotiating terms with potential suppliers; person/s deciding which supplier gets the order/s; person/s monitoring results of purchases.


CORPORATE BUYERS SURVEYS : DECISION MAKER
Person/s initiating decision to remain with suppliers; person/s initiating decision to increase amounts purchased; person/s initiating decision to introduce new products or suppliers; person/s deciding what products are to be carried; person/s preparing orders / specifications for purchases; person/s evaluating products or suppliers available; person/s surveying suppliers and seeking quotations; person/s negotiating terms with suppliers; person/s approving / authorizing order/s; person/s monitoring results of purchases and sales.

CORPORATE CONSUMER OR BUYER LEVEL:
The Buyer Profile is given as a matrix BY YEAR and by:-

   AGE GROUP: Up to 19; 20 - 24; 25 - 34; 35 - 44; 45 - 54; 55 - 64; 65 and over.

   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- and unskilled manual workers //
                            E : Others

   LOCATION: By Region and Major Urban Conurbation.


CORPORATE CUSTOMER DISTRIBUTION CHANNELS SURVEYS
Source of supply; satisfaction with availability of advertising support & pos; current purchasing criteria; purchasing criteria - future trends; buying patterns; frequency of purchase/s; satisfaction with existing products and services; satisfaction with existing suppliers & sources; satisfaction with existing methods of supply & distribution; satisfaction with suppliers' ability to supply; satisfaction with availability of products; satisfaction with quality of products purchased; satisfaction with promptness of supply; satisfaction with acquisition & specification procedures; satisfaction with terms of trading; satisfaction with after-sales service received; satisfaction with availability of products + services; satisfaction with general & other assistance received; satisfaction with documentation / instructions; supplier loyalty; direct purchases from suppliers; the availability -v- price question; the quality -v- price question; frequency of purchase; purchase procedures; mode of ordering by clients; service area; mode of payment; discounts offered; sales promotional activities to their clients; sales promotional activities mix; suppliers sales promotion most influencing; financing; problems with products; experiences of product reject claims; satisfaction with own ability to supply; method of payment; attitudes towards established products; attitudes towards foreign suppliers & products; reactions to advertising and sales promotion; product success / failure rates; product success / failure rates during testing; product success / failure rate over time.

CORPORATE PERFORMANCE
COMPANY PERFORMANCE: CREDIBILITY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Company Contracts & Documentation, Company Advertising.
CUSTOMER CONFIDENCE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Company Contracts & Documentation, Company Advertising.
REPUTATION: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
STAFF EFFICIENCY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Problem Solving.
STAFF PERFORMANCE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Overall Customer Handling.
STAFF INTEGRITY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Advertising & Promotions.
TRUTH & HONESTY: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation, Advertising & Promotions.
WRITTEN COMMUNICATIONS: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contractual, Correspondence.
VERBAL CONTACT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER HANDLING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER COMPLAINT HANDLING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER PROBLEM SOLVING: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER COMPREHENSION OF PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER AWARENESS OF PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER CONFIDENCE IN PRODUCT: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
CUSTOMER SERVICE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff, Contracts & Documentation.
INITIAL CUSTOMER RESPONSE: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
INFORMATION FOR CUSTOMERS: Company Level, Branch/Outlet Level, Company Managers, Company Staff, Specialist Company Staff.
PROMOTIONAL ACTIVITY: Company Level, Branch/Outlet Level.
ADVERTISING POSTURE: Company Level, Branch/Outlet Level.
CONTRACT DOCUMENTATION: Company Level, Branch/Outlet Level.