COUNTRY FOCUS


COUNTRY FOCUS

CONTENTS

Page:

      COUNTRY FOCUS ON THE INDUSTRY

1

~ .... MARKETS

~ ...... TERMS USED IN THIS REPORT

~ ...... VALUE TERMS AND VOLUME TERMS

2

~ ...... MARKET VALUE : Historic + Current

~ ...... ~ PRODUCT SECTOR : VALUE

3

~ ...... MARKET VALUE FORECAST : Current to 2028

~ ...... ~ PRODUCT SECTOR : VALUE

4

~ ...... PRODUCT DEVELOPMENT : Historic + Current

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

5

~ ...... PRODUCT DEVELOPMENT FORECAST : Current to 2028

~ ...... ~ PRODUCT SECTOR : % OF TOTAL MARKET

6

~ ...... MARKET DATA NOTES

~ ...... MARKET ENVIRONMENT

~ ...... Market Growth

~ ...... Market Structure

~ ...... Market/s Serviced

~ ...... TRADING AREA

~ ...... MARKET COVERAGE

7

~ ...... Market forecast notes

8

~ ...... HISTORIC DATA AND TIME SERIES

~ ...... FORECAST DATA AND TIME SERIES

9

~ ...... LONG-RANGE HISTORIC DATA AND TIME SERIES

10

~ ...... REPORT TYPES

14

~ ...... DATABASE GEOGRAPHIC COVERAGE

15

~ .... MARKET NORMS

17

~ ...... MARKET GROWTH RATE ANNUAL INDICES

~ ...... MARKET MULTIPLIERS

~ ...... INDUSTRY INDICES

~ ...... INDUSTRY PROFILE

~ ...... CUSTOMER PROFILES

19

~ .... MARKETING COSTS

20

~ .... HISTORIC MARKETING COSTS & MARGINS

~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

21

~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

22

~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

23

~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

24

~ .... Financial forecast notes

25

~ .... HISTORIC FINANCIAL DATA

26

~ .... Historic Balance Sheet

27

~ ~ ...... Historic Costs & Margins

28

~ ~ ........ Historic Financial Ratios & Margins

29

~ ~ .......... Historic Operational Ratios & Margins

30

~ .... Financial forecast notes

31

~ .... MARKET FINANCIAL FORECASTS : Current to 2028

32

~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

33

~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

34

~ ........ Base Forecast : Median Market Scenario Financial Ratios

35

~ .......... Base Forecast : Median Market Scenario Operational Margins

37

~ .... Financial data definitions

S.1

~ .... THE INDUSTRY SURVEYS

S.1

~ ...... END USER SURVEYS

S.1

~ ...... DISTRIBUTION CHANNEL SURVEYS

S.1

~ ...... BUYER SURVEYS

S.1

~ ...... PERFORMANCE SURVEYS

DMU.1

~ .... DECISION MAKER PROFILES

DMU.2

~ ...... PROFILES

DMU.3

~ ...... DECISION MAKER PROFILE DEFINITIONS

DMU.8

~ ...... BUYER PROFILE

DMU.8

~ ...... ~ Age & Social Profile

DMU.9

~ ...... END USER PROFILE

DMU.9

~ ...... ~ Age & Social Profile

INDEX


MARKETS

The MARKET figures given in this section are notated as indicated:-

(1) = VALUE GIVEN AT INDUSTRY SHIPMENT VALUES OR PRICES
(2) = VALUE GIVEN AT WHOLESALE VALUES OR PRICES
(3) = VALUE GIVEN AT RETAIL VALUES OR PRICES
(4) = VALUE GIVEN AT PRICE PAID BY End Users as appropriate
(5) = VALUE GIVEN AT ACTUAL PRICE PAID discounted as appropriate

UNITS = Units times the multiplier given in brackets, E.g. ( '000 ) = x 1000 Units

MSP:- Supplier or Producer Prices
WSP:- Wholesale or Distributors Sale Prices
RSP:- Retail Sale Prices
CSP:- The price at End User or final distribution level
DSP:- The price actually paid net of discounting

TURNOVER: Turnover is sales plus investment income, grants and other funds received, income from disposals and other sources.

VALUE TERMS AND VOLUME TERMS

The standard report generated usually provides data in VALUE terms. This is by far the most popular (as demanded by readers) measure of commercial activity. We can also provide data in VOLUME or UNIT terms and this can be specified when the report is ordered. Obviously some reports do not lend themselves to Volume quantification and thus availability of this data will vary according to the report and the database.


MARKET VALUE -  PRODUCT SECTOR

 1.  MEDIAN  FORECAST Scenario Market Forecast

PRODUCT DEVELOPMENT  % OF TOTAL MARKET

 2. MEDIAN  FORECAST Scenario Product Share Forecast

 

 MARKET DEFINITIONS


MARKET DATA NOTES

THE MARKET ENVIRONMENT

 

There are four basic issues to investigate when considering the marketing environment for the industry.

   Market Growth
   Market Structure
   Market/s Serviced
   Customer + End User Factors

Market Growth (both short-term and medium term) by each Product and Market Area is fully evaluated in this section, as is the historic market data.

The Market Structure for the industry is very critical for profitability. The nature of the market, the location of the Market-Place, the customer base and the supplier structure is exhaustively covered in this report.

Market/s Serviced is the term used to denote the function between the product/s and services offered by the industry and the particular market sector which the marketing effort reaches. The Market Serviced is the true market for the industry in terms of product/s and services.


THE TRADING AREA

The Market analysis provides data in terms of the operational trading area of the industry. This being the regions, countries or states which form the effective competitive and market environment for the industry. Whether or not a company operates in the various areas covered is immaterial as the effects of the Market-Place exist nonetheless.


BASIS OF MARKET COVERAGE

Reports give coverage of all the Major Products and Markets supplied and serviced by the industry. The reported Target Markets are those which are perceived to be the most important area for the industry in the Medium and Long Term.

In that these reports are conceived as Market & Corporate documents it is felt important to concentrate only on those markets which represent the corner-stones of the industry customer bases and not become involved in any peripheral activities of the industry.

Market coverage is designed to encompass not only the existing markets for the industry, but also areas of market expansion, product segmentation, parallel markets, et al. By the same token the data excludes those market areas or sectors which are unavailable to the industry for whatever technical or commercial reasons.


MARKET NORMS IN THE COUNTRY

Ref:

      NOTES

 

Norms for the Product market are shown in this section. This represents the major market sector data for the industry and as such forms the basis of comparison.


Only the most critical factors should be compared with the various scenarios given above as market averages can at best represent an indication and not a specific point of measure.

Reliance on market Norms are often used by analysts in order to support theories and suppositions and these are in turn used for investment scenarios. In fact market Norms or Averages are not tangible as they combine and manipulate data from companies in wide ranging activities and thus much of the data is superficial.

Much of the benefit in the analysis of market Norms is to use the data to provide guide-lines or parameters which can be seen to define and identify the target market sector.

Since these market Norms should be representative of the entire market it is wise to provide an average which encompasses all the major countries in the trade cell.

01.

- OEM & Manufacturers Market Level

02.

- Wholesale & Distributor Market Level

03.

- Retailer & Added Value Retailer Market Level

04.

- End User & Consumer Market Level

05.

- Discounted & Promotional Market Level

06.

- Plant & Equipment Average Annual Investment

07.

- Product Prices as a % of the Market Average

08.

- New Products as a % of the Total Output

09.

- Relative output of Products of a Superior Quality as a % of the Total

10.

- Index of Comparative Salesforce and Selling Expenditure

11.

- Index of Comparative Advertising Expenditure

12.

- Index of Comparative General Promotional Expenditure

13.

- Product Adoption Rates

14.

- Product Sales Conversion Rates

15.

- Average Annual Sales Growth Rate

16.

- Capacity Utilization as a measure of Standard Capacity

17.

- Standardized Products & Services Index

18.

- Relative Employee Compensation Index

19.

- Instable Market Share as an Index of Total Market Share

20.

- Relative Forward Integration Index

21.

- Plant and Equipment Investment greater than Depreciation

-

- Plant and Equipment Investment Equal to Depreciation

-

- Plant and Equipment Investment Less than Depreciation

-

- Plant and Equipment Investment - Unallocated

22.

- Plant and Equipment in Use within the range 0-3 years

-

- Plant and Equipment in Use within the range 3-6 years

-

- Plant and Equipment in Use within the range 6-9 years

-

- Plant and Equipment in Use over years 9 old / Unallocated

23.

- Supplier Concentration = 8 Largest

-

- Supplier Concentration = 20 Largest

-

- Supplier Concentration = 50 Largest

-

- Supplier Concentration = Unspecified / Unallocated

24.

- Immediate Wholesale & Retail Customers

-

- Immediate OEM and Manufacturing Customers

-

- Immediate Consumer and End User Customers

-

- Immediate Non-Specific Customers / Unallocated

25.

- Enterprises within the Range 1-19 Employees

-

- Enterprises within the Range 20-99 Employees

-

- Enterprises within the Range 100+ Employees

-

- Enterprises within Unspecified / Unallocated Employee Ranges

26.

- Buyer Age Profile in the range 0-19 Years

-

- Buyer Age Profile in the range 20-24 Years

-

- Buyer Age Profile in the range 25-34 Years

-

- Buyer Age Profile in the range 35-44 Years

-

- Buyer Age Profile in the range 45-54 Years

-

- Buyer Age Profile in the range 55-64 Years

-

- Buyer Age Profile in the range 65+ / Unallocated Years

27.

- Buyer Profile in the AB Social Group

-

- Buyer Profile in the C1 Social Group

-

- Buyer Profile in the C2 Social Group

-

- Buyer Profile in the DE / Unallocated Social Group

28.

- End User Age Profile in the range 0-19 Years

-

- End User Age Profile in the range 20-24 Years

-

- End User Age Profile in the range 25-34 Years

-

- End User Age Profile in the range 35-44 Years

-

- End User Age Profile in the range 45-54 Years

-

- End User Age Profile in the range 55-64 Years

-

- End User Age Profile in the range 65+ / Unallocated Years

29.

- End User Profile in the AB Social Group

-

- End User Profile in the C1 Social Group

-

- End User Profile in the C2 Social Group

-

- End User Profile in the DE / Unallocated Social Group


 

MARKETING COSTS

This section covers the Product industry costs under the following component headings:-

1. SALES & SELLING COSTS

The table below gives the average sales and selling costs ( as a % of Turnover OR MSP) for the Product. These costs include sales personnel.

2. DISTRIBUTION COSTS

The table below gives the average distribution costs ( as a % of Turnover or MSP ) for the Product. Distribution Costs also include PHYSICAL Handling, Processing and other related costs, but exclude order administration or accounts processing or handling costs.

3. ADVERTISING COSTS

The following table provides average ADVERTISING costs ( as a % of Turnover or MSP ) for the Product. Advertising Costs include all promotional expenditure, but excludes cost of sales personnel (i.e. retail, missionary or other sales personnel).

4. AFTER-SALES COSTS

The following table provides average AFTER-SALES costs ( as a % of Turnover or MSP ) for the Product. After-Sales Costs include all costs incurred after the point of sale (excluding credit and collection costs) which are not chargeable to, or recoupable from, the customer. These costs also include goodwill items such as after-sales visits to distributors or customers.

AFTER-SALES COSTS & WARRANTY COSTS

The table covering average AFTER-SALES costs ( as a % of Turnover or MSP ) for the Product also covers WARRANTY COSTS. These costs include all costs incurred after the point of sale (excluding credit and collection costs) which are not chargeable to, or recoupable from, the customer. These costs also include goodwill items such as after-sales visits to distributors or customers.

Warranty Costs are composed:-

1. The ITEM COST, i.e. the actual costs of replacing the faulty or reject product

2. The COST FACTOR, i.e. the administrative, handling, marketing and other costs involved in handling returns, rejects & warranties.

3. The WARRANTY COST, i.e. the total cost of warranties. This is the figure given below.

4. TOTAL AFTER-SALES COSTS

The following table provides average marketing costs ( as a % of MSP ) for the Product.

NOTES: The costs isolated below represent the industry average and cover the costs of companies in the industry, as well as subsidiaries and other marketing companies or organizations in each of the countries concerned.

The figures given indicate an annual average by year on market and should not be confused with the product launch figures given. The definitions for these sets of figures are not directly comparable.

MSP: Denotes the Suppliers, Manufacturers or Producers Selling Price or, in the case of non-manufacturing sales and services, the overall turnover.

 1.  HISTORIC MARKETING DATA 

 2.  FORECAST MARKETING DATA 

 3.  FORECAST MARKETING RATIOS 

 4.  PRODUCT LAUNCH MARKETING DATA 

 5.  PRODUCT LAUNCH MARKETING RATIOS  

 Financial Definitions


HISTORIC FINANCIAL DATA

MARKET FINANCIAL ISSUES

 1.   HISTORIC FINANCIAL DATA

 Financial Definitions


MARKET FINANCIAL SCENARIOS

THE INDUSTRY

FINANCIAL DATA FORECAST

MARKET FINANCIAL BALANCE SHEET FORECASTS

The MARKET FINANCIAL SCENARIOS BALANCE SHEET FORECASTS section gives a series of Balance Sheet Forecasts for the industry using a number of assumptions relating to the marketing decisions available to the management of the industry.

The Balance sheet forecast given shows the effects of marketing changes or improvements which management is likely to recommend:


MARKET FINANCIAL SCENARIOS

Base Forecast : Median Market Scenario

Managers in the industry will, in both the short-term and the long-term, have vital decisions to make regarding the marketing improvements, margins and profitability and these decisions will need to be evaluated in light of the customers, markets, competitors, products, industry and internal factors. The scenarios given isolate a number of the most important factors and provide balance sheet forecasts for each of the scenarios.

The data provides a short and medium term forecast covering the next 6 years for each of the Forecast Financial and Operational items. The Financial and Operational Data sections show each of the items listed below in terms of forecast data and covers a period of the next 6 years.

Base Forecast : Median Market Scenario

 1.   MEDIAN  FORECAST : Financials

 2.  MEDIAN  FORECAST : Margins & Ratios

 Financial Definitions


SURVEYS

  SURVEY DEFINITIONS + NOTES 

END USER SURVEY - INTRODUCTION


This section provides the quantification of End Users attitudes, perceptions and needs. eds.

No attempt is made to interpret these findings and readers must reach their own conclusions as to the effects of End Users attitudes on the industry, the market and the reader's situation.

THERE ARE A LARGE NUMBER OF OTHER TOPICS AND QUESTIONS RESEARCHED DURING THE END USER SURVEYS AND THESE ARE AVAILABLE TO CLIENTS.

Further information on products, suppliers and End Users is of course available, as are a variety of correlations and more detailed analyses which are based on the manipulation of the base data.

The END USER SURVEY contained in this report deals with purchasers of the Product.

For further information on methodology please refer to the METHODOLOGY section which may be found in the rear of this report.

NOTE: A. THE PERCENTAGES GIVEN IN THIS SECTION ARE ROUNDED TO THE NEAREST INTEGER.     B. IN SOME INSTANCES A SMALL PERCENTAGE MAY BE LOST DUE TO "DON'T KNOWS".


END USER RESPONSES

END USER SURVEYS

PRODUCT

PRODUCT FLOW

END USER SURVEYS

Contents of the Survey


DISTRIBUTION CHANNEL SURVEY - INTRODUCTION


This section provides the quantification of the Distributors' attitudes, perceptions and needs.

No attempt is made to interpret these findings and readers must reach their own conclusions as to the effects of the Distributors' attitudes on the industry, the market and the reader's situation.

THERE ARE A LARGE NUMBER OF OTHER TOPICS AND QUESTIONS RESEARCHED DURING THE DISTRIBUTION CHANNEL SURVEYS AND THESE ARE AVAILABLE TO CLIENTS.

Further information on products, suppliers and the Distributors is of course available, as are a variety of correlations and more detailed analyses which are based on the manipulation of the base data.


NOTE A. THE PERCENTAGES GIVEN IN THIS SECTION ARE ROUNDED TO THE NEAREST INTEGER.      B. IN SOME INSTANCES A SMALL PERCENTAGE MAY BE LOST DUE TO "DON'T KNOWS".


DISTRIBUTION CHANNEL RESPONSES

SURVEYS

PRODUCT

PRODUCT FLOW

DISTRIBUTION CHANNEL SURVEYS

Contents of the Survey


BUYER SURVEY - INTRODUCTION


THIS SECTION PROVIDES THE QUANTIFICATION OF BUYER ATTITUDES, PERCEPTIONS AND NEEDS.

No attempt is made to interpret these findings and readers must reach their own conclusions as to the effects of the buyers' attitudes on the industry, the market and the reader's situation.

THERE ARE A LARGE NUMBER OF OTHER TOPICS AND QUESTIONS RESEARCHED DURING THE BUYER SURVEYS AND THESE ARE AVAILABLE TO CLIENTS.

Further information on products, suppliers and the buyers is of course available, as are a variety of correlations and more detailed analyses which are based on the manipulation of the base data.



NOTE A. THE PERCENTAGES GIVEN IN THIS SECTION ARE ROUNDED TO THE NEAREST INTEGER.     B. IN SOME INSTANCES A SMALL PERCENTAGE MAY BE LOST DUE TO "DON'T KNOWS".


BUYER RESPONSES

SURVEYS

PRODUCT

PRODUCT FLOW

BUYER SURVEYS

Contents of the Survey


PERFORMANCE SURVEY - INTRODUCTION


THIS SECTION PROVIDES THE QUANTIFICATION OF INDUSTRY PERFORMANCE AND BUYER ATTITUDES, PERCEPTIONS AND NEEDS.

No attempt is made to interpret these findings and readers must reach their own conclusions as to the effects of the Distributors' attitudes on the industry, the market and the reader's situation.

THERE ARE A LARGE NUMBER OF OTHER TOPICS AND QUESTIONS RESEARCHED DURING THE INDUSTRY PERFORMANCE SURVEYS AND THESE ARE AVAILABLE TO CLIENTS.

Further information on products, suppliers and the Buyers or Consumers is of course available, as are a variety of correlations and more detailed analyses which are based on the manipulation of the base data.



NOTE  A. THE PERCENTAGES GIVEN IN THIS SECTION ARE ROUNDED TO THE NEAREST INTEGER. B. IN SOME INSTANCES A SMALL PERCENTAGE MAY BE LOST DUE TO "DON'T KNOWS".


PERFORMANCE SURVEY RESPONSES

SURVEYS

PRODUCT

PRODUCT FLOW

INDUSTRY PERFORMANCE SURVEYS

Contents of the Survey


DECISION MAKER PROFILES

The purpose of the data given in this section is to identify the exact decision maker (i.e. the DMU or Decision Making Unit) in the purchase decision for the Product. This data is vital for all advertising and promotional activities.

This section gives the data at two levels of commercial activity, being firstly, data sets for the buyers and secondly, data sets for the End Users. The data therefore provides information on the targeting of the Decision Makers at the two major market levels.


 

THE DECISION MAKER PROFILE DATA IN THIS SECTION COVERS THE PRODUCTS OF THE INDUSTRY

 

This section provides data on both Immediate Buyers and the End Users .

The following questions are covered by the survey:

PRODUCTS DECISION MAKER PROFILES

The purpose of the data given in this section is to identify the exact decision maker (i.e. the DMU or Decision Making Unit) in the purchase decision for Products.  This data is vital for all advertising and promotional activities.

This section gives the data at two levels of commercial activity, being firstly, data sets for the Buyer and secondly, data sets for the End User. The data therefore provides information on the targeting of the Decision Makers at the two major market levels.

The data matrix is in the form of an Age & Social Profile of the respondent.

DECISION MAKER PROFILE DEFINITIONS

 

The data matrix is in the form of an Age & Social Profile of the respondent.
 
 

The data on Immediate Buyers, Trade Buyers, and the End Users is formatted in the following matrix.

<BUYERPROFILE> = End User Profile or Immediate Buyer

<SECTION> = Product, Country, Competitor, Commercial Operation, et al.

Year 1
Year 2
Year 3
Year 4
Year 5
Year 6
Year 7
Year 8
Year 9
Year 10
Year 11
Year 12
Year 13
Year 14
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_19
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_24
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_34
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_44
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_54
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_64
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
AgeGr_65
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_AB
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C1
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_C2
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE
SocialGr_DE

 

IMMEDIATE BUYER PROFILE

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

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

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

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

LOCATION: By Region & Major Urban Conurbation.

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

END USER PROFILE

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

END USER SURVEYS LEVEL: The End User Profile is given as a matrix BY YEAR and by:-

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

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

LOCATION: By Region & Major Urban Conurbation.

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


COUNTRY FOCUS
INDEX


ACTUAL PRICE PAID, 1
ADVERTISING COSTS, 20
ADVERTISING COSTS FORECAST, 22
AFTER-SALES COSTS, 20
AFTER-SALES COSTS FORECAST, 22
Average Annual Sales Growth Rate, 16

Balance Sheet Base Forecast : Median Market Scenario, 32
Balance Sheet Historic, 26
BASE YEAR, 7
Buyer Age Profile in the range 0-19 Years, 16
Buyer Age Profile in the range 20-24 Years, 16
Buyer Age Profile in the range 25-34 Years, 16
Buyer Age Profile in the range 35-44 Years, 16
Buyer Age Profile in the range 45-54 Years, 16
Buyer Age Profile in the range 55-64 Years, 16
Buyer Age Profile in the range 65+ / Unallocated Y, 16
Buyer Profile in the AB Social Group, 16
Buyer Profile in the C1 Social Group, 16
Buyer Profile in the C2 Social Group, 16
Buyer Profile in the DE / Unallocated Social Group, 16

Capacity Utilization as a measure of Standard Capacity, 16
Costs & Margins Historic, 27
Customer & End User Factors, 6

DATABASE GEOGRAPHIC COVERAGE, 14
DECISION MAKER PROFILE DEFINITIONS, DMU.3
DECISION MAKER PROFILES, DMU.1
Discounted & Promotional Market Level, 16
DISTRIBUTION + HANDLING COSTS, 20
DISTRIBUTION + HANDLING COSTS FORECAST, 22

End User Age Profile in the range 0-19 Years, 16
End User Age Profile in the range 20-24 Years, 16
End User Age Profile in the range 25-34 Years, 16
End User Age Profile in the range 35-44 Years, 16
End User Age Profile in the range 45-54 Years, 16
End User Age Profile in the range 55-64 Years, 16
End User Age Profile in the range 65+ / Unallocated, 16
End User or final distribution level, 1
End User Profile in the AB Social Group, 16
End User Profile in the C1 Social Group, 16
End User Profile in the C2 Social Group, 16
End User Profile in the DE / Unallocated Social Group, 16
End User & Consumer Market Level, 16
Enterprises within the Range 100+ Employees, 16
Enterprises within the Range 1-19 Employees, 16
Enterprises within the Range 20-99 Employees, 16
Enterprises within Unspecified / Unallocated Employee, 16

Financial data definitions, 37
Financial forecast notes, 24, 30
Financial Ratios Base Forecast : Median Market Scenario, 34
Financial Ratios & Margins Historic, 28
FORECAST DATA AND TIME SERIES, 8
Forecasting model, 7

HISTORIC DATA AND TIME SERIES, 8
HISTORIC FINANCIAL DATA, 25
HISTORIC MARKETING COST RATIOS & MARGINS, 21
HISTORIC MARKETING COSTS & MARGINS, 20

Immediate Consumer and End User Customers, 16
Immediate Non-Specific Customers / Unallocated, 16
Immediate OEM and Manufacturing Customers, 16
Immediate Wholesale & Retail Customers, 16
Index of Comparative Advertising Expenditure, 16
Index of Comparative General Promotional Expenditure, 16
Index of Comparative Salesforce and Selling Expenditure, 16
INDUSTRY SHIPMENT VALUES OR PRICES, 1
Instable Market Share as an Index of Total Market, 16

LONG-RANGE HISTORIC DATA AND TIME SERIES, 9

MARKET COVERAGE, 6
MARKET ENVIRONMENT, 6
MARKET FINANCIAL SCENARIOS FORECASTS, 31
Market forecast notes, 7
Market Growth, 6
MARKET NORMS, 15
Market Structure, 6
MARKET VALUE FORECAST, 3
MARKET VALUE, 2
MARKETING COSTS, 19, 21
MARKETING COSTS FORECAST, 22
MARKETING FACTORS FORECAST, 23
MARKETING MARGINS + RATIOS FORECAST, 23
MARKETING OPERATIONAL RATIOS, 21
MARKETING OPERATIONAL RATIOS FORECAST, 23
MARKETING RATIO, 21
MARKETING RATIOS FORECAST, 23
MARKETS, 1
MARKET DATA NOTES, 6
Market/s Serviced, 6
Median probability, 7

New Products as a % of the Total Output, 16

OEM & Manufacturers Market Level, 16
Operational Costs Base Forecast : Median Market, 33
Operational Margins Base Forecast : Median Market, 35
Operational Ratios & Margins Historic, 29

PERFORMANCE SURVEYS #S, 1
Plant and Equipment in Use over years 9 old, 16
Plant and Equipment in Use within the range 0-3 years, 16
Plant and Equipment in Use within the range 3-6 years, 16
Plant and Equipment in Use within the range 6-9 years, 16
Plant and Equipment Investment Equal to Depreciation, 16
Plant and Equipment Investment greater than Depreciation, 16
Plant and Equipment Investment Less than Depreciation, 16
Plant and Equipment Investment - Unallocated, 16
Plant & Equipment Average Annual Investment, 16
Price actually paid net of discounting, 1
PRICE PAID BY End Users , 1
Product Adoption Rates, 16
PRODUCT DEVELOPMENT FORECAST, 5
PRODUCT DEVELOPMENT, 4
Product Prices as a % of the Market Average, 16
Product Sales Conversion Rates, 16
PRODUCT SECTOR : % OF TOTAL MARKET, 4, 5
PRODUCT SECTOR : VALUE, 2, 3
PROFILES, DMU.2
PROFIT RATIOS, 21
PROFIT RATIOS FORECAST, 23

REAL TERMS, 7
Relative Employee Compensation Index, 16
Relative Forward Integration Index, 16
Relative output of Products of a Superior Quality, 16
REPORT TYPES, 10
Retail Sale Prices, 1
RETAIL VALUES OR PRICES, 1
Retailer & Added Value Retailer Market Level, 16

SALES COSTS, 20
SALES COSTS FORECAST, 22
Standardized Products & Services Index, 16
Supplier Concentration = 20 Largest, 16
Supplier Concentration = 50 Largest, 16
Supplier Concentration = 8 Largest, 16
Supplier Concentration = Unspecified / Unallocated, 16
Supplier or Producer Prices, 1
SURVEYS, S.1

TERMS USED IN THIS REPORT, 1
TOTAL MARKETING COSTS, 20
TOTAL MARKETING COSTS FORECAST, 22
TRADING AREA, 6
Trend figures, 7

VALUE TERMS AND VOLUME TERMS, 1

Wholesale or Distributors Sale Prices, 1
WHOLESALE VALUES OR PRICES, 1
Wholesale & Distributor Market Level, 16

BUYER Age & Social Profile, DMU.8
BUYER PROFILE, DMU.8
BUYER SURVEYS, 1
SURVEYS, S.1
DISTRIBUTION CHANNEL SURVEYS, S.1
END USER Age & Social Profile, DMU.9
END USER PROFILE, DMU.9
END USER SURVEYS, S.1