TABLE OF CONTENTS

Volume 2

The Tactical Analysis of
the Target Company




2 VOLUME 2.1
2 COMPANY FINANCIAL DATA FORECAST
6 ~ NOTES + DEFINITIONS
8 ~ GRAPHICS USED
   
10 VOLUME 2.1.1
10 COMPANY FINANCIAL DATA FORECAST
12 ~ PRIME FORECAST
14 ~ BASIS OF THE FORECASTS
14 BASE FINANCIAL + OPERATIONAL FORECAST
14 ~ ~ ~ 6 Year Base Forecast Data for the Company.
15 ~ NOTES + DEFINITIONS
16 PRIME FORECAST : TOTAL SALES
17 PRIME FORECAST : DOMESTIC SALES
18 PRIME FORECAST : OVERSEAS TURNOVER
19 PRIME FORECAST : PRE-TAX PROFIT
20 PRIME FORECAST : INTEREST PAID
22 PRIME FORECAST : NON-TRADING INCOME
24 PRIME FORECAST : OPERATING PROFIT
25 PRIME FORECAST : DEPRECIATION
26 PRIME FORECAST : TRADING PROFIT
27 PRIME FORECAST : FIXED ASSETS
28 PRIME FORECAST : INTANGIBLE ASSETS
29 PRIME FORECAST : INTERMEDIATE ASSETS
30 PRIME FORECAST : TOTAL FIXED ASSETS
31 PRIME FORECAST : STOCKS
32 PRIME FORECAST : DEBTORS
33 PRIME FORECAST : MISCELLANEOUS CURRENT ASSETS
35 PRIME FORECAST : TOTAL CURRENT ASSETS
36 PRIME FORECAST : TOTAL ASSETS
37 PRIME FORECAST : CREDITORS
39 PRIME FORECAST : SHORT TERM LOANS
40 PRIME FORECAST : MISCELLANEOUS CURRENT LIABILITIES
42 PRIME FORECAST : TOTAL CURRENT LIABILITIES
44 PRIME FORECAST : NET ASSETS
45 PRIME FORECAST : SHAREHOLDERS FUNDS
47 PRIME FORECAST : LONG TERM LOANS
49 PRIME FORECAST : MISCELLANEOUS LONG TERM LIABILITIES
50 PRIME FORECAST : CAPITAL EMPLOYED
52 PRIME FORECAST : DIRECTORS' REMUNERATIONS
54 PRIME FORECAST : EMPLOYEES' REMUNERATIONS
56 PRIME FORECAST : TOTAL EMPLOYEES
57 PRIME FORECAST : RETURN ON CAPITAL
58 PRIME FORECAST : RETURN ON ASSETS
59 PRIME FORECAST : RETURN ON SHAREHOLDERS' FUNDS
60 PRIME FORECAST : PRE-TAX PROFIT MARGINS
61 PRIME FORECAST : OPERATING PROFIT MARGIN
62 PRIME FORECAST : TRADING PROFIT MARGIN
63 PRIME FORECAST : ASSETS UTILIZATION
64 PRIME FORECAST : SALES / FIXED ASSETS
65 PRIME FORECAST : STOCK TURNOVER
66 PRIME FORECAST : CREDIT PERIOD
67 PRIME FORECAST : CREDITORS' RATIO
68 PRIME FORECAST : WORKING CAPITAL / SALES
69 PRIME FORECAST : CURRENT RATIO
70 PRIME FORECAST : QUICK RATIO
71 PRIME FORECAST : BORROWING RATIO
73 PRIME FORECAST : EQUITY RATIO
75 PRIME FORECAST : INCOME GEARING
76 PRIME FORECAST : TOTAL DEBT / WORKING CAPITAL
78 PRIME FORECAST : DEBT GEARING RATIO
80 PRIME FORECAST : AVERAGE REMUNERATION
81 PRIME FORECAST : PROFIT PER EMPLOYEE
82 PRIME FORECAST : SALES PER EMPLOYEE
83 PRIME FORECAST : REMUNERATIONS / SALES
84 PRIME FORECAST : FIXED ASSETS / EMPLOYEE
85 PRIME FORECAST : CAPITAL EMPLOYED / EMPLOYEE
86 PRIME FORECAST : TOTAL ASSETS / EMPLOYEE
87 PRIME FORECAST : OVERSEAS TURNOVER / SALES
88 PRIME FORECAST : RETURN ON INVESTMENTS
89 PRIME FORECAST : INPUT / MATERIALS / ENERGY COSTS
90 PRIME FORECAST : PAYROLL COSTS
91 PRIME FORECAST : TOTAL OPERATIONAL PROCESS COSTS
92 PRIME FORECAST : SALES COSTS
93 PRIME FORECAST : DISTRIBUTION & HANDLING COSTS
94 PRIME FORECAST : ADVERTISING COSTS
95 PRIME FORECAST : AFTER-SALES COSTS
96 PRIME FORECAST : TOTAL MARKETING COSTS
97 PRIME FORECAST : ADDED VALUE
98 PRIME FORECAST : NEW TECHNOLOGY EXPENDITURE
99 PRIME FORECAST : NEW PRODUCTION TECHNOLOGY EXPENDITURE
100 PRIME FORECAST : TOTAL R + D EXPENDITURE
101 PRIME FORECAST : PLANT + EQUIPMENT IN USE : 0-3 YEARS OLD
102 PRIME FORECAST : PLANT + EQUIPMENT IN USE : 3-6 YEARS OLD
103 PRIME FORECAST : PLANT + EQUIPMENT IN USE : 6-9 YEARS OLD
104 PRIME FORECAST : PLANT + EQUIPMENT IN USE : 9+ YEARS OLD
105 PRIME FORECAST : PLANT + EQUIPMENT IN USE : GENERAL
106 PRIME FORECAST : CAPITAL EXPENDITURE : PLANT + EQUIPMENT
107 PRIME FORECAST : CAPITAL EXPENDITURE : STRUCTURES
108 PRIME FORECAST : CAPITAL EXPENDITURE : OTHER
109 PRIME FORECAST : CAPACITY UTILIZATION
110 PRIME FORECAST : SUPERIOR QUALITY PRODUCTS
111 PRIME FORECAST : PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE
112 PRIME FORECAST : NEW PRODUCTS RELATIVE TO TOTAL OUTPUT
113 PRIME FORECAST : COMPARATIVE SALESFORCE + SELLING EXPENDITURE
114 PRIME FORECAST : COMPARATIVE ADVERTISING EXPENDITURE
116 PRIME FORECAST : COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE
118 PRIME FORECAST : IMMEDIATE CUSTOMERS: COMMERCIAL
119 PRIME FORECAST : IMMEDIATE CUSTOMERS: END USER LEVEL
120 PRIME FORECAST : IMMEDIATE CUSTOMERS: OEM + PRODUCERS
121 PRIME FORECAST : IMMEDIATE CUSTOMERS: END USERS
122 PRIME FORECAST : IMMEDIATE CUSTOMERS: INSTITUTIONAL
   
123 VOLUME 2.2
123 PRODUCT MARKETING
125 ~ PRODUCT MARKETING
127 ~ CRITICAL FACTORS + PARAMETERS
127 ~ AVERAGE VALUES
130 ~ ~ PRODUCT FACTORS
130 ~ ~ MARKETING FACTORS
131 ~ ~ PRODUCER / SUPPLIER FACTORS
131 ~ ~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
132 ~ ~ CUSTOMER FACTORS
133 ~ MARKET & PRODUCT SEGMENTATION
137 ~ ~ MARKET & PRODUCT SEGMENTATION
138 ~ PRODUCT LAUNCH FACTORS
138 ~ ~ ~ ADOPTION RATES
138 ~ ~ ~ CONVERSION RATIOS
138 ~ ~ ~ SALES GROWTH
138 ~ ~ ~ PRODUCT LAUNCH DATA
139 ~ MARKETING COSTS
139 ~ ~ ~ 1. SALES & SELLING COSTS
139 ~ ~ ~ 2. DISTRIBUTION COSTS
139 ~ ~ ~ 3. ADVERTISING COSTS
139 ~ ~ ~ 4. AFTER-SALES COSTS
139 ~ ~ ~ AFTER-SALES COSTS & WARRANTY COSTS
140 ~ ~ ~ ADOPTION RATES : PRODUCT REVISIONS
140 ~ ~ ~ : NEW PRODUCTS
141 ~ ~ ~ CONVERSION RATIOS : PRODUCT REVISIONS
141 ~ ~ ~ : NEW PRODUCTS
142 ~ ~ ~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
142 ~ ~ ~ : NEW PRODUCTS
143 ~ ~ ~ SALES & SELLING COSTS
143 ~ ~ ~ : DURING PRODUCT LAUNCH
144 ~ ~ ~ DISTRIBUTION / WAREHOUSE / HANDLING / PROCESSING COSTS
144 ~ ~ ~ : DURING PRODUCT LAUNCH
145 ~ ~ ~ ADVERTISING / PROMOTIONAL COSTS
145 ~ ~ ~ : DURING PRODUCT LAUNCH
146 ~ ~ ~ AFTER-SALES COSTS
146 ~ ~ ~ : DURING PRODUCT LAUNCH
147 ~ ~ ~ TOTAL MARKETING COSTS
147 ~ ~ ~ : DURING PRODUCT LAUNCH
   
149 VOLUME 2.3
149 PRODUCT PROFILES
152-202 ~ ~ COMPANY PRODUCT SECTOR PROFILES
   
205 VOLUME 2.4
205 PRODUCT SUMMARY
207 ~ PRODUCT SUMMARY for next 7 years
208-258 ~ BY COMPANY PRODUCT SECTOR
262 ~ PRODUCT SUMMARY to 2028
263-313 ~ BY COMPANY PRODUCT SECTOR
   
316 VOLUME 2.5.1
316 CURRENT ADVERTISING + MARKETING APPRAISAL
317 ~ CURRENT STANDING
318 CURRENT STANDING
320 SECTOR COVERAGE
322-449 ~ ~ BY PRODUCT
   
459 VOLUME 2.5.2
459 COMPANY CURRENT ENVIRONMENT
461 ~ CRITICAL FACTORS + PARAMETERS
462 CORPORATE COVERAGE
463-583 ~ ~ BY COMPANY OPERATION OR DIVISION
   
593 VOLUME 2.6.1
593 COMPANY SHORT-TERM COMPETITIVE ISSUES
595 ~ COMPETITIVE ISSUES
598 ~ BASIS OF THE ANALYSIS
598 ~ PRESENTATION OF THE ANALYSIS
599 ~ GRAPHICS USED
600 ~ PROSE USED
601 ~ COMPANY COMPETITIVE ISSUES
   
601 SECTOR COVERAGE
603 ~ OVERALL AWARENESS BY CUSTOMERS
604 ~ OVERALL REPUTATION
605 ~ REPUTATION OF PRODUCTS
606 ~ REPUTATION OF PRODUCT QUALITY
607 ~ REPUTATION OF SERVICE PROVIDED
608 ~ REPUTATION OF CUSTOMER HANDLING
609 ~ RATING OF OVERALL SALES PROMOTION ACTIVITY
610 ~ RATING OF ADVERTISING
611 ~ RATING OF SALES PERSONNEL
612 ~ RATING OF SALES PRINT
613 ~ RATING OF PRODUCT AVAILABILITY
614 ~ RATING OF PRODUCT SPECIFICATIONS
615 ~ RATING OF ON-TIME DELIVERY
616 ~ RATING OF COMPLETE ORDER DELIVERY
617 ~ RATING OF ORDER HANDLING
618 ~ RATING OF ABILITY TO SUPPLY
619 ~ RATING OF MARKETING COMPETENCE
620 ~ RATING OF MARKETING AWARENESS
621 ~ RATING OF MARKETING TECHNOLOGY
622 ~ RATING OF PROMOTIONAL DOCUMENTATION
623 ~ RATING OF PROMOTIONAL + SALES DECAY
624 ~ RATING OF ADVERTISING COMPETENCE
625 ~ PERCEPTION OF PRODUCT PRICING
626 ~ PRODUCT SUPERIORITY
627 ~ CUSTOMER SERVICE
628 ~ PROMPT DELIVERY
629 ~ SERVICE PROMPTNESS
630 ~ SERVICE LEVELS
631 ~ SERVICE PROCEDURES
632 ~ SERVICE CONVENIENCE
633 ~ PRODUCT DELIVERY SYSTEM
634 ~ FLEXIBILITY OF CUSTOMER HANDLING
635 ~ PERCEPTIONS OF TERMS OF TRADING
636 ~ INITIAL CONTACT
637 ~ ORDER HANDLING STAFF
638 ~ SALES STAFF
639 ~ ADMINISTRATION STAFF
640 ~ SALES MANAGEMENT
641 ~ SALES PERSONNEL
642 ~ UPSTREAM SALES INTEGRATION
643 ~ DOWNSTREAM PROMOTIONAL INTEGRATION
644 ~ CAPTIVE SALES CHANNELS
645 ~ RELIANCE ON SELLING OUTLETS
646 ~ UTILIZATION OF OTHER PROMOTIONAL EFFORT
647 ~ BENEFITS OF OTHER MARKETING
648 ~ CAPTIVE CUSTOMER BASES
649 ~ WAREHOUSING & HANDLING
650 ~ PACKING & PACKAGING
651 ~ SALES ACTIVITY
652 ~ PRODUCT AVAILABILITY
653 ~ CUSTOMER SATISFACTION
654 ~ LOCATION OF CUSTOMERS
655 ~ CAPTIVENESS OF THE CUSTOMER BASE
656 ~ CUSTOMER BASE LOYALTY
657 ~ CONCENTRATION OF PURCHASES
658 ~ PURCHASE FREQUENCY
659 ~ ORDER SIZE
660 ~ CUSTOMER SERVICING
661 ~ SEASONALITY
662 ~ ADVERTISING & SALES PROMOTION
663 ~ MARKETING
664 ~ SALES PROMOTION
665 ~ SALESFORCE
666 ~ ADVERTISING
667 ~ PRICING POLICY
668 ~ ECONOMIC CONDITIONS
669 ~ RELATIVE MARKETING EFFORT
670 ~ REACTION TO COMPETITORS
671 ~ NEW COMPETITORS
672 ~ PRICES AT MSP
673 ~ PRICE INCREASES
674 ~ PRICES AT RSP
675 ~ MARKET SHARE
   
676 VOLUME 2.6.2
676 COMPANY SHORT-TERM COMPETITIVE CONSIDERATIONS
678 ~ COMPETITIVE CONSIDERATIONS
680 ~ SHORT-TERM COMPETITIVE CONSIDERATIONS
681 ~ BASIS OF THE ANALYSIS
681 ~ PRESENTATION OF THE ANALYSIS
682 ~ GRAPHICS USED
683 ~ PROSE USED
684 ~ SHORT-TERM COMPETITIVE CONSIDERATIONS
   
684 CORPORATE COVERAGE
687 ~ PHYSICAL MARKETING DIFFICULTIES
688 ~ PHYSICAL MARKETING CAPACITY
689 ~ PHYSICAL ADVERTISING CAPACITY
690 ~ FLEXIBILITY OF ADVERTISING RESPONSE
691 ~ ABILITY TO VARY MARKETING EFFORT
692 ~ CUSTOMER HANDLING SYSTEMS & EQUIPMENT
693 ~ ADVERTISING + MARKETING MATERIALS BUYING/SOURCES
694 ~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS
695 ~ DEPENDENCE ON ADVERTISING + MARKETING AGENTS
696 ~ ADVERTISING BUYING INFLUENCE
697 ~ SALES MANPOWER AVAILABILITY
698 ~ SALES STAFF RELATIONS
699 ~ PRESSURE OF SALESFORCE WAGE RISES
700 ~ RELATIVE SALES PAYROLL LEVELS
701 ~ RELATIVE SALES INCENTIVE LEVELS
702 ~ SALESFORCE TECHNICAL CAPABILITIES
703 ~ MARKETING MATERIALS STOCK LEVELS
704 ~ VARIABLE MARKETING COSTS
705 ~ FIXED MARKETING COSTS
706 ~ MARKETING PAYROLL COSTS
707 ~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
708 ~ PRODUCT DEVELOPMENT COSTS
709 ~ QUALITY
710 ~ PRODUCT SPECIFICATIONS
711 ~ DESIGN
712 ~ OPERATING CRITERIA
713 ~ PRODUCT EFFICIENCY
714 ~ PRODUCT RELIABILITY
715 ~ PRODUCT LONGEVITY
716 ~ PRODUCT LIFE CYCLE
717 ~ PRODUCT CUSTOMIZATION
718 ~ PRODUCT TECHNOLOGY
719 ~ PRODUCT USAGE
720 ~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
721 ~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
722 ~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
723 ~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
724 ~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
725 ~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
726 ~ UPSTREAM MARKETING STRATEGIES
727 ~ DOWNSTREAM MARKETING TACTICS
728 ~ CAPTIVE MARKETING CHANNELS
729 ~ DEPENDENCE ON EXTERNAL MARKETING
730 ~ DEPENDENCE ON EXTERNAL PROMOTION
731 ~ DEPENDENCE ON EXTERNAL MARKETING SUPPORT
732 ~ DEPENDENCE ON CUSTOMERS ATTITUDES
733 ~ WAREHOUSING & HANDLING
734 ~ PACKING & PACKAGING
735 ~ DISTRIBUTION
736 ~ PRODUCT AVAILABILITY
737 ~ ORDER PROCESSING
738 ~ LOCATION OF CUSTOMERS
739 ~ DEPENDENCE ON CUSTOMER BASE
740 ~ CAPTIVE CUSTOMER BASE
741 ~ CONCENTRATION OF CUSTOMERS
742 ~ PRODUCT USAGE FREQUENCY
743 ~ ORDER VALUE
744 ~ RELATIVE CUSTOMER SERVICING
745 ~ SEASONALITY OF DEMAND
746 ~ ADVERTISING & SALES PROMOTION
747 ~ MARKETING COSTS
748 ~ SALES PROMOTION COSTS
749 ~ SELLING COSTS
750 ~ ADVERTISING COSTS
751 ~ COMPETITORS' PRICING POLICY
752 ~ SENSITIVITY TO ECONOMIC CONDITIONS
753 ~ RELATIVE MARKETING SPEND
754 ~ COMPETITORS' AGGRESSIVENESS
755 ~ ENTRY OF NEW COMPETITORS
756 ~ PRICES AT MSP
757 ~ PRICE INCREASES AT MSP
758 ~ PRICES AT RSP
759 ~ MARKET SHARE