The Competitor Control Report

COMPETITOR CONTROL VOLUMES

7  Volumes per target Competitor

Opposition...  how to oppose and overcome The Competitor in each and every one of their markets and customer bases!
 
The OPPOSITION, INTERDICTION + CONTROL REPORT provides the following tactics:-

How to oppose and counter The Competitor in each of their markets - both existing and potential.
How to influence and capture the customers of The Competitor.
How to subvert and belittle the advertising, selling and market activities of The Competitor.
How to discredit and disrupt the products, distribution and customer support of The Competitor.
How to misinform and deflect the personnel and staff of The Competitor.
 
Interdiction...  how to interdict and confine The Competitor in all aspects of their business planning and aspirations!
 
The OPPOSITION, INTERDICTION + CONTROL REPORT explains the following rationale for the constraint of The Competitor:-

How to confound and dismantle the tactical and strategic plans of The Competitor.
How to reduce The Competitor's product coverage, market presence and customer servicing.
How to develop a permanent solution to the problem of The Competitor.

Control...   how to control and enslave The Competitor in terms of their operations and their product & resource development!
 
The OPPOSITION, INTERDICTION + CONTROL REPORT gives readers the following tools for mastery:- 

How to control and obstruct the marketing activities of The Competitor.
How to control and dominate The Competitors, their operations, product and development.
How to control the physical undertakings, systems and process aspects of The Competitor.
How to deflect the product distribution, administration and processes of The Competitor.
 
Report... the complete guide and blueprint for all Competitors!
 
The OPPOSITION, INTERDICTION + CONTROL REPORT is a unique compendium on how to succeed against The Competitor:- 

5,400 pages in 7 Volumes
Printed books or on DVD-rom
The Competitor - dissected
Every conceivable What if...? scenario explored
Historic Data from 1997 and Forecasts to 2028
Detailed checklists
Reader worksheets
Unlimited telephone hot line support
Unlimited telephone conferences with the editors
'Option to Buy' & Contents & Index service
Databases available as spreadsheets (Access & Excel)
In-house War gaming seminars
Corporate Attack P.R. package
On-going Combat Training for executives
 
In short... The Competitor is defenceless!

VOLUME 1

MARKET + SALES INTERDICTION
 
MARKET + SALES INTERDICTION is the process whereby the reader outlines the mechanisms that may be used to interdict the market and sales efforts of The Competitor. In crafting the necessary itinerary the reader needs all the background information which will reduce effort and cost and thereafter make the onslaught on The Competitor as vigorous as possible.
 
 
 
 
VOLUME 1.1.1
COMPETITOR BALANCE SHEET
+ COSTS FORECAST : MEDIAN MARKET SCENARIO

VOLUME 1.1.2
BEST MARKET SCENARIOS : BALANCE SHEET + COSTS FORECAST

VOLUME 1.1.3
WORST MARKET SCENARIOS : BALANCE SHEET FORECAST + COST FORECAST
 
 
These sections provide three sets of Balance Sheet and Cost Forecasts for The Competitor which cover Best, Median and Worst market condition scenarios. Each of these forecasts cover the following scenarios: MARKETING EXPENDITURE, NEW PRODUCT DEVELOPMENT, MARKET SEGMENTATION, NEW PLANT + EQUIPMENT INVESTMENT, NEW TECHNOLOGY INVESTMENT, DISTRIBUTION CHANNEL IMPROVEMENT, COST STRUCTURE IMPROVEMENT, PRICE CUTTING EFFECT, PRICE INCREASE EFFECT, QUALITY IMPROVEMENT, EXPORT SALES IMPROVEMENT & PERSONNEL + STAFF IMPROVEMENT.

The forecasts give the reader a comprehensive understanding of the opportunities and problems in planning the Market and Sales Interdiction of The Competitor. Each of the scenarios offer an opportunity for the reader to isolate specific targets for action during the various programmes undertaken by The Competitor. Whatever course of action is taken by the target company, under whatever market condition, the reader will have the data necessary to constraint the manoeuvres of The Competitor.
 
 
 
VOLUME 1.2.1
MARKET AVAILABILITY - REVENUE + TURNOVER PROJECTIONS
 
 
The MARKET AVAILABILITY section looks at the actual and potential revenue available to The Competitor in each of the national markets listed. Thus the reader can focus market and sales interdiction on those markets which are most valuable to the target company and avoid wasting time and effort on those markets of little actual or potential value to The Competitor.
 
 
 
VOLUME 1.3.1
COMPETITOR MARKETS
 
 
COMPETITOR MARKETS cover the characteristics and make-up of each of the national markets in which The Competitor currently operate or which they are likely to enter in the future. In existing markets one can immediately employ hampering tactics and in potential future markets one can lay ambushes.
 
 
 
VOLUME 1.3.2
PRODUCT MARKET DATA
 
 
In order to put market and sales interdiction into context it is necessary to understand the overall markets in which The Competitor operates and this section provides full market data for the Product.
 
VOLUME 1.3.3
PRODUCT MARKET SECTORS
 
 
As important as an overall market picture is the focused view of each and every Product or Market Sector which is important to The Competitor. It is often more effective to attack key product or market sectors serviced by The Competitor than the entire product or market base of The Competitor.
 
 
 
VOLUME 1.4.1
COMPETITOR SALES PROMOTION
 
 
Having assessed all the market and product options available to the target company it then is necessary to consider the SALES PROMOTION tactics used by, and available to, The Competitor. The reader will want to consider individual elements of these tactics, SALES PROMOTION, SALES CAMPAIGNS, PROMOTION EVALUATION, PROMOTIONAL PERFORMANCE & SALES PROMOTION COSTS - and thereby formulate intrigues to counter The Competitor.
 
 
 
VOLUME 1.4.2
PRODUCT MARKETING
 
 
As a background to the Sales and Marketing activities of The Competitor it is vital to peruse the overall industry and market situation and this section deals with the Marketing landscape of The Product.
 
 
 
VOLUME 1.4.3
FINANCIAL SCENARIOS FOR COMPETITOR SALES MANAGEMENT : BALANCE SHEET FORECAST + COST FORECAST
 
 
Sales Management at The Competitor have many options available to them if they encounter difficult or unprofitable market conditions. These options include: SALES COST IMPROVEMENT, PRODUCT PRICE CUTTING, PRODUCT PRICE INCREASE, PROMOTIONAL EXPENDITURE, TARGET MARKETS DEVELOPMENT, ORDER TAKING IMPROVEMENTS, PRODUCT POSITIONING, PRODUCT BRANDING + MULTI-BRANDING INVESTMENT, CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT, SYSTEMS INVESTMENT, OVERSEAS DEVELOPMENT & SALES PERSONNEL + STAFF IMPROVEMENT - and it is in the interest of the reader to be able to observe the effects of these options on the profitability and success of The Competitor. In many cases the reader would be delighted if the target company were to take a course of action which may lead to reduced profits - however where The Competitor employs a gambit which will increase their profits and success then one would wish to recognize this danger and counter it as soon as possible.
 
 
 
VOLUME 1.5.1
COMPETITOR PRODUCT SUMMARY
 
 
Market and Sales Interdiction of The Competitor involves activity for each major Product sector. This section gives information of the relative importance, profitability and prospects for each product sector crucial to The Competitor. The reader can use this data to see exactly what products are potentially the most indispensable to the target company and consequently which should be first attacked.
 
 
 
VOLUME 1.6.1
COMPETITOR SALES FORCE DECISIONS
Once the reader understands the SALES FORCE DECISIONS pursued by, and convenient to, The Competitor one can then decide on which operations can be implemented to reverse the sales efforts made by the target company.
The factors to consider are as follows:- BUYER-SELLER RELATIONSHIP, SALES FORCE INTERACTION, SALES FORCE SIZE DECISIONS, SALES FORCE DESIGN, SALES-FORCE STRUCTURE, SALES FORCE SELECTION, SALES FORCE TRAINING, SALES FORCE COMPENSATION, SALES FORCE EMPLOYMENT, SALES FORCE SUPERVISION, SALES FORCE EVALUATION & SALES FORCE COSTS - and this section covers each of these facet and how they impinge on The Competitor - and the readers itinerary for market and sales interdiction.
 

MARKET + SALES INTERDICTION

This volume consists of about 780 pages
 
VOLUME 1 MARKET + SALES INTERDICTION

 6 VOLUME 1.1.1
 6 BALANCE SHEET FORECAST
 8 BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
15 COST FORECAST
17 BASE FORECAST : MEDIAN MARKET SCENARIO : : to 2028

19 VOLUME 1.1.2
19 BEST MARKET SCENARIOS : BALANCE SHEET FORECAST
21 MARKETING EXPENDITURE P+L FORECAST : to 2028
27 NEW PRODUCT DEVELOPMENT P+L FORECAST : to 2028
33 MARKET SEGMENTATION P+L FORECAST : to 2028
39 NEW PLANT + EQUIPMENT INVESTMENT P+L FORECAST : to 2028
46 NEW TECHNOLOGY INVESTMENT P+L FORECAST : to 2028
52 DISTRIBUTION CHANNEL IMPROVEMENT P+L FORECAST : to 2028
59 COST STRUCTURE IMPROVEMENT P+L FORECAST : to 2028
65 PRICE CUTTING EFFECT P+L FORECAST : to 2028
71 PRICE INCREASE EFFECT P+L FORECAST : to 2028
77 QUALITY IMPROVEMENT P+L FORECAST : to 2028
83 EXPORT SALES IMPROVEMENT P+L FORECAST : to 2028
89 PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028

95 VOLUME 1.1.2
95 BEST MARKET SCENARIOS : COST FORECAST
97 MARKETING EXPENDITURE FORECAST : to 2028
99 NEW PRODUCT DEVELOPMENT FORECAST : to 2028
101 MARKET SEGMENTATION FORECAST : to 2028
103 NEW PLANT + EQUIPMENT INVESTMENT FORECAST : to 2028
105 NEW TECHNOLOGY INVESTMENT FORECAST : to 2028
107 DISTRIBUTION CHANNEL IMPROVEMENT FORECAST : to 2028
109 COST STRUCTURE IMPROVEMENT FORECAST : to 2028
111 PRICE CUTTING EFFECT FORECAST : to 2028
113 PRICE INCREASE EFFECT FORECAST : to 2028
115 QUALITY IMPROVEMENT FORECAST : to 2028
117 EXPORT SALES IMPROVEMENT FORECAST : to 2028
119 PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028

121 VOLUME 1.1.3
121 WORST MARKET SCENARIOS : BALANCE SHEET FORECAST
123 MARKETING EXPENDITURE P+L FORECAST : to 2028
129 NEW PRODUCT DEVELOPMENT P+L FORECAST : to 2028
135 MARKET SEGMENTATION P+L FORECAST : to 2028
141 NEW PLANT + EQUIPMENT INVESTMENT P+L FORECAST : to 2028
148 NEW TECHNOLOGY INVESTMENT P+L FORECAST : to 2028
154 DISTRIBUTION CHANNEL IMPROVEMENT P+L FORECAST : to 2028
161 COST STRUCTURE IMPROVEMENT P+L FORECAST : to 2028
167 PRICE CUTTING EFFECT P+L FORECAST : to 2028
173 PRICE INCREASE EFFECT P+L FORECAST : to 2028
179 QUALITY IMPROVEMENT P+L FORECAST : to 2028
185 EXPORT SALES IMPROVEMENT P+L FORECAST : to 2028
191 PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028
197 WORST MARKET SCENARIOS : COST FORECAST
199 MARKETING EXPENDITURE FORECAST : to 2028
201 NEW PRODUCT DEVELOPMENT FORECAST : to 2028
203 MARKET SEGMENTATION FORECAST : to 2028
205 NEW PLANT + EQUIPMENT INVESTMENT FORECAST : to 2028
207 NEW TECHNOLOGY INVESTMENT FORECAST : to 2028
209 DISTRIBUTION CHANNEL IMPROVEMENT FORECAST : to 2028
211 COST STRUCTURE IMPROVEMENT FORECAST : to 2028
213 PRICE CUTTING EFFECT FORECAST : to 2028
215 PRICE INCREASE EFFECT FORECAST : to 2028
217 QUALITY IMPROVEMENT FORECAST : to 2028
219 EXPORT SALES IMPROVEMENT FORECAST : to 2028
221 PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028

223 VOLUME 1.2.1
223 MARKET AVAILABILITY - REVENUE + TURNOVER PROJECTIONS
224 ~~~~ REVENUE + TURNOVER PROJECTIONS
225 ~~ NATIONAL MARKETS
226 ~~ 15  TRADE CELL MARKETS
241 ~~ WORLD MARKET AVAILABILITY

294 VOLUME 1.3.1
294 MARKET PREFACE
295 ~~ INDUSTRY / PRODUCT / MARKET COVERAGE
297 ~~ GEOGRAPHIC COVERAGE
297 ~~~~ Europe & Trade Cell
298 ~~ DATABASE GEOGRAPHIC COVERAGE
299 ~~ MARKET DATA TYPES
299 ~~ MARKET REPORT
299 ~~ PRODUCTS REPORT
299 ~~ INDUSTRY REPORT
300 ~~ PRODUCT & INDUSTRY
301 ~~ MATERIALS REPORTS
303 ~~ MARKETS DATA NOTES
304 ~~~~ MARKET ENVIRONMENT
304 ~~~~ TRADING AREA
304 ~~~~ BASIS OF MARKET COVERAGE
305 ~~ MARKETS
305 ~~ MARKET TERMS USED
306 ~~ from 1997 HISTORIC DATA + TIME SERIES
307 ~~ EXCHANGE RATE
308 ~~ to 2016 CURRENT DATA + TIME SERIES
310 ~~ to 2028 FORECAST DATA + TIME SERIES

313 VOLUME 1.3.2
313 THE PRODUCT MARKET DATA
315 ~~~~ MARKET CONSUMPTION : 1997 to 2028
315 ~~~~ PRODUCT DEVELOPMENT : 1997 to 2028
316 ~~~~ 15  TRADE CELL MARKETS
346 ~~ MARKETS
347 ~~ PRODUCT DEVELOPMENT
348 ~~~~ 15  TRADE CELL COUNTRY PRODUCTS

380 VOLUME 1.3.3
380 THE PRODUCT MARKET SECTORS
382 ~~ MARKET SECTOR BREAKDOWN
383 ~~ WORLD MARKETS
398 ~~ MARKET SECTOR - COMPARATIVE BREAKDOWN
399 ~~ WORLD MARKET SECTOR

 
416 VOLUME 1.4.1
416 SALES PROMOTION AT The Competitor
416 ~~~~ 1. Integrating total marketing operations
416 ~~~~~~ i. Promotional aims
417 ~~~~~~ ii. Coordination
417 ~~~~~~ iii. Sales-force presentation
417 ~~~~ 2. Budgeting
418 ~~~~ 3. Frequency of promotions
418 ~~~~ 4. Matching product to promotion
418 ~~~~ 5. Different types of testing
418 ~~~~~~ i. Conditions + restrictions
419 ~~~~~~ ii. Selecting services + supplies
419 ~~~~ 6. Meeting deadlines
419 ~~~~~~ Continuity of interest
419 ~~~~ 7. Evaluating campaigns
420 ~~ SALES CAMPAIGNS
420 ~~~~ Marketing Integration
420 ~~~~ Budgeting Efficiency
420 ~~~~ Campaign Performance
420 ~~~~ Campaign Monitoring & Evaluation Procedures
420 ~~~~ Campaign Flexibility
429 ~~~~~~ Emotional response
429 ~~~~ 8. Increasing promotional activity
430 ~~ COMPETITOR PROMOTION EVALUATION
430 ~~~~ 1. PERCEPTION OF THE MARKET
431 ~~~~ 2. SALES PROMOTIONS RESEARCH
432 ~~~~~~ i. Research pretesting
432 ~~~~~~ ii. Research post-testing
433 ~~~~~~ iii. Constraints on research
433 ~~~~ 3. METHODOLOGY
434 ~~~~ 4. PROBLEMS OF EVALUATION
434 ~~~~~~ i. Proofs of success
435 ~~~~ 5. SALES PROMOTIONS EVALUATION CRITERIA
436 ~~~~ 6. TACTICAL + STRATEGIC OBJECTIVES
436 ~~~~~~ i. Tactical below-the-line activities
436 ~~~~~~ ii. Strategic below-the-line activities
436 ~~~~ 7. PERFORMANCE-EVALUATION CRITERIA
437 ~~~~ 8. SALES AS THE DEPENDENT VARIABLE
438 ~~~~ 9. MODEL RESEARCH BRIEF
438 ~~~~~~ i. Research objectives
438 ~~~~~~ ii. Action criteria
438 ~~~~~~ iii. Decision criteria
438 ~~~~~~ iv. Action standards
439 ~~ PROMOTIONAL PERFORMANCE
439 ~~~~ Promotional Research & Methodology
439 ~~~~ Promotion Evaluation & Monitoring
439 ~~~~ Promotion Performance & Efficiency
439 ~~~~ Promotion Targeting
439 ~~~~ Promotion Flexibility
448 ~~~~ 10. THRESHOLD + TARGET GOALS
450 ~~ AVERAGE SALES COSTS
450 ~~~~ INDUSTRY AVERAGE SALES COSTS
450 ~~~~~~ SALES COSTS
450 ~~~~~~ ADVERTISING COSTS
452 ~~ SALES PROMOTION COSTS
452 ~~~~ Advertising : Mail : Media
452 ~~~~ Sales Personnel : Expenses : Materials
452 ~~~~ Sale Promotion Materials : Print
452 ~~~~ Sales Point-of-Sale Systems & Materials
452 ~~~~ Publicity : P.R. : Exhibitions
 
462 VOLUME 1.4.2
462 THE PRODUCT MARKETING
464 ~~ PRODUCT MARKETING
466 ~~ CRITICAL FACTORS + PARAMETERS
466 ~~ AVERAGE VALUES
469 ~~~~ PRODUCT FACTORS
469 ~~~~ MARKETING FACTORS
470 ~~~~ PRODUCER / SUPPLIER FACTORS
470 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
471 ~~~~ CUSTOMER FACTORS
472 ~~ MARKET & PRODUCT SEGMENTATION
477 ~~ PRODUCT LAUNCH FACTORS
477 ~~~~~~ ADOPTION RATES
477 ~~~~~~ CONVERSION RATIOS
477 ~~~~~~ SALES GROWTH
477 ~~~~~~ PRODUCT LAUNCH DATA
478 ~~ MARKETING COSTS
478 ~~~~~~ 1. SALES & SELLING COSTS
478 ~~~~~~ 2. DISTRIBUTION COSTS
478 ~~~~~~ 3. ADVERTISING COSTS
478 ~~~~~~ 4. AFTER-SALES COSTS
478 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
479 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
479 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
480 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
480 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
481 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
481 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
482 ~~~~~~ SALES & SELLING COSTS
482 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
483 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
483 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
484 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
484 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
485 ~~~~~~ AFTER-SALES COSTS
485 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
486 ~~~~~~ TOTAL MARKETING COSTS
486 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

489 VOLUME 1.4.3
489 FINANCIAL SCENARIOS FOR SALES MANAGEMENT : BALANCE SHEET FORECAST
491 SALES COST IMPROVEMENT P+L FORECAST : to 2028
498 PRODUCT PRICE CUTTING P+L FORECAST : to 2028
505 PRODUCT PRICE INCREASE P+L FORECAST : to 2028
512 PROMOTIONAL EXPENDITURE P+L FORECAST : to 2028
519 TARGET MARKETS DEVELOPMENT P+L FORECAST : to 2028
526 ORDER TAKING IMPROVEMENTS P+L FORECAST : to 2028
533 PRODUCT POSITIONING P+L FORECAST : to 2028
540 PRODUCT BRANDING + MULTI-BRANDING INVESTMENT P+L FORECAST : to 2028
547 CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT P+L FORECAST : to 2028
554 SYSTEMS INVESTMENT P+L FORECAST : to 2028
561 OVERSEAS DEVELOPMENT P+L FORECAST : to 2028
568 SALES PERSONNEL + STAFF IMPROVEMENT P+L FORECAST : to 2028
 
575 FINANCIAL SCENARIOS FOR SALES MANAGEMENT : COST FORECAST
577 SALES COST IMPROVEMENT FORECAST : to 2028
579 PRODUCT PRICE CUTTING FORECAST : to 2028
581 PRODUCT PRICE INCREASE FORECAST : to 2028
583 PROMOTIONAL EXPENDITURE FORECAST : to 2028
585 TARGET MARKETS DEVELOPMENT FORECAST : to 2028
587 ORDER TAKING IMPROVEMENTS FORECAST : to 2028
589 PRODUCT POSITIONING FORECAST : to 2028
591 PRODUCT BRANDING + MULTI-BRANDING INVESTMENT FORECAST : to 2028
593 CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT FORECAST : to 2028
595 SYSTEMS INVESTMENT FORECAST : to 2028
597 OVERSEAS DEVELOPMENT FORECAST : to 2028
599 SALES PERSONNEL + STAFF IMPROVEMENT FORECAST : to 2028

602 VOLUME 1.5.1
602 PRODUCT SUMMARY
604 ~~ PRODUCT SUMMARY to 2016
605-655 ~~ MARKET SECTORS FOR The Competitor
659 ~~ PRODUCT SUMMARY to 2028
660-710 ~~ PRODUCT SECTORS FOR The Competitor

714 VOLUME 1.6.1
714 SALES FORCE DECISIONS AT The Competitor
716 ~~~~ 1. THE BUYER-SELLER RELATIONSHIP
716 ~~~~ 2. SALES TASKS
716 ~~~~~~ i. Prospecting
716 ~~~~~~ ii. Communicating
716 ~~~~~~ iii. Selling
716 ~~~~~~ iv. Servicing
716 ~~~~~~ v. Information gathering
716 ~~~~~~ vi. Allocating
718 ~~ SALESFORCE INTERACTION
718 ~~~~ Customer Prospecting
718 ~~~~ Customer Communications
718 ~~~~ Selling
718 ~~~~ Customer Servicing
718 ~~~~ Information Gathering & Usage
727 ~~ COMPETITOR SALES FORCE SIZE DECISIONS
727 ~~~~ 1. SALESMAN PRODUCTIVITY APPROACH
728 ~~~~ 2. SALESMAN WORKLOAD APPROACH
729 ~~ COMPETITOR SALES FORCE DESIGN
729 ~~~~ 1. SALES-FORCE STRUCTURE
729 ~~~~~~ i. TERRITORIAL-STRUCTURED SALES FORCE
729 ~~~~~~ ii. PRODUCT-STRUCTURED SALES FORCE
730 ~~~~~~ iii. CUSTOMER-STRUCTURED SALES FORCE
730 ~~~~~~ iv. COMPLEX SALES-FORCE STRUCTURES
730 ~~~~ 2. TERRITORIAL DESIGN
731 ~~ SALESFORCE STRUCTURE
731 ~~~~ Territory Value Structured
731 ~~~~ Workload Structured
731 ~~~~ Territory Structured
731 ~~~~ Product Structured
731 ~~~~ Customer Structured
740 ~~~~~~ i. TERRITORY SIZE
740 ~~~~~~ ii. TERRITORY SHAPE
741 ~~ COMPETITOR SALES FORCE SELECTION
741 ~~~~ 1. SALESMEN SELECTION
741 ~~~~ 2. WHAT MAKES A GOOD SALESMAN?
742 ~~~~ 3. RECRUITMENT PROCEDURES
742 ~~~~ 4. APPLICANT-RATING PROCEDURES
743 ~~ COMPETITOR SALES FORCE TRAINING
744 ~~ COMPETITOR SALES FORCE COMPENSATION
745 ~~~~ 1. THE LEVEL OF COMPENSATION
745 ~~~~ 2. THE ELEMENTS OF COMPENSATION
746 ~~~~~~ i. STRAIGHT SALARY
746 ~~~~~~ ii. STRAIGHT COMMISSION
747 ~~~~~~ iii. COMBINATION SALARY + COMMISSION
747 ~~~~ 3. STRUCTURE OF COMPENSATION
748 ~~ SALESFORCE EMPLOYMENT
748 ~~~~ Recruitment Procedures
748 ~~~~ Applicant Vetting & Selection Procedures
748 ~~~~ Salesforce Training
748 ~~~~ Salesforce Compensation
748 ~~~~ Compensation & Incentivisation Development
757 ~~ COMPETITOR SALES FORCE SUPERVISION
757 ~~~~ 1. DIRECTING SALESMEN
757 ~~~~~~ i. DEVELOPING CUSTOMER CALL NORMS
758 ~~~~~~ ii. DEVELOPING PROSPECT CALL NORMS
758 ~~~~~~~~ Future income from a new customer
759 ~~~~~~~~ Investment in customer prospecting
760 ~~~~ 2. MOTIVATING SALESMEN
760 ~~~~~~~~ a) The nature of the job
760 ~~~~~~~~ b) Human nature
760 ~~~~~~~~ c) Personal problems
760 ~~~~~~ i. ORGANIZATIONAL CLIMATE
760 ~~~~~~ ii. SALES QUOTAS
762 ~~~~~~ iii. POSITIVE INCENTIVES
762 ~~ EFFECTIVENESS OF SALES INCENTIVES
763 ~~ SALESFORCE SUPERVISION
763 ~~~~ Direction: Customer Call Norms
763 ~~~~ Direction: Prospect Development
763 ~~~~ Motivation: Organization
763 ~~~~ Motivation: Sales Quotas
763 ~~~~ Motivation: Incentives
772 ~~ COMPETITOR SALES FORCE EVALUATION
772 ~~~~ 1. SOURCES OF INFORMATION
773 ~~~~~~~~ a) Report on new business secured or potential new business
773 ~~~~~~~~ b) Report on lost business
773 ~~~~~~~~ c) Periodic report on local business and economic conditions
773 ~~~~ 2. FORMAL EVALUATION OF PERFORMANCE
773 ~~~~~~ i. SALESMAN-TO-SALESMAN COMPARISONS
774 ~~~~~~ ii. CURRENT-TO-PAST-SALES COMPARISONS
774 ~~~~~~ iii. QUALITATIVE APPRAISAL OF SALESMEN
776 ~~ SALESFORCE EVALUATION
776 ~~~~ Sales Information Monitoring
776 ~~~~ Sales Performance Reporting
776 ~~~~ Sales Evaluation: Personal Comparisons
776 ~~~~ Sales Evaluation: Sales Period Comparisons
776 ~~~~ Sales Evaluation: Qualitative Comparisons
785 ~~~~ INDUSTRY AVERAGE SALES COSTS
785 ~~~~~~ SALES COSTS
787 ~~ SALESFORCE COSTS
787 ~~~~ Sales Personnel Costs : Fixed
787 ~~~~ Sales Personnel Costs : Variable
787 ~~~~ Sales Personnel Expenses
787 ~~~~ Sales Overhead Expenses
787 ~~~~ Sales Material Costs

Top          Index

VOLUME 2

PRODUCT OPPOSITION
 
 
 
PRODUCT OPPOSITION allows the reader to engineer the techniques which can interpret and appraise the strengths and weaknesses of the products offered by The Competitor. With this perspective the reader can neutralize each of the product strengths of The Competitor and manipulate every product weakness.
 
 
 
 
VOLUME 2.1.1
COMPETITOR BALANCE SHEET
+ COSTS FORECAST : NEW PRODUCT DEVELOPMENT

VOLUME 2.1.2
COMPETITOR BALANCE SHEET + COSTS FORECAST : PRODUCT + MARKET SEGMENTATION

VOLUME 2.1.3
COMPETITOR BALANCE SHEET + COSTS FORECAST : PRICE CUTTING EFFECT

VOLUME 2.1.4
COMPETITOR BALANCE SHEET + COSTS FORECAST : PRICE INCREASE EFFECT

VOLUME 2.1.5
COMPETITOR BALANCE SHEET + COSTS FORECAST : QUALITY IMPROVEMENT
 
 
The first five sections in this volume considers the effect on the balance sheet and costs of The Competitor if The Competitor should employ certain product critical business tactics. The use of these tactics will direct the reader to the most appropriate method of reducing the profitability and success of The Competitor.
Whatever the scheme adopted by The Competitor the reader can immediate reverse the ploy by adopting the appropriate Product Opposition device.
 
 
 
VOLUME 2.2.1
COMPETITOR PRICING OBJECTIVES
 
 
Product Pricing is by far the most important and critical factor in respect of the products offered by The Competitor.
Any product opposition scheme embraced by the reader must have a pricing posture. If one can nullify and cripple the product pricing strategy of The Competitor - then one is well on the way to achieve ultimate product opposition. The section looks at the following pricing ingredients at The Competitor:- PRICE BASIS, PRICING OBJECTIVES, MULTIPLE PARTY PRICING, PRICING DECISIONS, PRICING MODELS, PRICE CHANGES, PRICE CHANGE DECIDERS, COMPETITOR PRICE REACTION & PRODUCT PRICING.
 
 
 
VOLUME 2.3.1
PRODUCT MARKETING
 
 
The overall Marketing environment shown in this section gives readers an detailed view of marketing activity, issues and costs for the Product.
 
 
VOLUME 2.3.2
COMPETITOR PRODUCT PROFILES
 
 
A PRODUCT PROFILE for each of the Products significant to the profitability and prosperity of The Competitor is given in this section. The information shows the solidity or vulnerability of each product sector.
 
 
 
VOLUME 2.4.1
COMPETITOR PRODUCT + MARKET TARGETS
 
 
PRODUCT + MARKET TARGETS for The Competitor represents an essential mission for the reader executing a Product Opposition offensive.
The points for readers to consider are:- MARKET SEGMENTATION, MARKET ATTRIBUTES, PRODUCT SEGMENTATION, MARKET BASES, TARGET MARKETS & MARKET SEGMENT DECISIONS.
 
 
 
VOLUME 2.5.1
COMPETITOR PRODUCT-MIX
 
 
If one can oppose the PRODUCT MIX game-plan of The Competitor then it becomes increasingly possible to overturn The Competitor's profitability and product attainment. The effect of product mix tactics dictate the overall customer offering of The Competitor and the specific aftermath of the disruption of the mix is customer confusion and loss of income. This section focuses on PRODUCT CONCEPT, PRODUCT-MIX STRATEGY, PRODUCT ITEMS - LINES - MIX, PRODUCT-MIX CHARACTERISTICS, PRODUCT-MIX QUALITY, PRODUCT-MIX ALTERNATIVES, PRODUCT-MIX OPTIMIZATION, PRODUCT-MIX AUDIT, PRODUCT STRATEGY & BRAND STRATEGY.
 
 
 
VOLUME 2.6.1
COMPETITOR QUALITY + PRODUCT CONTROLS
 
 
COMPETITOR QUALITY AND PRODUCT CONTROLS structure the basis of medium and long-term product survival. The reader must seek to oppose product quality and quality controls at The Competitor in order to defeat The Competitor's product integrity in the medium and long term.
 
 
 
VOLUME 2.6.2
COMPETITOR BALANCE SHEET + COSTS FORECAST : QUALITY IMPROVEMENT
 
 
The Balance Sheet and Cost effect of QUALITY IMPROVEMENT at The Competitor is shown in this section and demonstrates the pressure points available (for the reader to exploit) in the financial performance of The Competitor.
 
 
 
VOLUME 2.6.3
COMPETITOR BALANCE SHEET + COSTS FORECAST : NEW PRODUCTS
 
 
The Competitor may plan NEW PRODUCTS and the reader will see the balance sheet and costs effects of such an agenda. Also shown are the inherently vulnerable targets of such a scenario.
 
 
VOLUME 2.7.1
COMPETITOR PRODUCT EVOLUTION
 
 
In order to plan medium and long-term product opposition the reader must be aware of PRODUCT EVOLUTION at The Competitor.
The topics covered suggest a host of diversionary intrigues to thwart the product advancement objectives of The Competitor:- PRODUCT LIFE CYCLE, PRODUCT-LINE STAGE, PRODUCT INTRODUCTIONS, PRODUCT GROWTH, PRODUCT MATURITY, COMPETITIVE STRATEGIES & PRODUCT DECLINE.
 
 
 
VOLUME 2.8.1
COMPETITOR NEW PRODUCT CRITERIA
 
 
NEW PRODUCT CRITERIA forms the basis of the long-term product opposition of The Competitor. If the reader is to be successful in opposing the product offerings of The Competitor then one must subvert the product programme of The Competitor.
In this section one evaluates the new product opposition of The Competitor:- NEW PRODUCT PERCEPTIONS, NEW PRODUCT RATING, NEW PRODUCT ORGANIZATION, SOURCES OF NEW PRODUCTS, NEW PRODUCT GENERATION, PRODUCT SCREENING, NEW PRODUCT PROFITABILITY, PRODUCT DEVELOPMENT FACTORS, PRODUCT DEVELOPMENT RATING, NEW PRODUCT TESTING, PRODUCT COMMERCIALIZATION, PRODUCT ADOPTION & NEW PRODUCT DIFFUSION.
 
 
 
VOLUME 2.9.1
COMPETITOR SECTOR SURVEY FINDINGS
 
 
This section divides the product offerings of The Competitor into sectors which are convenient for analysis and thereafter assault. The products of The Competitor are grouped according to the operational and organizational conditions of The Competitor and the ability to attack segregated product target sectors improves the ability of the reader to oppose the products of The Competitor. The strengths and weaknesses of The Competitor product sectors are derived from surveys of The Competitor's END USERS, DISTRIBUTION CHANNELS, BUYERS & CUSTOMER PERFORMANCE.
 
 
 
VOLUME 2.9.2
CURRENT COMPETITOR ADVERTISING + MARKETING APPRAISAL
 
 
Each Product Sector offering of The Competitor is probed in this section and CURRENT ADVERTISING + MARKETING APPRAISAL analysis is given for each product sector.
 
  
 
VOLUME 2.9.3
SHORT-TERM COMPETITIVE ISSUES
 
 
SHORT-TERM COMPETITIVE ISSUES for each of the product offerings of The Competitor is given in this section. A highly detailed examination of some 90 questions concerning the short term competitiveness of products from The Competitor is shown and through this data the reader can define particular competitive issues which will help in product opposition.
 
 

PRODUCT OPPOSITION

This volume consists of about 830 pages
 
VOLUME 2 PRODUCT OPPOSITION

6 VOLUME 2.1.1
 6 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
 8 NEW PRODUCT DEVELOPMENT to 2028
15 COMMERCIAL DECISION SCENARIOS : COST FORECAST
17 NEW PRODUCT DEVELOPMENT : to 2028

19 VOLUME 2.1.2
19 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
21 MARKET SEGMENTATION to 2028
28 COMMERCIAL DECISION SCENARIOS : COST FORECAST
30 MARKET SEGMENTATION : to 2028

32 VOLUME 2.1.3
32 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
34 PRICE CUTTING EFFECT to 2028
41 COMMERCIAL DECISION SCENARIOS : COST FORECAST
43 PRICE CUTTING EFFECT : to 2028

45 VOLUME 2.1.4
45 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
47 PRICE INCREASE EFFECT to 2028
54 COMMERCIAL DECISION SCENARIOS : COST FORECAST
56 PRICE INCREASE EFFECT : to 2028

58 VOLUME 2.1.5
58 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
60 QUALITY IMPROVEMENT to 2028
67 COMMERCIAL DECISION SCENARIOS : COST FORECAST
69 QUALITY IMPROVEMENT : to 2028

71 VOLUME 2.2.1
71 PRICING OBJECTIVES AT The Competitor
72 ~~ COMPETITOR PRICE BASIS
72 ~~~~ 1. Theoretical pricing model
73 ~~~~ 2. Problem of objectives
73 ~~~~~~ i. Market-penetration objective
73 ~~~~~~ ii. Market-skimming objective
73 ~~~~~~ iii. Early-cash-recovery objective
73 ~~~~~~ iv. Satisfying objective
73 ~~~~~~ v. Product-line promotion objective
75 ~~ PRICING OBJECTIVES
75 ~~~~ Market Penetration Objectives
75 ~~~~ Market-Skimming Objectives
75 ~~~~ Early Cash Recovery Objectives
75 ~~~~ Satisfying Objectives
75 ~~~~ Product-Line Promotion Objectives
84 ~~~~ 3. The problem of multiple parties
84 ~~~~~~ i. Intermediate customers
84 ~~~~~~ ii. Rivals
84 ~~~~~~ iii. Suppliers
84 ~~~~~~ iv. Government
84 ~~~~~~ v. Company executives
86 ~~ MULTIPLE PARTY PRICING
86 ~~~~ Intermediate Customer Considerations
86 ~~~~ Rivals Considerations
86 ~~~~ Suppliers Consideration
86 ~~~~ Government Considerations
86 ~~~~ In-House Considerations
95 ~~~~ 4. Problem of marketing-mix interaction
95 ~~~~ 5. Problem of estimating demand and cost functions
96 ~~ COMPETITOR PRICING DECISIONS
96 ~~~~ 1. Cost-oriented pricing
96 ~~~~~~ i. Mark-up pricing
97 ~~~~~~ ii. Target pricing
98 ~~~~ 2. Demand-oriented pricing
98 ~~~~~~ Price discrimination
99 ~~~~ 3. Competition-oriented pricing
99 ~~~~~~ i. Going-rate pricing
100 ~~~~~~ ii. Sealed-bid pricing
101 ~~ PRICING MODELS
101 ~~~~ Cost Oriented : Mark-up Pricing
101 ~~~~ Cost Oriented : Target Pricing
101 ~~~~ Demand Oriented : Price Discrimination
101 ~~~~ Competition Oriented : Going-Rate Pricing
101 ~~~~ Competition Oriented : Sealed or Bid Pricing
110 ~~ COMPETITOR PRICE CHANGES
110 ~~~~ 1. Buyers' reactions to price change
110 ~~~~~~ i. Price elasticity of demand
110 ~~~~~~~~ a) DIRECT ATTITUDE SURVEY
111 ~~~~~~~~ b) STATISTICAL ANALYSIS OF RELATIONSHIP OF PRICE -v- QUANTITY
111 ~~~~~~~~ c) MARKET TEST
111 ~~~~~~~~ d) ANALYTIC INFERENCE
111 ~~~~~~ ii. Perceptual factors in buyers' response
112 ~~~~ 2. Competitors' reactions to price changes
112 ~~~~~~~~ Estimate the likely reaction of its competitors
114 ~~~~ 3. Using decision theory for price changes
116 ~~ PRICE CHANGE DECIDERS
116 ~~~~ Buyers Reaction : Elasticity of Demand
116 ~~~~ Buyers Reaction : Perceptual Factors
116 ~~~~ Competitors Reaction : Price Reduction
116 ~~~~ Competitors Reaction : No Reaction
116 ~~~~ Competitors Reaction : Product Re-positioning
125 ~~ COMPETITOR PRICE REACTION
125 ~~~~~~~~ 1. Market-share maintenance
125 ~~~~~~~~ 2. Margin maintenance
127 ~~ COMPETITOR PRODUCT PRICING
127 ~~~~ 1. Interrelated demand
127 ~~~~ 2. Interrelated cost
127 ~~~~ 3. Effect of competition
127 ~~~~ 4. Alternative product-line pricing principles
129 ~~ PRODUCT PRICING
129 ~~~~ Interrelated Demand Based
129 ~~~~ Interrelated Cost Based
129 ~~~~ Competition Based
129 ~~~~ Product-Line Pricing Based
129 ~~~~ Model or Price Theory Based

139 VOLUME 2.3.1
139 THE PRODUCT MARKETING
141 ~~ PRODUCT MARKETING
143 ~~ CRITICAL FACTORS + PARAMETERS
143 ~~ AVERAGE VALUES
146 ~~~~ PRODUCT FACTORS
146 ~~~~ MARKETING FACTORS
147 ~~~~ PRODUCER / SUPPLIER FACTORS
147 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
148 ~~~~ CUSTOMER FACTORS
149 ~~ MARKET & PRODUCT SEGMENTATION
154 ~~ PRODUCT LAUNCH FACTORS
154 ~~~~~~ ADOPTION RATES
154 ~~~~~~ CONVERSION RATIOS
154 ~~~~~~ SALES GROWTH
154 ~~~~~~ PRODUCT LAUNCH DATA
155 ~~ MARKETING COSTS
155 ~~~~~~ 1. SALES & SELLING COSTS
155 ~~~~~~ 2. DISTRIBUTION COSTS
155 ~~~~~~ 3. ADVERTISING COSTS
155 ~~~~~~ 4. AFTER-SALES COSTS
155 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
156 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
156 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
157 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
157 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
158 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
158 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
159 ~~~~~~ SALES & SELLING COSTS
159 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
160 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
160 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
161 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
161 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
162 ~~~~~~ AFTER-SALES COSTS
162 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
163 ~~~~~~ TOTAL MARKETING COSTS
163 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

166 VOLUME 2.3.2
166 PRODUCT PROFILES
169-219 ~~~~ PRODUCT PROFILES FOR The Competitor

223 VOLUME 2.4.1
223 PRODUCT + MARKET TARGETS FOR The Competitor
224 ~~ COMPETITOR MARKET SEGMENTATION
225 ~~~~~~~~ a) Homogeneous preferences
225 ~~~~~~~~ b) Diffused preferences
226 ~~~~~~~~ c) Clustered preferences
227 ~~ MARKET ATTRIBUTES
227 ~~~~ Concentrated Markets
227 ~~~~ Un-concentrated Markets
227 ~~~~ Market Preference : Homogeneous
227 ~~~~ Market Preference : Diffused
227 ~~~~ Market Preference : Clustered
236 ~~~~ 1. REQUIREMENTS FOR EFFECTIVE SEGMENTATION
236 ~~~~~~~~ a) Measurability
236 ~~~~~~~~ b) Accessibility
236 ~~~~~~~~ c) Substantiality
236 ~~~~ 2. BENEFITS OF SEGMENTATION
238 ~~ MARKET SEGMENTATION
238 ~~~~ Market Potential Measurability
238 ~~~~ Market Accessibility : Existing Products
238 ~~~~ Market Accessibility : New Products
238 ~~~~ Market Substantiality : Existing Products
238 ~~~~ Market Substantiality : New Products
247 ~~ COMPETITOR MARKET BASES
247 ~~~~ 1. GEOGRAPHIC SEGMENTATION
247 ~~~~ 2. DEMOGRAPHIC SEGMENTATION
248 ~~~~ 3. PSYCHOGRAPHIC SEGMENTATION
248 ~~~~~~ i. LIFE-STYLE
248 ~~~~~~ ii. PERSONALITY
248 ~~~~~~ iii. BENEFITS SOUGHT
248 ~~~~~~ iv. USER STATUS
248 ~~~~~~ v. USAGE RATE
249 ~~ MARKET BASES
249 ~~~~ Geographic Segmentation
249 ~~~~ Demographic Segmentation
249 ~~~~ Psychographic Segmentation : Customer Factors
249 ~~~~ Psychographic Segmentation : Product Usage Factors
249 ~~~~ Psychographic Segmentation : Market Factors
258 ~~~~~~ vi. LOYALTY STATUS
258 ~~~~~~ vii. STAGES OF READINESS
258 ~~~~~~ viii. MARKETING FACTORS
259 ~~ COMPETITOR TARGET MARKETS
259 ~~~~ 1. UNDIFFERENTIATED MARKETING
260 ~~~~ 2. DIFFERENTIATED MARKETING
260 ~~~~~~~~ a) Product modification costs
260 ~~~~~~~~ b) Production costs
260 ~~~~~~~~ c) Administrative costs
260 ~~~~~~~~ d) Inventory costs
260 ~~~~~~~~ e) Promotion costs
261 ~~~~ 3. CONCENTRATED MARKETING
261 ~~~~ 4. SELECTING MARKET TARGETING STRATEGY
261 ~~~~~~~~ a) First factor is The Competitor resources
261 ~~~~~~~~ b) Second factor is product homogeneity
261 ~~~~~~~~ c) Third factor is product stage in the life cycle
261 ~~~~~~~~ d) Fourth factor is market homogeneity
261 ~~~~~~~~ e) Fifth factor is competitive marketing strategies
262 ~~ COMPETITOR MARKET SEGMENT DECISIONS
264 ~~ MARKET SEGMENT AVAILABILITY
264 ~~~~ Customer-Prospect Mix Segment
264 ~~~~ Product-Service Mix Segment
264 ~~~~ Sub-market Segment: Present Sales Potential
264 ~~~~ Sub-market Segment: Future Sales Potential
264 ~~~~ Promotional-Distribution Mix Segment

273 VOLUME 2.5.1
273 PRODUCT-MIX FOR The Competitor
274 ~~~~ CONCEPT OF The Competitor PRODUCT
275 ~~ PRODUCT CONCEPT
275 ~~~~ Quality
275 ~~~~ Features
275 ~~~~ Styling
275 ~~~~ Branding
275 ~~~~ Packaging
285 ~~ COMPETITOR PRODUCT-MIX STRATEGY
285 ~~ COMPETITOR PRODUCT ITEMS - LINES - MIX
285 ~~~~ Product item
285 ~~~~ Product line
285 ~~~~~~ The Competitor
285 ~~~~ Product mix
285 ~~~~~~ The Competitor
287 ~~ COMPETITOR PRODUCT-MIX CHARACTERISTICS
290 ~~ PRODUCT-MIX QUALITY
290 ~~~~ Items in Product Line 1
290 ~~~~ Items in Product Line 2
290 ~~~~ Items in Product Line 3
290 ~~~~ Items in Product Line 4
290 ~~~~ Total of all Items in all Product Lines
296 ~~ COMPETITOR PRODUCT-MIX ALTERNATIVES
297 ~~ COMPETITOR PRODUCT-MIX OPTIMIZATION
299 ~~ PRODUCT-MIX AUDIT
299 ~~~~ % Profit Contribution in this year
299 ~~~~ Forecast % Profit Contribution : Year + 1
299 ~~~~ Forecast % Profit Contribution : Year + 2
299 ~~~~ Forecast % Profit Contribution : Year + 3
299 ~~~~ Forecast % Profit Contribution : Year + 4
305 ~~ PRODUCT STRATEGY
305 ~~~~ High Growth Products
305 ~~~~ Steady Reinvestment Products
305 ~~~~ Support Products
305 ~~~~ Selective Pruning Products
305 ~~~~ Venture Products
314 ~~ COMPETITOR BRAND STRATEGY
315 ~~ BRAND -v- NO BRANDS DECISIONS
317 ~~ FAMILY -v- INDIVIDUAL BRAND DECISIONS
318 ~~~~ 1. Brand extension strategy
318 ~~~~ 2. Multibrand strategy
319 ~~ BRAND STRATEGY
319 ~~~~ Individual Brand names
319 ~~~~ Blanket Family Brand names
319 ~~~~ Separate Family Brand names
319 ~~~~ Company Trade name
319 ~~~~ No Brand names

331 VOLUME 2.6.1
331 QUALITY + PRODUCT CONTROLS AT The Competitor

334 VOLUME 2.6.2
334 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
336 QUALITY IMPROVEMENT to 2028
343 COMMERCIAL DECISION SCENARIOS : COST FORECAST
345 QUALITY IMPROVEMENT : to 2028

348 VOLUME 2.6.3
348 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
350 NEW PRODUCT DEVELOPMENT to 2028
357 COMMERCIAL DECISION SCENARIOS : COST FORECAST
359 NEW PRODUCT DEVELOPMENT : to 2028

361 VOLUME 2.7.1
361 PRODUCT EVOLUTION AT The Competitor
362 ~~ COMPETITOR PRODUCT LIFE CYCLE
362 ~~~~ 1. Stages in the product life cycle
363 ~~ AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE
363 ~~~~ Introductory
363 ~~~~ Growth
363 ~~~~ Maturity
363 ~~~~ Decline
363 ~~~~ Obsolescence
369 ~~~~ 2. Product Life Cycles
369 ~~~~ 3. Rationale for the product life cycle
370 ~~ COMPETITOR PRODUCT INTRODUCTION
370 ~~~~ Marketing strategies in the introduction stage
370 ~~~~~~ i. High-profile strategy
371 ~~ STRATEGY FOR PRODUCT INTRODUCTIONS
371 ~~~~ High Profile: Product Based
371 ~~~~ High Profile: Market Based
371 ~~~~ Selective: Product Based
371 ~~~~ Selective: Market Based
371 ~~~~ Pre-emptive
377 ~~~~~~ ii. Selective penetration strategy
377 ~~~~~~ iii. Pre-emptive penetration strategy
378 ~~ COMPETITOR PRODUCT GROWTH STAGES
378 ~~~~ Marketing strategies in the growth stage
379 ~~ PRODUCT GROWTH STAGE STRATEGIES
379 ~~~~ Product Quality Improvements
379 ~~~~ New Market Segmentation
379 ~~~~ New Distribution
379 ~~~~ Improved Marketing
379 ~~~~ Price Adjustments
385 ~~ COMPETITOR PRODUCT MATURITY
385 ~~~~ 1 Marketing strategies in the mature stage
385 ~~~~~~ i. Market modification
386 ~~~~~~ ii. Product modification
386 ~~~~~~~~ a) Strategy of quality improvement
386 ~~~~~~~~ b) Strategy of feature improvement
386 ~~~~~~~~ c) Strategy of style improvement
386 ~~~~~~ iii. Marketing-mix modification
387 ~~ PRODUCT MATURITY STAGE STRATEGIES
387 ~~~~ Product Modifications: Quality
387 ~~~~ Product Modifications: Features
387 ~~~~ Market Segmentation
387 ~~~~ Marketing-Mix Modifications
387 ~~~~ Market Extension
393 ~~~~ 2. Dominant -v- Trailing firm
393 ~~~~~~ i. Strategy of innovation
394 ~~~~~~ ii. Strategy of segmentation and fortification to maintaining leadership
394 ~~~~~~ iii. Confrontation strategy will be the principal defence of non-innovative firms
394 ~~~~~~ iv. Dominant firms pursue a persecution strategy
395 ~~ COMPETITIVE STRATEGIES
395 ~~~~ Product Innovation
395 ~~~~ Market Segmentation & Fortification
395 ~~~~ Confrontation
395 ~~~~ Domination
395 ~~~~ Competitive niche position
404 ~~ COMPETITOR PRODUCT DECLINE
405 ~~~~ Marketing strategies in the decline stage
405 ~~~~~~ i. Identifying weak products
405 ~~~~~~ ii. Determining marketing strategies
405 ~~~~~~ iii. Drop decision
406 ~~ PRODUCT DECLINE STRATEGIES
406 ~~~~ Elimination of Products
406 ~~~~ Harvesting of Products
406 ~~~~ Product Reformulation
406 ~~~~ Market Repositioning
406 ~~~~ Customer Base Change

413 VOLUME 2.8.1
413 NEW PRODUCT CRITERIA AT The Competitor
414 ~~ COMPETITOR NEW PRODUCT PERCEPTIONS
414 ~~~~~~~~ 1. SHORTAGE OF IMPORTANT NEW PRODUCT IDEAS
414 ~~~~~~~~ 2. FRAGMENTED MARKETS
414 ~~~~~~~~ 3. GROWING SOCIAL + GOVERNMENTAL CONSTRAINTS
414 ~~~~~~~~ 4. COSTLINESS OF NEW PRODUCT DEVELOPMENT PROCESS
414 ~~~~~~~~ 5. HIGH RATE OF PRODUCT FAILURE
415 ~~ NEW PRODUCT RATING
415 ~~~~ Market Fragmentation
415 ~~~~ New Product Stagnation
415 ~~~~ New Product Life Cycle Limits
415 ~~~~ New Product Failures
415 ~~~~ New Product Costs
421 ~~~~~~~~ 6. SHORTER LIFE SPANS OF SUCCESSFUL PRODUCTS
422 ~~ COMPETITOR NEW PRODUCT ORGANIZATION
422 ~~~~ 1. Product managers
422 ~~~~ 2. New Product managers
422 ~~~~ 3. New product committees
422 ~~~~ 4. New product departments
422 ~~~~ 5. New product venture teams
423 ~~ NEW PRODUCT ORGANIZATION
423 ~~~~ Board Responsibility
423 ~~~~ Senior Management Responsibility
423 ~~~~ Middle Management Responsibility
423 ~~~~ Junior Management Responsibility
423 ~~~~ Ad Hoc Responsibility
433 ~~ COMPETITOR IDEAS GENERATION
433 ~~~~ 1. SOURCES OF NEW PRODUCT IDEAS
433 ~~~~~~ i. Customers
434 ~~ NEW PRODUCT GENERATION
434 ~~~~ Executive Responsibility
434 ~~~~ Senior Management Responsibility
434 ~~~~ Middle Management Responsibility
434 ~~~~ Junior Management Responsibility
434 ~~~~ Ad Hoc Responsibility
443 ~~~~~~ ii. Technocrats & Specialists
443 ~~~~~~ iii. Competitors
443 ~~~~~~ iv. Company salesmen + distributors
443 ~~~~~~ v. Top Management
444 ~~~~ 2. IDEAS DEVICES
444 ~~~~~~ i. Attribute listing
444 ~~~~~~ ii. Forced relationships
444 ~~~~~~ iii. Morphological analysis
445 ~~~~~~ iv. Brainstorming
445 ~~~~~~ v. Operational creativity
446 ~~ COMPETITOR PRODUCT SCREENING
446 ~~~~ 1. Product idea rating devices
447 ~~ PRODUCT SCREENING CHECKLIST
448 ~~ COMPETITOR CONCEPT DECISIONS
448 ~~~~ 1. Concept development
449 ~~~~ 2. Product and brand positioning
449 ~~~~ 3. Concept testing
450 ~~ COMPETITOR BUSINESS ANALYSIS
450 ~~~~ 1. Estimating future sales
450 ~~~~~~~~ i. ESTIMATING FIRST TIME SALES
452 ~~~~~~~~ ii. ESTIMATING REPLACEMENT OR REPEAT SALES
452 ~~~~ 2. Estimating future costs + profits
453 ~~ NEW PRODUCT PROFITABILITY
453 ~~~~ High Immediate Profit
453 ~~~~ Sustained Profits
453 ~~~~ Average Long-Term Profits
453 ~~~~ Marginal Profitability
453 ~~~~ High Risk Profit Scenario
463 ~~ COMPETITOR PRODUCT DEVELOPMENT FACTORS
463 ~~~~ 1. Prototype development + consumer testing
463 ~~~~ 2. Brand Naming
464 ~~ PRODUCT DEVELOPMENT RATING
464 ~~~~ Prototype Efficiency
464 ~~~~ Process Development
464 ~~~~ Packaging & Distribution
464 ~~~~ Marketing-Mix
464 ~~~~ Customer Service
473 ~~~~ 3. Packaging
473 ~~~~~~ i. Performance
473 ~~~~~~ ii. Consumer affluence
473 ~~~~~~ iii. Integrated marketing concept
473 ~~~~~~ iv. Innovational opportunity
474 ~~ COMPETITOR NEW PRODUCT TESTING
474 ~~~~ 1. Test marketing
475 ~~~~ 2. Procedures for test marketing
475 ~~~~~~~~ i. TEST CITIES
475 ~~~~~~~~ ii. WHICH TEST CITIES?
475 ~~~~~~~~ iii. TEST RUN
476 ~~~~~~~~ iv. INFORMATION COLLECTED DURING THE TESTING
476 ~~~~~~ a) Product shipments data
476 ~~~~~~ b) Store audits
476 ~~~~~~ c) Consumer panels
476 ~~~~~~ d) Buyer surveys
476 ~~~~~~ e) Miscellaneous studies
476 ~~~~~~~~ v. ACTION AFTER THE TESTING
478 ~~ COMPETITOR PRODUCT COMMERCIALIZATION
479 ~~ PRODUCT COMMERCIALIZATION
479 ~~~~ New Plant & Equipment Costs
479 ~~~~ Process Costs
479 ~~~~ Distribution Costs
479 ~~~~ Sales Costs
479 ~~~~ Marketing Costs
485 ~~ COMPETITOR PRODUCT ADOPTION
486 ~~~~ 1. Concepts in innovation diffusion
486 ~~~~ 2. Propositions on the consumer adoption process
486 ~~~~~~ i. Stages in the adoption process
487 ~~~~~~ ii. Individual differences in innovativeness
488 ~~~~~~ iii. Role of personal influence
488 ~~~~~~ iv. Influence of product characteristics on the rate of adoption
489 ~~ NEW PRODUCT DIFFUSION
489 ~~~~ Early Adopters
489 ~~~~ Heavy Users
489 ~~~~ Substantial Target Markets
489 ~~~~ Deep Customer Bases
489 ~~~~ Market or Geographic Extensions

496 VOLUME 2.9.1
496 The Competitor SECTOR SURVEY FINDINGS
498 ~~ COMPETITOR SECTOR SURVEYS
498 ~~ SURVEY OF The Competitor SECTOR END USERS
498 ~~ SURVEY OF The Competitor SECTOR SERVICE NETWORKS + DISTRIBUTION
499 ~~ SURVEY OF The Competitor SECTOR BUYERS
499 ~~ SURVEY OF The Competitor SECTOR PERFORMANCE
500 SECTOR COVERAGE
502 ~~ COMPETITOR SECTOR SURVEY FINDINGS
503 ~~ COMPETITOR SECTOR END USERS SURVEYS
504 ~~~~ SECTOR END USERS SURVEY - INTRODUCTION
505 ~~~~ CURRENT PURCHASING CRITERIA
505 ~~~~ REACTION TO P.O.S. AND MERCHANDISING
506 ~~~~ SATISFACTION WITH PRODUCT QUALITY
506 ~~~~ SATISFACTION WITH PRODUCT DESIGN
507 ~~~~ SATISFACTION WITH PRODUCT AVAILABILITY
507 ~~~~ SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
508 ~~~~ SATISFACTION WITH EXISTING END USER LEVELS
508 ~~~~ SATISFACTION WITH END USER PRODUCT LEVELS
509 ~~~~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
509 ~~~~ SATISFACTION WITH PRODUCT PACKAGING
510 ~~~~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
510 ~~~~ REACTION TO ADVERTISING AND SALES PROMOTION
511 ~~~~ PRODUCT AWARENESS
511 ~~~~ THE QUALITY -V- PRICE QUESTION
512 ~~~~ THE AVAILABILITY -V- PRICE QUESTION
512 ~~~~ PRICE SENSITIVITY
513 ~~~~ FUTURE TRENDS IN PURCHASING CRITERIA
514 ~~ COMPETITOR SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
515 ~~~~ SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
516 ~~~~ END USER: CURRENT PURCHASING CRITERIA
516 ~~~~ END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
517 ~~~~ END USER: SATISFACTION WITH EXISTING PRODUCTS
517 ~~~~ END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
518 ~~~~ END USER: SATISFACTION WITH COMPETITOR'S PRODUCT LEVELS
518 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
519 ~~~~ END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
519 ~~~~ END USER: SATISFACTION WITH DELIVERY
520 ~~~~ END USER: SATISFACTION WITH ORDERING PROCEDURES
520 ~~~~ END USER: SATISFACTION WITH TERMS OF TRADING
521 ~~~~ END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
521 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
522 ~~~~ END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
522 ~~~~ END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
523 ~~~~ COMMERCIAL CURRENT PURCHASING CRITERIA
523 ~~~~ COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
524 ~~~~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
524 ~~~~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
525 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY RECEIVED
525 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
526 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR PRODUCT LEVELS
526 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ABILITY TO FULFILL ORDERS ON TIME
527 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR DELIVERY
527 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ORDERING PROCEDURES
528 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR TERMS OF TRADING
528 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR CREDIT AND OTHER FINANCIAL DETAILS
529 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
529 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
530 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
530 ~~~~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
531 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
531 ~~~~ COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
532 ~~~~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
532 ~~~~ END USER: PRODUCT REJECT RATE
533 ~~~~ END USER: PRODUCT RETURNS RATE
533 ~~~~ END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
534 ~~~~ END USER: THE QUALITY -v- PRICE QUESTION
534 ~~~~ END USER: THE AVAILABILITY -v- PRICE QUESTION
535 ~~~~ END USER: PURCHASING CRITERIA - FUTURE TRENDS
536 ~~ The Competitor SECTOR COMMERCIAL USERS SURVEYS
537 ~~~~ SECTOR COMMERCIAL USERS SURVEYS - INTRODUCTION
538 ~~~~ END USER: PERSON/S INITIATING DECISION TO RE-ORDER
538 ~~~~ END USER: PERSON/S NEGOTIATING TERMS WITH The Competitor
539 ~~~~ END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
539 ~~~~ END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
540 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
540 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
541 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
541 ~~~~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
542 ~~~~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
542 ~~~~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
543 ~~~~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
543 ~~~~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH The Competitor
544 ~~~~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
544 ~~~~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
545 ~~~~ END USER: PERSON/S SEEKING QUOTATIONS
545 ~~~~ END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
546 ~~~~ END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
546 ~~~~ END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
547 ~~~~ END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
547 ~~~~ END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
548 ~~ The Competitor SECTOR PERFORMANCE SURVEYS
549 ~~~~ SECTOR PERFORMANCE SURVEYS - INTRODUCTION
550 ~~~~ Relative Credibility: Company Level
550 ~~~~ Relative Credibility: Branch/Outlet Level
551 ~~~~ Relative Credibility: Company Managers
551 ~~~~ Relative Credibility: Company Staff
552 ~~~~ Relative Credibility: Specialist Company Staff
552 ~~~~ Relative Credibility: Company Contracts & Documentation
553 ~~~~ Relative Credibility: Company Advertising
553 ~~~~ Relative Customer Confidence at Company Level
554 ~~~~ Relative Customer Confidence at Branch/Outlet Level
554 ~~~~ Relative Customer Confidence in Company Managers
555 ~~~~ Relative Customer Confidence in Company Staff
555 ~~~~ Relative Customer Confidence in Specialist Company Staff
556 ~~~~ Relative Customer Confidence in Company Contracts & Documentation
556 ~~~~ Relative Customer Confidence in Company Advertising
557 ~~~~ Relative Reputation at Company Level
557 ~~~~ Relative Reputation at Branch/Outlet Level
558 ~~~~ Relative Reputation of Company Managers
558 ~~~~ Relative Reputation of Company Staff
559 ~~~~ Relative Reputation of Specialist Company Staff
559 ~~~~ Relative Staff Efficiency: Company Level
560 ~~~~ Relative Staff Efficiency: Branch/Outlet Level
560 ~~~~ Relative Staff Efficiency: Company Managers
561 ~~~~ Relative Staff Efficiency: Company Staff
561 ~~~~ Relative Staff Efficiency: Specialist Company Staff
562 ~~~~ Relative Staff Efficiency: Contracts & Documentation
562 ~~~~ Relative Staff Efficiency: Problem Solving
563 ~~~~ Relative Staff Performance: Company Level
563 ~~~~ Relative Staff Performance: Branch/Outlet Level
564 ~~~~ Relative Staff Performance: Company Managers
564 ~~~~ Relative Staff Performance: Company Staff
565 ~~~~ Relative Staff Performance: Specialist Company Staff
565 ~~~~ Relative Staff Performance: Contracts & Documentation
566 ~~~~ Relative Staff Performance: Overall Customer Handling
566 ~~~~ Relative Staff Integrity: Company Level
567 ~~~~ Relative Staff Integrity: Branch/Outlet Level
567 ~~~~ Relative Staff Integrity: Company Managers
568 ~~~~ Relative Staff Integrity: Company Staff
568 ~~~~ Relative Staff Integrity: Specialist Company Staff
569 ~~~~ Relative Staff Integrity: Contracts & Documentation
569 ~~~~ Relative Staff Integrity: Advertising & Promotions
570 ~~~~ Relative Truth & Honesty: Company Level
570 ~~~~ Relative Truth & Honesty: Branch/Outlet Level
571 ~~~~ Relative Truth & Honesty: Company Managers
571 ~~~~ Relative Truth & Honesty: Company Staff
572 ~~~~ Relative Truth & Honesty: Specialist Company Staff
572 ~~~~ Relative Truth & Honesty: Contracts & Documentation
573 ~~~~ Relative Truth & Honesty: Advertising & Promotions
573 ~~~~ Relative Written Communications: Company Level
574 ~~~~ Relative Written Communications: Branch/Outlet Level
574 ~~~~ Relative Written Communications: Company Managers
575 ~~~~ Relative Written Communications: Company Staff
575 ~~~~ Relative Written Communications: Specialist Company Staff
576 ~~~~ Relative Written Communications: Contractual
576 ~~~~ Relative Written Communications: Correspondence
577 ~~~~ Relative Verbal Contact: Company Level
577 ~~~~ Relative Verbal Contact: Branch/Outlet Level
578 ~~~~ Relative Verbal Contact: Company Managers
578 ~~~~ Relative Verbal Contact: Company Staff
579 ~~~~ Relative Verbal Contact: Specialist Company Staff
579 ~~~~ Relative Customer Handling: Company Level
580 ~~~~ Relative Customer Handling: Branch/Outlet Level
580 ~~~~ Relative Customer Handling: Company Managers
581 ~~~~ Relative Customer Handling: Company Staff
581 ~~~~ Relative Customer Handling: Specialist Company Staff
582 ~~~~ Relative Customer Complaint Handling: Company Level
582 ~~~~ Relative Customer Complaint Handling: Branch/Outlet Level
583 ~~~~ Relative Customer Complaint Handling: Company Managers
583 ~~~~ Relative Customer Complaint Handling: Company Staff
584 ~~~~ Relative Customer Complaint Handling: Specialist Company Staff
584 ~~~~ Relative Customer Problem Solving: Company Level
585 ~~~~ Relative Customer Problem Solving: Branch/Outlet Level
585 ~~~~ Relative Customer Problem Solving: Company Managers
586 ~~~~ Relative Customer Problem Solving: Company Staff
586 ~~~~ Relative Customer Problem Solving: Specialist Company Staff
587 ~~~~ Relative Customer Comprehension of Product: Company Level
587 ~~~~ Relative Customer Comprehension of Product: Branch/Outlet Level
588 ~~~~ Relative Staff Comprehension of Product: Company Managers
588 ~~~~ Relative Staff Comprehension of Product: Company Staff
589 ~~~~ Relative Staff Comprehension of Product: Specialist Company Staff
589 ~~~~ Relative Customer Awareness of Product: Company Level
590 ~~~~ Relative Customer Awareness of Product: Branch/Outlet Level
590 ~~~~ Relative Staff Awareness of Product: Company Managers
591 ~~~~ Relative Staff Awareness of Product: Company Staff
591 ~~~~ Relative Staff Awareness of Product: Specialist Company Staff
592 ~~~~ Relative Customer Confidence in Product: Company Level
592 ~~~~ Relative Customer Confidence in Product: Branch/Outlet Level
593 ~~~~ Relative Staff Confidence in Product: Company Managers
593 ~~~~ Relative Staff Confidence in Product: Company Staff
594 ~~~~ Relative Staff Confidence in Product: Specialist Company Staff
594 ~~~~ Relative Customer Service: Company Level
595 ~~~~ Relative Customer Service: Branch/Outlet Level
595 ~~~~ Relative Customer Service: Company Managers
596 ~~~~ Relative Customer Service: Company Staff
596 ~~~~ Relative Customer Service: Specialist Company Staff
597 ~~~~ Relative Customer Service: Contracts & Documentation
597 ~~~~ Relative Initial Customer Response: Company Level
598 ~~~~ Relative Initial Customer Response: Branch/Outlet Level
598 ~~~~ Relative Initial Customer Response: Company Managers
599 ~~~~ Relative Initial Customer Response: Company Staff
599 ~~~~ Relative Initial Customer Response: Specialist Company Staff
600 ~~~~ Relative Information for Customers: Company Level
600 ~~~~ Relative Information for Customers: Branch/Outlet Level
601 ~~~~ Relative Information for Customers: Company Managers
601 ~~~~ Relative Information for Customers: Company Staff
602 ~~~~ Relative Information for Customers: Specialist Company Staff
602 ~~~~ Relative Promotional Activity: Company Level
603 ~~~~ Relative Promotional Activity: Branch/Outlet Level
603 ~~~~ Relative Advertising Posture: Company Level
604 ~~~~ Relative Advertising Posture: Branch/Outlet Level
604 ~~~~ Relative Contract Documentation: Company Level
605 ~~~~ Relative Contract Documentation: Branch/Outlet Level
 
608 VOLUME 2.9.2
608 CURRENT ADVERTISING + MARKETING APPRAISAL
609 ~~ CURRENT STANDING
610 CURRENT STANDING
612 PRODUCT SECTOR COVERAGE
614-714 ~~~~ The Competitor PRODUCTS

752 VOLUME 2.9.3
752 The Competitor SHORT-TERM COMPETITIVE ISSUES
754 ~~ COMPETITIVE ISSUES
757 ~~ BASIS OF THE ANALYSIS
757 ~~ PRESENTATION OF THE ANALYSIS
758 ~~ GRAPHICS USED
759 ~~ PROSE USED
760 ~~ COMPETITIVE ISSUES FOR The Competitor
762 ~~ OVERALL AWARENESS BY CUSTOMERS
763 ~~ OVERALL REPUTATION
764 ~~ REPUTATION OF PRODUCTS
765 ~~ REPUTATION OF PRODUCT QUALITY
766 ~~ REPUTATION OF SERVICE PROVIDED
767 ~~ REPUTATION OF CUSTOMER HANDLING
768 ~~ RATING OF OVERALL SALES PROMOTION ACTIVITY
769 ~~ RATING OF ADVERTISING
770 ~~ RATING OF SALES PERSONNEL
771 ~~ RATING OF SALES PRINT
772 ~~ RATING OF PRODUCT AVAILABILITY
773 ~~ RATING OF PRODUCT SPECIFICATIONS
774 ~~ RATING OF ON-TIME DELIVERY
775 ~~ RATING OF COMPLETE ORDER DELIVERY
776 ~~ RATING OF ORDER HANDLING
777 ~~ RATING OF ABILITY TO SUPPLY
778 ~~ RATING OF MARKETING COMPETENCE
779 ~~ RATING OF MARKETING AWARENESS
780 ~~ RATING OF MARKETING TECHNOLOGY
781 ~~ RATING OF PROMOTIONAL DOCUMENTATION
782 ~~ RATING OF PROMOTIONAL + SALES DECAY
783 ~~ RATING OF ADVERTISING COMPETENCE
784 ~~ PERCEPTION OF PRODUCT PRICING
785 ~~ PRODUCT SUPERIORITY
786 ~~ CUSTOMER SERVICE
787 ~~ PROMPT DELIVERY
788 ~~ SERVICE PROMPTNESS
789 ~~ SERVICE LEVELS
790 ~~ SERVICE PROCEDURES
791 ~~ SERVICE CONVENIENCE
792 ~~ PRODUCT DELIVERY SYSTEM
793 ~~ FLEXIBILITY OF CUSTOMER HANDLING
794 ~~ PERCEPTIONS OF TERMS OF TRADING
795 ~~ INITIAL CONTACT
796 ~~ ORDER HANDLING STAFF
797 ~~ SALES STAFF
798 ~~ ADMINISTRATION STAFF
799 ~~ SALES MANAGEMENT
800 ~~ SALES PERSONNEL
801 ~~ UPSTREAM SALES INTEGRATION
802 ~~ DOWNSTREAM PROMOTIONAL INTEGRATION
803 ~~ CAPTIVE SALES CHANNELS
804 ~~ RELIANCE ON SELLING OUTLETS
805 ~~ UTILIZATION OF OTHER PROMOTIONAL EFFORT
806 ~~ BENEFITS OF OTHER MARKETING
807 ~~ CAPTIVE CUSTOMER BASES
808 ~~ WAREHOUSING & HANDLING
809 ~~ PACKING & PACKAGING
810 ~~ SALES ACTIVITY
811 ~~ PRODUCT AVAILABILITY
812 ~~ CUSTOMER SATISFACTION
813 ~~ LOCATION OF CUSTOMERS
814 ~~ CAPTIVENESS OF THE CUSTOMER BASE
815 ~~ CUSTOMER BASE LOYALTY
816 ~~ CONCENTRATION OF PURCHASES
817 ~~ PURCHASE FREQUENCY
818 ~~ ORDER SIZE
819 ~~ CUSTOMER SERVICING
820 ~~ SEASONALITY
821 ~~ ADVERTISING & SALES PROMOTION
822 ~~ MARKETING
823 ~~ SALES PROMOTION
824 ~~ SALESFORCE
825 ~~ ADVERTISING
826 ~~ PRICING POLICY
827 ~~ ECONOMIC CONDITIONS
828 ~~ RELATIVE MARKETING EFFORT
829 ~~ REACTION TO COMPETITORS
830 ~~ NEW COMPETITORS
831 ~~ PRICES AT MSP
832 ~~ PRICE INCREASES
833 ~~ PRICES AT RSP
834 ~~ MARKET SHARE
 
 
Top          Index

VOLUME 3

MARKETING CONTROL
 
 
 
MARKETING CONTROL is one of the most immediate ways one can use to overcome, oppose and manipulate The Competitor. The nature of the market and the tools of marketing are ideally suited to the purposes of the reader when controlling and obstructing the marketing activities of The Competitor.
 
 
 
 
VOLUME 3.1.1
DEVELOPING A MARKETING STRATEGY
 
 
To conspire to control the marketing impact of The Competitor it is fundamental for the reader to explore exactly how The Competitor is DEVELOPING A MARKETING STRATEGY. When one appreciates the present and future marketing strategy at The Competitor one can then go forward and arrange for the conclusive control of this strategy.
The section spotlight the following matters:- MARKET POSITION, MARKETING MIX, QUALITY -v- PRICE, SALES TARGETS, MARKETING BUDGET, PRODUCT PRICING, MARKETING BUDGET ALLOCATION, MARKETING TACTICS, MARKETING IMPLEMENTATION + CONTROL, MARKETING SUMMARY & MARKETING OBJECTIVES.
 
 
 
VOLUME 3.2.1
COMPETITOR MARKETS
 
 
An assessment of the major markets covered by The Competitor. The data determines the target markets which the reader must seek to dominate and control - and thereby exclude The Competitor.
 
 
 
VOLUME 3.2.2
PRODUCT MARKET SUMMARY
 
 
The marketing control of The Competitor is preoccupied with the Product markets and this section provides data on the various national markets imperative to The Competitor. In controlling the marketing activities of The Competitor one needs to monitor the Product markets.
 
 
 
VOLUME 3.2.3
MARKET GEOGRAPHY : DISTRIBUTION OF THE CUSTOMER BASE
 
 
In order to control the marketing endeavours of The Competitor one must understand the geography of the markets and the customer bases.
In this section the reader can observe the geographic aspects of controlling The Competitor and shepherding their customers and distribution channels. Topics covered include:- NATIONAL CONSUMPTION GEOGRAPHY, DISTRIBUTION OF THE CUSTOMER BASE, DISTRIBUTION CHANNELS + EMPLOYMENT & CONSUMPTION + PURCHASES.
 
 
 
VOLUME 3.2.4
PRODUCT MARKETING
 
 
Product Marketing issues are covered in this section and thereby one gains a rationale for the manipulation of the marketing activities of The Competitor.
 
VOLUME 3.3.1
COMPETITOR PROMOTIONAL MIX
 
 
The PROMOTIONAL MIX at The Competitor represents the retail face of their marketing activities and this must be infiltrated and destroyed by the reader if one is to achieve marketing control of The Competitor.
The facts reviewed and studied are:- ADVERTISING -v- SELLING, PUBLICITY + SALES PROMOTION, PROMOTION MIX, ADVERTISING RATING, PERSONNEL SELLING RATING, PROMOTION + ORGANIZATION, SALES COSTS, ADVERTISING COSTS, DISTRIBUTION COSTS & MARKETING COSTS.
 
 
 
VOLUME 3.4.1
PRODUCT MARKET SHARES
 
 
One of the principal techniques for the marketing control of The Competitor is the use of MARKET SHARE engineering. One can use the application of marketing expenditure in ways that will either wipe out the market share of The Competitor - or alternatively make that market unprofitable for The Competitor because their own reaction in increasing marketing expenditure will wipe out their margins and thus their profitability.
An analysis on the incremental effects of marketing expenditure -v- market share at The Competitor is shown here.
 
 
 
VOLUME 3.5.1
COMPETITOR BALANCE SHEET + COSTS FORECAST : PROFIT & RIO SCENARIOS
 
 
The PROFITABILITY & RETURN ON INVESTMENT SCENARIOS BALANCE SHEET + COST FORECASTS shown in this section suggest the various possibilities open to The Competitor when trying to improve marketing profitability and RIO. The reader should seek to influence and control these aspects of marketing and thereby control the medium and long-term marketing activities of The Competitor.
The scenarios considered are:- FIXED MARKETING COST, VARIABLE MARKETING COST, GENERAL MARKETING PROCESS COST, DISTRIBUTION+ PRODUCT DELIVERY COST, ADMINISTRATIVE+ GENERAL EXPENSE, SELLING COST, ADVERTISING COST, PROMOTIONAL+ PRICING COST, RESEARCH+ PRODUCT COST, MARKET SHARE BUILDING, MARKET SHARE HOLDING & MARKET SHARE HARVESTING.
 
 
 
VOLUME 3.6.1
COMPETITOR ADVERTISING STRATEGY
 
 
Marketing Control of The Competitor undertakes to modify The Competitor's ADVERTISING STRATEGY and the reader must consider the control of the following elements:- ADVERTISING BUDGET DECISIONS, ADVERTISING STRATEGY APPRAISAL & ADVERTISING COSTS.
The deviation and interference of advertising activities at The Competitor is one of the easiest and most fruitful exertion for the reader.
 
 
 
VOLUME 3.6.2
COMPETITOR ADVERTISING MESSAGE GENERATION
 
 
ADVERTISING MESSAGE GENERATION is a key element of the marketing effort made by The Competitor and as such the reader will want to damage or belittle their ADVERTISING MESSAGE.
 
VOLUME 3.6.3
COMPETITOR ADVERTISING MEDIA SELECTION
 
 
ADVERTISING MEDIA SELECTION at The Competitor can be influenced to great effect and the reader should consider mutating or deflecting the MEDIA VEHICLE EVALUATION of The Competitor and thereby achieve control of this aspect of The Competitor's advertising thinking.
 
 
 
VOLUME 3.6.4
COMPETITOR ADVERTISING TIMING
 
 
The ADVERTISING TIMING of The Competitor is critical to their investment in advertising and thus the reader should attempt to reschedule or interrupt the timing. This will produce control of The Competitor advertising and will effect their ADVERTISING EFFECTIVENESS, ADVERTISING MONITORING & ADVERTISING RATING.
 
 
 
VOLUME 3.6.5
COMPETITOR COMMUNICATIONS
 
 
The COMMUNICATIONS process at The Competitor is key to their presence in the marketplace. The reader must seek to counter and misinform this communication procedure and thereby achieve control of their media output. Items under consideration are:- PERSUASION PROCESSES, COMMUNICATION DECISIONS, AUDIENCE + CHANNEL RATING & ADVERTISING MESSAGE RATING.
 
 
 
VOLUME 3.7.1
COMPETITOR ADVERTISING + MARKETING APPRAISAL
 
 
In planning the demise of the marketing function at The Competitor and thereafter assuming marketing control the reader must view The Competitor in relation to their overall COMPETITOR STANDING. In this section an analysis is given which compares The Competitor and each of their major competitors - this indicates the weak points at The Competitor and denotes stress points for the reader to probe and manipulate.
 
 
 
VOLUME 3.7.2
COMPETITOR ENVIRONMENT
 
 
The COMPETITOR ENVIRONMENT in which The Competitor operates forms the base reference for the marketing control of The Competitor. The reader needs not only to evaluate The Competitor, but also their competitors and this section provides data for individual named competitors of The Competitor.
 
 
 
VOLUME 3.7.3
SHORT-TERM COMPETITOR ISSUES FOR The Competitor
 
 
SHORT-TERM COMPETITOR ISSUES profile powerful points of product and market comparison for the relative success, or otherwise, of the competitors of The Competitor. The reader will need to know how to use these competitor issues against The Competitor in order to gain marketing control.
 
 
 
VOLUME 3.7.4
SHORT-TERM COMPETITOR CONSIDERATIONS
 
 
SHORT-TERM COMPETITOR CONSIDERATIONS survey the relative competitive situation for The Competitor. The comparative corporate performance of The Competitor in relation to individual competitors represents an imperative for the reader in one's planning for the marketing restrain of The Competitor.

MARKETING CONTROL

This volume consists of about 980 pages
 
VOLUME 3 MARKETING CONTROL

 6 VOLUME 3.1.1
 6 DEVELOPING A MARKETING STRATEGY FOR The Competitor
 7 ~~ BASIS FOR A MARKETING STRATEGY
 7 ~~ COMPETITOR MARKET SEGMENTATION
10 ~~ COMPETITOR MARKET POSITIONING
12 ~~ MARKET POSITION
12 ~~~~ Sufficient Current Market Segmentation
12 ~~~~ Potential Growth for Market Segmentation
12 ~~~~ Competitive Market Segmentation Position
12 ~~~~ Unsatisfied Market Segmentation
12 ~~~~ Competitor Dominated Market Segmentation
21 ~~ COMPETITOR MARKET ENTRY STRATEGY
22 ~~ COMPETITOR MARKETING-MIX
23 ~~ MARKETING MIX
23 ~~~~ Product
23 ~~~~ Place
23 ~~~~ Promotion
23 ~~~~ Price : Premium Strategy
23 ~~~~ Price : Average Strategy
32 ~~~~~~ PRODUCT QUALITY -v- PRICE
34 ~~ COMPETITOR TIMING STRATEGY
35 ~~ BASIS FOR MARKETING TACTICS
35 ~~ FORMULATING The Competitor PLANS
35 ~~ COMPETITOR SALES TARGETS
35 ~~ COMPETITOR MARKETING BUDGET
37 ~~ COMPETITOR MARKETING-MIX
37 ~~ COMPETITOR PRODUCT PRICING
37 ~~ COMPETITOR MARKETING BUDGET ALLOCATION
39 ~~ MARKETING TACTICS
39 ~~~~ Sales Targeting
39 ~~~~ Overall Marketing Mix
39 ~~~~ Product Pricing
39 ~~~~ Marketing Budgets
39 ~~~~ Marketing Control
48 ~~ COMPETITOR MARKETING IMPLEMENTATION + CONTROL
49 ~~ COMPETITOR MARKETING SUMMARY
50 ~~ COMPETITOR MARKETING OBJECTIVES

53 VOLUME 3.2.1
53 MARKET PREFACE
54 ~~ INDUSTRY / PRODUCT / MARKET COVERAGE
56 ~~ GEOGRAPHIC COVERAGE
56 ~~~~ Europe & Trade Cell  Region 2
57 ~~ DATABASE GEOGRAPHIC COVERAGE
58 ~~ MARKET DATA TYPES
58 ~~ MARKET REPORT
58 ~~ PRODUCTS REPORT
58 ~~ INDUSTRY REPORT
59 ~~ PRODUCT & INDUSTRY
60 ~~ MATERIALS REPORTS
62 ~~ MARKETS DATA NOTES
63 ~~~~ MARKET ENVIRONMENT
63 ~~~~ TRADING AREA
63 ~~~~ BASIS OF MARKET COVERAGE
64 ~~ MARKETS
64 ~~ MARKET TERMS USED
65 ~~ from 1997 HISTORIC DATA + TIME SERIES
66 ~~ EXCHANGE RATE
67 ~~ to 2016 CURRENT DATA + TIME SERIES
69 ~~ to 2028 FORECAST DATA + TIME SERIES

72 VOLUME 3.2.2
72 THE PRODUCT MARKET SUMMARY
74 ~~ EUROPE & TRADE CELL
75 ~~ MARKET SUMMARY
76 MARKET SUMMARY
77 ~~ PERSPECTIVE FOR THE PRODUCT IN EUROPE & THE TRADE CELL
77 ~~ MARKET TRENDS
77 ~~ MARKET FORECAST
78 ~~ MARKET SUMMARY FOR THE TRADE CELL COUNTRIES

94 VOLUME 3.2.3
94 GEOGRAPHY : THE PRODUCT
94 ~~ CUSTOMER / SUPPLIER / EMPLOYEE BASE
96 GEOGRAPHY
96 ~~ NATIONAL CONSUMPTION GEOGRAPHY
98 DISTRIBUTION OF THE CUSTOMER BASE
98 ~~ DISTRIBUTION OF DISTRIBUTION CHANNELS
98 ~~ DISTRIBUTION OF EMPLOYMENT
98 ~~~~~~ Key Service Cities
100 ~~~~ TRADE CELL COUNTRIES
129 ~~ NATIONAL CONSUMPTION BREAKDOWN - GEOGRAPHIC
131 PURCHASES : TRADE CELL COUNTRIES

164 VOLUME 3.2.4
164 THE PRODUCT MARKETING
166 ~~ PRODUCT MARKETING
168 ~~ CRITICAL FACTORS + PARAMETERS
168 ~~ AVERAGE VALUES
171 ~~~~ PRODUCT FACTORS
171 ~~~~ MARKETING FACTORS
172 ~~~~ PRODUCER / SUPPLIER FACTORS
172 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
173 ~~~~ CUSTOMER FACTORS
174 ~~ MARKET & PRODUCT SEGMENTATION
179 ~~ PRODUCT LAUNCH FACTORS
179 ~~~~~~ ADOPTION RATES
179 ~~~~~~ CONVERSION RATIOS
179 ~~~~~~ SALES GROWTH
179 ~~~~~~ PRODUCT LAUNCH DATA
180 ~~ MARKETING COSTS
180 ~~~~~~ 1. SALES & SELLING COSTS
180 ~~~~~~ 2. DISTRIBUTION COSTS
180 ~~~~~~ 3. ADVERTISING COSTS
180 ~~~~~~ 4. AFTER-SALES COSTS
180 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
181 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
181 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
182 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
182 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
183 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
183 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
184 ~~~~~~ SALES & SELLING COSTS
184 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
185 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
185 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
186 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
186 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
187 ~~~~~~ AFTER-SALES COSTS
187 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
188 ~~~~~~ TOTAL MARKETING COSTS
188 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

191 VOLUME 3.3.1
191 PROMOTIONAL MIX AT The Competitor
192 ~~~~ Types of promotools
193 ~~~~ 1. Advertising
193 ~~~~ 2. Personal selling
193 ~~~~ 3. Publicity
193 ~~~~ 4. Sales promotion
193 ~~~~ 1. Advertising
193 ~~~~~~ i. Public presentation
193 ~~~~~~ ii. Pervasiveness
193 ~~~~~~ iii. Amplified expressiveness
193 ~~~~~~ iv. Impersonality
194 ~~~~ 2. Personal selling
194 ~~~~~~ i. Personal confrontation
194 ~~~~~~ ii. Cultivation
194 ~~~~~~ iii. Response
195 ~~ ADVERTISING -v- SELLING
195 ~~~~ Advertising : Public Presentation
195 ~~~~ Advertising : Pervasiveness
195 ~~~~ Advertising : Expressiveness
195 ~~~~ Selling : Sales Technique
195 ~~~~ Selling : Prospect Cultivation
204 ~~~~ 3. Publicity
204 ~~~~~~ i. High veracity
204 ~~~~~~ ii. Off guard
204 ~~~~~~ iii. Dramatization
205 ~~~~ 4. Sales Promotion
205 ~~~~~~ i. Insistent presence
205 ~~~~~~ ii. Product demeaning
206 ~~ PUBLICITY + SALES PROMOTION
206 ~~~~ Publicity Effect : Accepted Veracity
206 ~~~~ Publicity Effect : Off Guard perceptions
206 ~~~~ Publicity Effect : Dramatization
206 ~~~~ Sales Promotion : Insistent
206 ~~~~ Sales Promotion : Product Demeaning
215 ~~ COMPETITOR PROMOTION MIX
215 ~~~~ Promotion mix
216 ~~~~ 1. Role of advertising in marketing
216 ~~~~~~ i. Awareness building
216 ~~~~~~ ii. Comprehension building
216 ~~~~~~ iii. Efficient reminding
216 ~~~~~~ iv. Lead generation
216 ~~~~~~ v. Legitimation
216 ~~~~~~ vi. Reassurance
217 ~~ ADVERTISING RATING
217 ~~~~ Awareness Building
217 ~~~~ Comprehension Building
217 ~~~~ Efficient Reminding
217 ~~~~ Lead Generation
217 ~~~~ Legitimation & Reassurance
227 ~~~~ 2. Role of personal selling in marketing
228 ~~ PERSONNEL SELLING RATING
228 ~~~~ Selling for Distribution Channel Product Position Increase
228 ~~~~ Selling for Company Product Position Decrease
228 ~~~~ Selling for Discounted Products
228 ~~~~ Selling for Enthusiasm Building
228 ~~~~ Missionary Selling
237 ~~ COMPETITOR PROMOTION + ORGANIZATION
239 ~~ ORGANIZATION RATING
239 ~~~~ Formal Corporate Position in Company
239 ~~~~ Formal Corporate Responsibility for Promotion
239 ~~~~ Established Working Plan for Promotion
239 ~~~~ Monitoring of Marketing Mix -v- Promotional Spend
239 ~~~~ Formal Co-ordination of Promotional -v- Marketing Campaigns
248 ~~ INDUSTRY AVERAGE SALES COSTS
248 ~~~~~~ SALES COSTS
248 ~~~~~~ ADVERTISING COSTS
248 ~~~~~~ DISTRIBUTION COSTS
250 ~~ MARKETING COSTS
250 ~~~~ Advertising Costs
250 ~~~~ Sales Costs
250 ~~~~ Distribution Costs
250 ~~~~ After Sales Costs
250 ~~~~ Total Marketing Costs
 
260 VOLUME 3.4.1
260 THE PRODUCT MARKET SHARE
262 ~~ MARKETING EXPENDITURE -v- MARKET SHARE
262 ~~~~ MARKETING EXPENDITURE -v- MARKET SHARE : 1997 to 2028
263 ~~~~ Marketing Expenditure 10% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
265 ~~~~ Marketing Expenditure 9% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
267 ~~~~ Marketing Expenditure 8% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
269 ~~~~ Marketing Expenditure 7% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
271 ~~~~ Marketing Expenditure 6% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
273 ~~~~ Marketing Expenditure 5% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
275 ~~~~ Marketing Expenditure 4% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
277 ~~~~ Marketing Expenditure 3% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
279 ~~~~ Marketing Expenditure 2% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
281 ~~~~ Marketing Expenditure 1% Increase Forecast MARKET SHARE -V- MARKETING EXPENDITURE
283 ~~~~ Marketing Expenditure -1% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
285 ~~~~ Marketing Expenditure -2% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
287 ~~~~ Marketing Expenditure -3% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
289 ~~~~ Marketing Expenditure -4% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE
291 ~~~~ Marketing Expenditure -5% Decrease Forecast MARKET SHARE -V- MARKETING EXPENDITURE

295 VOLUME 3.5.1
295 PROFITABILITY & RETURN ON INVESTMENT SCENARIOS : BALANCE SHEET FORECAST
297 FIXED MARKETING COST OBJECTIVES P+L FORECAST : to 2028
304 VARIABLE MARKETING COST OBJECTIVES P+L FORECAST : to 2028
311 GENERAL MARKETING PROCESS COST OBJECTIVES P+L FORECAST : to 2028
318 DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES P+L FORECAST : to 2028
325 ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES P+L FORECAST : to 2028
332 SELLING COST OBJECTIVES P+L FORECAST : to 2028
339 ADVERTISING COST OBJECTIVES P+L FORECAST : to 2028
346 PROMOTIONAL & PRICING COST OBJECTIVES P+L FORECAST : to 2028
353 RESEARCH & PRODUCT COST OBJECTIVES P+L FORECAST : to 2028
360 MARKET SHARE BUILDING OBJECTIVES P+L FORECAST : to 2028
367 MARKET SHARE HOLDING OBJECTIVES P+L FORECAST : to 2028
374 MARKET SHARE HARVESTING OBJECTIVES P+L FORECAST : to 2028
381 PROFITABILITY & RETURN ON INVESTMENT SCENARIOS : COST FORECAST
383 FIXED MARKETING COST OBJECTIVES FORECAST : to 2028
385 VARIABLE MARKETING COST OBJECTIVES FORECAST : to 2028
387 GENERAL MARKETING PROCESS COST OBJECTIVES FORECAST : to 2028
389 DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES FORECAST : to 2028
391 ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES FORECAST : to 2028
393 SELLING COST OBJECTIVES FORECAST : to 2028
395 ADVERTISING COST OBJECTIVES FORECAST : to 2028
397 PROMOTIONAL & PRICING COST OBJECTIVES FORECAST : to 2028
399 RESEARCH & PRODUCT COST OBJECTIVES FORECAST : to 2028
401 MARKET SHARE BUILDING OBJECTIVES FORECAST : to 2028
403 MARKET SHARE HOLDING OBJECTIVES FORECAST : to 2028
405 MARKET SHARE HARVESTING OBJECTIVES FORECAST : to 2028

408 VOLUME 3.6.1
408 ADVERTISING STRATEGY AT The Competitor
409 ~~~~ 1. Purpose of advertising
409 ~~~~ 2. The power of advertising
410 ~~~~ 3. Defining advertising goals
411 ~~~~ 4. Major advertising decisions
412 ~~ COMPETITOR ADVERTISING BUDGET DECISIONS
412 ~~~~ 1. Static methods for setting the advertising budget
412 ~~~~~~ i. "Affordable" method advertising budget
412 ~~~~~~ ii. Percentage-of-sales method advertising budget
413 ~~~~~~ iii. Competitive-parity method advertising budget
413 ~~~~~~ iv. Objective-and-task method advertising budget
414 ~~~~ 2. Dynamic models for setting advertising budgets
414 ~~~~~~ i. Sales-response and decay models
415 ~~~~~~ ii. Communication Stage models
416 ~~~~~~ iii. Adaptive-control models
417 ~~~~~~ iv. Competitive Share models
418 ~~ ADVERTISING STRATEGY APPRAISAL
418 ~~~~ Advertising Budget Setting Procedures
418 ~~~~ Advertising Goal + Target Formulation
418 ~~~~ Advertising Competitiveness
418 ~~~~ Advertising Objectives & Tasks
418 ~~~~ Dynamic Advertising Planning
427 ~~~~ INDUSTRY AVERAGE SALES COSTS
427 ~~~~~~ ADVERTISING COSTS
429 ~~ ADVERTISING COSTS
429 ~~~~ Mail & Direct Mail Advertising
429 ~~~~ Media Advertising
429 ~~~~ Advertising Materials
429 ~~~~ Merchandising / POS
429 ~~~~ Publicity : P.R. : Exhibitions

439 VOLUME 3.6.2
439 ADVERTISING MESSAGE GENERATION AT The Competitor
440 ~~~~ 1. Message generation
441 ~~~~ 2. Message evaluation + selection
442 ~~~~ 3. Message execution
442 ~~~~ 4. Creating Advertisements
443 ~~ ADVERTISING MESSAGE
443 ~~~~ Message Generation Efficiency
443 ~~~~ Message Evaluation
443 ~~~~ Message Execution: Structure
443 ~~~~ Message Execution: Development
443 ~~~~ Message Creativity

453 VOLUME 3.6.3
453 ADVERTISING MEDIA SELECTION AT The Competitor
453 ~~~~ 1. Selecting Media Categories
454 ~~~~ 2. Selecting Media Vehicles
454 ~~~~~~ i. Cost-per-thousand criterion
455 ~~~~~~ ii. Computerized media selection
457 ~~ MEDIA VEHICLE EVALUATION
457 ~~~~ Media Selection Efficiency
457 ~~~~ Target Audience Efficiency
457 ~~~~ Target Geographic Efficiency
457 ~~~~ Target Product Efficiency
457 ~~~~ Target Market Efficiency

467 VOLUME 3.6.4
467 ADVERTISING TIMING FOR The Competitor
468 ~~~~ 1. Macro-scheduling problem
469 ~~~~ 2. Micro-scheduling problem
469 ~~~~~~ Classification of Timing Patterns
470 ~~ COMPETITOR ADVERTISING EFFECTIVENESS
470 ~~~~ 1. Communication Effect research
470 ~~~~~~ i. Direct ratings
471 ~~ ADVERTISING MONITORING
471 ~~~~ Ad. Agency: Monitoring
471 ~~~~ Ad. Agency: Research Techniques
471 ~~~~ In-House: Ad Agency Monitoring
471 ~~~~ In-House: Advertising Monitoring
471 ~~~~ In-House: Advertising Research Techniques
480 ~~~~~~ ii. Portfolio tests
480 ~~~~~~ iii. Laboratory tests
480 ~~~~~~ iv. Recall tests
480 ~~~~~~ v. Recognition tests
481 ~~ PORTFOLIO TEST RATING
482 ~~ ADVERTISING RATING
482 ~~~~ Attention Strengths
482 ~~~~ Read-Through Strengths
482 ~~~~ Cognitive Strengths
482 ~~~~ Affective Strengths
482 ~~~~ Behavioural Strengths
491 ~~~~ 2. Sales Effect research

494 VOLUME 3.6.5
494 The Competitor COMMUNICATIONS
495 ~~ The Competitor PERSUASION PROCESSES
495 ~~~~~~~~ RHETORICAL
495 ~~~~~~~~ PROPAGANDA
495 ~~~~~~~~ NEGOTIATION
496 ~~ COMPETITOR COMMUNICATION DECISIONS
496 ~~~~ 1. Audience
496 ~~~~~~ i. Audience response models
497 ~~~~~~ ii. Audience characteristics
498 ~~ AUDIENCE + CHANNEL RATING
498 ~~~~ Audience Response Rating
498 ~~~~ Audience Characteristic Recognition Rating
498 ~~~~ Audience Image Recognition Rating
498 ~~~~ Channel Personal Influence Rating
498 ~~~~ Channel Non-Personal Influence Rating
507 ~~~~~~ iii. Audience image
508 ~~~~ 2. Channels
508 ~~~~~~~~ i. Personal influence
508 ~~~~~~~~ ii. Non-personal influence channels
508 ~~~~~~ i. Personal influence channels
510 ~~~~~~ ii. Non-personal influence channels
511 ~~~~ 3. Message
511 ~~~~~~ i. Message function
514 ~~~~~~ ii. Message structure
516 ~~~~ 3. Communicator
516 ~~~~~~ i. Source credibility
517 ~~~~~~ ii. Source incongruity
518 ~~ ADVERTISING MESSAGE RATING
518 ~~~~ Message Function Rating
518 ~~~~ Message Structure Rating
518 ~~~~ Source Expertness
518 ~~~~ Source Trustworthiness
518 ~~~~ Source Likability

528 VOLUME 3.7.1
528 COMPETITOR ADVERTISING + MARKETING APPRAISAL
530 ~~ COMPETITOR STANDING
530 SECTOR COVERAGE
533 ~~ PRESENT STANDING
535-671 ~~~~ COMPETITORS OF The Competitor

683 VOLUME 3.7.2
683 COMPETITOR ENVIRONMENT
687 ~~ CRITICAL FACTORS AND PARAMETERS
688 CORPORATE COVERAGE
689-812 ~~~~ The Competitor COMPETITIVE ENVIRONMENT

823 VOLUME 3.7.3
823 SHORT-TERM COMPETITOR ISSUES
825 ~~ COMPETITOR ISSUES
827 ~~ SHORT-TERM COMPETITOR ISSUES
828 ~~ BASIS OF THE ANALYSIS
828 ~~ PRESENTATION OF THE ANALYSIS
829 ~~ GRAPHICS USED
830 ~~ PROSE USED
831 ~~ COMPETITOR ISSUES
831 SECTOR COVERAGE
833 ~~ OVERALL AWARENESS BY CUSTOMERS
834 ~~ OVERALL REPUTATION
835 ~~ REPUTATION OF PRODUCTS
836 ~~ REPUTATION OF PRODUCT QUALITY
837 ~~ REPUTATION OF SERVICE PROVIDED
838 ~~ REPUTATION OF CUSTOMER HANDLING
839 ~~ RATING OF OVERALL SALES PROMOTION ACTIVITY
840 ~~ RATING OF ADVERTISING
841 ~~ RATING OF SALES PERSONNEL
842 ~~ RATING OF SALES PRINT
843 ~~ RATING OF PRODUCT AVAILABILITY
844 ~~ RATING OF PRODUCT SPECIFICATIONS
845 ~~ RATING OF ON-TIME DELIVERY
846 ~~ RATING OF COMPLETE ORDER DELIVERY
847 ~~ RATING OF ORDER HANDLING
848 ~~ RATING OF ABILITY TO SUPPLY
849 ~~ RATING OF MARKETING COMPETENCE
850 ~~ RATING OF MARKETING AWARENESS
851 ~~ RATING OF MARKETING TECHNOLOGY
852 ~~ RATING OF PROMOTIONAL DOCUMENTATION
853 ~~ RATING OF PROMOTIONAL + SALES DECAY
854 ~~ RATING OF ADVERTISING COMPETENCE
855 ~~ PERCEPTION OF PRODUCT PRICING
856 ~~ PRODUCT SUPERIORITY
857 ~~ CUSTOMER SERVICE
858 ~~ PROMPT DELIVERY
859 ~~ SERVICE PROMPTNESS
860 ~~ SERVICE LEVELS
861 ~~ SERVICE PROCEDURES
862 ~~ SERVICE CONVENIENCE
863 ~~ PRODUCT DELIVERY SYSTEM
864 ~~ FLEXIBILITY OF CUSTOMER HANDLING
865 ~~ PERCEPTIONS OF TERMS OF TRADING
866 ~~ INITIAL CONTACT
867 ~~ ORDER HANDLING STAFF
868 ~~ SALES STAFF
869 ~~ ADMINISTRATION STAFF
870 ~~ SALES MANAGEMENT
871 ~~ SALES PERSONNEL
872 ~~ UPSTREAM SALES INTEGRATION
873 ~~ DOWNSTREAM PROMOTIONAL INTEGRATION
874 ~~ CAPTIVE SALES CHANNELS
875 ~~ RELIANCE ON SELLING OUTLETS
876 ~~ UTILIZATION OF OTHER PROMOTIONAL EFFORT
877 ~~ BENEFITS OF OTHER MARKETING
878 ~~ CAPTIVE CUSTOMER BASES
879 ~~ WAREHOUSING & HANDLING
880 ~~ PACKING & PACKAGING
881 ~~ SALES ACTIVITY
882 ~~ PRODUCT AVAILABILITY
883 ~~ CUSTOMER SATISFACTION
884 ~~ LOCATION OF CUSTOMERS
885 ~~ CAPTIVENESS OF THE CUSTOMER BASE
886 ~~ CUSTOMER BASE LOYALTY
887 ~~ CONCENTRATION OF PURCHASES
888 ~~ PURCHASE FREQUENCY
889 ~~ ORDER SIZE
890 ~~ CUSTOMER SERVICING
891 ~~ SEASONALITY
892 ~~ ADVERTISING & SALES PROMOTION
893 ~~ MARKETING
894 ~~ SALES PROMOTION
895 ~~ SALESFORCE
896 ~~ ADVERTISING
897 ~~ PRICING POLICY
898 ~~ ECONOMIC CONDITIONS
899 ~~ RELATIVE MARKETING EFFORT
900 ~~ REACTION TO COMPETITORS
901 ~~ NEW COMPETITORS
902 ~~ PRICES AT MSP
903 ~~ PRICE INCREASES
904 ~~ PRICES AT RSP
905 ~~ MARKET SHARE

907 VOLUME 3.7.4
907 SHORT-TERM COMPETITOR CONSIDERATIONS
909 ~~ COMPETITOR CONSIDERATIONS
911 ~~ SHORT-TERM COMPETITOR CONSIDERATIONS
912 ~~ BASIS OF THE ANALYSIS
912 ~~ PRESENTATION OF THE ANALYSIS
913 ~~ GRAPHICS USED
914 ~~ PROSE USED
915 ~~ SHORT-TERM COMPETITOR CONSIDERATIONS
915 CORPORATE COVERAGE
917 ~~ PHYSICAL MARKETING DIFFICULTIES
918 ~~ PHYSICAL MARKETING CAPACITY
919 ~~ PHYSICAL ADVERTISING CAPACITY
920 ~~ FLEXIBILITY OF ADVERTISING RESPONSE
921 ~~ ABILITY TO VARY MARKETING EFFORT
922 ~~ CUSTOMER HANDLING SYSTEMS & EQUIPMENT
923 ~~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES
924 ~~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS
925 ~~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS
926 ~~ ADVERTISING BUYING INFLUENCE
927 ~~ SALES MANPOWER AVAILABILITY
928 ~~ SALES STAFF RELATIONS
929 ~~ PRESSURE OF SALESFORCE WAGE RISES
930 ~~ RELATIVE SALES PAYROLL LEVELS
931 ~~ RELATIVE SALES INCENTIVE LEVELS
932 ~~ SALESFORCE TECHNICAL CAPABILITIES
933 ~~ MARKETING MATERIALS STOCK LEVELS
934 ~~ VARIABLE MARKETING COSTS
935 ~~ FIXED MARKETING COSTS
936 ~~ MARKETING PAYROLL COSTS
937 ~~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
938 ~~ PRODUCT DEVELOPMENT COSTS
939 ~~ QUALITY
940 ~~ PRODUCT SPECIFICATIONS
941 ~~ DESIGN
942 ~~ OPERATING CRITERIA
943 ~~ PRODUCT EFFICIENCY
944 ~~ PRODUCT RELIABILITY
945 ~~ PRODUCT LONGEVITY
946 ~~ PRODUCT LIFE CYCLE
947 ~~ PRODUCT CUSTOMIZATION
948 ~~ PRODUCT TECHNOLOGY
949 ~~ PRODUCT USAGE
950 ~~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
951 ~~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
952 ~~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
953 ~~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
954 ~~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
955 ~~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
956 ~~ UPSTREAM MARKETING STRATEGIES
957 ~~ DOWNSTREAM MARKETING TACTICS
958 ~~ CAPTIVE MARKETING CHANNELS
959 ~~ DEPENDENCE ON EXTERNAL MARKETING
960 ~~ DEPENDENCE ON EXTERNAL PROMOTION
961 ~~ DEPENDENCE ON EXTERNAL MARKETING SUPPORT
962 ~~ DEPENDENCE ON CUSTOMERS ATTITUDES
963 ~~ WAREHOUSING & HANDLING
964 ~~ PACKING & PACKAGING
965 ~~ DISTRIBUTION
966 ~~ PRODUCT AVAILABILITY
967 ~~ ORDER PROCESSING
968 ~~ LOCATION OF CUSTOMERS
969 ~~ DEPENDENCE ON CUSTOMER BASE
970 ~~ CAPTIVE CUSTOMER BASE
971 ~~ CONCENTRATION OF CUSTOMERS
972 ~~ PRODUCT USAGE FREQUENCY
973 ~~ ORDER VALUE
974 ~~ RELATIVE CUSTOMER SERVICING
975 ~~ SEASONALITY OF DEMAND
976 ~~ ADVERTISING & SALES PROMOTION
977 ~~ MARKETING COSTS
978 ~~ SALES PROMOTION COSTS
979 ~~ SELLING COSTS
980 ~~ ADVERTISING COSTS
981 ~~ COMPETITORS' PRICING POLICY
982 ~~ SENSITIVITY TO ECONOMIC CONDITIONS
983 ~~ RELATIVE MARKETING SPEND
984 ~~ COMPETITORS' AGGRESSIVENESS
985 ~~ ENTRY OF NEW COMPETITORS
986 ~~ PRICES AT MSP
987 ~~ PRICE INCREASES AT MSP
988 ~~ PRICES AT RSP
989 ~~ MARKET SHARE

Top          Index

VOLUME 4

STRATEGIC OPPOSITION
 
 
 
STRATEGIC OPPOSITION is a medium and long-term approach to neutralize The Competitor and their strategic planning. In order to undertake such opposition it is obligatory that the reader understand the Strategic thought and planning at The Competitor. Once the reader comprehends the strategic objectives of The Competitor it then becomes clear how to oppose that strategy.
 
 
 
 
VOLUME 4.1.1
The Competitor HISTORIC BALANCE SHEET
 
 
An assessment of the HISTORIC BALANCE SHEET of The Competitor provides a grounding to permit the reader to interpret the reasons for, and the requirements of, strategic planning at The Competitor.
 
 
 
VOLUME 4.1.2
COMPETITOR BALANCE SHEET + COSTS FORECAST : MEDIAN MARKET SCENARIO
 
 
The MEDIAN MARKET SCENARIO BALANCE SHEET + COSTS FORECAST shows the likely basis on which The Competitor will plan strategic activities. This is therefore the optimum scenario for the reader to consider when attempting to evaluate strategic thinking at The Competitor.
 
 
 
VOLUME 4.1.3
INDUSTRY FINANCIAL PERFORMANCE
 
 
In addition to their own historic financial experiences, both, The Competitor executives and our reader, will need to understand the overall financial performance of the industry. This section provides background industry financial information for the deliberation of the reader.
 
 
 
VOLUME 4.1.4
PRODUCT MARKETING
 
 
Just as The Competitor interacts financially with the industry so does The Competitor interact with the overall industry marketing performance. This section indicates industry marketing activities and thereby helps the reader in the strategic marketing opposition of The Competitor.
 
 
VOLUME 4.2.1
COMPETITOR STRATEGIC LONG TERM PERFORMANCE
 
 
The STRATEGIC LONG TERM PERFORMANCE of The Competitor crystallise the motivation for the reader whilst executing the strategic opposition of The Competitor. This section highlights each and every aspect of the strategic planning of The Competitor. These factors are:- LONG TERM STRATEGIC CONSIDERATIONS, CRITICAL FACTORS FOR PROFITABILITY, BASE FINANCIAL + OPERATIONAL FORECAST SCENARIO, THE MARKET ENVIRONMENT, MARKET SERVICED, CUSTOMER FACTORS, PRODUCT FACTORS, RELATIVE PRICING, QUALITY, NEW PRODUCTS, MARKET SHARE, COMPETITIVE SITUATION, LONG TERM INDUSTRY GROWTH, PHYSICAL PROCESS CONSIDERATIONS, CAPITAL STRUCTURE, VERTICAL INTEGRATION, MARKETING + SALES COSTS, PRODUCT DEVELOPMENT + PROCESS DEVELOPMENT COSTS, DISTRIBUTION, MARKET PENETRATION, MANAGEMENT, PERSONNEL + STAFF, COST STRUCTURE IMPROVEMENTS, ADDED VALUE, INVESTMENT, MARKET SHARE CHANGE, CUSTOMER BASE, MEDIUM + LONG TERM STRATEGIES, BUILD MARKET SHARE, HOLD MARKET SHARE, HARVEST MARKET SHARE, MARKETING EXPENDITURE, NEW PRODUCT DEVELOPMENT, MARKET SEGMENTATION, NEW PLANT + EQUIPMENT INVESTMENT, NEW TECHNOLOGY INVESTMENT, DISTRIBUTION CHANNEL IMPROVEMENT, COST STRUCTURE IMPROVEMENT, PRICE CUTTING EFFECT, PRICE INCREASE EFFECT, QUALITY IMPROVEMENT, EXPORT SALES IMPROVEMENT, PERSONNEL + STAFF IMPROVEMENT, FIXED MARKETING COST OBJECTIVES, VARIABLE MARKETING COST OBJECTIVES, GENERAL MARKETING PROCESS COST OBJECTIVES, DISTRIBUTION + PRODUCT DELIVERY COST OBJECTIVES, ADMINISTRATIVE + GENERAL EXPENSE OBJECTIVES, SELLING COST OBJECTIVES, ADVERTISING COST OBJECTIVES, PROMOTIONAL + PRICING COST OBJECTIVES, RESEARCH + PRODUCT COST OBJECTIVES, MARKET SHARE BUILDING OBJECTIVES, MARKET SHARE HOLDING OBJECTIVES, MARKET SHARE HARVESTING OBJECTIVES, SALES COST IMPROVEMENT, PRODUCT PRICE CUTTING, PRODUCT PRICE INCREASE, PROMOTIONAL EXPENDITURE, TARGET MARKETS DEVELOPMENT, ORDER TAKING IMPROVEMENTS, PRODUCT POSITIONING, PRODUCT BRANDING + MULTI-BRANDING INVESTMENT, CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT, SYSTEMS INVESTMENT, OVERSEAS DEVELOPMENT, SALES PERSONNEL + STAFF IMPROVEMENT, MATERIALS + ENERGY COST SCENARIOS, PAYROLL + STAFF COST SCENARIOS, ADMINISTRATION COST SCENARIOS, CAPITAL COST SCENARIOS, PLANT + EQUIPMENT COST SCENARIOS, SALES + MARKETING COST SCENARIOS, NEW PRODUCT + NEW TECHNOLOGY COST SCENARIOS, DEPRECIATION + CAPITALIZATION SCENARIOS, SHORT TERM BORROWING SCENARIOS, LONG TERM FINANCIAL SCENARIOS, FINANCIAL + DEBT SERVICING COST SCENARIOS, TRADING + OPERATING MARGINS + PROFITABILITY SCENARIOS, PROFIT IMPACT FROM MATERIALS COST REDUCTION, PROFIT IMPACT FROM PAYROLL COST REDUCTION, PROFIT IMPACT FROM PROCESS COST REDUCTION, PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION, PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION, CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT + EQUIPMENT, CAPITAL INVESTMENTS OPTIONS: PREMISES, CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING, CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS, PRODUCT COST IMPROVEMENTS, PRODUCT QUALITY IMPROVEMENT, CUSTOMER HANDLING IMPROVEMENTS, NEW EQUITY SCENARIOS, BANK BORROWING: BASE SCENARIOS, BANK BORROWING: 3% INFLATION SCENARIOS, BANK BORROWING: 6% INFLATION SCENARIOS, BANK BORROWING: 9% INFLATION SCENARIOS, BOND / DEBENTURES SCENARIOS, ASSET SALES: 5% OF ASSETS SCENARIOS, ASSET SALES: 10% OF ASSETS SCENARIOS, ASSET SALES: 25% OF ASSETS SCENARIOS, SELF GENERATED FUNDS: WORST SCENARIOS, SELF GENERATED FUNDS: BEST SCENARIOS + TRADING CREDIT EXTENSION + MARGIN REDUCTION SCENARIOS.
 
VOLUME 4.3.1
COMPETITOR BALANCE SHEET + COSTS FORECAST : NEW TECHNOLOGY INVESTMENT
 
 
NEW TECHNOLOGY INVESTMENT at The Competitor is a crucial issue for the long-term profitability, or otherwise, of The Competitor. This the reader must plan for the impact of new technologies at The Competitor.
 
 
 
 
VOLUME 4.4.1
INDUSTRY PHYSICAL PROCESSES
 
 
The reader must pay attention to the dominant INDUSTRY PROCESSES if one is attempting to evaluate the efforts of The Competitor in the overall industry and thereby layout strategic opposition to The Competitor. Covered here are NEW TECHNOLOGY INVESTMENT, PRODUCTION TECHNOLOGY INVESTMENT, PLANT + EQUIPMENT & PLANT + EQUIPMENT INVESTMENT issues.
 
 
 
VOLUME 4.5.1
COMPETITOR TECHNOLOGY INNOVATION
 
 
The key to the future success of The Competitor is their aptitude with TECHNOLOGY INNOVATION and thus the reader must plan to oppose the technological abilities of The Competitor.
The arguments to contemplate are NEW TECHNOLOGY RISK, TECHNOLOGY DIFFUSION & NEW TECHNOLOGY ADOPTION.
 
 
 
VOLUME 4.6.1
COMPETITOR TECHNOLOGY EVOLUTION
 
 
TECHNOLOGY EVOLUTION at The Competitor represents the commitment of The Competitor to look to the future rather than the past. The reader too must seek strategic opposition for the future and must thus be aware of the following: TECHNOLOGY DEVELOPMENT, TECHNOLOGY DECISIONS, TECHNOLOGY INITIATIVES, TECHNOLOGY SCREENING, TECHNOLOGY IMPACT, TECHNOLOGY COSTING, NEW TECHNOLOGY FUNDING & TECHNOLOGY IMPLEMENTATION.
 
 
 
VOLUME 4.7.1
COMPETITOR BALANCE SHEET + COSTS FORECAST : EXPORT SALES IMPROVEMENT
 
 
The attractiveness of a strategic plan for The Competitor to develop overseas is shown in this section. The reader will need to style strategic opposition to The Competitor in overseas markets as well as domestic markets.
 
 
 
VOLUME 4.7.2
COMPETITOR OVERSEAS DEVELOPMENT
 
 
In considering OVERSEAS DEVELOPMENT The Competitor will formulate strategic options in terms of target markets and budget objectives. The reader will desire to frustrate these ambitions and will thereafter plot their downfall in the following respects:- OVERSEAS ENVIRONMENTS, EXPORT PRODUCT TARGETING, OVERSEAS DECISIONS, MARKET SELECTION DECISIONS, ENTRY DECISIONS, OVERSEAS DEVELOPMENT STRATEGY, OVERSEAS MARKETING-MIX DECISIONS, OVERSEAS ORGANIZATION & POTENTIAL OVERSEAS MARKETS.
 
 

STRATEGIC OPPOSITION

This volume consists of about 670 pages
 
VOLUME 4 STRATEGIC OPPOSITION

 6 VOLUME 4.1.1
 6 HISTORIC BALANCE SHEET for The Competitor
 8 ~~ MANAGEMENT RATIOS for The Competitor

11 VOLUME 4.1.2
11 BASE FORECAST : BALANCE SHEET FORECAST
13 MEDIAN MARKET SCENARIO : to 2028
20 BASE FORECAST : COST FORECAST
22 MEDIAN MARKET SCENARIO : : to 2028

24 VOLUME 4.1.3
24 THE PRODUCT INDUSTRY FINANCIAL PERFORMANCE
28 ~~ FINANCIAL DATA
32 ~~~~~~ PROFITS / TOTAL ASSETS
32 ~~~~~~ PROFIT / SALES
33 ~~~~~~ SALES / TOTAL ASSETS
33 ~~~~~~ PROFIT / CAPITAL EMPLOYED
34 ~~~~~~ SALES PER EMPLOYEE
34 ~~~~~~ CAPITAL EMPLOYED PER EMPLOYEE
36 ~~~~~~ PROFIT PER EMPLOYEE
36 ~~~~~~ AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
38 ~~~~~~ SALES / EMPLOYEE REMUNERATION
38 ~~~~~~ CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
39 ~~~~~~ SALES / PRODUCT LEVEL RATIO
39 ~~~~~~ CURRENT RATIO
40 ~~~~~~ CREDIT TAKEN BY CUSTOMERS

43 VOLUME 4.1.4
43 THE PRODUCT MARKETING
45 ~~ PRODUCT MARKETING
47 ~~ CRITICAL FACTORS + PARAMETERS
47 ~~ AVERAGE VALUES
50 ~~~~ PRODUCT FACTORS
50 ~~~~ MARKETING FACTORS
51 ~~~~ PRODUCER / SUPPLIER FACTORS
51 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
52 ~~~~ CUSTOMER FACTORS
53 ~~ MARKET & PRODUCT SEGMENTATION
58 ~~ PRODUCT LAUNCH FACTORS
58 ~~~~~~ ADOPTION RATES
58 ~~~~~~ CONVERSION RATIOS
58 ~~~~~~ SALES GROWTH
58 ~~~~~~ PRODUCT LAUNCH DATA
59 ~~ MARKETING COSTS
59 ~~~~~~ 1. SALES & SELLING COSTS
59 ~~~~~~ 2. DISTRIBUTION COSTS
59 ~~~~~~ 3. ADVERTISING COSTS
59 ~~~~~~ 4. AFTER-SALES COSTS
59 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
60 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
60 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
61 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
61 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
62 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
62 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
63 ~~~~~~ SALES & SELLING COSTS
63 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
64 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
64 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
65 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
65 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
66 ~~~~~~ AFTER-SALES COSTS
66 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
67 ~~~~~~ TOTAL MARKETING COSTS
67 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

70 VOLUME 4.2.1
70 The Competitor STRATEGIC LONG TERM PERFORMANCE
71 ~~ LONG TERM STRATEGY
72 ~~ LONG TERM STRATEGIC CONSIDERATIONS
75 ~~ INTRODUCTION
75 ~~ THE TRADE CELL
75 ~~ CRITICAL FACTORS FOR PROFITABILITY
75 ~~ ABBREVIATION USED
77 ~~ BASE FINANCIAL + OPERATIONAL FORECAST SCENARIO
78 BASE FORECAST : MEDIAN MARKET SCENARIO : : to 2028
84 BASE FORECAST : MEDIAN MARKET SCENARIO : : to 2028
86 ~~ THE MARKET ENVIRONMENT
86 ~~ TOTAL PRODUCT MARKET
87 ~~ GEOGRAPHIC COVERAGE
88 ~~ DATABASE GEOGRAPHIC COVERAGE
89 ~~~~ 3. MARKET SERVICED BY The Competitor
89 ~~~~~~ MARKET POTENTIAL
90 ~~~~ 4. CUSTOMER FACTORS IN THE TRADE CELL
90 ~~~~~~ CONCENTRATIONS OF PRODUCT PURCHASES - END USERS
90 ~~ PHYSICAL NUMBER OF CUSTOMERS
91 ~~~~~~ CONCENTRATIONS OF PRODUCT PURCHASES - IMMEDIATE CUSTOMERS
91 ~~ PHYSICAL NUMBER OF CUSTOMERS
92 ~~ THE PRODUCT
92 ~~~~ 1. PRODUCT LIFE CYCLE + STAGES
93 ~~ INDUSTRY / PRODUCT / MARKET COVERAGE
94 ~~ THE GOMPERTZ ANALYSIS
95 ~~~~~~ MARKET SHARE / PRODUCT LIFE CYCLE / PROFITABILITY
96 ~~~~~~ QUALITY / PRODUCT LIFE CYCLE / PROFITABILITY
97 ~~~~~~ PRODUCT RANGE / LIFE CYCLE STAGE / PROFITABILITY
98 ~~~~~~ PRODUCT RANGE / PROFITABILITY / CAPITAL INTENSITY
99 ~~~~~~ MARKET SHARE & CUSTOMIZED OR SPECIFIED PRODUCTS
100 ~~~~~~ PROFITABILITY / HIGH MARKET SHARE / PRODUCT UNIQUENESS
101 ~~ MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
102 : MARKET SEGMENTATION : to 2028
110 ~~~~ 2. RELATIVE PRICING OF PRODUCTS IN THE TRADE CELL
110 ~~ INDEX OF PRICING
111 ~~ PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
112 : PRICE CUTTING EFFECT : to 2028
120 ~~ PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
121 : PRICE INCREASE EFFECT : to 2028
129 ~~~~ 3. PRODUCT QUALITY
129 ~~~~~~ VALUE SCALE FOR QUALITY
130 ~~~~~~ RELATIVE PRODUCT QUALITY IN THE TRADE CELL
130 ~~ INDEX OF QUALITY
131 ~~ QUALITY IMPROVEMENT EFFECT FORECASTS
132 : QUALITY IMPROVEMENT : to 2028
138 ~~~~~~ PROFITABILITY & PRODUCTS
138 ~~ VALUE SCALE
139 ~~~~~~ RELATIVE PRODUCT QUALITY & PROFITABILITY
139 ~~ CIRCUMSTANCES WHERE RIO IS GREATER THAN THE INDEX
140 COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT : to 2028
142 ~~~~~~ QUALITY / PROFITABILITY & CONCENTRATED MARKETS
143 ~~~~~~ PRODUCT QUALITY & RELATIVE MARKET SHARE
144 ~~~~~~ PRODUCT QUALITY / PROFITABILITY & MARKET GROWTH
145 ~~~~ 4. NEW PRODUCTS
145 ~~ INDEX OF NEW PRODUCTS
146 ~~ NEW PRODUCT EXPENDITURE EFFECT FORECASTS
147 : NEW PRODUCT DEVELOPMENT : to 2028
155 ~~~~~~ PROFITABILITY / MARKET GROWTH & NEW PRODUCT INTRODUCTIONS
156 ~~~~~~ NEW PRODUCT INTRODUCTIONS / INFLATION & PROFITABILITY
157 ~~~~~~ NEW PRODUCT INTRODUCTIONS / INVESTMENT IN NEW P&E & PROFITABILITY
158 ~~~~~~ NEW PRODUCTS / PRODUCT QUALITY & PROFITABILITY
159 ~~ COMPETITION
160 ~~~~ 1. MARKET SHARE
160 ~~~~~~ MARKET SHARE & PRODUCT PROFITABILITY
160 ~~ CIRCUMSTANCES WHERE RIO IS GREATER THAN AVERAGE
161 ~~~~~~ PRODUCT PROFITABILITY & RELATIVE MARKET SHARE
161 ~~ RELATIVE MARKET SHARE
162 ~~ MARKET SHARE
163 ~~~~ 2. RELATIVE MARKET SHARES IN THE TRADE CELL
163 ~~ RELATIVE MARKET SHARE
164 ~~~~ 3. NATURE OF THE COMPETITIVE SITUATION FOR COMPETITOR PRODUCTS
164 ~~~~~~ ENTRY & EXIT OF COMPETITORS IN COMPETITOR MARKETS
164 ~~ EVIDENCE OF COMPETITOR ENTRY + EXIT
165 ~~~~~~ RELATIVE STRENGTHS OF COMPETITORS IN COMPETITOR MARKETS
165 ~~ RELATIVE STRENGTH OF COMPETITORS IN THE MARKET
166 ~~~~ 4. PERFECTNESS OF THE MARKET
166 ~~~~~~ RELATIVE PERFECTNESS OF The Competitor MARKETS
166 ~~ RELATIVE PERFECTNESS OF THE MARKET
167 ~~ THE INDUSTRY
168 ~~~~ 1. LONG TERM INDUSTRY GROWTH
168 ~~ INDEX OF INDUSTRY GROWTH
169 ~~~~ 2. PHYSICAL PROCESS CONSIDERATIONS
169 ~~~~~~ PHYSICAL PROCESS CAPACITY UTILIZATION & MARKET SHARE
170 ~~~~~~ CAPACITY UTILIZATION & MARKET SHARE
171 ~~~~~~ PRODUCTIVITY / PRODUCT PROFITABILITY / MARKET GROWTH
172 ~~~~~~ UNIONIZATION & MARKET SHARE
173 ~~~~~~ UNIONIZATION / PROFITABILITY & MARKET GROWTH
174 ~~~~~~ UNIONIZATION / PROFITABILITY & INDUSTRY CONCENTRATION
175 ~~~~~~ UNIONIZATION / PROFITABILITY & HARVESTING STRATEGIES
176 ~~~~~~ PRODUCT PROFITABILITY / PROCESS UNIQUENESS & MARKET SHARE
177 ~~~~ 3. CAPITAL STRUCTURE IN TERMS OF INVESTMENT INTENSITY
178 ~~~~~~ PRODUCT PROFITABILITY & INVESTMENT INTENSITY
178 ~~ INVESTMENT / SALES
179 ~~ NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS
180 : NEW PLANT + EQUIPMENT INVESTMENT : to 2028
188 ~~~~~~ NET MARGINS & INVESTMENT INTENSITY
188 ~~ INVESTMENT / SALES
189 ~~~~~~ MARGINS & INVESTMENT INTENSITY
189 ~~ INVESTMENT / SALES
190 ~~~~~~ PROFITABILITY / MARKET SHARE & CAPITAL INTENSITY
191 ~~~~~~ PRODUCTIVITY / PROFITABILITY & INVESTMENT INTENSITY
192 ~~~~~~ PROCESS CAPACITY UTILIZATION / PROFITABILITY & CAPITAL INTENSITY
193 ~~~~~~ INVENTORIES / PROFITABILITY & CAPITAL INTENSITY
194 ~~~~ 4. PHYSICAL PROCESS IN TERMS OF VERTICAL INTEGRATION
194 ~~~~~~ PROFITABILITY / MARKET SHARE & VERTICAL INTEGRATION
195 ~~~~~~ PROFITABILITY / DIVERSIFICATION & VERTICAL INTEGRATION
196 ~~~~~~ PROFITABILITY / VERTICAL INTEGRATION & CUSTOMER BASE
197 ~~~~~~ PROFITABILITY / VERTICAL INTEGRATION & PRODUCT QUALITY
198 ~~~~~~ PROFITABILITY / VERTICAL INTEGRATION & INVENTORIES
199 ~~~~~~ PROFITABILITY / VERTICAL INTEGRATION & PRODUCTIVITY
200 ~~ NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS
201 : NEW TECHNOLOGY INVESTMENT : to 2028
209 ~~~~ 5. MARKETING & SALES COSTS
209 ~~~~~~ PROFITABILITY / MARKET SHARE & MARKETING COSTS
210 ~~~~~~ PROFITABILITY / INVESTMENT INTENSITY & MARKETING COSTS
211 ~~~~~~ PROFITABILITY / CUSTOMER BASE & MARKETING COSTS
212 ~~~~~~ PROFITABILITY / PRODUCT QUALITY & MARKETING COSTS
213 ~~~~~~ PROFITABILITY / NEW PRODUCTS & MARKETING COSTS
214 ~~ MARKETING EXPENDITURE EFFECT FORECASTS
215 : MARKETING EXPENDITURE : to 2028
223 ~~~~ 6. PRODUCT DEVELOPMENT + PROCESS DEVELOPMENT COSTS
224 ~~~~~~ PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET GROWTH
225 ~~~~~~ PROFITABILITY / DEVELOPMENT EXPENDITURE & PRODUCT QUALITY
226 ~~~~~~ PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKETING COSTS
227 ~~~~~~ PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET SHARE
228 ~~~~~~ PROFITABILITY / DEVELOPMENT EXPENDITURE & UNIONIZATION
229 ~~ DISTRIBUTION OF PRODUCTS
231 ~~ DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
232 : DISTRIBUTION CHANNEL IMPROVEMENT : to 2028
240 ~~ MARKET PENETRATION
241 ~~ THE RIGHT TOOLS FOR THE JOB
241 ~~~~~~ 1. ECONOMIES OF SCALE
241 ~~~~~~ 2. MARKET POWER
241 ~~~~~~ 3. MANAGEMENT
242 ~~ PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS
243 : PERSONNEL + STAFF IMPROVEMENT : to 2028
251 ~~ MARKET SHARE
252 ~~~~~~ MARKET SHARE & PRE-TAX PROFITABILITY
252 ~~ MARKET SHARE
253 ~~~~ 1. RELATIONSHIP BETWEEN MARKET SHARE, PROFIT-SALES + TURNOVER ON INVESTMENT
254 ~~ COST STRUCTURE IMPROVEMENTS EFFECT FORECASTS
255 : COST STRUCTURE IMPROVEMENT : to 2028
263 ~~~~~~ RELATIONSHIP BETWEEN MARKET SHARE & ADDED VALUE
264 ~~~~~~ EFFECT OF VERTICAL INTEGRATION ON THE INVESTMENT/SALES RATIO
265 ~~ CONCLUSION FOR The Competitor
266 ~~~~ 2. RELATIONSHIP OF MARKET SHARE TO THE PURCHASES TO SALES RATIO
266 ~~~~~~ INVESTMENT TO SALES RATIO CORRECTED FOR VERTICAL INTEGRATION
267 ~~ CONCLUSIONS FOR The Competitor
268 ~~~~ A CHECKLIST FOR PHYSICAL PROCESS MANAGEMENT
269 ~~~~ 3. MARKETING COST-SALES RATIO + COMPETITOR'S MARKET PENETRATION
269 ~~ CONCLUSIONS FOR The Competitor
270 ~~~~ 4. RELATIONSHIP BETWEEN COMPETITOR PRICING + PRODUCT QUALITY
270 ~~ CONCLUSIONS FOR The Competitor
271 ~~~~ 5. COMPETITOR'S CUSTOMERS + BETTER PRODUCTS
271 ~~ CONCLUSIONS FOR The Competitor
272 ~~~~ 6. RELATIONSHIP BETWEEN PURCHASE FREQUENCY + MARKET SHARE
272 ~~~~~~ INFREQUENT PURCHASE FREQUENCY
272 ~~ MARKET SHARE CHANGE
273 ~~~~~~ INFREQUENT PURCHASE FREQUENCY
273 ~~ MARKET SHARE CHANGE
273 ~~ CONCLUSIONS FOR The Competitor
274 ~~~~ 7. RELATIONSHIP BETWEEN CUSTOMER BASE FRAGMENTATION + MARKET SHARE
274 ~~ MARKET SHARE CHANGE
275 ~~ EXPORT IMPROVEMENT EFFECT FORECASTS
276 : EXPORT SALES IMPROVEMENT : to 2028
284 ~~ MEDIUM + LONG TERM STRATEGIES
284 ~~~~~~ MEDIUM & LONG TERM STRATEGIES FOR The Competitor
286 ~~~~ 1. WHEN TO BUILD MARKET SHARE
286 ~~~~~~ NECESSARY LEVELS OF MARKET PENETRATION FOR COMPETITOR PRODUCTS
286 ~~ LEVEL OF MARKET SHARE
288 ~~~~~~ BUILDING STRATEGIES FOR COMPETITOR MARKETS
290 ~~~~ 2. WHEN TO HOLD MARKET SHARE
291 ~~~~~~ HOLDING STRATEGIES FOR COMPETITOR MARKETS
292 ~~~~ 3. WHEN TO HARVEST MARKET SHARE
292 ~~~~~~ HARVESTING STRATEGIES FOR COMPETITOR MARKETS
296 BEST MARKET SCENARIOS : RETURN ON INVESTMENT SCENARIOS
296 ~~ MARKETING EXPENDITURE
296 ~~ NEW PRODUCT DEVELOPMENT
296 ~~ MARKET SEGMENTATION
296 ~~ NEW PLANT + EQUIPMENT INVESTMENT
296 ~~ NEW TECHNOLOGY INVESTMENT
296 ~~ DISTRIBUTION CHANNEL IMPROVEMENT
296 ~~ COST STRUCTURE IMPROVEMENT
296 ~~ PRICE CUTTING EFFECT
296 ~~ PRICE INCREASE EFFECT
296 ~~ QUALITY IMPROVEMENT
296 ~~ EXPORT SALES IMPROVEMENT
296 ~~ PERSONNEL + STAFF IMPROVEMENT
298 WORST MARKET SCENARIOS : RETURN ON INVESTMENT SCENARIOS
298 ~~ MARKETING EXPENDITURE
298 ~~ NEW PRODUCT DEVELOPMENT
298 ~~ MARKET SEGMENTATION
298 ~~ NEW PLANT + EQUIPMENT INVESTMENT
298 ~~ NEW TECHNOLOGY INVESTMENT
298 ~~ DISTRIBUTION CHANNEL IMPROVEMENT
298 ~~ COST STRUCTURE IMPROVEMENT
298 ~~ PRICE CUTTING EFFECT
298 ~~ PRICE INCREASE EFFECT
298 ~~ QUALITY IMPROVEMENT
298 ~~ EXPORT SALES IMPROVEMENT
298 ~~ PERSONNEL + STAFF IMPROVEMENT
300 PROFITABILITY & RETURN ON INVESTMENT SCENARIOS: RETURN ON INVESTMENT SCENARIOS
300 ~~ FIXED MARKETING COST OBJECTIVES
300 ~~ VARIABLE MARKETING COST OBJECTIVES
300 ~~ GENERAL MARKETING PROCESS COST OBJECTIVES
300 ~~ DISTRIBUTION & PRODUCT DELIVERY COST OBJECTIVES
300 ~~ ADMINISTRATIVE & GENERAL EXPENSE OBJECTIVES
300 ~~ SELLING COST OBJECTIVES
300 ~~ ADVERTISING COST OBJECTIVES
300 ~~ PROMOTIONAL & PRICING COST OBJECTIVES
300 ~~ RESEARCH & PRODUCT COST OBJECTIVES
300 ~~ MARKET SHARE BUILDING OBJECTIVES
300 ~~ MARKET SHARE HOLDING OBJECTIVES
300 ~~ MARKET SHARE HARVESTING OBJECTIVES
302 FINANCIAL SCENARIOS FOR SALES MANAGEMENT : RETURN ON INVESTMENT SCENARIOS
302 ~~ SALES COST IMPROVEMENT
302 ~~ PRODUCT PRICE CUTTING
302 ~~ PRODUCT PRICE INCREASE
302 ~~ PROMOTIONAL EXPENDITURE
302 ~~ TARGET MARKETS DEVELOPMENT
302 ~~ ORDER TAKING IMPROVEMENTS
302 ~~ PRODUCT POSITIONING
302 ~~ PRODUCT BRANDING + MULTI-BRANDING INVESTMENT
302 ~~ CUSTOMER / ORDER PROCESSING SYSTEMS INVESTMENT
302 ~~ SYSTEMS INVESTMENT
302 ~~ OVERSEAS DEVELOPMENT
302 ~~ SALES PERSONNEL + STAFF IMPROVEMENT
304 COST STRUCTURE IMPROVEMENT SCENARIOS : RETURN ON INVESTMENT SCENARIOS
304 ~~ MATERIALS & ENERGY COST SCENARIOS
304 ~~ PAYROLL & STAFF COST SCENARIOS
304 ~~ ADMINISTRATION COST SCENARIOS
304 ~~ CAPITAL COST SCENARIOS
304 ~~ PLANT & EQUIPMENT COST SCENARIOS
304 ~~ SALES & MARKETING COST SCENARIOS
304 ~~ NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS
304 ~~ DEPRECIATION & CAPITALIZATION SCENARIOS
304 ~~ SHORT TERM BORROWING SCENARIOS
304 ~~ LONG TERM FINANCIAL SCENARIOS
304 ~~ FINANCIAL & DEBT SERVICING COST SCENARIOS
304 ~~ TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS
306 NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS : RETURN ON INVESTMENT SCENARIOS
306 ~~ PROFIT IMPACT FROM MATERIALS COST REDUCTION
306 ~~ PROFIT IMPACT FROM PAYROLL COST REDUCTION
306 ~~ PROFIT IMPACT FROM PROCESS COST REDUCTION
306 ~~ PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION
306 ~~ PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION
306 ~~ CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT & EQUIPMENT
306 ~~ CAPITAL INVESTMENTS OPTIONS: PREMISES
306 ~~ CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING
306 ~~ CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS
306 ~~ PRODUCT COST IMPROVEMENTS
306 ~~ PRODUCT QUALITY IMPROVEMENT
306 ~~ CUSTOMER HANDLING IMPROVEMENTS
308 ACQUISITION COST FINANCING SCENARIOS : RETURN ON INVESTMENT SCENARIOS
308 ~~ NEW EQUITY SCENARIOS
308 ~~ BANK BORROWING: BASE SCENARIOS
308 ~~ BANK BORROWING: 3% INFLATION SCENARIOS
308 ~~ BANK BORROWING: 6% INFLATION SCENARIOS
308 ~~ BANK BORROWING: 9% INFLATION SCENARIOS
308 ~~ BOND / DEBENTURES SCENARIOS
308 ~~ ASSET SALES: 5% OF ASSETS SCENARIOS
308 ~~ ASSET SALES: 10% OF ASSETS SCENARIOS
308 ~~ ASSET SALES: 25% OF ASSETS SCENARIOS
308 ~~ SELF GENERATED FUNDS: WORST SCENARIOS
308 ~~ SELF GENERATED FUNDS: BEST SCENARIOS
308 ~~ TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS
 
311 VOLUME 4.3.1
311 BALANCE SHEET FORECAST
313 NEW TECHNOLOGY INVESTMENT to 2028
320 COMMERCIAL DECISION SCENARIOS : COST FORECAST
322 NEW TECHNOLOGY INVESTMENT : to 2028

324 VOLUME 4.4.1
324 INDUSTRY PROCESSES
328 ~~ NEW TECHNOLOGY INVESTMENT
328 ~~ PROCESS TECHNOLOGY INVESTMENT
329 ~~ PLANT & EQUIPMENT
329 ~~ PLANT & EQUIPMENT INVESTMENT
330 ~~~~~~ NEW TECHNOLOGY INVESTMENTS
330 ~~~~~~ NEW PROCESS INVESTMENTS
331 ~~~~~~ PLANT & EQUIPMENT IN USE
335 ~~~~~~ PLANT & EQUIPMENT INVESTMENTS

341 VOLUME 4.5.1
341 TECHNOLOGY INNOVATION AT The Competitor
342 ~~~~ 1. Inherent uncertainty of Technological Innovation
345 ~~ NEW TECHNOLOGY RISK
345 ~~~~ Feasibility
345 ~~~~ Uniqueness
345 ~~~~ Future Development
345 ~~~~ Process Efficiency
345 ~~~~ Pay-back Certainty
351 ~~~~ 2. Cost of Innovation
352 ~~ COMPETITOR TECHNOLOGY DIFFUSION
353 ~~~~~~~~ Prime Adopters
353 ~~~~~~~~ Primary adopters
353 ~~~~~~~~ Secondary adopters
353 ~~~~~~~~ Tertiary adopters
353 ~~~~~~~~ Inert adopters
355 ~~ NEW TECHNOLOGY ADOPTION
355 ~~~~ Fixed Technology Spend
355 ~~~~ Technology Innovation Goals
355 ~~~~ Technology Evaluation Goals
355 ~~~~ Ad Hoc Technology Innovation
355 ~~~~ No Technology Goals

362 VOLUME 4.6.1
362 TECHNOLOGY EVOLUTION AT The Competitor
363 ~~ COMPETITOR TECHNOLOGY DEVELOPMENT
364 ~~ TECHNOLOGY DECISIONS
364 ~~~~ New Technology Evolution
364 ~~~~ Obsolete Technology Replacement
364 ~~~~ Technology Diversification
364 ~~~~ Technology Utilization
364 ~~~~ Competitive Technology Adoption
370 ~~ COMPETITOR MANAGEMENT DECISIONS
371 ~~ COMPETITOR TECHNOLOGY INITIATIVES
372 ~~ TECHNOLOGY INITIATIVES
372 ~~~~ Internal Development
372 ~~~~ Joint Ventures
372 ~~~~ Licensing
372 ~~~~ Purchase
372 ~~~~ Ad Hoc
378 ~~ COMPETITOR TECHNOLOGY SCREENING
380 ~~ TECHNOLOGY SCREENING
380 ~~~~ Formal Technology Targets
380 ~~~~ Informal Technology Targets
380 ~~~~ Senior Management Responsibility
380 ~~~~ Middle Management Responsibility
380 ~~~~ Ad Hoc Screening
386 ~~ COMPETITOR TECHNOLOGY IMPACT
388 ~~ TECHNOLOGY IMPACT
388 ~~~~ New Technology Operation Criteria
388 ~~~~ New Technology Performance
388 ~~~~ New Technology Durability
388 ~~~~ New Technology Reliability
388 ~~~~ New Technology Longevity
394 ~~ COMPETITOR TECHNOLOGY COSTING
396 ~~ NEW TECHNOLOGY FUNDING
396 ~~~~ Costs Funded from Reserves
396 ~~~~ Costs Funded from Profits
396 ~~~~ Costs Funded from Cash-Flow
396 ~~~~ Costs Funded from Equity
396 ~~~~ Costs Funded from Loans
402 ~~ COMPETITOR TECHNOLOGY IMPLEMENTATION
404 ~~ TECHNOLOGY IMPLEMENTATION
404 ~~~~ Technology Security
404 ~~~~ Technology Duration
404 ~~~~ Technology Cost Elasticity
404 ~~~~ Technology Lead-Times
404 ~~~~ Technology Supply Factors

411 VOLUME 4.7.1
411 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
413 EXPORT SALES IMPROVEMENT to 2028
420 COMMERCIAL DECISION SCENARIOS : COST FORECAST
422 EXPORT SALES IMPROVEMENT : to 2028

424 VOLUME 4.7.2
424 OVERSEAS DEVELOPMENT POTENTIAL FOR The Competitor
425 ~~ COMPETITOR OVERSEAS ENVIRONMENTS
425 ~~~~ 1. ECONOMIC ENVIRONMENT
425 ~~~~~~ i. Economies classified according to industrial structure
425 ~~~~~~~~ a) Subsistence economies
425 ~~~~~~~~ b). Raw-material exporting economies
425 ~~~~~~~~ c). Industrializing economies
425 ~~~~~~~~ d). Industrial economies
426 ~~ EXPORT PRODUCT TARGETING
426 ~~~~ Subsistence Countries
426 ~~~~ Raw-Material Exporting Countries
426 ~~~~ Industrializing Countries
426 ~~~~ Industrial Countries
426 ~~~~ High Technology Countries
435 ~~~~~~ ii. Economies classified according to National Incomes
435 ~~~~~~~~ a) Very low family incomes
435 ~~~~~~~~ b) Mostly low family incomes
435 ~~~~~~~~ c) Very low, very high family incomes
435 ~~~~~~~~ d) Low, medium, high family incomes
435 ~~~~~~~~ e) Mostly medium family incomes
436 ~~~~ 2. POLITICAL-LEGAL ENVIRONMENT
436 ~~~~~~~~ a). Attitudes toward international buying
436 ~~~~~~~~ b). Political stability
436 ~~~~~~~~ c). Monetary regulations
436 ~~~~~~~~ d). Government bureaucracy
437 ~~~~ 3. CULTURAL ENVIRONMENT
438 ~~ COMPETITOR OVERSEAS DECISIONS
439 ~~ COMPETITOR MARKET SELECTION DECISIONS
439 ~~~~~~ i. Estimate of current market potential
439 ~~~~~~ ii. Forecast of future market potential
439 ~~~~~~ iii. Forecast of market share
439 ~~~~~~ iv. Forecast of costs and profits
439 ~~~~~~ v. Estimate of rate of return on investment
440 ~~ COMPETITOR ENTRY DECISIONS
440 ~~~~ 1. EXPORT
440 ~~~~~~ i. Indirect export
440 ~~~~~~ ii. Direct export
441 ~~~~ 2. JOINT VENTURING
441 ~~~~~~ i. Licensing
441 ~~~~~~ ii. Contract production
441 ~~~~~~ iii. Management contracting
442 ~~~~~~ iv. Joint-ownership ventures
442 ~~~~ 3. DIRECT INVESTMENT
443 ~~ OVERSEAS DEVELOPMENT STRATEGY
443 ~~~~ Export : Indirect
443 ~~~~ Export : Direct
443 ~~~~ Joint Ventures : Investment Based
443 ~~~~ Joint Ventures : Local Investment Based
443 ~~~~ Direct Investment
452 ~~~~ 4. MULTINATIONAL MARKETING
452 ~~~~~~~~ Direct investment base in several countries
453 ~~ COMPETITOR MARKETING-MIX DECISIONS
453 ~~~~ 1. PRODUCT + PROMOTION
453 ~~~~~~~~ i. Straight extensions
453 ~~~~~~~~ ii. Communication adaptation
453 ~~~~~~~~ iii. Product adaptation
453 ~~~~~~~~ iv. Dual adaptation
453 ~~~~~~~~ v. Product invention
454 ~~ OVERSEAS MARKETING-MIX
454 ~~~~ Straight Extensions
454 ~~~~ Communication Adaptation
454 ~~~~ Product Adaptation
454 ~~~~ Dual Adaptation
454 ~~~~ Product Innovation
463 ~~~~ 2. DISTRIBUTION CHANNELS
463 ~~~~ 3. PRICING
464 ~~ COMPETITOR ORGANIZATION DECISIONS
464 ~~~~ 1. EXPORT DEPARTMENT
464 ~~~~ 2. INTERNATIONAL DIVISION
464 ~~~~ 3. MULTINATIONAL ORGANIZATION
465 ~~ OVERSEAS ORGANIZATION
465 ~~~~ Export Department : Head Office Based
465 ~~~~ Export Department : Regionally Based
465 ~~~~ International Division : Regionally Based
465 ~~~~ International Division : Locally Based
465 ~~~~ Multinational Organization
 
474 ~~ POTENTIAL OVERSEAS MARKETS FOR The Competitor
476 Afghanistan
477 Albania
478 Algeria
479 Andorra
480 Angola
481 Antigua & Barbuda
482 Argentina
483 Australia
484 Austria
485 Bahamas
486 Bahrain
487 Bangladesh
488 Barbados
489 Belgium
490 Belize
491 Benin
492 Bermuda
493 Bhutan
494 Bolivia
495 Botswana
496 Brazil
497 Brunei
498 Bulgaria
499 Burkina Faso
500 Burma
501 Burundi
502 Cambodia
503 Cameroon
504 Canada
505 Cape Verde
506 Central African Republic
507 Chad
508 Chile
509 China
510 Colombia
511 Comoros
512 Congo
513 Costa Rica
514 Cuba
515 Cyprus
516 Czech Republic & Slovakia
517 Denmark
518 Djibouti
519 Dominica
520 Dominican Republic
521 Germany (Former Eastern )
522 Ecuador
523 Egypt
524 El Salvador
525 Equatorial Guinea
526 Ethiopia
527 Fiji
528 Finland
529 France
530 French Guiana
531 Gabon
532 Gambia
533 Ghana
534 Greece
535 Grenada
536 Guatemala
537 Guinea
538 Guinea-Bissau
539 Guyana
540 Haiti
541 Honduras
542 Hong Kong
543 Hungary
544 Iceland
545 India
546 Indonesia
547 Iran
548 Iraq
549 Ireland
550 Israel
551 Italy
552 Ivory Coast
553 Jamaica
554 Japan
555 Jordan
556 Kenya
557 Kiribati
558 Kuwait
559 Laos
560 Lebanon
561 Lesotho
562 Liberia
563 Libya
564 Liechtenstein
565 Luxembourg
566 Macau
567 Madagascar
568 Malawi
569 Malaysia
570 Maldives
571 Mali
572 Malta
573 Martinique
574 Mauritania
575 Mauritius
576 Mexico
577 Monaco
578 Mongolia
579 Morocco
580 Mozambique
581 Namibia
582 Nauru
583 Nepal
584 Netherlands
585 Netherlands Antilles
586 New Zealand
587 Nicaragua
588 Niger
589 Nigeria
590 North Korea
592 Norway
593 Oman
594 Pakistan
595 Panama
596 Papua New Guinea
597 Paraguay
598 Peru
599 Philippines
600 Poland
601 Portugal
602 Qatar
603 Romania
604 Rwanda
605 San Marino
606 Sao Tome & Principe
607 Saudi Arabia
608 Senegal
609 Seychelles
610 Sierra Leone
611 Singapore
612 Solomon Islands
613 Somalia
614 South Africa
615 South Korea
616 Yemen
617 Spain
618 Sri Lanka
619 St. Kitts-Nevis
620 St. Lucia
621 St. Vincent
622 Sudan
623 Suriname
624 Swaziland
625 Sweden
626 Switzerland
627 Syria
628 Taiwan
629 Tanzania
630 Thailand
631 Togo
632 Tonga
633 Trinidad & Tobago
634 Tunisia
635 Turkey
636 Tuvalu
637 Uganda
638 United Arab Emirates
639 United Kingdom
640 United States of America
641 Uruguay
642 Russia
(Former USSR + C.I.S.
/ Russian Federation
+ New States)
643 Vanuatu
644 Venezuela
645 Vietnam
646 Germany
(Former Western + United Germany)
647 Western Sahara
648 (Western) Samoa
649 Serbia & Montenegro
650 Zaire (Democratic Republic of Congo)
651 Zambia
652 Zimbabwe
654 MARKET MANUAL
657 ~~ WORLD CONSUMPTION REPORT
657 ~~ CONSUMPTION OF THE PRODUCT
665 ~~ DISTRIBUTION OF THE PRODUCT
672 ~~ DISTRIBUTION CHANNEL COVERAGE

Top          Index

VOLUME 5

 
CORPORATE INTERDICTION
 
 
 
CORPORATE INTERDICTION is used as a permanent solution to the problem of The Competitor. In viewing the possibilities of a corporate solution to The Competitor the reader is effectively considering the purchase of The Competitor and thereafter the break-up of The Competitor.
Clearly this resolution not only destroys a competitor, but is also likely to prove a profitable enterprise in its own right as the buyer can keep those parts of The Competitor which is attractive and sell or close down parts of The Competitor which are unwanted for whatever reason.
 
 
 
 
VOLUME 5.1.1
Competitor BASIC DATA
 
 
This section gives the BASIC DATA for The Competitor and covers all published or filed public information.
 
 
 
VOLUME 5.1.2
Competitor HISTORIC BALANCE SHEET

VOLUME 5.2.1
MARKET BASED FINANCIAL DATA FORECAST FOR COMPETITOR

VOLUME 5.2.2
COMPETITOR BALANCE SHEET + COSTS FORECAST : MEDIAN MARKET SCENARIO

VOLUME 5.2.3
COMPETITOR BALANCE SHEET + COSTS FORECAST : BEST MARKET SCENARIO

VOLUME 5.2.4
COMPETITOR BALANCE SHEET + COSTS FORECAST : WORST MARKET SCENARIO
 
 
 
 
The above five sections provides historic financial and balance sheet information for The Competitor as well as a base financial forecast. In addition there are three financial forecasts based on market conditions. From this information the reader will discern the short and medium term prospects for The Competitor and the advisability, or otherwise, of an attempted acquisition of The Competitor.
 
 
VOLUME 5.2.5
COMPETITOR ACQUISITION VALUATION
 
 
The reader will immediately need an ACQUISITION VALUATION of The Competitor and this section gives a candid and discriminating valuation of The Competitor and The Competitor's various assets.
 
 
 
VOLUME 5.3.1
COMPETITOR BREAK-UP + ASSET SALES
 
 
The reader will want to know the potential for the BREAK-UP + ASSET SALES of The Competitor and this section surveys the available assets in terms of products, operations, subsidiaries and other resources which one should consider.
Items covered: ASSETS AVAILABLE, ASSETS, PRODUCTS & POTENTIAL ASSET PURCHASERS.
 
 
 
VOLUME 5.4.1
COMPETITOR ACQUISITION COST FORECAST

VOLUME 5.4.2
BALANCE SHEET + COSTS FORECAST : ACQUISITION COST FINANCING SCENARIOS
 
 
The above two sections establish the costs and financial consequences of the acquisition of The Competitor as a strategy of corporate interdiction.
The ACQUISITION COST FINANCING SCENARIO BALANCE SHEET + COST FORECAST demonstrated the likely costs of the acquisition of The Competitor and the financing of the purchase.
Items covered are: NEW EQUITY SCENARIOS, BANK BORROWING: BASE SCENARIOS, BANK BORROWING: 3% INFLATION SCENARIOS, BANK BORROWING: 6% INFLATION SCENARIOS, BANK BORROWING: 9% INFLATION SCENARIOS, BOND / DEBENTURES SCENARIOS, ASSET SALES: 5% OF ASSETS SCENARIOS, ASSET SALES: 10% OF ASSETS SCENARIOS, ASSET SALES: 25% OF ASSETS SCENARIOS, SELF GENERATED FUNDS: WORST SCENARIOS, SELF GENERATED FUNDS: BEST SCENARIOS & TRADING CREDIT EXTENSION + MARGIN REDUCTION SCENARIOS
 
 
 
 
VOLUME 5.5.1
COMPETITOR COST STRUCTURE FORECAST

VOLUME 5.5.2
BALANCE SHEET + COSTS FORECAST : COST STRUCTURE IMPROVEMENT SCENARIOS
 
 
The above two sections looks at the potential and attractiveness of radical corporate surgery to The Competitor and its operations subsequent to acquisition.
The reader will require financial forecasts to diagnose the possibility of structural improvements and cost cutting at The Competitor and this section furnishes the COST STRUCTURE IMPROVEMENT SCENARIO BALANCE SHEET + COSTS FORECASTS for The Competitor.
Scenarios for possible action are covered: MATERIALS + ENERGY COST SCENARIOS, PAYROLL + STAFF COST SCENARIOS, ADMINISTRATION COST SCENARIOS, CAPITAL COST SCENARIOS, PLANT + EQUIPMENT COST SCENARIOS, SALES + MARKETING COST SCENARIOS, NEW PRODUCT + NEW TECHNOLOGY COST SCENARIOS, DEPRECIATION+ CAPITALIZATION SCENARIOS, SHORT TERM BORROWING SCENARIOS, LONG TERM FINANCIAL SCENARIOS, FINANCIAL + DEBT SERVICING COST SCENARIOS & TRADING + OPERATING MARGINS + PROFITABILITY SCENARIOS.
 
 
VOLUME 5.6.1
PRODUCT NORMS
 
 
The INDUSTRY NORMS in this section shows the overall financial performance of the industry in which The Competitor operates. This forms a reference point and backdrop to the financial record of The Competitor.
 
 
 
VOLUME 5.7.1
COMPETITOR CORPORATE SURVEY FINDINGS
 
 
The acquisition of The Competitor will very much depend on The Competitor's standing in the marketplace and the opinions of the customer base, buyers and distribution channels. Thus the CORPORATE SURVEY FINDINGS is essential reading.
This section covers: COMPETITOR SURVEYS, SURVEY OF COMPETITOR END USERS, SURVEY OF COMPETITOR SERVICE NETWORKS + DISTRIBUTION, SURVEY OF COMPETITOR BUYERS & SURVEY OF COMPETITOR PERFORMANCE.
 
 
 
VOLUME 5.8.1
CURRENT ENVIRONMENT FOR COMPETITOR
 
 
The CURRENT ENVIRONMENT section of this volume highlights each of the operations of The Competitor and sets out information on a wide array of CRITICAL FACTORS AND PARAMETERS and CORPORATE COVERAGE for each of the operations.
This data is useful for the reader in appreciating which operations are worth preserving and which should be closed or sold off to third parties.
 
 
 
VOLUME 5.9.1
COMPETITOR SURVEY FINDINGS
 
 
Just as the corporate operations of The Competitor are vital to an understanding of The Competitor, so to are the corporate activities of The Competitor competitors. Thus the reader will find in this section a complete survey of COMPETITOR SURVEY FINDINGS with which to compare the relative performance and efficiency of The Competitor.
Items covered include: SURVEY OF COMPETITOR END USERS, SURVEY OF COMPETITOR SERVICE NETWORKS + DISTRIBUTION, SURVEY OF COMPETITOR BUYERS & SURVEY OF COMPETITOR PERFORMANCE.
 

CORPORATE INTERDICTION

This volume consists of about 600 pages
 
VOLUME 5 CORPORATE INTERDICTION

 6 VOLUME 5.1.1
 6 The Competitor BASIC DATA
 8 ~~ BASIC DATA
10 ~~~~~~ KEY PERSONNEL
10 ~~~~~~ MAINLINE PRODUCT / SERVICE
10 ~~~~~~ PRODUCT / SERVICES PROVIDE
11 ~~~~~~ SUBSIDIARIES
11 ~~~~~~ ASSOCIATED COMPANIES
11 ~~~~~~ COMPANIES REPRESENTED
11 ~~~~~~ AGENTS FOR
11 ~~~~~~ PROCESS FACILITIES
11 ~~~~~~ CAPITAL INVESTMENT
12 ~~~~~~ ADVERTISING EXPENDITURE
12 ~~~~~~ ADVERTISING MEDIA
12 ~~~~~~ ADVERTISING POSTURE
12 ~~~~~~ SALES PROMOTION ACTIVITY
12 ~~~~~~ METHOD OF SELLING
12 ~~~~~~ DISTRIBUTION
13 ~~~~~~ DISTRIBUTION NETWORK
13 ~~~~~~ USE OF DISTRIBUTION CHANNELS
14 The Competitor
14 ~~ TARGET COMPETITOR
14 ~~ TARGET MARKETS + PRODUCTS
14 ~~ TARGET COUNTRIES
14 ~~ FINANCIAL DATA
15 ~~ DATA SIMULATION

20 VOLUME 5.1.2
20 HISTORIC BALANCE SHEET FOR The Competitor
22 ~~ MANAGEMENT RATIOS

25 VOLUME 5.2.1
25 MARKET BASED FINANCIAL DATA FORECAST
28 ~~ NOTES + DEFINITIONS

30 VOLUME 5.2.2
30 BASE FORECAST : BALANCE SHEET FORECAST
32 MEDIAN MARKET SCENARIO : to 2028
39 BASE FORECAST : COST FORECAST
41 MEDIAN MARKET SCENARIO : to 2028

43 VOLUME 5.2.3
43 BASE FORECAST : BALANCE SHEET FORECAST
45 BEST MARKET SCENARIO : to 2028
52 BASE FORECAST : COST FORECAST
54 BEST MARKET SCENARIO : to 2028

56 VOLUME 5.2.4
56 BASE FORECAST : BALANCE SHEET FORECAST
58 WORST MARKET SCENARIO : to 2028
65 BASE FORECAST : COST FORECAST
67 WORST MARKET SCENARIO : to 2028

70 VOLUME 5.2.5
70 ACQUISITION VALUATION FOR The Competitor
70 ~~ COMPETITOR VALUATION
70 ~~~~ 1. Earnings & P/E Ratios
72 ~~~~ 2. Current Value
73 ~~~~ 3. Net Asset Value
75 ~~ MANAGEMENT RATIOS
76 ~~~~ 4. Return on Investment
78 RIO : BASE FORECAST : MEDIAN MARKET SCENARIO : to 2028
79 RIO : BASE FORECAST : BEST MARKET SCENARIO : to 2028
80 RIO : BASE FORECAST : WORST MARKET SCENARIO : to 2028

82 VOLUME 5.3.1
82 The Competitor BREAK-UP + ASSET SALES
82 ~~ COMPETITOR ASSETS AVAILABLE
83 ~~ COMPETITOR ASSETS
84 ~~ COMPETITOR PRODUCTS
85 ~~ POTENTIAL ASSET PURCHASERS

87 VOLUME 5.4.1
87 The Competitor ACQUISITION COST FORECAST
89 ~~ BALANCE SHEET FORECASTS
91 ~~ NOTES + DEFINITIONS

92 VOLUME 5.4.2
92 ACQUISITION COST FINANCING SCENARIOS : BALANCE SHEET FORECAST + COST FORECAST
98 NEW EQUITY SCENARIOS FORECAST : to 2028
100 BANK BORROWING: BASE SCENARIOS FORECAST : to 2028
102 BANK BORROWING: 3% INFLATION SCENARIOS FORECAST : to 2028
104 BANK BORROWING: 6% INFLATION SCENARIOS FORECAST : to 2028
106 BANK BORROWING: 9% INFLATION SCENARIOS FORECAST : to 2028
108 BOND / DEBENTURES SCENARIOS FORECAST : to 2028
110 ASSET SALES: 5% OF ASSETS SCENARIOS FORECAST : to 2028
112 ASSET SALES: 10% OF ASSETS SCENARIOS FORECAST : to 2028
114 ASSET SALES: 25% OF ASSETS SCENARIOS FORECAST : to 2028
116 SELF GENERATED FUNDS: WORST SCENARIOS FORECAST : to 2028
118 SELF GENERATED FUNDS: BEST SCENARIOS FORECAST : to 2028
120 TRADING CREDIT EXTENSION & MARGIN REDUCTION SCENARIOS FORECAST : to 2028

123 VOLUME 5.5.1
123 The Competitor COST STRUCTURE FORECAST
125 ~~ BALANCE SHEET FORECASTS
127 ~~ NOTES + DEFINITIONS

128 VOLUME 5.5.2
128 COST STRUCTURE IMPROVEMENT SCENARIOS : BALANCE SHEET FORECAST
130 MATERIALS & ENERGY COST SCENARIOS P+L FORECAST : to 2028
137 PAYROLL & STAFF COST SCENARIOS P+L FORECAST : to 2028
144 ADMINISTRATION COST SCENARIOS P+L FORECAST : to 2028
151 CAPITAL COST SCENARIOS P+L FORECAST : to 2028
158 PLANT & EQUIPMENT COST SCENARIOS P+L FORECAST : to 2028
165 SALES & MARKETING COST SCENARIOS P+L FORECAST : to 2028
172 NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS P+L FORECAST : to 2028
179 DEPRECIATION & CAPITALIZATION SCENARIOS P+L FORECAST : to 2028
186 SHORT TERM BORROWING SCENARIOS P+L FORECAST : to 2028
193 LONG TERM FINANCIAL SCENARIOS P+L FORECAST : to 2028
200 FINANCIAL & DEBT SERVICING COST SCENARIOS P+L FORECAST : to 2028
207 TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS P+L FORECAST : to 2028
214 COST STRUCTURE IMPROVEMENT SCENARIOS : COST FORECAST
216 MATERIALS & ENERGY COST SCENARIOS FORECAST : to 2028
218 PAYROLL & STAFF COST SCENARIOS FORECAST : to 2028
220 ADMINISTRATION COST SCENARIOS FORECAST : to 2028
222 CAPITAL COST SCENARIOS FORECAST : to 2028
224 PLANT & EQUIPMENT COST SCENARIOS FORECAST : to 2028
226 SALES & MARKETING COST SCENARIOS FORECAST : to 2028
228 NEW PRODUCT & NEW TECHNOLOGY COST SCENARIOS FORECAST : to 2028
230 DEPRECIATION & CAPITALIZATION SCENARIOS FORECAST : to 2028
232 SHORT TERM BORROWING SCENARIOS FORECAST : to 2028
234 LONG TERM FINANCIAL SCENARIOS FORECAST : to 2028
236 FINANCIAL & DEBT SERVICING COST SCENARIOS FORECAST : to 2028
238 TRADING & OPERATING MARGINS & PROFITABILITY SCENARIOS FORECAST : to 2028

240 VOLUME 5.6.1
240 THE PRODUCT INDUSTRY NORMS

246 VOLUME 5.7.1
246 CORPORATE SURVEY FINDINGS FOR The Competitor
248 ~~ COMPETITOR CORPORATE SURVEYS
248 ~~ SURVEY OF COMPETITOR CORPORATE END USERS
248 ~~ SURVEY OF COMPETITOR CORPORATE SERVICE NETWORKS + DISTRIBUTION
249 ~~ SURVEY OF COMPETITOR CORPORATE BUYERS
249 ~~ SURVEY OF COMPETITOR CORPORATE PERFORMANCE
250 CORPORATE COVERAGE
252 ~~ CORPORATE SURVEY FINDINGS
253 ~~ CORPORATE END USERS SURVEYS
254 ~~~~ CORPORATE END USERS SURVEY - INTRODUCTION
255 ~~~~ CURRENT PURCHASING CRITERIA
255 ~~~~ REACTION TO P.O.S. AND MERCHANDISING
256 ~~~~ SATISFACTION WITH PRODUCT QUALITY
256 ~~~~ SATISFACTION WITH PRODUCT DESIGN
257 ~~~~ SATISFACTION WITH PRODUCT AVAILABILITY
257 ~~~~ SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
258 ~~~~ SATISFACTION WITH EXISTING END USER LEVELS
258 ~~~~ SATISFACTION WITH END USER PRODUCT LEVELS
259 ~~~~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
259 ~~~~ SATISFACTION WITH PRODUCT PACKAGING
260 ~~~~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
260 ~~~~ REACTION TO ADVERTISING AND SALES PROMOTION
261 ~~~~ PRODUCT AWARENESS
261 ~~~~ THE QUALITY -V- PRICE QUESTION
262 ~~~~ THE AVAILABILITY -V- PRICE QUESTION
262 ~~~~ PRICE SENSITIVITY
263 ~~~~ FUTURE TRENDS IN PURCHASING CRITERIA
264 ~~ CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS
265 ~~~~ CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
266 ~~~~ END USER: CURRENT PURCHASING CRITERIA
266 ~~~~ END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
267 ~~~~ END USER: SATISFACTION WITH EXISTING PRODUCTS
267 ~~~~ END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
268 ~~~~ END USER: SATISFACTION WITH COMPETITOR'S PRODUCT LEVELS
268 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
269 ~~~~ END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
269 ~~~~ END USER: SATISFACTION WITH DELIVERY
270 ~~~~ END USER: SATISFACTION WITH ORDERING PROCEDURES
270 ~~~~ END USER: SATISFACTION WITH TERMS OF TRADING
271 ~~~~ END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
271 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
272 ~~~~ END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
272 ~~~~ END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
273 ~~~~ COMMERCIAL: CURRENT PURCHASING CRITERIA
273 ~~~~ COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
274 ~~~~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
274 ~~~~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
275 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS RECEIVED
275 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
276 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR PRODUCT LEVELS
276 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ABILITY TO FULFILL ORDERS ON TIME
277 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR DELIVERY
277 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ORDERING PROCEDURES
278 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR TERMS OF TRADING
278 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR CREDIT AND OTHER FINANCIAL DETAILS
279 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
279 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
280 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
280 ~~~~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
281 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
281 ~~~~ COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
282 ~~~~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
282 ~~~~ END USER: PRODUCT REJECT RATE
283 ~~~~ END USER: PRODUCT RETURNS RATE
283 ~~~~ END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
284 ~~~~ END USER: THE QUALITY -v- PRICE QUESTION
284 ~~~~ END USER: THE AVAILABILITY -v- PRICE QUESTION
285 ~~~~ END USER: PURCHASING CRITERIA - FUTURE TRENDS
286 ~~ CORPORATE COMMERCIAL USERS SURVEYS
287 ~~~~ CORPORATE COMMERCIAL USERS SURVEYS - INTRODUCTION
288 ~~~~ END USER: PERSON/S INITIATING DECISION TO RE-ORDER
288 ~~~~ END USER: PERSON/S NEGOTIATING TERMS WITH The Competitor
289 ~~~~ END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
289 ~~~~ END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
290 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
290 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
291 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
291 ~~~~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
292 ~~~~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
292 ~~~~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
293 ~~~~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
293 ~~~~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH The Competitor
294 ~~~~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
294 ~~~~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
295 ~~~~ END USER: PERSON/S SEEKING QUOTATIONS
295 ~~~~ END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
296 ~~~~ END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
296 ~~~~ END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
297 ~~~~ END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
297 ~~~~ END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
298 ~~ CORPORATE COMPETITIVE PERFORMANCE SURVEYS
299 ~~~~ CORPORATE PERFORMANCE SURVEYS - INTRODUCTION
300 ~~~~ Relative Credibility: Company Level
300 ~~~~ Relative Credibility: Branch/Outlet Level
301 ~~~~ Relative Credibility: Company Managers
301 ~~~~ Relative Credibility: Company Staff
302 ~~~~ Relative Credibility: Specialist Company Staff
302 ~~~~ Relative Credibility: Company Contracts & Documentation
303 ~~~~ Relative Credibility: Company Advertising
303 ~~~~ Relative Customer Confidence at Company Level
304 ~~~~ Relative Customer Confidence at Branch/Outlet Level
304 ~~~~ Relative Customer Confidence in Company Managers
305 ~~~~ Relative Customer Confidence in Company Staff
305 ~~~~ Relative Customer Confidence in Specialist Company Staff
306 ~~~~ Relative Customer Confidence in Company Contracts & Documentation
306 ~~~~ Relative Customer Confidence in Company Advertising
307 ~~~~ Relative Reputation at Company Level
307 ~~~~ Relative Reputation at Branch/Outlet Level
308 ~~~~ Relative Reputation of Company Managers
308 ~~~~ Relative Reputation of Company Staff
309 ~~~~ Relative Reputation of Specialist Company Staff
309 ~~~~ Relative Staff Efficiency: Company Level
310 ~~~~ Relative Staff Efficiency: Branch/Outlet Level
310 ~~~~ Relative Staff Efficiency: Company Managers
311 ~~~~ Relative Staff Efficiency: Company Staff
311 ~~~~ Relative Staff Efficiency: Specialist Company Staff
312 ~~~~ Relative Staff Efficiency: Contracts & Documentation
312 ~~~~ Relative Staff Efficiency: Problem Solving
313 ~~~~ Relative Staff Performance: Company Level
313 ~~~~ Relative Staff Performance: Branch/Outlet Level
314 ~~~~ Relative Staff Performance: Company Managers
314 ~~~~ Relative Staff Performance: Company Staff
315 ~~~~ Relative Staff Performance: Specialist Company Staff
315 ~~~~ Relative Staff Performance: Contracts & Documentation
316 ~~~~ Relative Staff Performance: Overall Customer Handling
316 ~~~~ Relative Staff Integrity: Company Level
317 ~~~~ Relative Staff Integrity: Branch/Outlet Level
317 ~~~~ Relative Staff Integrity: Company Managers
318 ~~~~ Relative Staff Integrity: Company Staff
318 ~~~~ Relative Staff Integrity: Specialist Company Staff
319 ~~~~ Relative Staff Integrity: Contracts & Documentation
319 ~~~~ Relative Staff Integrity: Advertising & Promotions
320 ~~~~ Relative Truth & Honesty: Company Level
320 ~~~~ Relative Truth & Honesty: Branch/Outlet Level
321 ~~~~ Relative Truth & Honesty: Company Managers
321 ~~~~ Relative Truth & Honesty: Company Staff
322 ~~~~ Relative Truth & Honesty: Specialist Company Staff
322 ~~~~ Relative Truth & Honesty: Contracts & Documentation
323 ~~~~ Relative Truth & Honesty: Advertising & Promotions
323 ~~~~ Relative Written Communications: Company Level
324 ~~~~ Relative Written Communications: Branch/Outlet Level
324 ~~~~ Relative Written Communications: Company Managers
325 ~~~~ Relative Written Communications: Company Staff
325 ~~~~ Relative Written Communications: Specialist Company Staff
326 ~~~~ Relative Written Communications: Contractual
326 ~~~~ Relative Written Communications: Correspondence
327 ~~~~ Relative Verbal Contact: Company Level
327 ~~~~ Relative Verbal Contact: Branch/Outlet Level
328 ~~~~ Relative Verbal Contact: Company Managers
328 ~~~~ Relative Verbal Contact: Company Staff
329 ~~~~ Relative Verbal Contact: Specialist Company Staff
329 ~~~~ Relative Customer Handling: Company Level
330 ~~~~ Relative Customer Handling: Branch/Outlet Level
330 ~~~~ Relative Customer Handling: Company Managers
331 ~~~~ Relative Customer Handling: Company Staff
331 ~~~~ Relative Customer Handling: Specialist Company Staff
332 ~~~~ Relative Customer Complaint Handling: Company Level
332 ~~~~ Relative Customer Complaint Handling: Branch/Outlet Level
333 ~~~~ Relative Customer Complaint Handling: Company Managers
333 ~~~~ Relative Customer Complaint Handling: Company Staff
334 ~~~~ Relative Customer Complaint Handling: Specialist Company Staff
334 ~~~~ Relative Customer Problem Solving: Company Level
335 ~~~~ Relative Customer Problem Solving: Branch/Outlet Level
335 ~~~~ Relative Customer Problem Solving: Company Managers
336 ~~~~ Relative Customer Problem Solving: Company Staff
336 ~~~~ Relative Customer Problem Solving: Specialist Company Staff
337 ~~~~ Relative Customer Comprehension of Product: Company Level
337 ~~~~ Relative Customer Comprehension of Product: Branch/Outlet Level
338 ~~~~ Relative Staff Comprehension of Product: Company Managers
338 ~~~~ Relative Staff Comprehension of Product: Company Staff
339 ~~~~ Relative Staff Comprehension of Product: Specialist Company Staff
339 ~~~~ Relative Customer Awareness of Product: Company Level
340 ~~~~ Relative Customer Awareness of Product: Branch/Outlet Level
340 ~~~~ Relative Staff Awareness of Product: Company Managers
341 ~~~~ Relative Staff Awareness of Product: Company Staff
341 ~~~~ Relative Staff Awareness of Product: Specialist Company Staff
342 ~~~~ Relative Customer Confidence in Product: Company Level
342 ~~~~ Relative Customer Confidence in Product: Branch/Outlet Level
343 ~~~~ Relative Staff Confidence in Product: Company Managers
343 ~~~~ Relative Staff Confidence in Product: Company Staff
344 ~~~~ Relative Staff Confidence in Product: Specialist Company Staff
344 ~~~~ Relative Customer Service: Company Level
345 ~~~~ Relative Customer Service: Branch/Outlet Level
345 ~~~~ Relative Customer Service: Company Managers
346 ~~~~ Relative Customer Service: Company Staff
346 ~~~~ Relative Customer Service: Specialist Company Staff
347 ~~~~ Relative Customer Service: Contracts & Documentation
347 ~~~~ Relative Initial Customer Response: Company Level
348 ~~~~ Relative Initial Customer Response: Branch/Outlet Level
348 ~~~~ Relative Initial Customer Response: Company Managers
349 ~~~~ Relative Initial Customer Response: Company Staff
349 ~~~~ Relative Initial Customer Response: Specialist Company Staff
350 ~~~~ Relative Information for Customers: Company Level
350 ~~~~ Relative Information for Customers: Branch/Outlet Level
351 ~~~~ Relative Information for Customers: Company Managers
351 ~~~~ Relative Information for Customers: Company Staff
352 ~~~~ Relative Information for Customers: Specialist Company Staff
352 ~~~~ Relative Promotional Activity: Company Level
353 ~~~~ Relative Promotional Activity: Branch/Outlet Level
353 ~~~~ Relative Advertising Posture: Company Level
354 ~~~~ Relative Advertising Posture: Branch/Outlet Level
354 ~~~~ Relative Contract Documentation: Company Level
355 ~~~~ Relative Contract Documentation: Branch/Outlet Level

358 VOLUME 5.8.1
358 The Competitor CURRENT ENVIRONMENT
360 ~~ CRITICAL FACTORS AND PARAMETERS
361 CORPORATE COVERAGE
362-482 ~~~~ OPERATIONS + DIVISIONS OF The Competitor

493 VOLUME 5.9.1
493 COMPETITOR SURVEY FINDINGS
495 ~~ COMPETITOR SURVEYS
495 ~~ SURVEY OF COMPETITOR END USERS
495 ~~ SURVEY OF COMPETITOR SERVICE NETWORKS + DISTRIBUTION
496 ~~ SURVEY OF COMPETITOR BUYERS
496 ~~ SURVEY OF COMPETITOR PERFORMANCE
498 CORPORATE COVERAGE
500 ~~ COMPETITOR END USERS SURVEYS
501 ~~~~ COMPETITOR END USERS SURVEY - INTRODUCTION
502 ~~~~ CURRENT PURCHASING CRITERIA
502 ~~~~ REACTION TO P.O.S. AND MERCHANDISING
503 ~~~~ SATISFACTION WITH PRODUCT QUALITY
503 ~~~~ SATISFACTION WITH PRODUCT DESIGN
504 ~~~~ SATISFACTION WITH PRODUCT AVAILABILITY
504 ~~~~ SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
505 ~~~~ SATISFACTION WITH EXISTING END USER LEVELS
505 ~~~~ SATISFACTION WITH END USER PRODUCT LEVELS
506 ~~~~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
506 ~~~~ SATISFACTION WITH PRODUCT PACKAGING
507 ~~~~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
507 ~~~~ REACTION TO ADVERTISING AND SALES PROMOTION
508 ~~~~ PRODUCT AWARENESS
508 ~~~~ THE QUALITY -V- PRICE QUESTION
509 ~~~~ THE AVAILABILITY -V- PRICE QUESTION
509 ~~~~ PRICE SENSITIVITY
510 ~~~~ FUTURE TRENDS IN PURCHASING CRITERIA
511 ~~ COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
512 ~~~~ COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
513 ~~~~ END USER: CURRENT PURCHASING CRITERIA
513 ~~~~ END USER: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
514 ~~~~ END USER: SATISFACTION WITH EXISTING PRODUCTS
514 ~~~~ END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
515 ~~~~ END USER: SATISFACTION WITH COMPETITOR'S PRODUCT LEVELS
515 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
516 ~~~~ END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
516 ~~~~ END USER: SATISFACTION WITH DELIVERY
517 ~~~~ END USER: SATISFACTION WITH ORDERING PROCEDURES
517 ~~~~ END USER: SATISFACTION WITH TERMS OF TRADING
518 ~~~~ END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
518 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
519 ~~~~ END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
519 ~~~~ END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
520 ~~~~ COMMERCIAL: CURRENT PURCHASING CRITERIA
520 ~~~~ COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
521 ~~~~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
521 ~~~~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
522 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS RECEIVED
522 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCTS
523 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR PRODUCT LEVELS
523 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ABILITY TO FULFILL ORDERS ON TIME
524 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR DELIVERY
524 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR ORDERING PROCEDURES
525 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR TERMS OF TRADING
525 ~~~~ COMMERCIAL: SATISFACTION WITH COMPETITOR CREDIT AND OTHER FINANCIAL DETAILS
526 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
526 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
527 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
527 ~~~~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPETITOR
528 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
528 ~~~~ COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
529 ~~~~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
529 ~~~~ END USER: PRODUCT REJECT RATE
530 ~~~~ END USER: PRODUCT RETURNS RATE
530 ~~~~ END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
531 ~~~~ END USER: THE QUALITY -v- PRICE QUESTION
531 ~~~~ END USER: THE AVAILABILITY -v- PRICE QUESTION
532 ~~~~ END USER: PURCHASING CRITERIA - FUTURE TRENDS
533 ~~ COMPETITOR COMMERCIAL USERS SURVEYS
534 ~~~~ COMPETITOR COMMERCIAL USERS SURVEYS - INTRODUCTION
535 ~~~~ END USER: PERSON/S INITIATING DECISION TO RE-ORDER
535 ~~~~ END USER: PERSON/S NEGOTIATING TERMS WITH The Competitor
536 ~~~~ END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
536 ~~~~ END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
537 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
537 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
538 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
538 ~~~~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
539 ~~~~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
539 ~~~~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
540 ~~~~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
540 ~~~~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH The Competitor
541 ~~~~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
541 ~~~~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
542 ~~~~ END USER: PERSON/S SEEKING QUOTATIONS
542 ~~~~ END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
543 ~~~~ END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
543 ~~~~ END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
544 ~~~~ END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
544 ~~~~ END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
545 ~~ COMPETITOR PERFORMANCE SURVEYS
546 ~~~~ COMPETITOR PERFORMANCE SURVEYS - INTRODUCTION
547 ~~~~ Relative Credibility: Company Level
547 ~~~~ Relative Credibility: Branch/Outlet Level
548 ~~~~ Relative Credibility: Company Managers
548 ~~~~ Relative Credibility: Company Staff
549 ~~~~ Relative Credibility: Specialist Company Staff
549 ~~~~ Relative Credibility: Company Contracts & Documentation
550 ~~~~ Relative Credibility: Company Advertising
550 ~~~~ Relative Customer Confidence at Company Level
551 ~~~~ Relative Customer Confidence at Branch/Outlet Level
551 ~~~~ Relative Customer Confidence in Company Managers
552 ~~~~ Relative Customer Confidence in Company Staff
552 ~~~~ Relative Customer Confidence in Specialist Company Staff
553 ~~~~ Relative Customer Confidence in Company Contracts & Documentation
553 ~~~~ Relative Customer Confidence in Company Advertising
554 ~~~~ Relative Reputation at Company Level
554 ~~~~ Relative Reputation at Branch/Outlet Level
555 ~~~~ Relative Reputation of Company Managers
555 ~~~~ Relative Reputation of Company Staff
556 ~~~~ Relative Reputation of Specialist Company Staff
556 ~~~~ Relative Staff Efficiency: Company Level
557 ~~~~ Relative Staff Efficiency: Branch/Outlet Level
557 ~~~~ Relative Staff Efficiency: Company Managers
558 ~~~~ Relative Staff Efficiency: Company Staff
558 ~~~~ Relative Staff Efficiency: Specialist Company Staff
559 ~~~~ Relative Staff Efficiency: Contracts & Documentation
559 ~~~~ Relative Staff Efficiency: Problem Solving
560 ~~~~ Relative Staff Performance: Company Level
560 ~~~~ Relative Staff Performance: Branch/Outlet Level
561 ~~~~ Relative Staff Performance: Company Managers
561 ~~~~ Relative Staff Performance: Company Staff
562 ~~~~ Relative Staff Performance: Specialist Company Staff
562 ~~~~ Relative Staff Performance: Contracts & Documentation
563 ~~~~ Relative Staff Performance: Overall Customer Handling
563 ~~~~ Relative Staff Integrity: Company Level
564 ~~~~ Relative Staff Integrity: Branch/Outlet Level
564 ~~~~ Relative Staff Integrity: Company Managers
565 ~~~~ Relative Staff Integrity: Company Staff
565 ~~~~ Relative Staff Integrity: Specialist Company Staff
566 ~~~~ Relative Staff Integrity: Contracts & Documentation
566 ~~~~ Relative Staff Integrity: Advertising & Promotions
567 ~~~~ Relative Truth & Honesty: Company Level
567 ~~~~ Relative Truth & Honesty: Branch/Outlet Level
568 ~~~~ Relative Truth & Honesty: Company Managers
568 ~~~~ Relative Truth & Honesty: Company Staff
569 ~~~~ Relative Truth & Honesty: Specialist Company Staff
569 ~~~~ Relative Truth & Honesty: Contracts & Documentation
570 ~~~~ Relative Truth & Honesty: Advertising & Promotions
570 ~~~~ Relative Written Communications: Company Level
571 ~~~~ Relative Written Communications: Branch/Outlet Level
571 ~~~~ Relative Written Communications: Company Managers
572 ~~~~ Relative Written Communications: Company Staff
572 ~~~~ Relative Written Communications: Specialist Company Staff
573 ~~~~ Relative Written Communications: Contractual
573 ~~~~ Relative Written Communications: Correspondence
574 ~~~~ Relative Verbal Contact: Company Level
574 ~~~~ Relative Verbal Contact: Branch/Outlet Level
575 ~~~~ Relative Verbal Contact: Company Managers
575 ~~~~ Relative Verbal Contact: Company Staff
576 ~~~~ Relative Verbal Contact: Specialist Company Staff
576 ~~~~ Relative Customer Handling: Company Level
577 ~~~~ Relative Customer Handling: Branch/Outlet Level
577 ~~~~ Relative Customer Handling: Company Managers
578 ~~~~ Relative Customer Handling: Company Staff
578 ~~~~ Relative Customer Handling: Specialist Company Staff
579 ~~~~ Relative Customer Complaint Handling: Company Level
579 ~~~~ Relative Customer Complaint Handling: Branch/Outlet Level
580 ~~~~ Relative Customer Complaint Handling: Company Managers
580 ~~~~ Relative Customer Complaint Handling: Company Staff
581 ~~~~ Relative Customer Complaint Handling: Specialist Company Staff
581 ~~~~ Relative Customer Problem Solving: Company Level
582 ~~~~ Relative Customer Problem Solving: Branch/Outlet Level
582 ~~~~ Relative Customer Problem Solving: Company Managers
583 ~~~~ Relative Customer Problem Solving: Company Staff
583 ~~~~ Relative Customer Problem Solving: Specialist Company Staff
584 ~~~~ Relative Customer Comprehension of Product: Company Level
584 ~~~~ Relative Customer Comprehension of Product: Branch/Outlet Level
585 ~~~~ Relative Staff Comprehension of Product: Company Managers
585 ~~~~ Relative Staff Comprehension of Product: Company Staff
586 ~~~~ Relative Staff Comprehension of Product: Specialist Company Staff
586 ~~~~ Relative Customer Awareness of Product: Company Level
587 ~~~~ Relative Customer Awareness of Product: Branch/Outlet Level
587 ~~~~ Relative Staff Awareness of Product: Company Managers
588 ~~~~ Relative Staff Awareness of Product: Company Staff
588 ~~~~ Relative Staff Awareness of Product: Specialist Company Staff
589 ~~~~ Relative Customer Confidence in Product: Company Level
589 ~~~~ Relative Customer Confidence in Product: Branch/Outlet Level
590 ~~~~ Relative Staff Confidence in Product: Company Managers
590 ~~~~ Relative Staff Confidence in Product: Company Staff
591 ~~~~ Relative Staff Confidence in Product: Specialist Company Staff
591 ~~~~ Relative Customer Service: Company Level
592 ~~~~ Relative Customer Service: Branch/Outlet Level
592 ~~~~ Relative Customer Service: Company Managers
593 ~~~~ Relative Customer Service: Company Staff
593 ~~~~ Relative Customer Service: Specialist Company Staff
594 ~~~~ Relative Customer Service: Contracts & Documentation
594 ~~~~ Relative Initial Customer Response: Company Level
595 ~~~~ Relative Initial Customer Response: Branch/Outlet Level
595 ~~~~ Relative Initial Customer Response: Company Managers
596 ~~~~ Relative Initial Customer Response: Company Staff
596 ~~~~ Relative Initial Customer Response: Specialist Company Staff
597 ~~~~ Relative Information for Customers: Company Level
597 ~~~~ Relative Information for Customers: Branch/Outlet Level
598 ~~~~ Relative Information for Customers: Company Managers
598 ~~~~ Relative Information for Customers: Company Staff
599 ~~~~ Relative Information for Customers: Specialist Company Staff
599 ~~~~ Relative Promotional Activity: Company Level
600 ~~~~ Relative Promotional Activity: Branch/Outlet Level
600 ~~~~ Relative Advertising Posture: Company Level
601 ~~~~ Relative Advertising Posture: Branch/Outlet Level
601 ~~~~ Relative Contract Documentation: Company Level
602 ~~~~ Relative Contract Documentation: Branch/Outlet Level

Top          Index

VOLUME 6

OPERATIONAL CONTROL
 
 
 
OPERATIONAL CONTROL tends to be a specialized confrontation whereby the reader will evolve techniques which allow the control of physical undertakings, systems and process aspects of The Competitor activity.
In these circumstances the reader can enter into alliances with third parties to deflect the product distribution, administration or processes of The Competitor. Such alliances can place the reader is a position of power which on one's own may not be achievable.
 
 
 
 
VOLUME 6.1.1
COMPETITOR CHANNEL DECISIONS
 
 
The reader is presented in this section with the information to allow Operational Control of the CHANNEL DECISIONS available to The Competitor.
The topics include: INTERMEDIARIES, CHANNEL LEVELS, PRODUCT CHANNELS, CHANNEL FLOWS, INTERMEDIARIES, PHYSICAL PRODUCT FLOWS, OWNERSHIP FLOWS, PAYMENT FLOWS, INFORMATION FLOWS, PROMOTIONAL FLOWS, CHANNEL CHANGES, VERTICAL CHANNEL, HORIZONTAL CHANNELS, CHANNEL POSITION, CHANNEL COMPETITION, CHANNEL DESIGN, CHANNEL OBJECTIVES, CHANNEL CHARACTERISTICS, CHANNEL ALTERNATIVES, CHANNEL EVALUATION, PRODUCT CHANNEL EVALUATION, PRODUCT CHANNEL ADAPTABILITY, CHANNEL MANAGEMENT, PRODUCT CHANNEL MANAGEMENT & CHANNEL MODIFICATIONS.
 
 
 
VOLUME 6.1.2
COMPETITOR PHYSICAL DISTRIBUTION
 
 
Operational Control of the discrete facets of PHYSICAL DISTRIBUTION at The Competitor is proposed in this section and the reader will be able to regard the following components:- DISTRIBUTION SCOPE, DISTRIBUTION EFFICIENCY, PHYSICAL DISTRIBUTION SYSTEM FLOW CHART, PHYSICAL DISTRIBUTION OBJECTIVES, LEVEL + COST OF SERVICE, DISTRIBUTION COSTS, ALTERNATIVES IN PHYSICAL DISTRIBUTION, PRODUCT AVAILABILITY DECISIONS, LOCATION DECISIONS, DISTRIBUTION RESPONSIBILITY & DISTRIBUTION DECISIONS.
 
 
 
VOLUME 6.1.3
COMPETITOR BALANCE SHEET + COSTS FORECAST
: DISTRIBUTION CHANNEL IMPROVEMENT
 
 
DISTRIBUTION CHANNEL IMPROVEMENT is one option for The Competitor and this will effect the profitability of The Competitor. In light of this the reader must be aware of this scenario and be able to take measure to counter such an activity.
 
 
 
VOLUME 6.2.1
COMPETITOR ADMINISTRATION OBJECTIVES
 
 
The compromising of the ADMINISTRATION OBJECTIVES of The Competitor will devise an influential manoeuvre on the part of the reader and such Operational Control of the target company will require attention to the following:- ADMINISTRATION FUNCTIONS, PERSONNEL + STAFF PERFORMANCE, HUMAN RELATIONS, STAFF SELECTION + TRAINING EFFICIENCY, ORGANIZATION, CUSTOMER HANDLING, OPERATING PROCEDURES + SYSTEMS, ORDER HANDLING, ORDER PROGRESS, ORDER DELIVERY, AFTER-SALES RATING, ORGANIZATION DECISIONS, COMMUNICATIONS + OBJECTIVES, ADMINISTRATION COMMUNICATION, ADMINISTRATION CONTROLS, SECURITY + PRODUCT PROTECTION, QUALITY CONTROL PROCEDURES, ACCOUNTING PRACTICES + PROCEDURES, ORDER TAKING + PROCEDURES, ORDER DELIVERY + CONTRACT PERFORMANCE, AFTER-SALES SERVICES + PROCEDURES & LEGAL CONDITIONS + TERMS OF BUSINESS.
 

VOLUME 6.3.1
COMPETITOR MANAGEMENT OBJECTIVES
 
 
Certainly the prime direction of the Operational control of The Competitor involves frustrating that company's MANAGEMENT OBJECTIVES and to this effect the reader must give importance to the major elements of these controls:- MANAGEMENT DIRECTION, MANAGEMENT LEVELS, MANAGER OBJECTIVES, MANAGER CONTROL, MANAGEMENT CONTROL MEASUREMENT, MANAGEMENT PROCEDURES, MANAGEMENT ETHIC, MANAGEMENT TASKS, MANAGER RESPONSIBILITIES, MANAGEMENT DELEGATION, MANAGEMENT CHANNELS, MANAGEMENT RATINGS, SUPERVISORY / BOARDROOM MANAGEMENT, EXECUTIVE SUPERVISORY TEAM, SENIOR MARKETING MANAGEMENT, SENIOR PRODUCT + PROCESS MANAGEMENT, SENIOR FINANCIAL MANAGEMENT, SENIOR ADMINISTRATIVE MANAGEMENT, MIDDLE SALES + MARKETING MANAGERS, MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS, MIDDLE FINANCIAL + ACCOUNTING MANAGERS, MIDDLE ADMINISTRATION + PERSONNEL MANAGERS, SALES + CUSTOMER SERVICE PERSONNEL, BUYING / PROCESS / DISTRIBUTION STAFF, CREDIT + ACCOUNTING STAFF & ADMINISTRATIVE + SECRETARIAL STAFF.
 
 
 
VOLUME 6.3.2
COMPETITOR BALANCE SHEET + COSTS FORECAST : PERSONNEL + STAFF IMPROVEMENT
 
 
The reader must be aware that The Competitor may adopt a course of action for PERSONNEL + STAFF IMPROVEMENT and this section exhibits the likely effects of such actions on The Competitor's financial performance.
 
 
 
VOLUME 6.4.1
COMPETITOR PROCESS PRINCIPLES
 
 
The description of the PROCESS PRINCIPLES of The Competitor will encourage the reader to obtain operational control of The Competitor. The physical processes of the target company form critical factors in company costs and margins and thus one must seek to influence:- PHYSICAL SYSTEMS, FLEXIBILITY OF PROCESSES, PROCESS MANAGEMENT, PROCESS DEMANDS, PROCESS AUTOMATION & AUTOMATION RATING.
 
 
 
VOLUME 6.4.2
BALANCE SHEET + COSTS : NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS
 
 
NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS are likely gambits for The Competitor and the reader ought to heed the possible financial consequences of such scenarios:- PROFIT IMPACT FROM MATERIALS COST REDUCTION, PROFIT IMPACT FROM PAYROLL COST REDUCTION, PROFIT IMPACT FROM PROCESS COST REDUCTION, PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION, PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION, CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT + EQUIPMENT, CAPITAL INVESTMENTS OPTIONS: PREMISES, CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING, CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS, PRODUCT COST IMPROVEMENTS, PRODUCT QUALITY IMPROVEMENT & CUSTOMER HANDLING IMPROVEMENTS.
 
 
 
VOLUME 6.5.1
INDUSTRY PRODUCTION + PROCESSES
 
 
Any investments undertaken by The Competitor is framed within the overall context of INDUSTRY PRODUCTION + PROCESSES and thus the reader must be aware of:- NEW TECHNOLOGY INVESTMENT, PRODUCTION TECHNOLOGY INVESTMENT, PLANT + EQUIPMENT & PLANT + EQUIPMENT INVESTMENT.
 
 
 
VOLUME 6.6.1
SHORT-TERM COMPETITIVE CONSIDERATIONS FOR The Competitor
 
 
The SHORT-TERM COMPETITIVE CONSIDERATIONS show the relative performance of the operational aspects of The Competitor when compared with the industry as a whole. This section will identify to the reader those areas which require attention and action.
 
 

OPERATIONAL CONTROL

This volume consists of about 690 pages
 
VOLUME 6 OPERATIONAL CONTROL

 6 VOLUME 6.1.1
 6 CHANNEL DECISIONS FOR The Competitor
 8 ~~ COMPETITOR INTERMEDIARIES
 8 ~~ COMPETITOR CHANNEL LEVELS
11 ~~ PRODUCT CHANNELS
11 ~~~~ Direct to End User
11 ~~~~ Via Sales-Force
11 ~~~~ Via Sales Outlet
11 ~~~~ Via Traders
11 ~~~~ Via Jobber
20 ~~ COMPETITOR CHANNEL FLOWS
21 ~~ COMPETITOR INTERMEDIARIES
22 ~~ COMPETITOR PHYSICAL PRODUCT FLOWS
24 ~~ COMPETITOR OWNERSHIP FLOWS
26 ~~ COMPETITOR PAYMENT FLOWS
28 ~~ COMPETITOR INFORMATION FLOWS
30 ~~ COMPETITOR PROMOTIONAL FLOWS
34 ~~ PRODUCT FUNCTION CHECKLIST
34 ~~~~ Contact
34 ~~~~ Merchandising
34 ~~~~ Pricing
34 ~~~~ Propaganda
34 ~~~~ Physical Handling
43 ~~ COMPETITOR CHANNEL CHANGES
44 ~~ COMPETITOR VERTICAL CHANNEL
44 ~~~~~~~~ Traditional channels
44 ~~~~~~~~ Vertical marketing systems
44 ~~~~ Types of vertical marketing systems
44 ~~~~ 1. Corporate system
44 ~~~~ 2. Administered system
45 ~~~~ 3. Contractual system
47 ~~ COMPETITOR HORIZONTAL CHANNELS
47 ~~ COMPETITOR CHANNEL POSITION
49 ~~ COMPETITOR CHANNEL COMPETITION
50 ~~ COMPETITOR CHANNEL DESIGN
51 ~~ COMPETITOR CHANNEL OBJECTIVES
51 ~~~~ 1. Customer Characteristics
51 ~~~~ 2. Product characteristics
53 ~~~~ 3. Distribution Channel characteristics
53 ~~~~ 4. Competitive characteristics
53 ~~~~ 5. Company characteristics
55 ~~~~ 6. Environmental characteristics
56 ~~ CHANNEL CHARACTERISTICS
56 ~~~~ Customer Strengths
56 ~~~~ Product Strengths
56 ~~~~ Competitive Strengths
56 ~~~~ In-House Strengths
56 ~~~~ Environmental Strengths
65 ~~ COMPETITOR CHANNEL ALTERNATIVES
65 ~~~~ Distinguishing the major channel alternatives
65 ~~~~~~~~ 1. Basic types of business intermediaries
65 ~~~~~~~~ 2. Number of intermediaries
65 ~~~~~~~~ 3. Particular marketing tasks of intermediary
65 ~~~~~~~~ 4. Responsibilities of intermediaries
65 ~~~~ 1. Types of intermediaries
67 ~~~~ 2. Number of Intermediaries
67 ~~~~~~~~ i. Intensive distribution
67 ~~~~~~~~ ii. Exclusive distribution
67 ~~~~~~~~ iii. Selective distribution
68 ~~~~ 3. Specific marketing tasks of channel members
69 ~~~~ 4. Terms + responsibilities of channel members
69 ~~~~~~~~ i. Pricing policies
69 ~~~~~~~~ ii. Conditions of sale
69 ~~~~~~~~ iii. Territorial rights
69 ~~~~~~~~ iv. Specific performance of each party
70 ~~ CHANNEL ALTERNATIVES
70 ~~~~ Strengths: Type of Intermediaries
70 ~~~~ Strengths: Numbers of Intermediaries
70 ~~~~ Strengths: Marketing Effectiveness of Channels
70 ~~~~ Strengths: Trading Terms of Channel Members
70 ~~~~ Strengths: Responsibilities of Channel Members
80 ~~ COMPETITOR CHANNEL EVALUATION
80 ~~~~ 1. Economic criteria
81 ~~ CHANNEL EVALUATION
81 ~~~~ Direct to End User
81 ~~~~ Via Sales-Force
81 ~~~~ Via Sales Outlet
81 ~~~~ Via Traders
81 ~~~~ Via Jobber
90 ~~~~ 2. Control criteria
92 ~~ PRODUCT CHANNEL EVALUATION
92 ~~~~ Vertical Relations
92 ~~~~ Horizontal Relations
92 ~~~~ Interchannel Conflict
92 ~~~~ Legal Conflict
92 ~~~~ Motivation
101 ~~~~ 3. Adaptive criteria
103 ~~ PRODUCT CHANNEL ADAPTABILITY
103 ~~~~ Probability of Channel Change
103 ~~~~ Easy of Exit from existing channels
103 ~~~~ Penalties in Exit from existing channels
103 ~~~~ Flexibility of Existing Channels
103 ~~~~ Potential for developing Existing Channels
112 ~~ COMPETITOR CHANNEL MANAGEMENT
112 ~~~~ 1. Selecting channel members
114 ~~~~ 2. Motivating channel members
116 ~~~~ 3. Evaluating channel members
118 ~~ PRODUCT CHANNEL MANAGEMENT
118 ~~~~ Formalized Channel Selection Screening
118 ~~~~ Formalized Channel Motivation Programmed
118 ~~~~ Formalized Channel Evaluation & Rating
118 ~~~~ Formalized Channel Monitoring procedure
118 ~~~~ Formalized Trouble-shooting procedure
127 ~~ COMPETITOR CHANNEL MODIFICATIONS

133 VOLUME 6.1.2
133 PHYSICAL DISTRIBUTION AT The Competitor
135 ~~ COMPETITOR DISTRIBUTION SCOPE
136 ~~ DISTRIBUTION EFFICIENCY
136 ~~~~ Distribution Planning & Accounting
136 ~~~~ Process Management & Handling
136 ~~~~ Physical Distribution Efficiency
136 ~~~~ Point of Sale & Customer Service Efficiency
136 ~~~~ Order Handling & Processing
145 ~~ PHYSICAL DISTRIBUTION SYSTEM FLOW CHART
146 ~~ COMPETITOR PHYSICAL DISTRIBUTION OBJECTIVES
146 ~~~~ 1. Level of Service
147 ~~ LEVEL + COST OF SERVICE
147 ~~~~ Level of Service: Responsiveness
147 ~~~~ Level of Service: Problem Solving
147 ~~~~ Level of Service: Product / Price / Service Factors
147 ~~~~ Cost of Service: Functional Costs
147 ~~~~ Cost of Service: Physical Handling Costs
156 ~~~~ 2. Cost of service
157 ~~~~ 3. Service objective
158 ~~~~ INDUSTRY AVERAGE DISTRIBUTION COSTS
158 ~~~~~~ DISTRIBUTION COSTS
160 ~~ DISTRIBUTION COSTS
160 ~~~~ Distribution & Storage Fixed Costs
160 ~~~~ Distribution & Storage Variable Costs
160 ~~~~ Physical Handling & Process Fixed Costs
160 ~~~~ Physical Handling & Process Variable Costs
160 ~~~~ Total Distribution Costs
169 ~~ COMPETITOR ALTERNATIVES IN PHYSICAL DISTRIBUTION
169 ~~~~ 1. Single Location, Single Market
169 ~~~~ 2. Single Location, multiple markets
170 ~~~~~~ i. Direct handling of customers
171 ~~~~~~ ii. Bulk handling of customers from a local handling facility
171 ~~~~~~ iii. Part processing at a local or remote location
171 ~~~~~~ iv. Full processing at a local or remote location
172 ~~~~ 3. Multiple Locations, multiple markets
173 ~~ PHYSICAL DISTRIBUTION
173 ~~~~ Single Location / Single Markets
173 ~~~~ Single Location / Multiple Markets: Direct Handling
173 ~~~~ Single Location / Multiple Markets: Bulk Handling
173 ~~~~ Single Location / Multiple Markets: Split Processing
173 ~~~~ Multiple Location / Multiple Markets
182 ~~ COMPETITOR PRODUCT AVAILABILITY DECISIONS
182 ~~~~ 1. Types of Product Supply & Availability decisions
182 ~~~~~~ i. Supply Timing
183 ~~~~~~ ii. Supply Quantity
184 ~~ COMPETITOR LOCATION DECISIONS
184 ~~~~ 1. Types of location decisions
184 ~~~~~~ i. Selecting the location area
186 ~~~~~~ ii. Selecting sites
188 ~~ COMPETITOR DISTRIBUTION RESPONSIBILITY
188 ~~~~ 1. Divided authority
188 ~~~~ 2. Organizational alternatives
189 ~~ DISTRIBUTION DECISIONS
189 ~~~~ Product Availability Timing Efficiency
189 ~~~~ Product Availability Quantity Efficiency
189 ~~~~ Locations Efficiency
189 ~~~~ Organizational Efficiency
189 ~~~~ Organizational & Decision Flexibility

199 VOLUME 6.1.3
199 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
201 DISTRIBUTION CHANNEL IMPROVEMENT to 2028
208 COMMERCIAL DECISION SCENARIOS : COST FORECAST
210 DISTRIBUTION CHANNEL IMPROVEMENT : to 2028

213 VOLUME 6.2.1
213 ADMINISTRATION OBJECTIVES FOR The Competitor
214 ~~ COMPETITOR ADMINISTRATION FUNCTIONS
214 ~~~~ 1. Planning
215 ~~~~ 2. Organization
215 ~~~~ 3. Staffing
216 ~~~~ 4. Direction
216 ~~~~ 5. Control
217 ~~~~ 6. Innovation
218 ~~~~ 7. Representation
218 ~~~~ 8. Communication
218 ~~~~ 9. Learning for Results
219 ~~ PERSONNEL + STAFF PERFORMANCE
219 ~~~~ Planning Performance
219 ~~~~ Organizational Ability
219 ~~~~ Direction & Delegation
219 ~~~~ Control & Communication
219 ~~~~ Innovation
225 ~~ COMPETITOR HUMAN RELATIONS
225 ~~~~ 1. SELECTION
226 ~~~~ 1. TRAINING
227 ~~ STAFF SELECTION + TRAINING EFFICIENCY
227 ~~~~ Recruitment Methods
227 ~~~~ Selection Methods
227 ~~~~ Initial Training
227 ~~~~ Specialist Training Programmes
227 ~~~~ Continuous Training Programmes
233 ~~~~ 3. DIRECTION
234 ~~~~ 4. INCENTIVES
235 ~~~~ 5. LOYALTY
236 ~~~~ 6. ACHIEVEMENT
237 ~~~~ 7. LEADERSHIP
241 ~~ COMPETITOR ORGANIZATION
242 ~~~~ 1. OBJECTIVES
242 ~~~~ 2. SPECIALIZATION
243 ~~~~ 3. COORDINATION
243 ~~~~ 4. AUTHORITY
244 ~~~~ 5. RESPONSIBILITY
244 ~~~~ 6. DELEGATION
245 ~~~~ 7. SPAN OF CONTROL
245 ~~~~ 8. SHORT CHAIN OF COMMAND
246 ~~~~ 9. LINE + STAFF
248 ~~ COMPETITOR CUSTOMER HANDLING
249 ~~ CUSTOMER HANDLING
249 ~~~~ Overall Performance
249 ~~~~ Competitive Rating
249 ~~~~ Senior Staff Performance
249 ~~~~ Point-of-Sale Staff Performance
249 ~~~~ Complaints Handling
255 ~~ OPERATING PROCEDURES + SYSTEMS
255 ~~~~ Overall Performance
255 ~~~~ Competitive Rating
255 ~~~~ Professionalism of Operating Procedures
255 ~~~~ Investments in Systems
255 ~~~~ Corporate Responsibility & Development
261 ~~ ORDER HANDLING
261 ~~~~ Overall Performance
261 ~~~~ Competitive Rating
261 ~~~~ Ease of Customer Order & Interface
261 ~~~~ Input Systems & Performance
261 ~~~~ In-House Order Handling Performance
267 ~~ ORDER PROGRESS
267 ~~~~ Overall Order Progress Monitoring
267 ~~~~ Competitive Rating
267 ~~~~ Systemized Procedures for Order Chasing
267 ~~~~ Automated Systems
267 ~~~~ Level of Systems Investment
273 ~~ ORDER DELIVERY
273 ~~~~ Overall Performance
273 ~~~~ Competitive Rating
273 ~~~~ On-Time Delivery Rating
273 ~~~~ Complete Order Delivery
273 ~~~~ Delivery System Investment
279 ~~ AFTER-SALES RATING
279 ~~~~ Overall Performance
279 ~~~~ Competitive Rating
279 ~~~~ Availability of After-Sales Services
279 ~~~~ Cost of After-Sales Services
279 ~~~~ Efficiency of After-Sales Services
285 ~~ COMPETITOR ORGANIZATION DECISIONS
286 ~~~~ 1. DIVISIBILITY
287 ~~~~ 2. REORGANIZATION
287 ~~~~ 3. BEHAVIOURAL SCIENCE + ORGANIZATION
288 ~~~~ 4. ORGANIZATION FOR MOTIVATION
288 ~~~~ 5. INFORMAL ORGANIZATION
290 ~~ COMPETITOR COMMUNICATIONS + OBJECTIVES
290 ~~~~ 1. NEW APPROACH
291 ~~~~ 2. OBJECTIVES -v- TASKS
294 ~~~~ 3. ANALYSIS OF OPPORTUNITIES
296 ~~ COMPETITOR ADMINISTRATION COMMUNICATION
297 ~~~~ 1. MENTAL SET
298 ~~~~ 2. COMMUNICATION PROCESS
299 ~~~~ 3. COMMUNICATION BY ACTION
300 ~~ COMPETITOR ADMINISTRATION CONTROLS
301 ~~ SECURITY + PRODUCT PROTECTION
301 ~~~~ Corporate Security Rating
301 ~~~~ Process Security Rating
301 ~~~~ Product Security Rating
301 ~~~~ Product Protection
301 ~~~~ Process Protection
307 ~~ QUALITY CONTROL PROCEDURES
307 ~~~~ Overall Rating
307 ~~~~ Competitive Rating
307 ~~~~ Formalized Quality Control Systems
307 ~~~~ Quality Control Efficiency
307 ~~~~ Quality Control Development
313 ~~ ACCOUNTING PRACTICES & PROCEDURES
313 ~~~~ Overall Rating
313 ~~~~ Competitive Rating
313 ~~~~ Accounting Efficiency
313 ~~~~ Cash-Flow Handling
313 ~~~~ Customer Satisfaction with Accounts Procedures
319 ~~ ORDER TAKING + PROCEDURES
319 ~~~~ Overall Rating
319 ~~~~ Competitive Rating
319 ~~~~ Order Taking Efficiency
319 ~~~~ Order Taking Systems Investment
319 ~~~~ Customer Satisfaction with Order Taking
325 ~~ ORDER DELIVERY + CONTRACT PERFORMANCE
325 ~~~~ Overall Rating
325 ~~~~ Competitive Rating
325 ~~~~ Order Delivery Efficiency
325 ~~~~ Contract Performance Rating
325 ~~~~ Customer Satisfaction with Contract Performance
331 ~~ AFTER-SALES SERVICES + PROCEDURES
331 ~~~~ Overall Rating
331 ~~~~ Competitive Rating
331 ~~~~ After-Sales Service Efficiency
331 ~~~~ After-Sales Systems Investment
331 ~~~~ Customer Satisfaction with After-Sales Procedures
337 ~~ LEGAL CONDITIONS + TERMS OF BUSINESS
337 ~~~~ Overall Rating
337 ~~~~ Competitive Rating
337 ~~~~ Levels of Litigation
337 ~~~~ Fairness of Terms of Business
337 ~~~~ Customer Satisfaction with Terms of Business

344 VOLUME 6.3.1
344 MANAGEMENT OBJECTIVES AT The Competitor
346 ~~~~ 1. MANAGEMENT DIRECTION
347 ~~~~ 2. MANAGEMENT LEVELS
348 ~~~~ 3. MANAGER OBJECTIVES
349 ~~~~ 4. MANAGER CONTROL
351 ~~~~ 5. MANAGEMENT CONTROL MEASUREMENT
353 ~~~~ 6. MANAGEMENT PROCEDURES
354 ~~~~ 7. MANAGEMENT ETHIC
355 ~~~~ 8. MANAGEMENT TASKS
356 ~~~~ 9. MANAGER RESPONSIBILITIES
357 ~~~~ 10. MANAGEMENT DELEGATION
358 ~~~~ 11. MANAGEMENT CHANNELS
359 ~~ COMPETITOR MANAGEMENT RATINGS
360 ~~ SUPERVISORY / BOARDROOM MANAGEMENT
360 ~~~~ Direction & Delegation Rating
360 ~~~~ Management Levels & Degree of Responsibility
360 ~~~~ Management Planning & Procedures
360 ~~~~ Manager Control & Monitoring
360 ~~~~ Manager Performance & Efficiency
366 ~~ EXECUTIVE SUPERVISORY TEAM
366 ~~~~ Direction & Delegation Rating
366 ~~~~ Management Levels & Degree of Responsibility
366 ~~~~ Management Planning & Procedures
366 ~~~~ Manager Control & Monitoring
366 ~~~~ Manager Performance & Efficiency
372 ~~ SENIOR MARKETING MANAGEMENT
372 ~~~~ Direction & Delegation Rating
372 ~~~~ Management Levels & Degree of Responsibility
372 ~~~~ Management Planning & Procedures
372 ~~~~ Manager Control & Monitoring
372 ~~~~ Manager Performance & Efficiency
378 ~~ SENIOR PRODUCT + PROCESS MANAGEMENT
378 ~~~~ Direction & Delegation Rating
378 ~~~~ Management Levels & Degree of Responsibility
378 ~~~~ Management Planning & Procedures
378 ~~~~ Manager Control & Monitoring
378 ~~~~ Manager Performance & Efficiency
384 ~~ SENIOR FINANCIAL MANAGEMENT
384 ~~~~ Direction & Delegation Rating
384 ~~~~ Management Levels & Degree of Responsibility
384 ~~~~ Management Planning & Procedures
384 ~~~~ Manager Control & Monitoring
384 ~~~~ Manager Performance & Efficiency
390 ~~ SENIOR ADMINISTRATIVE MANAGEMENT
390 ~~~~ Direction & Delegation Rating
390 ~~~~ Management Levels & Degree of Responsibility
390 ~~~~ Management Planning & Procedures
390 ~~~~ Manager Control & Monitoring
390 ~~~~ Manager Performance & Efficiency
396 ~~ MIDDLE SALES + MARKETING MANAGERS
396 ~~~~ Direction & Delegation Effectiveness
396 ~~~~ Supervisory Levels & Degree of Responsibility
396 ~~~~ Activity Planning & Procedures
396 ~~~~ Sub-ordinate Control & Monitoring
396 ~~~~ Sub-ordinate Performance & Efficiency
402 ~~ MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS
402 ~~~~ Direction & Delegation Effectiveness
402 ~~~~ Supervisory Levels & Degree of Responsibility
402 ~~~~ Activity Planning & Procedures
402 ~~~~ Sub-ordinate Control & Monitoring
402 ~~~~ Sub-ordinate Performance & Efficiency
408 ~~ MIDDLE FINANCIAL + ACCOUNTING MANAGERS
408 ~~~~ Direction & Delegation Effectiveness
408 ~~~~ Supervisory Levels & Degree of Responsibility
408 ~~~~ Activity Planning & Procedures
408 ~~~~ Sub-ordinate Control & Monitoring
408 ~~~~ Sub-ordinate Performance & Efficiency
414 ~~ MIDDLE ADMINISTRATION + PERSONNEL MANAGERS
414 ~~~~ Direction & Delegation Effectiveness
414 ~~~~ Supervisory Levels & Degree of Responsibility
414 ~~~~ Activity Planning & Procedures
414 ~~~~ Sub-ordinate Control & Monitoring
414 ~~~~ Sub-ordinate Performance & Efficiency
420 ~~ SALES + CUSTOMER SERVICE PERSONNEL
420 ~~~~ Direction & Supervision Effectiveness
420 ~~~~ Supervisory Effectiveness
420 ~~~~ Activity Planning
420 ~~~~ Activity Control & Monitoring
420 ~~~~ Activity Performance & Efficiency
426 ~~ BUYING / PROCESS / DISTRIBUTION STAFF
426 ~~~~ Direction & Supervision Effectiveness
426 ~~~~ Supervisory Effectiveness
426 ~~~~ Activity Planning
426 ~~~~ Activity Control & Monitoring
426 ~~~~ Activity Performance & Efficiency
432 ~~ CREDIT + ACCOUNTING STAFF
432 ~~~~ Direction & Supervision Effectiveness
432 ~~~~ Supervisory Effectiveness
432 ~~~~ Activity Planning
432 ~~~~ Activity Control & Monitoring
432 ~~~~ Activity Performance & Efficiency
438 ~~ ADMINISTRATIVE + SECRETARIAL STAFF
438 ~~~~ Direction & Supervision Effectiveness
438 ~~~~ Supervisory Effectiveness
438 ~~~~ Activity Planning
438 ~~~~ Activity Control & Monitoring
438 ~~~~ Activity Performance & Efficiency

445 VOLUME 6.3.2
445 COMMERCIAL DECISION SCENARIOS : BALANCE SHEET FORECAST
447 PERSONNEL + STAFF IMPROVEMENT to 2028
454 COMMERCIAL DECISION SCENARIOS : COST FORECAST
456 PERSONNEL + STAFF IMPROVEMENT : to 2028

459 VOLUME 6.4.1
459 PROCESS PRINCIPLES AT The Competitor
460 ~~ COMPETITOR PHYSICAL SYSTEMS
461 ~~~~ 1. UNIQUE-PRODUCT PHYSICAL PROCESSES
462 ~~~~ 2. PHYSICAL PROCESSES INFLEXIBLE + FLEXIBLE
464 ~~~~ 2. ANALOGUE PHYSICAL PROCESSES
465 ~~ FLEXIBILITY OF PROCESSES
465 ~~~~ Highly Modular & Flexible
465 ~~~~ Highly Flexible
465 ~~~~ Flexible
465 ~~~~ Inflexible
465 ~~~~ Highly Inflexible
471 ~~ COMPETITOR PROCESS MANAGEMENT
472 ~~ COMPETITOR PROCESS DEMANDS
474 ~~ COMPETITOR PROCESS AUTOMATION
475 ~~ AUTOMATION RATING
475 ~~~~ Substantial Usage
475 ~~~~ High Usage
475 ~~~~ Average Usage
475 ~~~~ Low Usage
475 ~~~~ No Usage

482 VOLUME 6.4.2
482 NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS : BALANCE SHEET FORECAST
484 PROFIT IMPACT FROM MATERIALS COST REDUCTION P+L FORECAST : to 2028
491 PROFIT IMPACT FROM PAYROLL COST REDUCTION P+L FORECAST : to 2028
498 PROFIT IMPACT FROM PROCESS COST REDUCTION P+L FORECAST : to 2028
505 PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION P+L FORECAST : to 2028
512 PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION P+L FORECAST : to 2028
519 CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT & EQUIPMENT P+L FORECAST : to 2028
526 CAPITAL INVESTMENTS OPTIONS: PREMISES P+L FORECAST : to 2028
533 CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING P+L FORECAST : to 2028
540 CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS P+L FORECAST : to 2028
547 PRODUCT COST IMPROVEMENTS P+L FORECAST : to 2028
554 PRODUCT QUALITY IMPROVEMENT P+L FORECAST : to 2028
561 CUSTOMER HANDLING IMPROVEMENTS P+L FORECAST : to 2028
568 NEW PLANT & EQUIPMENT INVESTMENT SCENARIOS : COST FORECAST
570 PROFIT IMPACT FROM MATERIALS COST REDUCTION FORECAST : to 2028
572 PROFIT IMPACT FROM PAYROLL COST REDUCTION FORECAST : to 2028
574 PROFIT IMPACT FROM PROCESS COST REDUCTION FORECAST : to 2028
576 PROFIT IMPACT FROM DISTRIBUTION COST REDUCTION FORECAST : to 2028
578 PROFIT IMPACT FROM CUSTOMER HANDLING COST REDUCTION FORECAST : to 2028
580 CAPITAL INVESTMENTS OPTIONS: PROCESS PLANT & EQUIPMENT FORECAST : to 2028
582 CAPITAL INVESTMENTS OPTIONS: PREMISES FORECAST : to 2028
584 CAPITAL INVESTMENTS OPTIONS: DISTRIBUTION / HANDLING FORECAST : to 2028
586 CAPITAL INVESTMENTS OPTIONS: CUSTOMER HANDLING SYSTEMS FORECAST : to 2028
588 PRODUCT COST IMPROVEMENTS FORECAST : to 2028
590 PRODUCT QUALITY IMPROVEMENT FORECAST : to 2028
592 CUSTOMER HANDLING IMPROVEMENTS FORECAST : to 2028

594 VOLUME 6.5.1
594 THE PRODUCT INDUSTRY PROCESSES
598 ~~ NEW TECHNOLOGY INVESTMENT
598 ~~ PROCESS TECHNOLOGY INVESTMENT
599 ~~ PLANT & EQUIPMENT
599 ~~ PLANT & EQUIPMENT INVESTMENT
600 ~~~~~~ NEW TECHNOLOGY INVESTMENTS
600 ~~~~~~ NEW PROCESS INVESTMENTS
601 ~~~~~~ PLANT & EQUIPMENT IN USE
605 ~~~~~~ PLANT & EQUIPMENT INVESTMENTS

611 VOLUME 6.6.1
611 The Competitor SHORT-TERM COMPETITIVE CONSIDERATIONS
613 ~~ COMPETITIVE CONSIDERATIONS
615 ~~ SHORT-TERM COMPETITIVE CONSIDERATIONS
616 ~~ BASIS OF THE ANALYSIS
616 ~~ PRESENTATION OF THE ANALYSIS
617 ~~ GRAPHICS USED
618 ~~ PROSE USED
619 ~~ SHORT-TERM COMPETITIVE CONSIDERATIONS
619 CORPORATE COVERAGE
622 ~~ PHYSICAL MARKETING DIFFICULTIES
623 ~~ PHYSICAL MARKETING CAPACITY
624 ~~ PHYSICAL ADVERTISING CAPACITY
625 ~~ FLEXIBILITY OF ADVERTISING RESPONSE
626 ~~ ABILITY TO VARY MARKETING EFFORT
627 ~~ CUSTOMER HANDLING SYSTEMS & EQUIPMENT
628 ~~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES
629 ~~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS
630 ~~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS & AGENTS
631 ~~ ADVERTISING BUYING INFLUENCE
632 ~~ SALES MANPOWER AVAILABILITY
633 ~~ SALES STAFF RELATIONS
634 ~~ PRESSURE OF SALESFORCE WAGE RISES
635 ~~ RELATIVE SALES PAYROLL LEVELS
636 ~~ RELATIVE SALES INCENTIVE LEVELS
637 ~~ SALESFORCE TECHNICAL CAPABILITIES
638 ~~ MARKETING MATERIALS STOCK LEVELS
639 ~~ VARIABLE MARKETING COSTS
640 ~~ FIXED MARKETING COSTS
641 ~~ MARKETING PAYROLL COSTS
642 ~~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
643 ~~ PRODUCT DEVELOPMENT COSTS
644 ~~ QUALITY
645 ~~ PRODUCT SPECIFICATIONS
646 ~~ DESIGN
647 ~~ OPERATING CRITERIA
648 ~~ PRODUCT EFFICIENCY
649 ~~ PRODUCT RELIABILITY
650 ~~ PRODUCT LONGEVITY
651 ~~ PRODUCT LIFE CYCLE
652 ~~ PRODUCT CUSTOMIZATION
653 ~~ PRODUCT TECHNOLOGY
654 ~~ PRODUCT USAGE
655 ~~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
656 ~~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
657 ~~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
658 ~~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
659 ~~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
660 ~~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
661 ~~ UPSTREAM MARKETING STRATEGIES
662 ~~ DOWNSTREAM MARKETING TACTICS
663 ~~ CAPTIVE MARKETING CHANNELS
664 ~~ DEPENDENCE ON EXTERNAL MARKETING
665 ~~ DEPENDENCE ON EXTERNAL PROMOTION
666 ~~ DEPENDENCE ON EXTERNAL MARKETING SUPPORT
667 ~~ DEPENDENCE ON CUSTOMERS ATTITUDES
668 ~~ WAREHOUSING & HANDLING
669 ~~ PACKING & PACKAGING
670 ~~ DISTRIBUTION
671 ~~ PRODUCT AVAILABILITY
672 ~~ ORDER PROCESSING
673 ~~ LOCATION OF CUSTOMERS
674 ~~ DEPENDENCE ON CUSTOMER BASE
675 ~~ CAPTIVE CUSTOMER BASE
676 ~~ CONCENTRATION OF CUSTOMERS
677 ~~ PRODUCT USAGE FREQUENCY
678 ~~ ORDER VALUE
679 ~~ RELATIVE CUSTOMER SERVICING
680 ~~ SEASONALITY OF DEMAND
681 ~~ ADVERTISING & SALES PROMOTION
682 ~~ MARKETING COSTS
683 ~~ SALES PROMOTION COSTS
684 ~~ SELLING COSTS
685 ~~ ADVERTISING COSTS
686 ~~ COMPETITORS' PRICING POLICY
687 ~~ SENSITIVITY TO ECONOMIC CONDITIONS
688 ~~ RELATIVE MARKETING SPEND
689 ~~ COMPETITORS' AGGRESSIVENESS
690 ~~ ENTRY OF NEW COMPETITORS
691 ~~ PRICES AT MSP
692 ~~ PRICE INCREASES AT MSP
693 ~~ PRICES AT RSP
694 ~~ MARKET SHARE

Top          Index

VOLUME 7

MARKET RESEARCH
 
 
 
This volume provides a complete and comprehensive MARKET RESEARCH report on all markets in which The Competitor currently operate or has the potential to operate in the future.
The market research is exhaustive and highly detailed and supplies the reader with a substantial foundation for decision making in respect of action on The Competitor.
 
 
 
 
 
VOLUME 7.1.1
MARKET - TRADE CELL
 
 
The first part of the volume is devoted to the national Trade Cell markets which are essential to the understanding of the marketplace.
 
 
VOLUME 7.1.2
MARKET SUMMARY

VOLUME 7.1.3
MARKET DATA

VOLUME 7.1.4
PRODUCT + MARKET SECTORS

VOLUME 7.1.5
GEOGRAPHY + DISTRIBUTION OF THE CUSTOMER BASE

VOLUME 7.2.1
PRODUCT PROFILES

VOLUME 7.2.2
PRODUCT SUMMARY

VOLUME 7.3.1
PRODUCT MARKETING

VOLUME 7.4.1
INDUSTRY FINANCIAL PERFORMANCE

VOLUME 7.4.2
INDUSTRY PRODUCTION + PROCESSES

VOLUME 7.5.1
NATIONAL SURVEYS FOR THE PRODUCT

VOLUME 7.5.2
NATIONAL CONSUMPTION + USERS PROFILES

VOLUME 7.6.1
MARKETS - WORLD
 
 
The second part of the volume is devoted to World markets which are indispensable to the interpretation of the market.
 
 
VOLUME 7.6.2
MARKET SUMMARY

VOLUME 7.6.3
GEOGRAPHIC CUSTOMER CONCENTRATION

VOLUME 7.7.1
PRODUCT MARKETING

VOLUME 7.7.2
INDUSTRY FINANCIAL PERFORMANCE

VOLUME 7.7.3
INDUSTRY PRODUCTION + PROCESSES

VOLUME 7.8.1
NATIONAL SURVEYS FOR THE PRODUCT

VOLUME 7.8.2
NATIONAL CONSUMPTION + USERS PROFILES
 
 

MARKET RESEARCH

This volume consists of about 860 pages
 
 
VOLUME 7 MARKET RESEARCH

 6 VOLUME 7.1.1
 6 MARKET PREFACE
 7 ~~ INDUSTRY / PRODUCT / MARKET COVERAGE
 9 ~~ GEOGRAPHIC COVERAGE
 9 ~~~~ Europe & Trade Cell Region 2
10 ~~ DATABASE GEOGRAPHIC COVERAGE
11 ~~ MARKET DATA TYPES
11 ~~ MARKET REPORT
11 ~~ PRODUCTS REPORT
11 ~~ INDUSTRY REPORT
12 ~~ PRODUCT & INDUSTRY
13 ~~ MATERIALS REPORTS
15 ~~ MARKETS DATA NOTES
16 ~~~~ MARKET ENVIRONMENT
16 ~~~~ TRADING AREA
16 ~~~~ BASIS OF MARKET COVERAGE
17 ~~ MARKETS
17 ~~ MARKET TERMS USED
18 ~~ from 1997 HISTORIC DATA + TIME SERIES
19 ~~ EXCHANGE RATE
20 ~~ to 2016 CURRENT DATA + TIME SERIES
22 ~~ to 2028 FORECAST DATA + TIME SERIES

25 VOLUME 7.1.2
25 MARKET SUMMARY FOR THE PRODUCT
27 ~~ EUROPE & TRADE CELL
28 ~~ MARKET SUMMARY
29 MARKET SUMMARY
30 ~~ PERSPECTIVE FOR THE PRODUCT IN EUROPE & THE TRADE CELL
30 ~~ MARKET TRENDS
30 ~~ MARKET FORECAST
31 ~~ MARKET SUMMARY FOR the TRADE CELL COUNTRIES
 
47 VOLUME 7.1.3
47 MARKET DATA : THE PRODUCT
49 ~~~~ THE PRODUCT MARKET CONSUMPTION : 1997 to 2028
49 ~~~~ THE PRODUCT DEVELOPMENT : 1997 to 2028
50 ~~~~ TRADE CELL COUNTRIES
80 ~~ MARKETS
81 ~~ PRODUCT DEVELOPMENT
82 ~~~~ PRODUCTS: TRADE CELL COUNTRIES

114 VOLUME 7.1.4
114 THE PRODUCT MARKET SECTORS
116 ~~ MARKET SECTOR BREAKDOWN
117 ~~ MARKET SECTOR: TRADE CELL COUNTRIES
132 ~~ MARKET SECTOR - COMPARATIVE BREAKDOWN
133 ~~ TRADE CELL COUNTRIES

150 VOLUME 7.1.5
150 GEOGRAPHY : THE PRODUCT
150 ~~ CUSTOMER / SUPPLIER / EMPLOYEE BASE
152 GEOGRAPHY
152 ~~ NATIONAL CONSUMPTION GEOGRAPHY
154 DISTRIBUTION OF THE CUSTOMER BASE
154 ~~ DISTRIBUTION OF DISTRIBUTION CHANNELS
154 ~~ DISTRIBUTION OF EMPLOYMENT
154 ~~~~~~ Key Service Cities
156 ~~~~ TRADE CELL COUNTRIES
185 ~~ NATIONAL CONSUMPTION BREAKDOWN - GEOGRAPHIC
187 PURCHASES : TRADE CELL COUNTRIES

220 VOLUME 7.2.1
220 PRODUCT PROFILES
223-273 ~~~~ The Competitor PRODUCT PROFILE

277 VOLUME 7.2.2
277 PRODUCT SUMMARY
279 ~~ PRODUCT SUMMARY 2016
280-330 ~~ The Competitor PRODUCT SUMMARY
334 ~~ PRODUCT SUMMARY to 2028
335-385 ~~ The Competitor PRODUCT SUMMARY

389 VOLUME 7.3.1
389 THE PRODUCT MARKETING
391 ~~ PRODUCT MARKETING
393 ~~ CRITICAL FACTORS + PARAMETERS
393 ~~ AVERAGE VALUES
396 ~~~~ PRODUCT FACTORS
396 ~~~~ MARKETING FACTORS
397 ~~~~ PRODUCER / SUPPLIER FACTORS
397 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
398 ~~~~ CUSTOMER FACTORS
399 ~~ MARKET & PRODUCT SEGMENTATION
404 ~~ PRODUCT LAUNCH FACTORS
404 ~~~~~~ ADOPTION RATES
404 ~~~~~~ CONVERSION RATIOS
404 ~~~~~~ SALES GROWTH
404 ~~~~~~ PRODUCT LAUNCH DATA
405 ~~ MARKETING COSTS
405 ~~~~~~ 1. SALES & SELLING COSTS
405 ~~~~~~ 2. DISTRIBUTION COSTS
405 ~~~~~~ 3. ADVERTISING COSTS
405 ~~~~~~ 4. AFTER-SALES COSTS
405 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
406 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
406 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
407 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
407 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
408 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
408 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
409 ~~~~~~ SALES & SELLING COSTS
409 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
410 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
410 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
411 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
411 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
412 ~~~~~~ AFTER-SALES COSTS
412 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
413 ~~~~~~ TOTAL MARKETING COSTS
413 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

416 VOLUME 7.4.1
416 THE PRODUCT INDUSTRY FINANCIAL PERFORMANCE
420 ~~ FINANCIAL DATA
424 ~~~~~~ PROFITS / TOTAL ASSETS
424 ~~~~~~ PROFIT / SALES
425 ~~~~~~ SALES / TOTAL ASSETS
425 ~~~~~~ PROFIT / CAPITAL EMPLOYED
426 ~~~~~~ SALES PER EMPLOYEE
426 ~~~~~~ CAPITAL EMPLOYED PER EMPLOYEE
428 ~~~~~~ PROFIT PER EMPLOYEE
428 ~~~~~~ AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
430 ~~~~~~ SALES / EMPLOYEE REMUNERATION
430 ~~~~~~ CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
431 ~~~~~~ SALES / PRODUCT LEVEL RATIO
431 ~~~~~~ CURRENT RATIO
432 ~~~~~~ CREDIT TAKEN BY CUSTOMERS

435 VOLUME 7.4.2
435 THE PRODUCT INDUSTRY PROCESSES
439 ~~ NEW TECHNOLOGY INVESTMENT
439 ~~ PROCESS TECHNOLOGY INVESTMENT
440 ~~ PLANT & EQUIPMENT
440 ~~ PLANT & EQUIPMENT INVESTMENT
441 ~~~~~~ NEW TECHNOLOGY INVESTMENTS
441 ~~~~~~ NEW PROCESS INVESTMENTS
442 ~~~~~~ PLANT & EQUIPMENT IN USE
446 ~~~~~~ PLANT & EQUIPMENT INVESTMENTS

452 VOLUME 7.5.1
452 NATIONAL SURVEYS THE PRODUCT
453 ~~ NATIONAL SURVEY OF END USERS
453 ~~ NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION
454 ~~ NATIONAL SURVEY OF BUYERS
454 ~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
457 ~~ NATIONAL END USERS SURVEYS
458 ~~~~~~ NATIONAL END USERS SURVEY - INTRODUCTION
459 ~~~~ CURRENT PURCHASING CRITERIA
459 ~~~~ PERCEPTIONS OF CURRENTLY NON-DOMESTIC BRANDS
460 ~~~~ WILLINGNESS TO PURCHASE FOREIGN PRODUCTS
460 ~~~~ REACTION TO ADVERTISING AND SALES PROMOTION
461 ~~~~ REACTION TO P.O.S. AND MERCHANDISING
461 ~~~~ SATISFACTION WITH PRODUCT QUALITY
462 ~~~~ SATISFACTION WITH PRODUCT DESIGN
462 ~~~~ SATISFACTION WITH PRODUCT AVAILABILITY
463 ~~~~ SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
463 ~~~~ SATISFACTION WITH EXISTING END USER LEVELS
464 ~~~~ SATISFACTION WITH END USER PRODUCT LEVELS
464 ~~~~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
465 ~~~~ SATISFACTION WITH PRODUCT PACKAGING
465 ~~~~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
466 ~~~~ ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
466 ~~~~ PRODUCT AWARENESS
467 ~~~~ THE QUALITY -V- PRICE QUESTION
467 ~~~~ THE AVAILABILITY -V- PRICE QUESTION
468 ~~~~ PRICE SENSITIVITY
468 ~~~~ FUTURE TRENDS IN PURCHASING CRITERIA
469 ~~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS
470 ~~~~~~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
471 ~~~~ END USER: CURRENT PURCHASING CRITERIA
471 ~~~~ END USER: SOURCE OF SUPPLY
472 ~~~~ END USER: SUPPLIER LOYALTY
472 ~~~~ END USER: ORDERING PROCEDURES
473 ~~~~ END USER: DELIVERY
473 ~~~~ END USER: METHOD OF PAYMENT
474 ~~~~ END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
474 ~~~~ END USER: PRODUCT RETURNS RATE
475 ~~~~ END USER: PRODUCT REJECT RATE
475 ~~~~ END USER: PRODUCT REJECT / RETURN RATE AFTER PURCHASE
476 ~~~~ END USER: SATISFACTION WITH EXISTING PRODUCTS
476 ~~~~ END USER: SATISFACTION WITH EXISTING SUPPLIERS & SOURCES
477 ~~~~ END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
477 ~~~~ END USER: SATISFACTION WITH PRODUCT LEVELS
478 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
478 ~~~~ END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
479 ~~~~ END USER: SATISFACTION WITH DELIVERY
479 ~~~~ END USER: SATISFACTION WITH ORDERING PROCEDURES
480 ~~~~ END USER: SATISFACTION WITH TERMS OF TRADING
480 ~~~~ END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM SUPPLIERS
481 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
481 ~~~~ END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
482 ~~~~ END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
482 ~~~~ COMMERCIAL: CURRENT PURCHASING CRITERIA
483 ~~~~ COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
483 ~~~~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
484 ~~~~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
484 ~~~~ COMMERCIAL: ATTITUDES TOWARDS DISCOUNT / UNBRANDED / OWN-BRAND PRODUCTS
485 ~~~~ COMMERCIAL: FREQUENCY OF PURCHASE/S
485 ~~~~ COMMERCIAL: BUYING PATTERNS
486 ~~~~ COMMERCIAL: MODE OF ORDERING
486 ~~~~ COMMERCIAL: DELIVERY / SERVICE AREA
487 ~~~~ COMMERCIAL: SALES FREQUENCY
487 ~~~~ COMMERCIAL: MODE OF PAYMENT
488 ~~~~ COMMERCIAL: DISCOUNTS OFFERED
488 ~~~~ COMMERCIAL: END USER LEVEL ATTITUDE TOWARDS PRICE -v- AVAILABILITY
489 ~~~~ COMMERCIAL: FREQUENCY OF DELIVERY
489 ~~~~ COMMERCIAL: SUPPLIER LOYALTY
490 ~~~~ COMMERCIAL: NUMBER OF COMPETITIVE PRODUCTS REPRESENTED
490 ~~~~ COMMERCIAL: SALES PROMOTIONAL ACTIVITIES
491 ~~~~ COMMERCIAL: SALES PROMOTIONAL ACTIVITIES MIX
491 ~~~~ COMMERCIAL: SALES PROMOTION MOST INFLUENTIAL
492 ~~~~ COMMERCIAL: FINANCING
492 ~~~~ COMMERCIAL: PROBLEMS WITH PRODUCTS
493 ~~~~ COMMERCIAL: EXPERIENCES OF WARRANTY / REJECT CLAIMS
493 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
494 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
494 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCT LEVELS
495 ~~~~ COMMERCIAL: SATISFACTION WITH ABILITY TO FULFILL ORDERS ON TIME
495 ~~~~ COMMERCIAL: SATISFACTION WITH DELIVERY
496 ~~~~ COMMERCIAL: SATISFACTION WITH ORDERING PROCEDURES AND FORMALITIES
496 ~~~~ COMMERCIAL: SATISFACTION WITH TERMS OF TRADING
497 ~~~~ COMMERCIAL: SATISFACTION WITH CREDIT AND OTHER FINANCIAL DETAILS
497 ~~~~ COMMERCIAL: SATISFACTION WITH OWN PRODUCT LEVELS
498 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
498 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING SUPPLIERS AND SOURCES
499 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
499 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
500 ~~~~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM SUPPLIERS
500 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
501 ~~~~ COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
501 ~~~~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
502 ~~~~ END USER: BUYING PATTERNS
502 ~~~~ END USER: FREQUENCY OF PURCHASE/S
503 ~~~~ END USER: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
503 ~~~~ END USER: THE QUALITY -v- PRICE QUESTION
504 ~~~~ END USER: THE AVAILABILITY -v- PRICE QUESTION
504 ~~~~ END USER LEVEL PURCHASING CRITERIA - FUTURE TRENDS
505 ~~ NATIONAL BUYER SURVEYS
506 ~~~~~~ NATIONAL BUYER SURVEYS - INTRODUCTION
507 ~~~~ END USER: PERSON/S INITIATING DECISION TO RE-ORDER
507 ~~~~ END USER: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
508 ~~~~ END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
508 ~~~~ END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
509 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
509 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
510 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
510 ~~~~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
511 ~~~~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
511 ~~~~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
512 ~~~~ COMMERCIAL: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
512 ~~~~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
513 ~~~~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
513 ~~~~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
514 ~~~~ END USER: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
514 ~~~~ END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
515 ~~~~ END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
515 ~~~~ END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
516 ~~~~ END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
516 ~~~~ END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
517 ~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
518 ~~~~~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION
519 ~~~~ Credibility: Company Level
519 ~~~~ Customer Confidence at Company Level
520 ~~~~ Customer Confidence at Branch/Outlet Level
520 ~~~~ Customer Confidence in Company Managers
521 ~~~~ Customer Confidence in Company Staff
521 ~~~~ Customer Confidence in Specialist Company Staff
522 ~~~~ Customer Confidence in Company Contracts & Documentation
522 ~~~~ Customer Confidence in Company Advertising
523 ~~~~ Reputation at Company Level
523 ~~~~ Reputation at Branch/Outlet Level
524 ~~~~ Reputation of Company Managers
524 ~~~~ Reputation of Company Staff
525 ~~~~ Reputation of Specialist Company Staff
525 ~~~~ Staff Efficiency: Company Level
526 ~~~~ Staff Efficiency: Branch/Outlet Level
526 ~~~~ Staff Efficiency: Company Managers
527 ~~~~ Staff Efficiency: Company Staff
527 ~~~~ Staff Efficiency: Specialist Company Staff
528 ~~~~ Staff Efficiency: Contracts & Documentation
528 ~~~~ Staff Efficiency: Problem Solving
529 ~~~~ Staff Performance: Company Level
529 ~~~~ Staff Performance: Branch/Outlet Level
530 ~~~~ Staff Performance: Company Managers
530 ~~~~ Staff Performance: Company Staff
531 ~~~~ Staff Performance: Specialist Company Staff
531 ~~~~ Staff Performance: Contracts & Documentation
532 ~~~~ Staff Performance: Overall Customer Handling
532 ~~~~ Staff Integrity: Company Level
533 ~~~~ Staff Integrity: Branch/Outlet Level
533 ~~~~ Staff Integrity: Company Managers
534 ~~~~ Staff Integrity: Company Staff
534 ~~~~ Staff Integrity: Specialist Company Staff
535 ~~~~ Staff Integrity: Contracts & Documentation
535 ~~~~ Staff Integrity: Advertising & Promotions
536 ~~~~ Truth & Honesty: Company Level
536 ~~~~ Truth & Honesty: Branch/Outlet Level
537 ~~~~ Truth & Honesty: Company Managers
537 ~~~~ Truth & Honesty: Company Staff
538 ~~~~ Truth & Honesty: Specialist Company Staff
538 ~~~~ Truth & Honesty: Contracts & Documentation
539 ~~~~ Truth & Honesty: Advertising & Promotions
539 ~~~~ Written Communications: Company Level
540 ~~~~ Written Communications: Branch/Outlet Level
540 ~~~~ Written Communications: Company Managers
541 ~~~~ Written Communications: Company Staff
541 ~~~~ Written Communications: Specialist Company Staff
542 ~~~~ Written Communications: Contractual
542 ~~~~ Written Communications: Correspondence
543 ~~~~ Verbal Contact: Company Level
543 ~~~~ Verbal Contact: Branch/Outlet Level
544 ~~~~ Verbal Contact: Company Managers
544 ~~~~ Verbal Contact: Company Staff
545 ~~~~ Verbal Contact: Specialist Company Staff
545 ~~~~ Customer Handling: Company Level
546 ~~~~ Customer Handling: Branch/Outlet Level
546 ~~~~ Customer Handling: Company Managers
547 ~~~~ Customer Handling: Company Staff
547 ~~~~ Customer Handling: Specialist Company Staff
548 ~~~~ Customer Complaint Handling: Company Level
548 ~~~~ Customer Complaint Handling: Branch/Outlet Level
549 ~~~~ Customer Complaint Handling: Company Managers
549 ~~~~ Customer Complaint Handling: Company Staff
550 ~~~~ Customer Complaint Handling: Specialist Company Staff
550 ~~~~ Customer Problem Solving: Company Level
551 ~~~~ Customer Problem Solving: Branch/Outlet Level
551 ~~~~ Customer Problem Solving: Company Managers
552 ~~~~ Customer Problem Solving: Company Staff
552 ~~~~ Customer Problem Solving: Specialist Company Staff
553 ~~~~ Customer Comprehension of Product: Company Level
553 ~~~~ Customer Comprehension of Product: Branch/Outlet Level
554 ~~~~ Staff Comprehension of Product: Company Managers
554 ~~~~ Staff Comprehension of Product: Company Staff
555 ~~~~ Staff Comprehension of Product: Specialist Company Staff
555 ~~~~ Customer Awareness of Product: Company Level
556 ~~~~ Customer Awareness of Product: Branch/Outlet Level
556 ~~~~ Staff Awareness of Product: Company Managers
557 ~~~~ Staff Awareness of Product: Company Staff
557 ~~~~ Staff Awareness of Product: Specialist Company Staff
558 ~~~~ Customer Confidence in Product: Company Level
558 ~~~~ Customer Confidence in Product: Branch/Outlet Level
559 ~~~~ Staff Confidence in Product: Company Managers
559 ~~~~ Staff Confidence in Product: Company Staff
560 ~~~~ Staff Confidence in Product: Specialist Company Staff
560 ~~~~ Customer Service: Company Level
561 ~~~~ Customer Service: Branch/Outlet Level
561 ~~~~ Customer Service: Company Managers
562 ~~~~ Customer Service: Company Staff
562 ~~~~ Customer Service: Specialist Company Staff
563 ~~~~ Customer Service: Contracts & Documentation
563 ~~~~ Initial Customer Response: Company Level
564 ~~~~ Initial Customer Response: Branch/Outlet Level
564 ~~~~ Initial Customer Response: Company Managers
565 ~~~~ Initial Customer Response: Company Staff
565 ~~~~ Initial Customer Response: Specialist Company Staff
566 ~~~~ Information for Customers: Company Level
566 ~~~~ Information for Customers: Branch/Outlet Level
567 ~~~~ Information for Customers: Company Managers
567 ~~~~ Information for Customers: Company Staff
568 ~~~~ Information for Customers: Specialist Company Staff
568 ~~~~ Promotional Activity: Company Level
569 ~~~~ Promotional Activity: Branch/Outlet Level
569 ~~~~ Advertising Posture: Company Level
570 ~~~~ Advertising Posture: Branch/Outlet Level
570 ~~~~ Contract Documentation: Company Level
571 ~~~~ Contract Documentation: Branch/Outlet Level
571 ~~~~ Credibility: Company Advertising
572 ~~~~ Credibility: Company Contracts & Documentation
572 ~~~~ Credibility: Specialist Company Staff
573 ~~~~ Credibility: Company Staff
573 ~~~~ Credibility: Company Managers
574 ~~~~ Credibility: Branch/Outlet Level

577 VOLUME 7.5.2
577 NATIONAL CONSUMPTION + USERS PROFILES
578 ~~ NATIONAL CONSUMPTION + USERS PROFILES
579 ~~ NATIONAL CONSUMPTION + USERS PROFILE DEFINITIONS
579 ~~~~~~ SOCIAL CLASS DEFINITIONS
584 ~~~~ AUSTRIA CONSUMPTION + USERS PROFILE
585 ~~~~ BELGIUM & LUXEMBOURG CONSUMPTION + USERS PROFILE
586 ~~~~ DENMARK CONSUMPTION + USERS PROFILE
587 ~~~~ EIRE CONSUMPTION + USERS PROFILE
588 ~~~~ FINLAND CONSUMPTION + USERS PROFILE
589 ~~~~ FRANCE CONSUMPTION + USERS PROFILE
590 ~~~~ GERMANY CONSUMPTION + USERS PROFILE
591 ~~~~ ITALY CONSUMPTION + USERS PROFILE
592 ~~~~ THE NETHERLANDS CONSUMPTION + USERS PROFILE
593 ~~~~ NORWAY CONSUMPTION + USERS PROFILE
594 ~~~~ PORTUGAL CONSUMPTION + USERS PROFILE
595 ~~~~ SPAIN CONSUMPTION + USERS PROFILE
596 ~~~~ SWEDEN CONSUMPTION + USERS PROFILE
597 ~~~~ SWITZERLAND CONSUMPTION + USERS PROFILE
598 ~~~~ THE UNITED KINGDOM CONSUMPTION + USERS PROFILE

 
VOLUME 7 PART II MARKET RESEARCH

606 VOLUME 7.6.1
606 MARKET PREFACE
607 ~~ INDUSTRY / PRODUCT / MARKET COVERAGE
609 ~~ GEOGRAPHIC COVERAGE
609 ~~~~ WORLD COVERAGE: 206 Countries
610 ~~ DATABASE GEOGRAPHIC COVERAGE
611 ~~ MARKET DATA TYPES
611 ~~ MARKET REPORT
611 ~~ PRODUCTS REPORT
611 ~~ INDUSTRY REPORT
612 ~~ PRODUCT & INDUSTRY
613 ~~ MATERIALS REPORTS
615 ~~ MARKETS DATA NOTES
616 ~~~~ MARKET ENVIRONMENT
616 ~~~~ TRADING AREA
616 ~~~~ BASIS OF MARKET COVERAGE
617 ~~ MARKETS
617 ~~ MARKET TERMS USED
618 ~~ from 1997 HISTORIC DATA + TIME SERIES
619 ~~ EXCHANGE RATE
620 ~~ to 2016 CURRENT DATA + TIME SERIES
622 ~~ to 2028 FORECAST DATA + TIME SERIES

625 VOLUME 7.6.2
625 THE PRODUCT MARKET SUMMARY
627 ~~ WORLD
628 ~~ MARKET SUMMARY
629 MARKET SUMMARY
631 ~~~~ THE PRODUCT:  WORLD
631 ~~ WORLD MARKET :  to 2016
631 ~~ WORLD MARKET :  to 2028
632 ~~ WORLD MARKET + PRODUCT SECTORS
633 ~~ WORLD INDUSTRY MARKETING COSTS
633 ~~ WORLD INDUSTRY INVESTMENT & CAPITAL EQUIPMENT
635 ~~ WORLD INDUSTRY FINANCIAL DATA
636 ~~ WORLD THE PRODUCT INDUSTRY PROFILE
637 ~~~~ WORLD : THE PRODUCT
638 ~~~~ WORLD : THE PRODUCT

640 VOLUME 7.6.3
640 GEOGRAPHY : THE PRODUCT
640 ~~ CUSTOMER / SUPPLIER / EMPLOYEE BASE
642 GEOGRAPHIC CUSTOMER CONCENTRATION
644 ~~ DISTRIBUTION OF THE CUSTOMER BASE
644 ~~ DISTRIBUTION OF DISTRIBUTION CHANNELS
644 ~~ DISTRIBUTION OF EMPLOYMENT
646 ~~~~ WORLD : THE END USERS
648 ~~~~ WORLD : THE DISTRIBUTORS
650 ~~~~ WORLD : THE INDUSTRY

655 VOLUME 7.7.1
655 THE PRODUCT MARKETING
657 ~~ PRODUCT MARKETING
659 ~~ CRITICAL FACTORS + PARAMETERS
659 ~~ AVERAGE VALUES
662 ~~~~ PRODUCT FACTORS
662 ~~~~ MARKETING FACTORS
663 ~~~~ PRODUCER / SUPPLIER FACTORS
663 ~~~~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
664 ~~~~ CUSTOMER FACTORS
665 ~~ MARKET & PRODUCT SEGMENTATION
670 ~~ PRODUCT LAUNCH FACTORS
670 ~~~~~~ ADOPTION RATES
670 ~~~~~~ CONVERSION RATIOS
670 ~~~~~~ SALES GROWTH
670 ~~~~~~ PRODUCT LAUNCH DATA
671 ~~ MARKETING COSTS
671 ~~~~~~ 1. SALES & SELLING COSTS
671 ~~~~~~ 2. DISTRIBUTION COSTS
671 ~~~~~~ 3. ADVERTISING COSTS
671 ~~~~~~ 4. AFTER-SALES COSTS
671 ~~~~~~ AFTER-SALES COSTS & WARRANTY COSTS
672 ~~~~~~ ADOPTION RATES : PRODUCT REVISIONS
672 ~~~~~~ ADOPTION RATES : NEW PRODUCTS
673 ~~~~~~ CONVERSION RATIOS : PRODUCT REVISIONS
673 ~~~~~~ CONVERSION RATIOS : NEW PRODUCTS
674 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
674 ~~~~~~ POTENTIAL FIRST YEAR GROWTH : NEW PRODUCTS
675 ~~~~~~ SALES & SELLING COSTS
675 ~~~~~~ SALES & SELLING COSTS : DURING PRODUCT LAUNCH
676 ~~~~~~ DISTRIBUTION / WAREHOUSING / HANDLING / PROCESSING COSTS
676 ~~~~~~ DISTRIBUTION/ WAREHOUSING/ HANDLING/ PROCESSING COSTS: PRODUCT LAUNCH
677 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS
677 ~~~~~~ ADVERTISING / PROMOTIONAL COSTS : DURING PRODUCT LAUNCH
678 ~~~~~~ AFTER-SALES COSTS
678 ~~~~~~ AFTER-SALES COSTS : DURING PRODUCT LAUNCH
679 ~~~~~~ TOTAL MARKETING COSTS
679 ~~~~~~ TOTAL MARKETING COSTS : DURING PRODUCT LAUNCH

682 VOLUME 7.7.2
682 THE PRODUCT INDUSTRY FINANCIAL PERFORMANCE
686 ~~ FINANCIAL DATA
690 ~~~~~~ PROFITS / TOTAL ASSETS
690 ~~~~~~ PROFIT / SALES
691 ~~~~~~ SALES / TOTAL ASSETS
691 ~~~~~~ PROFIT / CAPITAL EMPLOYED
692 ~~~~~~ SALES PER EMPLOYEE
692 ~~~~~~ CAPITAL EMPLOYED PER EMPLOYEE
693 ~~~~~~ PROFIT PER EMPLOYEE
693 ~~~~~~ AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
694 ~~~~~~ SALES / EMPLOYEE REMUNERATION
694 ~~~~~~ CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
695 ~~~~~~ SALES / PRODUCT LEVEL RATIO
695 ~~~~~~ CURRENT RATIO
696 ~~~~~~ CREDIT TAKEN BY CUSTOMERS

699 VOLUME 7.7.3
699 THE PRODUCT INDUSTRY PROCESSES
703 ~~ NEW TECHNOLOGY INVESTMENT
703 ~~ PROCESS TECHNOLOGY INVESTMENT
704 ~~ PLANT & EQUIPMENT
704 ~~ PLANT & EQUIPMENT INVESTMENT
705 ~~~~~~ NEW TECHNOLOGY INVESTMENTS
705 ~~~~~~ NEW PROCESS INVESTMENTS
706 ~~~~~~ PLANT & EQUIPMENT IN USE
708 ~~~~~~ PLANT & EQUIPMENT INVESTMENTS

714 VOLUME 7.8.1
714 NATIONAL SURVEYS THE PRODUCT
715 ~~ NATIONAL SURVEY OF END USERS
715 ~~ NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION
716 ~~ NATIONAL SURVEY OF BUYERS
716 ~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
719 ~~ NATIONAL END USERS SURVEYS
720 ~~~~~~ NATIONAL END USERS SURVEY - INTRODUCTION
721 ~~~~ CURRENT PURCHASING CRITERIA
721 ~~~~ PERCEPTIONS OF FOREIGN PRODUCTS
722 ~~~~ WILLINGNESS TO PURCHASE FOREIGN PRODUCTS
722 ~~~~ REACTION TO ADVERTISING AND SALES PROMOTION
723 ~~~~ REACTION TO P.O.S. AND MERCHANDISING
723 ~~~~ SATISFACTION WITH PRODUCT QUALITY
724 ~~~~ SATISFACTION WITH PRODUCT DESIGN
724 ~~~~ SATISFACTION WITH PRODUCT AVAILABILITY
725 ~~~~ SATISFACTION WITH EXISTING PRODUCTS AND SERVICES
725 ~~~~ SATISFACTION WITH EXISTING END USER LEVEL
726 ~~~~ SATISFACTION WITH END USER PRODUCT LEVELS
726 ~~~~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
727 ~~~~ SATISFACTION WITH PRODUCT PACKAGING
727 ~~~~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
728 ~~~~ ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
728 ~~~~ PRODUCT AWARENESS
729 ~~~~ THE QUALITY -V- PRICE QUESTION
729 ~~~~ THE AVAILABILITY -V- PRICE QUESTION
730 ~~~~ PRICE SENSITIVITY
730 ~~~~ FUTURE TRENDS IN PURCHASING CRITERIA
731 ~~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS
732 ~~~~~~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
733 ~~~~ END USER: CURRENT PURCHASING CRITERIA
733 ~~~~ END USER: SOURCE OF SUPPLY
734 ~~~~ END USER: SUPPLIER LOYALTY
734 ~~~~ END USER: ORDERING PROCEDURES
735 ~~~~ END USER: FREQUENCY OF DELIVERY
735 ~~~~ END USER: METHOD OF PAYMENT
736 ~~~~ END USER: REACTIONS TO ADVERTISING AND SALES PROMOTION
736 ~~~~ END USER: PRODUCT RETURNS RATE
737 ~~~~ END USER: PRODUCT REJECT RATE
737 ~~~~ END USER: PRODUCT REJECT / RETURN RATE AFTER PURCHASE
738 ~~~~ END USER: SATISFACTION WITH EXISTING PRODUCTS
738 ~~~~ END USER: SATISFACTION WITH EXISTING SUPPLIERS & SOURCES
739 ~~~~ END USER: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
739 ~~~~ END USER: SATISFACTION WITH PRODUCT LEVELS
740 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
740 ~~~~ END USER: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
741 ~~~~ END USER: SATISFACTION WITH DELIVERY
741 ~~~~ END USER: SATISFACTION WITH ORDERING PROCEDURES
742 ~~~~ END USER: SATISFACTION WITH TERMS OF TRADING
742 ~~~~ END USER: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM SUPPLIERS
743 ~~~~ END USER: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT & MATERIALS
743 ~~~~ END USER: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
744 ~~~~ END USER: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
744 ~~~~ COMMERCIAL: CURRENT PURCHASING CRITERIA
745 ~~~~ COMMERCIAL: PURCHASING CRITERIA - FUTURE TRENDS
745 ~~~~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
746 ~~~~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
746 ~~~~ COMMERCIAL: ATTITUDES TOWARDS DISCOUNT / UNBRANDED / OWN-BRAND PRODUCTS
747 ~~~~ COMMERCIAL: FREQUENCY OF PURCHASE/S
747 ~~~~ COMMERCIAL: BUYING PATTERNS
748 ~~~~ COMMERCIAL: MODE OF ORDERING
748 ~~~~ COMMERCIAL: DELIVERY / SERVICE AREA
749 ~~~~ COMMERCIAL: SALES FREQUENCY PER CUSTOMER
749 ~~~~ COMMERCIAL: MODE OF PAYMENT
750 ~~~~ COMMERCIAL: DISCOUNTS OFFERED
750 ~~~~ COMMERCIAL: END USER LEVEL ATTITUDE TOWARDS PRICE -v- AVAILABILITY
751 ~~~~ COMMERCIAL: FREQUENCY OF DELIVERY
751 ~~~~ COMMERCIAL: SUPPLIER LOYALTY
752 ~~~~ COMMERCIAL: NUMBER OF COMPETITIVE PRODUCTS REPRESENTED
752 ~~~~ COMMERCIAL: SALES PROMOTIONAL ACTIVITIES
753 ~~~~ COMMERCIAL: SALES PROMOTIONAL ACTIVITIES MIX
753 ~~~~ COMMERCIAL: SALES PROMOTION MOST INFLUENTIAL
754 ~~~~ COMMERCIAL: FINANCING
754 ~~~~ COMMERCIAL: PROBLEMS WITH PRODUCTS
755 ~~~~ COMMERCIAL: EXPERIENCES OF WARRANTY / REJECT CLAIMS
755 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
756 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF PRODUCT SUPPLY
756 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS PRODUCT LEVELS
757 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS ABILITY TO FULFILL ORDERS ON TIME
757 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS DELIVERY
758 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS ORDERING PROCEDURES AND FORMALITIES
758 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS TERMS OF TRADING
759 ~~~~ COMMERCIAL: SATISFACTION WITH PRODUCERS CREDIT AND OTHER FINANCIAL DETAILS
759 ~~~~ COMMERCIAL: SATISFACTION WITH OWN PRODUCT LEVELS
760 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS AND PRODUCT RANGES
760 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING SUPPLIERS AND SOURCES
761 ~~~~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY AND DISTRIBUTION
761 ~~~~ COMMERCIAL: SATISFACTION WITH QUALITY AND SPECIFICATIONS OF PRODUCTS
762 ~~~~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM SUPPLIERS
762 ~~~~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT + MATERIALS
763 ~~~~ COMMERCIAL: SATISFACTION WITH TECHNICAL AND OTHER ASSISTANCE RECEIVED
763 ~~~~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
764 ~~~~ END USER: BUYING PATTERNS
764 ~~~~ END USER: FREQUENCY OF PURCHASE/S
765 ~~~~ END USER: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
765 ~~~~ END USER: THE QUALITY -v- PRICE QUESTION
766 ~~~~ END USER: THE AVAILABILITY -v- PRICE QUESTION
766 ~~~~ END USER: PURCHASING CRITERIA - FUTURE TRENDS
767 ~~ NATIONAL BUYER SURVEYS
768 ~~~~~~ NATIONAL BUYER SURVEYS - INTRODUCTION
769 ~~~~ END USER: PERSON/S INITIATING DECISION TO RE-ORDER
769 ~~~~ END USER: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
770 ~~~~ END USER: PERSON/S APPROVING / AUTHORIZING ORDER/S
770 ~~~~ END USER: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
771 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
771 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
772 ~~~~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
772 ~~~~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
773 ~~~~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
773 ~~~~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS AND BRANDS AVAILABLE
774 ~~~~ COMMERCIAL: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
774 ~~~~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH SUPPLIERS
775 ~~~~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
775 ~~~~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES AND SALES
776 ~~~~ END USER: PERSON/S SURVEYING SUPPLIERS AND SEEKING QUOTATIONS
776 ~~~~ END USER: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
777 ~~~~ END USER: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
777 ~~~~ END USER: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
778 ~~~~ END USER: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
778 ~~~~ END USER: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
779 ~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
780 ~~~~~~ NATIONAL INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION
781 ~~~~ Credibility: Company Level
781 ~~~~ Customer Confidence at Company Level
782 ~~~~ Customer Confidence at Branch/Outlet Level
782 ~~~~ Customer Confidence in Company Managers
783 ~~~~ Customer Confidence in Company Staff
783 ~~~~ Customer Confidence in Specialist Company Staff
784 ~~~~ Customer Confidence in Company Contracts & Documentation
784 ~~~~ Customer Confidence in Company Advertising
785 ~~~~ Reputation at Company Level
785 ~~~~ Reputation at Branch/Outlet Level
786 ~~~~ Reputation of Company Managers
786 ~~~~ Reputation of Company Staff
787 ~~~~ Reputation of Specialist Company Staff
787 ~~~~ Staff Efficiency: Company Level
788 ~~~~ Staff Efficiency: Branch/Outlet Level
788 ~~~~ Staff Efficiency: Company Managers
789 ~~~~ Staff Efficiency: Company Staff
789 ~~~~ Staff Efficiency: Specialist Company Staff
790 ~~~~ Staff Efficiency: Contracts & Documentation
790 ~~~~ Staff Efficiency: Problem Solving
791 ~~~~ Staff Performance: Company Level
791 ~~~~ Staff Performance: Branch/Outlet Level
792 ~~~~ Staff Performance: Company Managers
792 ~~~~ Staff Performance: Company Staff
793 ~~~~ Staff Performance: Specialist Company Staff
793 ~~~~ Staff Performance: Contracts & Documentation
794 ~~~~ Staff Performance: Overall Customer Handling
794 ~~~~ Staff Integrity: Company Level
795 ~~~~ Staff Integrity: Branch/Outlet Level
795 ~~~~ Staff Integrity: Company Managers
796 ~~~~ Staff Integrity: Company Staff
796 ~~~~ Staff Integrity: Specialist Company Staff
797 ~~~~ Staff Integrity: Contracts & Documentation
797 ~~~~ Staff Integrity: Advertising & Promotions
798 ~~~~ Truth & Honesty: Company Level
798 ~~~~ Truth & Honesty: Branch/Outlet Level
799 ~~~~ Truth & Honesty: Company Managers
799 ~~~~ Truth & Honesty: Company Staff
800 ~~~~ Truth & Honesty: Specialist Company Staff
800 ~~~~ Truth & Honesty: Contracts & Documentation
801 ~~~~ Truth & Honesty: Advertising & Promotions
801 ~~~~ Written Communications: Company Level
802 ~~~~ Written Communications: Branch/Outlet Level
802 ~~~~ Written Communications: Company Managers
803 ~~~~ Written Communications: Company Staff
803 ~~~~ Written Communications: Specialist Company Staff
804 ~~~~ Written Communications: Contractual
804 ~~~~ Written Communications: Correspondence
805 ~~~~ Verbal Contact: Company Level
805 ~~~~ Verbal Contact: Branch/Outlet Level
806 ~~~~ Verbal Contact: Company Managers
806 ~~~~ Verbal Contact: Company Staff
807 ~~~~ Verbal Contact: Specialist Company Staff
807 ~~~~ Customer Handling: Company Level
808 ~~~~ Customer Handling: Branch/Outlet Level
808 ~~~~ Customer Handling: Company Managers
809 ~~~~ Customer Handling: Company Staff
809 ~~~~ Customer Handling: Specialist Company Staff
810 ~~~~ Customer Complaint Handling: Company Level
810 ~~~~ Customer Complaint Handling: Branch/Outlet Level
811 ~~~~ Customer Complaint Handling: Company Managers
811 ~~~~ Customer Complaint Handling: Company Staff
812 ~~~~ Customer Complaint Handling: Specialist Company Staff
812 ~~~~ Customer Problem Solving: Company Level
813 ~~~~ Customer Problem Solving: Branch/Outlet Level
813 ~~~~ Customer Problem Solving: Company Managers
814 ~~~~ Customer Problem Solving: Company Staff
814 ~~~~ Customer Problem Solving: Specialist Company Staff
815 ~~~~ Customer Comprehension of Product: Company Level
815 ~~~~ Customer Comprehension of Product: Branch/Outlet Level
816 ~~~~ Staff Comprehension of Product: Company Managers
816 ~~~~ Staff Comprehension of Product: Company Staff
817 ~~~~ Staff Comprehension of Product: Specialist Company Staff
817 ~~~~ Customer Awareness of Product: Company Level
818 ~~~~ Customer Awareness of Product: Branch/Outlet Level
818 ~~~~ Staff Awareness of Product: Company Managers
819 ~~~~ Staff Awareness of Product: Company Staff
819 ~~~~ Staff Awareness of Product: Specialist Company Staff
820 ~~~~ Customer Confidence in Product: Company Level
820 ~~~~ Customer Confidence in Product: Branch/Outlet Level
821 ~~~~ Staff Confidence in Product: Company Managers
821 ~~~~ Staff Confidence in Product: Company Staff
822 ~~~~ Staff Confidence in Product: Specialist Company Staff
822 ~~~~ Customer Service: Company Level
823 ~~~~ Customer Service: Branch/Outlet Level
823 ~~~~ Customer Service: Company Managers
824 ~~~~ Customer Service: Company Staff
824 ~~~~ Customer Service: Specialist Company Staff
825 ~~~~ Customer Service: Contracts & Documentation
825 ~~~~ Initial Customer Response: Company Level
826 ~~~~ Initial Customer Response: Branch/Outlet Level
826 ~~~~ Initial Customer Response: Company Managers
827 ~~~~ Initial Customer Response: Company Staff
827 ~~~~ Initial Customer Response: Specialist Company Staff
828 ~~~~ Information for Customers: Company Level
828 ~~~~ Information for Customers: Branch/Outlet Level
829 ~~~~ Information for Customers: Company Managers
829 ~~~~ Information for Customers: Company Staff
830 ~~~~ Information for Customers: Specialist Company Staff
830 ~~~~ Promotional Activity: Company Level
831 ~~~~ Promotional Activity: Branch/Outlet Level
831 ~~~~ Advertising Posture: Company Level
832 ~~~~ Advertising Posture: Branch/Outlet Level
832 ~~~~ Contract Documentation: Company Level
833 ~~~~ Contract Documentation: Branch/Outlet Level
833 ~~~~ Credibility: Company Advertising
834 ~~~~ Credibility: Company Contracts & Documentation
834 ~~~~ Credibility: Specialist Company Staff
835 ~~~~ Credibility: Company Staff
835 ~~~~ Credibility: Company Managers
836 ~~~~ Credibility: Branch/Outlet Level

839 VOLUME 7.8.2
839 NATIONAL CONSUMPTION + USERS PROFILES
840 ~~ NATIONAL CONSUMPTION + USERS PROFILES
841 ~~ NATIONAL CONSUMPTION + USERS PROFILE DEFINITIONS
841 ~~~~~~ SOCIAL CLASS DEFINITIONS
846 ~~~~ WORLD CONSUMPTION  PROFILE
860 ~~~~ WORLD END USERS PROFILE

Top          Index

APPENDIX 1

The Competitor's Products & Markets covered in the Report

Top

PRODUCTS + MARKETS COVERED

The Report analyses the existing products and markets of the competitor and looks at alternatives and possibilities for the company.
 
Up to 500 PRODUCT / MARKET SECTORs are covered for the target competitor.

APPENDIX 2
 
 
 
 
Competitive Companies covered in the Report

Top
 

COMPETITIVE COMPANIES

APPENDIX 3
 
 
Input Materials, Supplies & Services covered

Top

INPUT MATERIALS, SUPPLIES + SERVICES COVERED

APPENDIX 4
 
 
 
Methodology & Notes

Top

OPPOSITION, INTERDICTION + CONTROL Report

APPENDIX 5
 
  
DVD-rom and other products available

Top

Prices

Products may be returned (within 10 days of receipt) for a full credit.

Returned products must be in a re-saleable condition; and to ensure this, should therefore be in their original shipping packaging.

Top

PRICES & AVAILABILITY

OPPOSITION, INTERDICTION + CONTROL Reports  are available as either printed books consisting of 7 volumes (printed volumes of 5,000 pages & DVD) or as a DVD-rom. The DVD-rom version of the Report is roughly half the price of the printed books due to the relative costs of the publication and distribution.

OPPOSITION, INTERDICTION + CONTROL Report

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