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Overview Volume 1 Volume 2 Volume 3 Volume 4 Contents Notes

 

 

 

 

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The Tactical & Strategic Company Report

Table of Contents:

 

Volume 1

 

2
VOLUME 1.1     INTRODUCTION
2
VOLUME 1.2
2
COMPANY BASIC DATA
4
~ BASIC DATA
6
~ ~ ~ KEY PERSONNEL
6
~ ~ ~ MAINLINE PRODUCT / SERVICE
6
~ ~ ~ PRODUCT / SERVICES PROVIDE
7
~ ~ ~ SUBSIDIARIES
7
~ ~ ~ ASSOCIATED COMPANIES
7
~ ~ ~ COMPANIES REPRESENTED
7
~ ~ ~ AGENTS FOR
7
~ ~ ~ PROCESS FACILITIES
7
~ ~ ~ CAPITAL INVESTMENT
8
~ ~ ~ ADVERTISING EXPENDITURE
8
~ ~ ~ ADVERTISING MEDIA
8
~ ~ ~ ADVERTISING POSTURE
8
~ ~ ~ SALES PROMOTION ACTIVITY
8
~ ~ ~ METHOD OF SELLING
8
~ ~ ~ DISTRIBUTION
9
~ ~ ~ DISTRIBUTION NETWORK
9
~ ~ ~ USE OF DISTRIBUTION CHANNELS
10
COMPANY TARGETS
10
~ TARGET COMPANY
10
~ TARGET MARKETS + PRODUCTS
10
~ TARGET COUNTRIES
10
~ FINANCIAL DATA
11
~ DATA SIMULATION
   
15
VOLUME 1.3
15
COMPANY FINANCIAL DATA
17
~ COMPANY HISTORIC FINANCIAL PERFORMANCE
25
~ GRAPHICS USED
26
~ DATA SIMULATION
28
~ ~ TOTAL SALES
29
~ ~ DOMESTIC SALES
30
~ ~ EXPORTS
31
~ ~ PRE-TAX PROFIT
33
~ ~ INTEREST PAID
34
~ ~ NON-TRADING INCOME
35
~ ~ OPERATING PROFIT
37
~ ~ DEPRECIATION
38
~ ~ TRADING PROFIT
39
~ ~ FIXED ASSETS
40
~ ~ INTANGIBLE ASSETS
41
~ ~ INTERMEDIATE ASSETS
42
~ ~ TOTAL FIXED ASSETS
43
~ ~ STOCKS
44
~ ~ DEBTORS
45
~ ~ OTHER CURRENT ASSETS
46
~ ~ TOTAL CURRENT ASSETS
47
~ ~ TOTAL ASSETS
48
~ ~ CREDITORS
49
~ ~ SHORT TERM LOANS
50
~ ~ OTHER CURRENT LIABILITIES
51
~ ~ TOTAL CURRENT LIABILITIES
52
~ ~ NET ASSETS
53
~ ~ SHAREHOLDERS FUNDS
54
~ ~ LONG TERM LOANS
55
~ ~ OTHER LONG TERM LIABILITIES
56
~ ~ CAPITAL EMPLOYED
57
~ ~ DIRECTORS' REMUNERATIONS
58
~ ~ EMPLOYEES' REMUNERATIONS
59
~ ~ TOTAL EMPLOYEES
60
~ ~ RETURN ON CAPITAL
61
~ ~ RETURN ON ASSETS
62
~ ~ RETURN ON SHAREHOLDERS' FUNDS
63
~ ~ PRE-TAX PROFIT MARGINS
64
~ ~ OPERATING PROFIT MARGIN
65
~ ~ TRADING PROFIT MARGIN
66
~ ~ ASSETS UTILIZATION
67
~ ~ SALES / FIXED ASSETS
68
~ ~ STOCK TURNOVER
69
~ ~ CREDIT PERIOD
70
~ ~ CREDITORS' RATIO
71
~ ~ WORKING CAPITAL / SALES
72
~ ~ CURRENT RATIO
73
~ ~ QUICK RATIO
74
~ ~ BORROWING RATIO
75
~ ~ EQUITY RATIO
76
~ ~ INCOME GEARING
77
~ ~ TOTAL DEBT / WORKING CAPITAL
78
~ ~ DEBT GEARING RATIO
79
~ ~ AVERAGE REMUNERATION
80
~ ~ PROFIT PER EMPLOYEE
81
~ ~ SALES PER EMPLOYEE
82
~ ~ REMUNERATIONS / SALES
83
~ ~ FIXED ASSETS / EMPLOYEE
84
~ ~ CAPITAL EMPLOYED / EMPLOYEE
85
~ ~ TOTAL ASSETS / EMPLOYEE
86
~ ~ EXPORT / SALES
87
~ ~ INPUT / MATERIALS / ENERGY COSTS
88
~ ~ PAYROLL COSTS
89
~ ~ TOTAL OPERATIONAL PROCESS COSTS
90
~ ~ SALES COSTS
91
~ ~ DISTRIBUTION & HANDLING COSTS
92
~ ~ ADVERTISING COSTS
93
~ ~ AFTER-SALES COSTS
94
~ ~ TOTAL MARKETING COSTS
95
~ ~ ADDED VALUE
96
~ ~ NEW TECHNOLOGY EXPENDITURE
97
~ ~ NEW PRODUCTION TECHNOLOGY EXPENDITURE
98
~ ~ TOTAL R + D EXPENDITURE
99
~ ~ PLANT + EQUIPMENT
103
~ ~ PLANT + EQUIPMENT INVESTMENT
105
~ ~ CAPITAL EXPENDITURE : PLANT + EQUIPMENT
106
~ ~ CAPITAL EXPENDITURE : STRUCTURES
107
~ ~ CAPITAL EXPENDITURE : OTHER
108
~ ~ CAPACITY UTILIZATION
109
~ ~ SUPERIOR QUALITY PRODUCTS
110
~ ~ PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE
111
~ ~ NEW PRODUCTS RELATIVE TO TOTAL OUTPUT
   
113
VOLUME 1.4
113
MARKET PREFACE
114
~ INDUSTRY / PRODUCT / MARKET COVERAGE
116
~ GEOGRAPHIC COVERAGE
116
~ ~ Europe Region 2
117
~ DATABASE GEOGRAPHIC COVERAGE
118
~ MARKET DATA TYPES
118
~ MARKET REPORT
118
~ PRODUCTS REPORT
118
~ INDUSTRY REPORT
119
~ PRODUCT & INDUSTRY
120
~ MATERIALS REPORTS
122
~ MARKETS DATA NOTES
123
~ ~ MARKET ENVIRONMENT
123
~ ~ TRADING AREA
123
~ ~ BASIS OF MARKET COVERAGE
124
~ MARKETS
124
~ MARKET TERMS USED
125
~ HISTORIC DATA + TIME SERIES
126
~ EXCHANGE RATE
127
~ Present to 2016  CURRENT DATA + TIME SERIES
129
~ to 2028  FORECAST DATA + TIME SERIES
   
131
VOLUME 1.4.1
131
PRODUCT MARKET SUMMARY
133
~ EUROPE
134
~ MARKET SUMMARY
   
135
VOLUME 1.4.1
135
MARKET SUMMARY
136
~ PERSPECTIVE FOR PRODUCTS IN EUROPE
136
~ MARKET TRENDS
136
~ MARKET FORECAST
137
MARKET SUMMARY BY REGION/COUNTRY

80 counties around the world
138
139
140
141
142
143
144
145
146
147
148
149
150
151
   
152
VOLUME 1.4.2
152
PRODUCT MARKET DATA
154
~ ~ PRODUCT MARKET CONSUMPTION : to 2028
154
~ ~ PRODUCT DEVELOPMENT : to 2028
155
PRODUCT DEVELOPMENT BY REGION/COUNTRY

80 counties around the world
157
159
161
163
165
167
169
171
173
175
177
179
181
183
185
~ MARKETS
186
~ PRODUCT DEVELOPMENT
187
PRODUCT DEVELOPMENT BY REGION/COUNTRY



80 counties around the world
189
191
193
195
197
199
201
203
205
207
209
211
213
215
   
218
VOLUME 1.4.3
218
PRODUCT MARKET SECTORS
220
~ MARKET SECTOR BREAKDOWN
221
MARKET SECTOR DEVELOPMENT BY REGION/COUNTRY

80 counties around the world
222
223
224
225
226
227
228
229
230
231
232
233
234
235
236
~ MARKET SECTOR - COMPARATIVE BREAKDOWN
237
MARKET SECTORS BY REGION/COUNTRY

80 counties around the world
238
239
240
241
242
243
244
245
246
247
248
249
250
251
   
253
VOLUME 1.4.4
253
PRODUCT PROFILES
256-306
~ ~ COMPANY MARKET SECTOR PROFILES
   
308
VOLUME 1.5
309
GEOGRAPHY : PRODUCTS
309
~ CUSTOMER / SUPPLIER / EMPLOYEE BASE
311
GEOGRAPHY
311
~ NATIONAL END USERS GEOGRAPHY
313
DISTRIBUTION OF THE CUSTOMER BASE
313
~ DISTRIBUTION OF DISTRIBUTION CHANNELS
313
~ DISTRIBUTION OF EMPLOYMENT
313
DISTRIBUTION OF EMPLOYMENT BY REGION/COUNTRY

80 counties around the world
315
315
317
317
319
319
321
321
323
323
325
325
327
327
329
KEY SERVICE CITIES

80 counties around the world
329
331
331
333
333
335
335
337
337
339
339
341
341
343
343
344
~ NATIONAL END USERS BREAKDOWN - GEOGRAPHIC
346
PURCHASES

80 counties around the world
348
350
352
354
356
358
360
362
364
366
368
370
372
374
   
378
VOLUME 1.6.1
378
INDUSTRY FINANCIAL PERFORMANCE
382
~ FINANCIAL DATA
386
~ ~ ~ PROFITS / TOTAL ASSETS
386
~ ~ ~ PROFIT / SALES
387
~ ~ ~ SALES / TOTAL ASSETS
387
~ ~ ~ PROFIT / CAPITAL EMPLOYED
388
~ ~ ~ SALES PER EMPLOYEE
388
~ ~ ~ CAPITAL EMPLOYED PER EMPLOYEE
390
~ ~ ~ PROFIT PER EMPLOYEE
390
~ ~ ~ AVERAGE REMUNERATION PER EMPLOYEE (OVERALL INDUSTRY AVERAGES)
392
~ ~ ~ SALES / EMPLOYEE REMUNERATION
392
~ ~ ~ CAPITAL EMPLOYED / EMPLOYEE REMUNERATION
393
~ ~ ~ SALES / STOCK RATIO
393
~ ~ ~ CURRENT RATIO
394
~ ~ ~ CREDIT TAKEN BY CUSTOMERS
   
396
VOLUME 1.6.2
396
INDUSTRY PRODUCTION + PROCESSES
400
~ NEW TECHNOLOGY INVESTMENT
400
~ PRODUCTION TECHNOLOGY INVESTMENT
401
~ PLANT & EQUIPMENT
401
~ PLANT & EQUIPMENT INVESTMENT
402
~ ~ ~ NEW TECHNOLOGY INVESTMENTS
402
~ ~ ~ NEW PRODUCTION & PROCESS INVESTMENTS
403
~ ~ ~ PLANT & EQUIPMENT IN USE
407
~ ~ ~ PLANT & EQUIPMENT
409
~ ~ ~ PLANT & EQUIPMENT INVESTMENTS

 

   

 

Volume 2

 

2
VOLUME 2.1
2
COMPANY FINANCIAL DATA FORECAST
6
~ NOTES + DEFINITIONS
8
~ GRAPHICS USED
   
10
VOLUME 2.1.1
10
COMPANY FINANCIAL DATA FORECAST
12
~ PRIME FORECAST
14
~ BASIS OF THE FORECASTS
14
BASE FINANCIAL + OPERATIONAL FORECAST
14
~ ~ ~ 6 Year Base Forecast Data for the Company.
15
~ NOTES + DEFINITIONS
16
PRIME FORECAST : TOTAL SALES
17
PRIME FORECAST : DOMESTIC SALES
18
PRIME FORECAST : OVERSEAS TURNOVER
19
PRIME FORECAST : PRE-TAX PROFIT
20
PRIME FORECAST : INTEREST PAID
22
PRIME FORECAST : NON-TRADING INCOME
24
PRIME FORECAST : OPERATING PROFIT
25
PRIME FORECAST : DEPRECIATION
26
PRIME FORECAST : TRADING PROFIT
27
PRIME FORECAST : FIXED ASSETS
28
PRIME FORECAST : INTANGIBLE ASSETS
29
PRIME FORECAST : INTERMEDIATE ASSETS
30
PRIME FORECAST : TOTAL FIXED ASSETS
31
PRIME FORECAST : STOCKS
32
PRIME FORECAST : DEBTORS
33
PRIME FORECAST : MISCELLANEOUS CURRENT ASSETS
35
PRIME FORECAST : TOTAL CURRENT ASSETS
36
PRIME FORECAST : TOTAL ASSETS
37
PRIME FORECAST : CREDITORS
39
PRIME FORECAST : SHORT TERM LOANS
40
PRIME FORECAST : MISCELLANEOUS CURRENT LIABILITIES
42
PRIME FORECAST : TOTAL CURRENT LIABILITIES
44
PRIME FORECAST : NET ASSETS
45
PRIME FORECAST : SHAREHOLDERS FUNDS
47
PRIME FORECAST : LONG TERM LOANS
49
PRIME FORECAST : MISCELLANEOUS LONG TERM LIABILITIES
50
PRIME FORECAST : CAPITAL EMPLOYED
52
PRIME FORECAST : DIRECTORS' REMUNERATIONS
54
PRIME FORECAST : EMPLOYEES' REMUNERATIONS
56
PRIME FORECAST : TOTAL EMPLOYEES
57
PRIME FORECAST : RETURN ON CAPITAL
58
PRIME FORECAST : RETURN ON ASSETS
59
PRIME FORECAST : RETURN ON SHAREHOLDERS' FUNDS
60
PRIME FORECAST : PRE-TAX PROFIT MARGINS
61
PRIME FORECAST : OPERATING PROFIT MARGIN
62
PRIME FORECAST : TRADING PROFIT MARGIN
63
PRIME FORECAST : ASSETS UTILIZATION
64
PRIME FORECAST : SALES / FIXED ASSETS
65
PRIME FORECAST : STOCK TURNOVER
66
PRIME FORECAST : CREDIT PERIOD
67
PRIME FORECAST : CREDITORS' RATIO
68
PRIME FORECAST : WORKING CAPITAL / SALES
69
PRIME FORECAST : CURRENT RATIO
70
PRIME FORECAST : QUICK RATIO
71
PRIME FORECAST : BORROWING RATIO
73
PRIME FORECAST : EQUITY RATIO
75
PRIME FORECAST : INCOME GEARING
76
PRIME FORECAST : TOTAL DEBT / WORKING CAPITAL
78
PRIME FORECAST : DEBT GEARING RATIO
80
PRIME FORECAST : AVERAGE REMUNERATION
81
PRIME FORECAST : PROFIT PER EMPLOYEE
82
PRIME FORECAST : SALES PER EMPLOYEE
83
PRIME FORECAST : REMUNERATIONS / SALES
84
PRIME FORECAST : FIXED ASSETS / EMPLOYEE
85
PRIME FORECAST : CAPITAL EMPLOYED / EMPLOYEE
86
PRIME FORECAST : TOTAL ASSETS / EMPLOYEE
87
PRIME FORECAST : OVERSEAS TURNOVER / SALES
88
PRIME FORECAST : RETURN ON INVESTMENTS
89
PRIME FORECAST : INPUT / MATERIALS / ENERGY COSTS
90
PRIME FORECAST : PAYROLL COSTS
91
PRIME FORECAST : TOTAL OPERATIONAL PROCESS COSTS
92
PRIME FORECAST : SALES COSTS
93
PRIME FORECAST : DISTRIBUTION & HANDLING COSTS
94
PRIME FORECAST : ADVERTISING COSTS
95
PRIME FORECAST : AFTER-SALES COSTS
96
PRIME FORECAST : TOTAL MARKETING COSTS
97
PRIME FORECAST : ADDED VALUE
98
PRIME FORECAST : NEW TECHNOLOGY EXPENDITURE
99
PRIME FORECAST : NEW PRODUCTION TECHNOLOGY EXPENDITURE
100
PRIME FORECAST : TOTAL R + D EXPENDITURE
101
PRIME FORECAST : PLANT + EQUIPMENT IN USE : 0-3 YEARS OLD
102
PRIME FORECAST : PLANT + EQUIPMENT IN USE : 3-6 YEARS OLD
103
PRIME FORECAST : PLANT + EQUIPMENT IN USE : 6-9 YEARS OLD
104
PRIME FORECAST : PLANT + EQUIPMENT IN USE : 9+ YEARS OLD
105
PRIME FORECAST : PLANT + EQUIPMENT IN USE : GENERAL
106
PRIME FORECAST : CAPITAL EXPENDITURE : PLANT + EQUIPMENT
107
PRIME FORECAST : CAPITAL EXPENDITURE : STRUCTURES
108
PRIME FORECAST : CAPITAL EXPENDITURE : OTHER
109
PRIME FORECAST : CAPACITY UTILIZATION
110
PRIME FORECAST : SUPERIOR QUALITY PRODUCTS
111
PRIME FORECAST : PRODUCT PRICES IN RELATION TO THE MARKET AVERAGE
112
PRIME FORECAST : NEW PRODUCTS RELATIVE TO TOTAL OUTPUT
113
PRIME FORECAST : COMPARATIVE SALESFORCE + SELLING EXPENDITURE
114
PRIME FORECAST : COMPARATIVE ADVERTISING EXPENDITURE
116
PRIME FORECAST : COMPARATIVE GENERAL PROMOTIONAL EXPENDITURE
118
PRIME FORECAST : IMMEDIATE CUSTOMERS: COMMERCIAL
119
PRIME FORECAST : IMMEDIATE CUSTOMERS: END USER LEVEL
120
PRIME FORECAST : IMMEDIATE CUSTOMERS: OEM + PRODUCERS
121
PRIME FORECAST : IMMEDIATE CUSTOMERS: END USERS
122
PRIME FORECAST : IMMEDIATE CUSTOMERS: INSTITUTIONAL
   
123
VOLUME 2.2
123
PRODUCT MARKETING
125
~ PRODUCT MARKETING
127
~ CRITICAL FACTORS + PARAMETERS
127
~ AVERAGE VALUES
130
~ ~ PRODUCT FACTORS
130
~ ~ MARKETING FACTORS
131
~ ~ PRODUCER / SUPPLIER FACTORS
131
~ ~ DISTRIBUTION CHANNEL / CUSTOMER INTERFACE FACTORS
132
~ ~ CUSTOMER FACTORS
133
~ MARKET & PRODUCT SEGMENTATION
137
~ ~ MARKET & PRODUCT SEGMENTATION
138
~ PRODUCT LAUNCH FACTORS
138
~ ~ ~ ADOPTION RATES
138
~ ~ ~ CONVERSION RATIOS
138
~ ~ ~ SALES GROWTH
138
~ ~ ~ PRODUCT LAUNCH DATA
139
~ MARKETING COSTS
139
~ ~ ~ 1. SALES & SELLING COSTS
139
~ ~ ~ 2. DISTRIBUTION COSTS
139
~ ~ ~ 3. ADVERTISING COSTS
139
~ ~ ~ 4. AFTER-SALES COSTS
139
~ ~ ~ AFTER-SALES COSTS & WARRANTY COSTS
140
~ ~ ~ ADOPTION RATES : PRODUCT REVISIONS
140
~ ~ ~ : NEW PRODUCTS
141
~ ~ ~ CONVERSION RATIOS : PRODUCT REVISIONS
141
~ ~ ~ : NEW PRODUCTS
142
~ ~ ~ POTENTIAL FIRST YEAR GROWTH : PRODUCT REVISIONS
142
~ ~ ~ : NEW PRODUCTS
143
~ ~ ~ SALES & SELLING COSTS
143
~ ~ ~ : DURING PRODUCT LAUNCH
144
~ ~ ~ DISTRIBUTION / WAREHOUSE / HANDLING / PROCESSING COSTS
144
~ ~ ~ : DURING PRODUCT LAUNCH
145
~ ~ ~ ADVERTISING / PROMOTIONAL COSTS
145
~ ~ ~ : DURING PRODUCT LAUNCH
146
~ ~ ~ AFTER-SALES COSTS
146
~ ~ ~ : DURING PRODUCT LAUNCH
147
~ ~ ~ TOTAL MARKETING COSTS
147
~ ~ ~ : DURING PRODUCT LAUNCH
   
149
VOLUME 2.3
149
PRODUCT PROFILES
152-202
~ ~ COMPANY PRODUCT SECTOR PROFILES
   
205
VOLUME 2.4
205
PRODUCT SUMMARY
207
~ PRODUCT SUMMARY to 2016
208-258
~ BY COMPANY PRODUCT SECTOR
262
~ PRODUCT SUMMARY to 2028
263-313
~ BY COMPANY PRODUCT SECTOR
   
316
VOLUME 2.5.1
316
CURRENT ADVERTISING + MARKETING APPRAISAL
317
~ CURRENT STANDING
318
CURRENT STANDING
320
SECTOR COVERAGE
322-449
~ ~ BY PRODUCT
   
459
VOLUME 2.5.2
459
COMPANY CURRENT ENVIRONMENT
461
~ CRITICAL FACTORS + PARAMETERS
462
CORPORATE COVERAGE
463-583
~ ~ BY COMPANY OPERATION OR DIVISION
   
593
VOLUME 2.6.1
593
COMPANY SHORT-TERM COMPETITIVE ISSUES
595
~ COMPETITIVE ISSUES
598
~ BASIS OF THE ANALYSIS
598
~ PRESENTATION OF THE ANALYSIS
599
~ GRAPHICS USED
600
~ PROSE USED
601
~ COMPANY COMPETITIVE ISSUES
   
601
SECTOR COVERAGE
603
~ OVERALL AWARENESS BY CUSTOMERS
604
~ OVERALL REPUTATION
605
~ REPUTATION OF PRODUCTS
606
~ REPUTATION OF PRODUCT QUALITY
607
~ REPUTATION OF SERVICE PROVIDED
608
~ REPUTATION OF CUSTOMER HANDLING
609
~ RATING OF OVERALL SALES PROMOTION ACTIVITY
610
~ RATING OF ADVERTISING
611
~ RATING OF SALES PERSONNEL
612
~ RATING OF SALES PRINT
613
~ RATING OF PRODUCT AVAILABILITY
614
~ RATING OF PRODUCT SPECIFICATIONS
615
~ RATING OF ON-TIME DELIVERY
616
~ RATING OF COMPLETE ORDER DELIVERY
617
~ RATING OF ORDER HANDLING
618
~ RATING OF ABILITY TO SUPPLY
619
~ RATING OF MARKETING COMPETENCE
620
~ RATING OF MARKETING AWARENESS
621
~ RATING OF MARKETING TECHNOLOGY
622
~ RATING OF PROMOTIONAL DOCUMENTATION
623
~ RATING OF PROMOTIONAL + SALES DECAY
624
~ RATING OF ADVERTISING COMPETENCE
625
~ PERCEPTION OF PRODUCT PRICING
626
~ PRODUCT SUPERIORITY
627
~ CUSTOMER SERVICE
628
~ PROMPT DELIVERY
629
~ SERVICE PROMPTNESS
630
~ SERVICE LEVELS
631
~ SERVICE PROCEDURES
632
~ SERVICE CONVENIENCE
633
~ PRODUCT DELIVERY SYSTEM
634
~ FLEXIBILITY OF CUSTOMER HANDLING
635
~ PERCEPTIONS OF TERMS OF TRADING
636
~ INITIAL CONTACT
637
~ ORDER HANDLING STAFF
638
~ SALES STAFF
639
~ ADMINISTRATION STAFF
640
~ SALES MANAGEMENT
641
~ SALES PERSONNEL
642
~ UPSTREAM SALES INTEGRATION
643
~ DOWNSTREAM PROMOTIONAL INTEGRATION
644
~ CAPTIVE SALES CHANNELS
645
~ RELIANCE ON SELLING OUTLETS
646
~ UTILIZATION OF OTHER PROMOTIONAL EFFORT
647
~ BENEFITS OF OTHER MARKETING
648
~ CAPTIVE CUSTOMER BASES
649
~ WAREHOUSING & HANDLING
650
~ PACKING & PACKAGING
651
~ SALES ACTIVITY
652
~ PRODUCT AVAILABILITY
653
~ CUSTOMER SATISFACTION
654
~ LOCATION OF CUSTOMERS
655
~ CAPTIVENESS OF THE CUSTOMER BASE
656
~ CUSTOMER BASE LOYALTY
657
~ CONCENTRATION OF PURCHASES
658
~ PURCHASE FREQUENCY
659
~ ORDER SIZE
660
~ CUSTOMER SERVICING
661
~ SEASONALITY
662
~ ADVERTISING & SALES PROMOTION
663
~ MARKETING
664
~ SALES PROMOTION
665
~ SALESFORCE
666
~ ADVERTISING
667
~ PRICING POLICY
668
~ ECONOMIC CONDITIONS
669
~ RELATIVE MARKETING EFFORT
670
~ REACTION TO COMPETITORS
671
~ NEW COMPETITORS
672
~ PRICES AT MSP
673
~ PRICE INCREASES
674
~ PRICES AT RSP
675
~ MARKET SHARE
   
676
VOLUME 2.6.2
676
COMPANY SHORT-TERM COMPETITIVE CONSIDERATIONS
678
~ COMPETITIVE CONSIDERATIONS
680
~ SHORT-TERM COMPETITIVE CONSIDERATIONS
681
~ BASIS OF THE ANALYSIS
681
~ PRESENTATION OF THE ANALYSIS
682
~ GRAPHICS USED
683
~ PROSE USED
684
~ SHORT-TERM COMPETITIVE CONSIDERATIONS
   
684
CORPORATE COVERAGE
687
~ PHYSICAL MARKETING DIFFICULTIES
688
~ PHYSICAL MARKETING CAPACITY
689
~ PHYSICAL ADVERTISING CAPACITY
690
~ FLEXIBILITY OF ADVERTISING RESPONSE
691
~ ABILITY TO VARY MARKETING EFFORT
692
~ CUSTOMER HANDLING SYSTEMS & EQUIPMENT
693
~ ADVERTISING + MARKETING MATERIALS BUYING/SOURCES
694
~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS
695
~ DEPENDENCE ON ADVERTISING + MARKETING AGENTS
696
~ ADVERTISING BUYING INFLUENCE
697
~ SALES MANPOWER AVAILABILITY
698
~ SALES STAFF RELATIONS
699
~ PRESSURE OF SALESFORCE WAGE RISES
700
~ RELATIVE SALES PAYROLL LEVELS
701
~ RELATIVE SALES INCENTIVE LEVELS
702
~ SALESFORCE TECHNICAL CAPABILITIES
703
~ MARKETING MATERIALS STOCK LEVELS
704
~ VARIABLE MARKETING COSTS
705
~ FIXED MARKETING COSTS
706
~ MARKETING PAYROLL COSTS
707
~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS
708
~ PRODUCT DEVELOPMENT COSTS
709
~ QUALITY
710
~ PRODUCT SPECIFICATIONS
711
~ DESIGN
712
~ OPERATING CRITERIA
713
~ PRODUCT EFFICIENCY
714
~ PRODUCT RELIABILITY
715
~ PRODUCT LONGEVITY
716
~ PRODUCT LIFE CYCLE
717
~ PRODUCT CUSTOMIZATION
718
~ PRODUCT TECHNOLOGY
719
~ PRODUCT USAGE
720
~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL
721
~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS
722
~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF
723
~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS
724
~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE
725
~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY
726
~ UPSTREAM MARKETING STRATEGIES
727
~ DOWNSTREAM MARKETING TACTICS
728
~ CAPTIVE MARKETING CHANNELS
729
~ DEPENDENCE ON EXTERNAL MARKETING
730
~ DEPENDENCE ON EXTERNAL PROMOTION
731
~ DEPENDENCE ON EXTERNAL MARKETING SUPPORT
732
~ DEPENDENCE ON CUSTOMERS ATTITUDES
733
~ WAREHOUSING & HANDLING
734
~ PACKING & PACKAGING
735
~ DISTRIBUTION
736
~ PRODUCT AVAILABILITY
737
~ ORDER PROCESSING
738
~ LOCATION OF CUSTOMERS
739
~ DEPENDENCE ON CUSTOMER BASE
740
~ CAPTIVE CUSTOMER BASE
741
~ CONCENTRATION OF CUSTOMERS
742
~ PRODUCT USAGE FREQUENCY
743
~ ORDER VALUE
744
~ RELATIVE CUSTOMER SERVICING
745
~ SEASONALITY OF DEMAND
746
~ ADVERTISING & SALES PROMOTION
747
~ MARKETING COSTS
748
~ SALES PROMOTION COSTS
749
~ SELLING COSTS
750
~ ADVERTISING COSTS
751
~ COMPETITORS' PRICING POLICY
752
~ SENSITIVITY TO ECONOMIC CONDITIONS
753
~ RELATIVE MARKETING SPEND
754
~ COMPETITORS' AGGRESSIVENESS
755
~ ENTRY OF NEW COMPETITORS
756
~ PRICES AT MSP
757
~ PRICE INCREASES AT MSP
758
~ PRICES AT RSP
759
~ MARKET SHARE
   
   
 

Volume 3

 

2
VOLUME 3.1
2
COMPANY STRATEGIC LONG TERM PERFORMANCE
3
~ LONG TERM STRATEGY
4
~ LONG TERM STRATEGIC CONSIDERATIONS
7
~ INTRODUCTION
7
~ THE TRADE CELL
7
~ CRITICAL FACTORS FOR PROFITABILITY
7
~ ABBREVIATION USED
9
~ BASE FINANCIAL + OPERATIONAL FORECAST SCENARIO
10
BASE FORECAST : MEDIAN MARKET SCENARIO to 2028
18
~ THE MARKET ENVIRONMENT
18
~ TOTAL PRODUCT MARKET
19
~ GEOGRAPHIC COVERAGE
20
~ DATABASE GEOGRAPHIC COVERAGE
21
~ ~ 3. MARKET SERVICED BY THE COMPANY
21
~ ~ ~ PRODUCT MARKET POTENTIAL FOR THE COMPANY
22
~ ~ 4. CUSTOMER FACTORS FOR PRODUCTS IN THE TRADE CELL
22
~ ~ ~ CONCENTRATIONS OF PRODUCT PURCHASES - END USERS
22
~ PHYSICAL NUMBER OF CUSTOMERS
23
~ ~ ~ CONCENTRATIONS OF PRODUCT PURCHASES - IMMEDIATE CUSTOMERS
23
~ PHYSICAL NUMBER OF CUSTOMERS
24
~ THE PRODUCT
24
~ ~ 1. PRODUCT LIFE CYCLE + STAGES
25
~ INDUSTRY / PRODUCT / MARKET COVERAGE
26
~ THE GOMPERTZ ANALYSIS
27
~ ~ ~ MARKET SHARE / PRODUCT LIFE CYCLE / PROFITABILITY
28
~ ~ ~ QUALITY / PRODUCT LIFE CYCLE / PROFITABILITY
29
~ ~ ~ PRODUCT RANGE / LIFE CYCLE STAGE / PROFITABILITY
30
~ ~ ~ PRODUCT RANGE / PROFITABILITY / CAPITAL INTENSITY
31
~ ~ ~ MARKET SHARE & CUSTOMIZED OR SPECIFIED PRODUCTS
32
~ ~ ~ PROFITABILITY / HIGH MARKET SHARE / PRODUCT UNIQUENESS
33
~ MARKET SEGMENTATION EXPENDITURE EFFECT FORECASTS
34
COMMERCIAL DECISION SCENARIOS : MARKET SEGMENTATION to 2028
42
~ ~ 2. RELATIVE PRICING OF PRODUCT IN THE TRADE CELL
42
~ INDEX OF PRICING
43
~ PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
44
COMMERCIAL DECISION SCENARIOS  : PRICE CUTTING EFFECT to 2028
52
~ PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS
53
COMMERCIAL DECISION SCENARIOS : PRICE INCREASE EFFECT to 2028
61
~ ~ 3. PRODUCT QUALITY
61
~ ~ ~ VALUE SCALE FOR QUALITY
62
~ ~ ~ RELATIVE PRODUCT QUALITY IN THE TRADE CELL
62
~ INDEX OF QUALITY
63
~ QUALITY IMPROVEMENT EFFECT FORECASTS
64
COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT to 2028
70
~ ~ ~ PROFITABILITY & PRODUCT
70
~ VALUE SCALE
71
~ ~ ~ RELATIVE PRODUCT QUALITY & PROFITABILITY
71
~ CIRCUMSTANCES WHERE ROI IS GREATER THAN THE INDEX
72
COMMERCIAL DECISION SCENARIOS : QUALITY IMPROVEMENT to 2028
74
~ ~ ~ QUALITY / PROFITABILITY & CONCENTRATED MARKETS
75
~ ~ ~ PRODUCT QUALITY & RELATIVE MARKET SHARE
76
~ ~ ~ PRODUCT QUALITY / PROFITABILITY & MARKET GROWTH
77
~ ~ 4. NEW PRODUCTS
77
~ INDEX OF NEW PRODUCTS
78
~ NEW PRODUCT EXPENDITURE EFFECT FORECASTS
79
COMMERCIAL DECISION SCENARIOS : NEW PRODUCT DEVELOPMENT to 2028
87
~ ~ ~ PROFITABILITY / MARKET GROWTH & NEW PRODUCT INTRODUCTIONS
88
~ ~ ~ NEW PRODUCT INTRODUCTIONS / INFLATION & PROFITABILITY
89
~ ~ ~ NEW PRODUCT INTRODUCTIONS / INVESTMENT IN NEW P&E & PROFITABILITY
90
~ ~ ~ NEW PRODUCTS / PRODUCT QUALITY & PROFITABILITY
91
~ COMPETITION
92
~ ~ 1. MARKET SHARE
92
~ ~ ~ MARKET SHARE & PRODUCT PROFITABILITY
92
~ CIRCUMSTANCES WHERE ROI IS GREATER THAN AVERAGE
93
~ ~ ~ PRODUCT PROFITABILITY & RELATIVE MARKET SHARE
93
~ RELATIVE MARKET SHARE
94
~ MARKET SHARE
95
~ ~ 2. RELATIVE MARKET SHARES IN THE TRADE CELL
95
~ RELATIVE MARKET SHARE
96
~ ~ 3. NATURE OF THE COMPETITIVE SITUATION FOR PRODUCTS
96
~ ~ ~ ENTRY & EXIT OF COMPETITORS IN PRODUCT MARKETS
96
~ EVIDENCE OF COMPETITOR ENTRY + EXIT
97
~ ~ ~ RELATIVE STRENGTHS OF COMPETITORS IN PRODUCT MARKETS
97
~ RELATIVE STRENGTH OF COMPETITORS IN THE MARKET
98
~ ~ 4. PERFECTNESS OF THE PRODUCT MARKET
98
~ ~ ~ RELATIVE PERFECTNESS OF THE PRODUCT MARKETS
98
~ RELATIVE PERFECTNESS OF THE MARKET
99
~ THE INDUSTRY
100
~ ~ 1. LONG TERM INDUSTRY GROWTH
100
~ INDEX OF INDUSTRY GROWTH
101
~ ~ 2. PHYSICAL PROCESS CONSIDERATIONS
101
~ ~ ~ PHYSICAL PROCESS CAPACITY UTILIZATION & MARKET SHARE
102
~ ~ ~ CAPACITY UTILIZATION & MARKET SHARE
103
~ ~ ~ PRODUCTIVITY / PRODUCT PROFITABILITY / MARKET GROWTH
104
~ ~ ~ UNIONISATION & MARKET SHARE
105
~ ~ ~ UNIONISATION / PRODUCT PROFITABILITY & MARKET GROWTH
106
~ ~ ~ UNIONISATION / PRODUCT PROFITABILITY & INDUSTRY CONCENTRATION
107
~ ~ ~ UNIONISATION / PRODUCT PROFITABILITY & HARVESTING STRATEGIES
108
~ ~ ~ PRODUCT PROFITABILITY / PROCESS UNIQUENESS & MARKET SHARE
109
~ ~ 3. CAPITAL STRUCTURE IN TERMS OF INVESTMENT INTENSITY
110
~ ~ ~ PRODUCT PROFITABILITY & INVESTMENT INTENSITY
110
~ INVESTMENT / SALES
111
~ NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS
112
COMMERCIAL DECISION SCENARIOS : NEW PLANT + EQUIPMENT INVESTMENT to 2028
120
~ ~ ~ NET MARGINS & INVESTMENT INTENSITY
120
~ INVESTMENT / SALES
121
~ ~ ~ MARGINS & INVESTMENT INTENSITY
121
~ INVESTMENT / SALES
122
~ ~ ~ PRODUCT PROFITABILITY / MARKET SHARE & CAPITAL INTENSITY
123
~ ~ ~ PRODUCTIVITY / PRODUCT PROFITABILITY & INVESTMENT INTENSITY
124
~ ~ ~ PROCESS CAPACITY UTILIZATION / PRODUCT PROFITABILITY & CAPITAL INTENSITY
125
~ ~ ~ INVENTORIES / PRODUCT PROFITABILITY & CAPITAL INTENSITY
126
~ ~ 4. PHYSICAL PROCESS IN TERMS OF VERTICAL INTEGRATION
126
~ ~ ~ PRODUCT PROFITABILITY / MARKET SHARE & VERTICAL INTEGRATION
127
~ ~ ~ PRODUCT PROFITABILITY / DIVERSIFICATION & VERTICAL INTEGRATION
128
~ ~ ~ PRODUCT PROFITABILITY / VERTICAL INTEGRATION & CUSTOMER BASE
129
~ ~ ~ PRODUCT PROFITABILITY / VERTICAL INTEGRATION & PRODUCT QUALITY
130
~ ~ ~ PRODUCT PROFITABILITY / VERTICAL INTEGRATION & INVENTORIES
131
~ ~ ~ PRODUCT PROFITABILITY / VERTICAL INTEGRATION & PRODUCTIVITY
132
~ NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS
133
COMMERCIAL DECISION SCENARIOS : NEW TECHNOLOGY INVESTMENT to 2028
141
~ ~ 5. MARKETING & SALES COSTS
141
~ ~ ~ PRODUCT PROFITABILITY / MARKET SHARE & MARKETING COSTS
142
~ ~ ~ PRODUCT PROFITABILITY / INVESTMENT INTENSITY & MARKETING COSTS
143
~ ~ ~ PRODUCT PROFITABILITY / CUSTOMER BASE & MARKETING COSTS
144
~ ~ ~ PRODUCT PROFITABILITY / PRODUCT QUALITY & MARKETING COSTS
145
~ ~ ~ PRODUCT PROFITABILITY / NEW PRODUCTS & MARKETING COSTS
146
~ MARKETING EXPENDITURE EFFECT FORECASTS
147
COMMERCIAL DECISION SCENARIOS : MARKETING EXPENDITURE to 2028
155
~ ~ 6. PRODUCT DEVELOPMENT + PROCESS DEVELOPMENT COSTS
156
~ ~ ~ PRODUCT PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET GROWTH
157
~ ~ ~ PRODUCT PROFITABILITY / DEVELOPMENT EXPENDITURE & PRODUCT QUALITY
158
~ ~ ~ PRODUCT PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKETING COSTS
159
~ ~ ~ PRODUCT PROFITABILITY / DEVELOPMENT EXPENDITURE & MARKET SHARE
160
~ ~ ~ PRODUCT PROFITABILITY / DEVELOPMENT EXPENDITURE & UNIONISATION
161
~ DISTRIBUTION OF PRODUCTS
163
~ DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS
164
COMMERCIAL DECISION SCENARIOS
: DISTRIBUTION CHANNEL IMPROVEMENT to 2028
172
~ MARKET PENETRATION
173
~ THE RIGHT TOOLS FOR THE JOB
173
~ ~ ~ 1. ECONOMIES OF SCALE
173
~ ~ ~ 2. MARKET POWER
173
~ ~ ~ 3. MANAGEMENT
174
~ PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS
175
COMMERCIAL DECISION SCENARIOS : PERSONNEL + STAFF IMPROVEMENT to 2028
183
~ MARKET SHARE
184
~ ~ ~ MARKET SHARE & PRE-TAX PROFITABILITY
184
~ MARKET SHARE
185
~ ~ 1. RELATIONSHIP BETWEEN PRODUCT MARKET SHARE, PROFIT-SALES RATIOS + TURN-OVER ON INVESTMENT
186
~ COST STRUCTURE IMPROVEMENTS EFFECT FORECASTS
187
COMMERCIAL DECISION SCENARIOS : COST STRUCTURE IMPROVEMENT to 2028
195
~ ~ ~ RELATIONSHIP BETWEEN PRODUCT MARKET SHARE & ADDED VALUE
196
~ ~ ~ EFFECT OF VERTICAL INTEGRATION ON THE INVESTMENT/SALES RATIO
197
~ CONCLUSION FOR THE COMPANY
198
~ ~ 2. RELATIONSHIP OF MARKET SHARE TO THE PURCHASES TO SALES RATIO FOR PRODUCTS
198
~ ~ ~ INVESTMENT TO SALES RATIO CORRECTED FOR VERTICAL INTEGRATION
199
~ CONCLUSIONS FOR THE COMPANY
200
~ ~ A CHECKLIST FOR PHYSICAL PROCESS MANAGEMENT
201
~ ~ 3. PRODUCT MARKETING COST-SALES RATIO + COMPANY'S MARKET PENETRATION
201
~ CONCLUSIONS FOR THE COMPANY
202
~ ~ 4. RELATIONSHIP BETWEEN COMPANY PRICING + PRODUCT QUALITY
202
~ CONCLUSIONS FOR THE COMPANY
203
~ ~ 5. COMPANY'S CUSTOMERS + BETTER PRODUCTS
203
~ CONCLUSIONS FOR THE COMPANY
204
~ ~ 6. RELATIONSHIP BETWEEN PURCHASE FREQUENCY + MARKET SHARE
204
~ ~ ~ INFREQUENT PURCHASE FREQUENCY
204
~ MARKET SHARE CHANGE
205
~ ~ ~ INFREQUENT PURCHASE FREQUENCY
205
~ MARKET SHARE CHANGE
205
~ CONCLUSIONS FOR THE COMPANY
206
~ ~ 7. RELATIONSHIP BETWEEN CUSTOMER BASE FRAGMENTATION + MARKET SHARE
206
~ MARKET SHARE CHANGE
207
~ EXPORT IMPROVEMENT EFFECT FORECASTS
208
COMMERCIAL DECISION SCENARIOS : EXPORT SALES IMPROVEMENT to 2028
216
~ MEDIUM + LONG TERM STRATEGIES
216
~ ~ ~ MEDIUM & LONG TERM STRATEGIES FOR THE COMPANY
218
~ ~ 1. WHEN TO BUILD MARKET SHARE
218
~ ~ ~ NECESSARY LEVELS OF MARKET PENETRATION FOR PRODUCTS
218
~ LEVEL OF MARKET SHARE
220
~ ~ ~ BUILDING STRATEGIES FOR PRODUCT MARKETS
222
~ ~ 2. WHEN TO HOLD MARKET SHARE
223
~ ~ ~ HOLDING STRATEGIES FOR PRODUCT MARKETS
224
~ ~ 3. WHEN TO HARVEST MARKET SHARE
224
~ ~ ~ HARVESTING STRATEGIES FOR PRODUCT MARKETS
   
227
VOLUME 3.2
227
PRODUCT MARKET DATA
229
~ ~ PRODUCT MARKET CONSUMPTION : to 2028
229
~ ~ PRODUCT DEVELOPMENT : to 2028
230
PRODUCT DEVELOPMENT FORECAST

80 counties around the world
 
232
234
236
238
240
242
244
246
248
250
252
254
256
258
260
~ MARKETS
261
~ PRODUCT DEVELOPMENT
262
PRODUCT DEVELOPMENT BY COUNTRY/REGION

80 counties around the world
 
264
266
268
270
272
274
276
278
280
282
284
286
288
290
   
293
VOLUME 3.3
293
PRODUCT PROFILES
296-346
~ ~ PRODUCT SECTOR PROFILES
   
349
VOLUME 3.4
349
PRODUCT SUMMARY
351
~ PRODUCT SUMMARY to 2016
352-402
~ PRODUCT SUMMARY BY SECTOR
406
~ PRODUCT SUMMARY to 2028
407-457
~ PRODUCT SUMMARY BY SECTOR

 

   
 

Volume 4

 

2
VOLUME 4.1
2
COMPANY CORPORATE SURVEY FINDINGS
4
~ COMPANY CORPORATE SURVEYS
4
~ SURVEY OF COMPANY CORPORATE END USERS
4
~ SURVEY OF COMPANY CORPORATE SERVICE NETWORKS + DISTRIBUTION
5
~ SURVEY OF COMPANY CORPORATE BUYERS
5
~ SURVEY OF COMPANY CORPORATE PERFORMANCE
   
7
CORPORATE COVERAGE
8
~ CORPORATE SURVEY FINDINGS
9
~ CORPORATE END USERS SURVEYS
10
~ ~ CORPORATE END USERS SURVEY - INTRODUCTION
11
~ ~ CURRENT PURCHASING CRITERIA
11
~ ~ REACTION TO P.O.S. + MERCHANDISING
12
~ ~ SATISFACTION WITH PRODUCT QUALITY
12
~ ~ SATISFACTION WITH PRODUCT DESIGN
13
~ ~ SATISFACTION WITH PRODUCT AVAILABILITY
13
~ ~ SATISFACTION WITH EXISTING PRODUCTS + SERVICES
14
~ ~ SATISFACTION WITH EXISTING END USER LEVEL
14
~ ~ SATISFACTION WITH PRODUCT LEVELS
15
~ ~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
15
~ ~ SATISFACTION WITH PRODUCT PACKAGING
16
~ ~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
16
~ ~ REACTION TO ADVERTISING + SALES PROMOTION
17
~ ~ PRODUCT AWARENESS
17
~ ~ THE QUALITY -V- PRICE QUESTION
18
~ ~ THE AVAILABILITY -V- PRICE QUESTION
18
~ ~ PRICE SENSITIVITY
19
~ ~ FUTURE TRENDS IN PURCHASING CRITERIA
   
20
~ CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS
21
~ ~ CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
22
~ ~ END USER LEVEL' CURRENT PURCHASING CRITERIA
22
~ ~ END USER LEVEL: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
23
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING PRODUCTS
23
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
24
~ ~ END USER LEVEL: SATISFACTION WITH COMPANY'S PRODUCT LEVELS
24
~ ~ END USER LEVEL: SATISFACTION WITH PRODUCT AVAILABILITY
25
~ ~ END USER LEVEL: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
25
~ ~ END USER LEVEL: SATISFACTION WITH PURCHASE FREQUENCY + UP-TAKE
26
~ ~ END USER LEVEL: SATISFACTION WITH ORDERING PROCEDURES
26
~ ~ END USER LEVEL: SATISFACTION WITH TERMS OF TRADING
27
~ ~ END USER LEVEL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
27
~ ~ END USER LEVEL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
28
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
28
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
29
~ ~ COMMERCIAL CURRENT PURCHASING CRITERIA
29
~ ~ COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
30
~ ~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
30
~ ~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
31
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
31
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCT AVAILABILITY
32
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
32
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
33
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PURCHASE FREQUENCY & UP-TAKE
33
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ORDERING PROCEDURES + FORMALITIES
34
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
34
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY CREDIT + OTHER FINANCIAL DETAILS
35
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS + PRODUCT RANGES
35
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY + DISTRIBUTION
36
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY + SPECIFICATIONS OF PRODUCTS
36
~ ~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
37
~ ~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
37
~ ~ COMMERCIAL: SATISFACTION WITH TECHNICAL + OTHER ASSISTANCE RECEIVED
38
~ ~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
38
~ ~ END USER LEVEL: PRODUCT REJECT RATE
39
~ ~ END USER LEVEL: PRODUCT REJECT / RETURNS RATE
39
~ ~ END USER LEVEL: REACTIONS TO ADVERTISING + SALES PROMOTION
40
~ ~ END USER LEVEL: THE QUALITY -v- PRICE QUESTION
40
~ ~ END USER LEVEL: THE AVAILABILITY -v- PRICE QUESTION
41
~ ~ END USER LEVEL' PURCHASING CRITERIA - FUTURE TRENDS
   
42
~ CORPORATE COMMERCIAL USERS SURVEYS
43
~ ~ CORPORATE COMMERCIAL USERS SURVEYS - INTRODUCTION
44
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO RE-ORDER
44
~ ~ END USER LEVEL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
45
~ ~ END USER LEVEL: PERSON/S APPROVING / AUTHORIZING ORDER/S
45
~ ~ END USER LEVEL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
46
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
46
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
47
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
47
~ ~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE OFFERED
48
~ ~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
48
~ ~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS + BRANDS AVAILABLE
49
~ ~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
49
~ ~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
50
~ ~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
50
~ ~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
51
~ ~ END USER LEVEL: PERSON/S SEEKING QUOTATIONS
51
~ ~ END USER LEVEL: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
52
~ ~ END USER LEVEL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
52
~ ~ END USER LEVEL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
53
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
53
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
   
54
~ CORPORATE PERFORMANCE SURVEYS
55
~ ~ CORPORATE PERFORMANCE SURVEYS - INTRODUCTION
56
~ ~ Relative Credibility: Company Level
56
~ ~ Relative Credibility: Branch/Outlet Level
57
~ ~ Relative Credibility: Company Managers
57
~ ~ Relative Credibility: Company Staff
58
~ ~ Relative Credibility: Specialist Company Staff
58
~ ~ Relative Credibility: Company Contracts & Documentation
59
~ ~ Relative Credibility: Company Advertising
59
~ ~ Relative Customer Confidence at Company Level
60
~ ~ Relative Customer Confidence at Branch/Outlet Level
60
~ ~ Relative Customer Confidence in Company Managers
61
~ ~ Relative Customer Confidence in Company Staff
61
~ ~ Relative Customer Confidence in Specialist Company Staff
62
~ ~ Relative Customer Confidence in Company Contracts & Documentation
62
~ ~ Relative Customer Confidence in Company Advertising
63
~ ~ Relative Reputation at Company Level
63
~ ~ Relative Reputation at Branch/Outlet Level
64
~ ~ Relative Reputation of Company Managers
64
~ ~ Relative Reputation of Company Staff
65
~ ~ Relative Reputation of Specialist Company Staff
65
~ ~ Relative Staff Efficiency: Company Level
66
~ ~ Relative Staff Efficiency: Branch/Outlet Level
66
~ ~ Relative Staff Efficiency: Company Managers
67
~ ~ Relative Staff Efficiency: Company Staff
67
~ ~ Relative Staff Efficiency: Specialist Company Staff
68
~ ~ Relative Staff Efficiency: Contracts & Documentation
68
~ ~ Relative Staff Efficiency: Problem Solving
69
~ ~ Relative Staff Performance: Company Level
69
~ ~ Relative Staff Performance: Branch/Outlet Level
70
~ ~ Relative Staff Performance: Company Managers
70
~ ~ Relative Staff Performance: Company Staff
71
~ ~ Relative Staff Performance: Specialist Company Staff
71
~ ~ Relative Staff Performance: Contracts & Documentation
72
~ ~ Relative Staff Performance: Overall Customer Handling
72
~ ~ Relative Staff Integrity: Company Level
73
~ ~ Relative Staff Integrity: Branch/Outlet Level
73
~ ~ Relative Staff Integrity: Company Managers
74
~ ~ Relative Staff Integrity: Company Staff
74
~ ~ Relative Staff Integrity: Specialist Company Staff
75
~ ~ Relative Staff Integrity: Contracts & Documentation
75
~ ~ Relative Staff Integrity: Advertising & Promotions
76
~ ~ Relative Truth & Honesty: Company Level
76
~ ~ Relative Truth & Honesty: Branch/Outlet Level
77
~ ~ Relative Truth & Honesty: Company Managers
77
~ ~ Relative Truth & Honesty: Company Staff
78
~ ~ Relative Truth & Honesty: Specialist Company Staff
78
~ ~ Relative Truth & Honesty: Contracts & Documentation
79
~ ~ Relative Truth & Honesty: Advertising & Promotions
79
~ ~ Relative Written Communications: Company Level
80
~ ~ Relative Written Communications: Branch/Outlet Level
80
~ ~ Relative Written Communications: Company Managers
81
~ ~ Relative Written Communications: Company Staff
81
~ ~ Relative Written Communications: Specialist Company Staff
82
~ ~ Relative Written Communications: Contractual
82
~ ~ Relative Written Communications: Correspondence
83
~ ~ Relative Verbal Contact: Company Level
83
~ ~ Relative Verbal Contact: Branch/Outlet Level
84
~ ~ Relative Verbal Contact: Company Managers
84
~ ~ Relative Verbal Contact: Company Staff
85
~ ~ Relative Verbal Contact: Specialist Company Staff
85
~ ~ Relative Customer Handling: Company Level
86
~ ~ Relative Customer Handling: Branch/Outlet Level
86
~ ~ Relative Customer Handling: Company Managers
87
~ ~ Relative Customer Handling: Company Staff
87
~ ~ Relative Customer Handling: Specialist Company Staff
88
~ ~ Relative Customer Complaint Handling: Company Level
88
~ ~ Relative Customer Complaint Handling: Branch/Outlet Level
89
~ ~ Relative Customer Complaint Handling: Company Managers
89
~ ~ Relative Customer Complaint Handling: Company Staff
90
~ ~ Relative Customer Complaint Handling: Specialist Company Staff
90
~ ~ Relative Customer Problem Solving: Company Level
91
~ ~ Relative Customer Problem Solving: Branch/Outlet Level
91
~ ~ Relative Customer Problem Solving: Company Managers
92
~ ~ Relative Customer Problem Solving: Company Staff
92
~ ~ Relative Customer Problem Solving: Specialist Company Staff
93
~ ~ Relative Customer Comprehension of Product: Company Level
93
~ ~ Relative Customer Comprehension of Product: Branch/Outlet Level
94
~ ~ Relative Staff Comprehension of Product: Company Managers
94
~ ~ Relative Staff Comprehension of Product: Company Staff
95
~ ~ Relative Staff Comprehension of Product: Specialist Company Staff
95
~ ~ Relative Customer Awareness of Product: Company Level
96
~ ~ Relative Customer Awareness of Product: Branch/Outlet Level
96
~ ~ Relative Staff Awareness of Product: Company Managers
97
~ ~ Relative Staff Awareness of Product: Company Staff
97
~ ~ Relative Staff Awareness of Product: Specialist Company Staff
98
~ ~ Relative Customer Confidence in Product: Company Level
98
~ ~ Relative Customer Confidence in Product: Branch/Outlet Level
99
~ ~ Relative Staff Confidence in Product: Company Managers
99
~ ~ Relative Staff Confidence in Product: Company Staff
100
~ ~ Relative Staff Confidence in Product: Specialist Company Staff
100
~ ~ Relative Customer Service: Company Level
101
~ ~ Relative Customer Service: Branch/Outlet Level
101
~ ~ Relative Customer Service: Company Managers
102
~ ~ Relative Customer Service: Company Staff
102
~ ~ Relative Customer Service: Specialist Company Staff
103
~ ~ Relative Customer Service: Contracts & Documentation
103
~ ~ Relative Initial Customer Response: Company Level
104
~ ~ Relative Initial Customer Response: Branch/Outlet Level
104
~ ~ Relative Initial Customer Response: Company Managers
105
~ ~ Relative Initial Customer Response: Company Staff
105
~ ~ Relative Initial Customer Response: Specialist Company Staff
106
~ ~ Relative Information for Customers: Company Level
106
~ ~ Relative Information for Customers: Branch/Outlet Level
107
~ ~ Relative Information for Customers: Company Managers
107
~ ~ Relative Information for Customers: Company Staff
108
~ ~ Relative Information for Customers: Specialist Company Staff
108
~ ~ Relative Promotional Activity: Company Level
109
~ ~ Relative Promotional Activity: Branch/Outlet Level
109
~ ~ Relative Advertising Posture: Company Level
110
~ ~ Relative Advertising Posture: Branch/Outlet Level
110
~ ~ Relative Contract Documentation: Company Level
111
~ ~ Relative Contract Documentation: Branch/Outlet Level
   
113
VOLUME 4.2
113
COMPANY SECTOR SURVEY FINDINGS
115
~ COMPANY SECTOR SURVEYS
115
~ SURVEY OF COMPANY SECTOR END USERS
115
~ SURVEY OF COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION
116
~ SURVEY OF COMPANY SECTOR BUYERS
116
~ SURVEY OF COMPANY SECTOR PERFORMANCE
118
SECTOR COVERAGE
119
~ COMPANY SECTOR SURVEY FINDINGS
120
~ COMPANY SECTOR END USERS SURVEYS
121
~ ~ SECTOR END USERS SURVEY - INTRODUCTION
122
~ ~ CURRENT PURCHASING CRITERIA
122
~ ~ REACTION TO P.O.S. + MERCHANDISING
123
~ ~ SATISFACTION WITH PRODUCT QUALITY
123
~ ~ SATISFACTION WITH PRODUCT DESIGN
124
~ ~ SATISFACTION WITH PRODUCT AVAILABILITY
124
~ ~ SATISFACTION WITH EXISTING PRODUCTS + SERVICES
125
~ ~ SATISFACTION WITH EXISTING END USER LEVEL
125
~ ~ SATISFACTION WITH PRODUCT LEVELS
126
~ ~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
126
~ ~ SATISFACTION WITH PRODUCT PACKAGING
127
~ ~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
127
~ ~ REACTION TO ADVERTISING + SALES PROMOTION
128
~ ~ PRODUCT AWARENESS
128
~ ~ THE QUALITY -V- PRICE QUESTION
129
~ ~ THE AVAILABILITY -V- PRICE QUESTION
129
~ ~ PRICE SENSITIVITY
130
~ ~ FUTURE TRENDS IN PURCHASING CRITERIA
   
131
~ COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
132
~ ~ SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
133
~ ~ END USER LEVEL' CURRENT PURCHASING CRITERIA
133
~ ~ END USER LEVEL: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
134
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING PRODUCTS
134
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
135
~ ~ END USER LEVEL: SATISFACTION WITH COMPANY'S PRODUCT LEVELS
135
~ ~ END USER LEVEL: SATISFACTION WITH PRODUCT AVAILABILITY
136
~ ~ END USER LEVEL: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
136
~ ~ END USER LEVEL: SATISFACTION WITH PURCHASE FREQUENCY & UP-TAKE
137
~ ~ END USER LEVEL: SATISFACTION WITH ORDERING PROCEDURES
137
~ ~ END USER LEVEL: SATISFACTION WITH TERMS OF TRADING
138
~ ~ END USER LEVEL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
138
~ ~ END USER LEVEL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
139
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
139
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
140
~ ~ COMMERCIAL CURRENT PURCHASING CRITERIA
140
~ ~ COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
141
~ ~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
141
~ ~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
142
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
142
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCT AVAILABILITY
143
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
143
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
144
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PURCHASE FREQUENCY + UP-TAKE
144
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ORDERING PROCEDURES + FORMALITIES
145
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
145
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY CREDIT + OTHER FINANCIAL DETAILS
146
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS + PRODUCT RANGES
146
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY + DISTRIBUTION
147
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY + SPECIFICATIONS OF PRODUCTS
147
~ ~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
148
~ ~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
148
~ ~ COMMERCIAL: SATISFACTION WITH TECHNICAL + OTHER ASSISTANCE RECEIVED
149
~ ~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
149
~ ~ END USER LEVEL: PRODUCT REJECT RATE
150
~ ~ END USER LEVEL: PRODUCT RETURNS RATE
150
~ ~ END USER LEVEL: REACTIONS TO ADVERTISING + SALES PROMOTION
151
~ ~ END USER LEVEL: THE QUALITY -v- PRICE QUESTION
151
~ ~ END USER LEVEL: THE AVAILABILITY -v- PRICE QUESTION
152
~ ~ END USER LEVEL' PURCHASING CRITERIA - FUTURE TRENDS
   
153
~ COMPANY SECTOR COMMERCIAL USERS SURVEYS
154
~ ~ SECTOR COMMERCIAL USERS SURVEYS - INTRODUCTION
155
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO RE-ORDER
155
~ ~ END USER LEVEL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
156
~ ~ END USER LEVEL: PERSON/S APPROVING / AUTHORIZING ORDER/S
156
~ ~ END USER LEVEL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
157
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
157
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
158
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
158
~ ~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE OFFERED
159
~ ~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
159
~ ~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS + BRANDS AVAILABLE
160
~ ~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
160
~ ~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
161
~ ~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
161
~ ~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
162
~ ~ END USER LEVEL: PERSON/S SEEKING QUOTATIONS
162
~ ~ END USER LEVEL: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
163
~ ~ END USER LEVEL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
163
~ ~ END USER LEVEL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
164
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
164
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
   
165
~ COMPANY SECTOR PERFORMANCE SURVEYS
166
~ ~ SECTOR PERFORMANCE SURVEYS - INTRODUCTION
167
~ ~ Relative Credibility: Company Level
167
~ ~ Relative Credibility: Branch/Outlet Level
168
~ ~ Relative Credibility: Company Managers
168
~ ~ Relative Credibility: Company Staff
169
~ ~ Relative Credibility: Specialist Company Staff
169
~ ~ Relative Credibility: Company Contracts & Documentation
170
~ ~ Relative Credibility: Company Advertising
170
~ ~ Relative Customer Confidence at Company Level
171
~ ~ Relative Customer Confidence at Branch/Outlet Level
171
~ ~ Relative Customer Confidence in Company Managers
172
~ ~ Relative Customer Confidence in Company Staff
172
~ ~ Relative Customer Confidence in Specialist Company Staff
173
~ ~ Relative Customer Confidence in Company Contracts & Documentation
173
~ ~ Relative Customer Confidence in Company Advertising
174
~ ~ Relative Reputation at Company Level
174
~ ~ Relative Reputation at Branch/Outlet Level
175
~ ~ Relative Reputation of Company Managers
175
~ ~ Relative Reputation of Company Staff
176
~ ~ Relative Reputation of Specialist Company Staff
176
~ ~ Relative Staff Efficiency: Company Level
177
~ ~ Relative Staff Efficiency: Branch/Outlet Level
177
~ ~ Relative Staff Efficiency: Company Managers
178
~ ~ Relative Staff Efficiency: Company Staff
178
~ ~ Relative Staff Efficiency: Specialist Company Staff
179
~ ~ Relative Staff Efficiency: Contracts & Documentation
179
~ ~ Relative Staff Efficiency: Problem Solving
180
~ ~ Relative Staff Performance: Company Level
180
~ ~ Relative Staff Performance: Branch/Outlet Level
181
~ ~ Relative Staff Performance: Company Managers
181
~ ~ Relative Staff Performance: Company Staff
182
~ ~ Relative Staff Performance: Specialist Company Staff
182
~ ~ Relative Staff Performance: Contracts & Documentation
183
~ ~ Relative Staff Performance: Overall Customer Handling
183
~ ~ Relative Staff Integrity: Company Level
184
~ ~ Relative Staff Integrity: Branch/Outlet Level
184
~ ~ Relative Staff Integrity: Company Managers
185
~ ~ Relative Staff Integrity: Company Staff
185
~ ~ Relative Staff Integrity: Specialist Company Staff
186
~ ~ Relative Staff Integrity: Contracts & Documentation
186
~ ~ Relative Staff Integrity: Advertising & Promotions
187
~ ~ Relative Truth & Honesty: Company Level
187
~ ~ Relative Truth & Honesty: Branch/Outlet Level
188
~ ~ Relative Truth & Honesty: Company Managers
188
~ ~ Relative Truth & Honesty: Company Staff
189
~ ~ Relative Truth & Honesty: Specialist Company Staff
189
~ ~ Relative Truth & Honesty: Contracts & Documentation
190
~ ~ Relative Truth & Honesty: Advertising & Promotions
190
~ ~ Relative Written Communications: Company Level
191
~ ~ Relative Written Communications: Branch/Outlet Level
191
~ ~ Relative Written Communications: Company Managers
192
~ ~ Relative Written Communications: Company Staff
192
~ ~ Relative Written Communications: Specialist Company Staff
193
~ ~ Relative Written Communications: Contractual
193
~ ~ Relative Written Communications: Correspondence
194
~ ~ Relative Verbal Contact: Company Level
194
~ ~ Relative Verbal Contact: Branch/Outlet Level
195
~ ~ Relative Verbal Contact: Company Managers
195
~ ~ Relative Verbal Contact: Company Staff
196
~ ~ Relative Verbal Contact: Specialist Company Staff
196
~ ~ Relative Customer Handling: Company Level
197
~ ~ Relative Customer Handling: Branch/Outlet Level
197
~ ~ Relative Customer Handling: Company Managers
198
~ ~ Relative Customer Handling: Company Staff
198
~ ~ Relative Customer Handling: Specialist Company Staff
199
~ ~ Relative Customer Complaint Handling: Company Level
199
~ ~ Relative Customer Complaint Handling: Branch/Outlet Level
200
~ ~ Relative Customer Complaint Handling: Company Managers
200
~ ~ Relative Customer Complaint Handling: Company Staff
201
~ ~ Relative Customer Complaint Handling: Specialist Company Staff
201
~ ~ Relative Customer Problem Solving: Company Level
202
~ ~ Relative Customer Problem Solving: Branch/Outlet Level
202
~ ~ Relative Customer Problem Solving: Company Managers
203
~ ~ Relative Customer Problem Solving: Company Staff
203
~ ~ Relative Customer Problem Solving: Specialist Company Staff
204
~ ~ Relative Customer Comprehension of Product: Company Level
204
~ ~ Relative Customer Comprehension of Product: Branch/Outlet Level
205
~ ~ Relative Staff Comprehension of Product: Company Managers
205
~ ~ Relative Staff Comprehension of Product: Company Staff
206
~ ~ Relative Staff Comprehension of Product: Specialist Company Staff
206
~ ~ Relative Customer Awareness of Product: Company Level
207
~ ~ Relative Customer Awareness of Product: Branch/Outlet Level
207
~ ~ Relative Staff Awareness of Product: Company Managers
208
~ ~ Relative Staff Awareness of Product: Company Staff
208
~ ~ Relative Staff Awareness of Product: Specialist Company Staff
209
~ ~ Relative Customer Confidence in Product: Company Level
209
~ ~ Relative Customer Confidence in Product: Branch/Outlet Level
210
~ ~ Relative Staff Confidence in Product: Company Managers
210
~ ~ Relative Staff Confidence in Product: Company Staff
211
~ ~ Relative Staff Confidence in Product: Specialist Company Staff
211
~ ~ Relative Customer Service: Company Level
212
~ ~ Relative Customer Service: Branch/Outlet Level
212
~ ~ Relative Customer Service: Company Managers
213
~ ~ Relative Customer Service: Company Staff
213
~ ~ Relative Customer Service: Specialist Company Staff
214
~ ~ Relative Customer Service: Contracts & Documentation
214
~ ~ Relative Initial Customer Response: Company Level
215
~ ~ Relative Initial Customer Response: Branch/Outlet Level
215
~ ~ Relative Initial Customer Response: Company Managers
216
~ ~ Relative Initial Customer Response: Company Staff
216
~ ~ Relative Initial Customer Response: Specialist Company Staff
217
~ ~ Relative Information for Customers: Company Level
217
~ ~ Relative Information for Customers: Branch/Outlet Level
218
~ ~ Relative Information for Customers: Company Managers
218
~ ~ Relative Information for Customers: Company Staff
219
~ ~ Relative Information for Customers: Specialist Company Staff
219
~ ~ Relative Promotional Activity: Company Level
220
~ ~ Relative Promotional Activity: Branch/Outlet Level
220
~ ~ Relative Advertising Posture: Company Level
221
~ ~ Relative Advertising Posture: Branch/Outlet Level
221
~ ~ Relative Contract Documentation: Company Level
222
~ ~ Relative Contract Documentation: Branch/Outlet Level
   
224
VOLUME 4.3
224
COMPETITOR SURVEY FINDINGS
226
~ COMPETITOR SURVEYS
226
~ SURVEY OF COMPETITOR END USERS
226
~ SURVEY OF COMPETITOR SERVICE NETWORKS + DISTRIBUTION
227
~ SURVEY OF COMPETITOR BUYERS
227
~ SURVEY OF COMPETITOR PERFORMANCE
   
229
CORPORATE COVERAGE
231
~ COMPETITOR END USERS SURVEYS
232
~ ~ COMPETITOR END USERS SURVEY - INTRODUCTION
233
~ ~ CURRENT PURCHASING CRITERIA
233
~ ~ REACTION TO P.O.S. + MERCHANDISING
234
~ ~ SATISFACTION WITH PRODUCT QUALITY
234
~ ~ SATISFACTION WITH PRODUCT DESIGN
235
~ ~ SATISFACTION WITH PRODUCT AVAILABILITY
235
~ ~ SATISFACTION WITH EXISTING PRODUCTS + SERVICES
236
~ ~ SATISFACTION WITH EXISTING END USER LEVEL
236
~ ~ SATISFACTION WITH PRODUCT LEVELS
237
~ ~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
237
~ ~ SATISFACTION WITH PRODUCT PACKAGING
238
~ ~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
238
~ ~ REACTION TO ADVERTISING + SALES PROMOTION
239
~ ~ PRODUCT AWARENESS
239
~ ~ THE QUALITY -V- PRICE QUESTION
240
~ ~ THE AVAILABILITY -V- PRICE QUESTION
240
~ ~ PRICE SENSITIVITY
241
~ ~ FUTURE TRENDS IN PURCHASING CRITERIA
   
242
~ COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS
243
~ ~ COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
244
~ ~ END USER LEVEL' CURRENT PURCHASING CRITERIA
244
~ ~ END USER LEVEL: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
245
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING PRODUCTS
245
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
246
~ ~ END USER LEVEL: SATISFACTION WITH COMPANY'S PRODUCT LEVELS
246
~ ~ END USER LEVEL: SATISFACTION WITH PRODUCT AVAILABILITY
247
~ ~ END USER LEVEL: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
247
~ ~ END USER LEVEL: SATISFACTION WITH PURCHASE FREQUENCY & UP-TAKE
248
~ ~ END USER LEVEL: SATISFACTION WITH ORDERING PROCEDURES
248
~ ~ END USER LEVEL: SATISFACTION WITH TERMS OF TRADING
249
~ ~ END USER LEVEL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
249
~ ~ END USER LEVEL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
250
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
250
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
251
~ ~ COMMERCIAL CURRENT PURCHASING CRITERIA
251
~ ~ COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
252
~ ~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
252
~ ~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
253
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY OF SUPPLIES RECEIVED
253
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCT AVAILABILITY
254
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PRODUCT LEVELS
254
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ABILITY TO FULFILL ORDERS ON TIME
255
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY PURCHASE FREQUENCY + UP-TAKE
255
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY ORDERING PROCEDURES + FORMALITIES
256
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY TERMS OF TRADING
256
~ ~ COMMERCIAL: SATISFACTION WITH COMPANY CREDIT + OTHER FINANCIAL DETAILS
257
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS + PRODUCT RANGES
257
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY + DISTRIBUTION
258
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY + SPECIFICATIONS OF PRODUCTS
258
~ ~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM COMPANY
259
~ ~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
259
~ ~ COMMERCIAL: SATISFACTION WITH TECHNICAL + OTHER ASSISTANCE RECEIVED
260
~ ~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
260
~ ~ END USER LEVEL: PRODUCT REJECT RATE
261
~ ~ END USER LEVEL: PRODUCT RETURNS RATE
261
~ ~ END USER LEVEL: REACTIONS TO ADVERTISING + SALES PROMOTION
262
~ ~ END USER LEVEL: THE QUALITY -v- PRICE QUESTION
262
~ ~ END USER LEVEL: THE AVAILABILITY -v- PRICE QUESTION
263
~ ~ END USER LEVEL' PURCHASING CRITERIA - FUTURE TRENDS
   
264
~ COMPETITOR COMMERCIAL USERS SURVEYS
265
~ ~ COMPETITOR COMMERCIAL USERS SURVEYS - INTRODUCTION
266
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO RE-ORDER
266
~ ~ END USER LEVEL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
267
~ ~ END USER LEVEL: PERSON/S APPROVING / AUTHORIZING ORDER/S
267
~ ~ END USER LEVEL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
268
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
268
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
269
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
269
~ ~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE OFFERED
270
~ ~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
270
~ ~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS + BRANDS AVAILABLE
271
~ ~ COMMERCIAL: PERSON/S SEEKING QUOTATIONS
271
~ ~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH THE COMPANY
272
~ ~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
272
~ ~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
273
~ ~ END USER LEVEL: PERSON/S SEEKING QUOTATIONS
273
~ ~ END USER LEVEL: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
274
~ ~ END USER LEVEL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
274
~ ~ END USER LEVEL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
275
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
275
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
   
276
~ COMPETITOR PERFORMANCE SURVEYS
277
~ ~ COMPETITOR PERFORMANCE SURVEYS - INTRODUCTION
278
~ ~ Relative Credibility: Company Level
278
~ ~ Relative Credibility: Branch/Outlet Level
279
~ ~ Relative Credibility: Company Managers
279
~ ~ Relative Credibility: Company Staff
280
~ ~ Relative Credibility: Specialist Company Staff
280
~ ~ Relative Credibility: Company Contracts & Documentation
281
~ ~ Relative Credibility: Company Advertising
281
~ ~ Relative Customer Confidence at Company Level
282
~ ~ Relative Customer Confidence at Branch/Outlet Level
282
~ ~ Relative Customer Confidence in Company Managers
283
~ ~ Relative Customer Confidence in Company Staff
283
~ ~ Relative Customer Confidence in Specialist Company Staff
284
~ ~ Relative Customer Confidence in Company Contracts & Documentation
284
~ ~ Relative Customer Confidence in Company Advertising
285
~ ~ Relative Reputation at Company Level
285
~ ~ Relative Reputation at Branch/Outlet Level
286
~ ~ Relative Reputation of Company Managers
286
~ ~ Relative Reputation of Company Staff
287
~ ~ Relative Reputation of Specialist Company Staff
287
~ ~ Relative Staff Efficiency: Company Level
288
~ ~ Relative Staff Efficiency: Branch/Outlet Level
288
~ ~ Relative Staff Efficiency: Company Managers
289
~ ~ Relative Staff Efficiency: Company Staff
289
~ ~ Relative Staff Efficiency: Specialist Company Staff
290
~ ~ Relative Staff Efficiency: Contracts & Documentation
290
~ ~ Relative Staff Efficiency: Problem Solving
291
~ ~ Relative Staff Performance: Company Level
291
~ ~ Relative Staff Performance: Branch/Outlet Level
292
~ ~ Relative Staff Performance: Company Managers
292
~ ~ Relative Staff Performance: Company Staff
293
~ ~ Relative Staff Performance: Specialist Company Staff
293
~ ~ Relative Staff Performance: Contracts & Documentation
294
~ ~ Relative Staff Performance: Overall Customer Handling
294
~ ~ Relative Staff Integrity: Company Level
295
~ ~ Relative Staff Integrity: Branch/Outlet Level
295
~ ~ Relative Staff Integrity: Company Managers
296
~ ~ Relative Staff Integrity: Company Staff
296
~ ~ Relative Staff Integrity: Specialist Company Staff
297
~ ~ Relative Staff Integrity: Contracts & Documentation
297
~ ~ Relative Staff Integrity: Advertising & Promotions
298
~ ~ Relative Truth & Honesty: Company Level
298
~ ~ Relative Truth & Honesty: Branch/Outlet Level
299
~ ~ Relative Truth & Honesty: Company Managers
299
~ ~ Relative Truth & Honesty: Company Staff
300
~ ~ Relative Truth & Honesty: Specialist Company Staff
300
~ ~ Relative Truth & Honesty: Contracts & Documentation
301
~ ~ Relative Truth & Honesty: Advertising & Promotions
301
~ ~ Relative Written Communications: Company Level
302
~ ~ Relative Written Communications: Branch/Outlet Level
302
~ ~ Relative Written Communications: Company Managers
303
~ ~ Relative Written Communications: Company Staff
303
~ ~ Relative Written Communications: Specialist Company Staff
304
~ ~ Relative Written Communications: Contractual
304
~ ~ Relative Written Communications: Correspondence
305
~ ~ Relative Verbal Contact: Company Level
305
~ ~ Relative Verbal Contact: Branch/Outlet Level
306
~ ~ Relative Verbal Contact: Company Managers
306
~ ~ Relative Verbal Contact: Company Staff
307
~ ~ Relative Verbal Contact: Specialist Company Staff
307
~ ~ Relative Customer Handling: Company Level
308
~ ~ Relative Customer Handling: Branch/Outlet Level
308
~ ~ Relative Customer Handling: Company Managers
309
~ ~ Relative Customer Handling: Company Staff
309
~ ~ Relative Customer Handling: Specialist Company Staff
310
~ ~ Relative Customer Complaint Handling: Company Level
310
~ ~ Relative Customer Complaint Handling: Branch/Outlet Level
311
~ ~ Relative Customer Complaint Handling: Company Managers
311
~ ~ Relative Customer Complaint Handling: Company Staff
312
~ ~ Relative Customer Complaint Handling: Specialist Company Staff
312
~ ~ Relative Customer Problem Solving: Company Level
313
~ ~ Relative Customer Problem Solving: Branch/Outlet Level
313
~ ~ Relative Customer Problem Solving: Company Managers
314
~ ~ Relative Customer Problem Solving: Company Staff
314
~ ~ Relative Customer Problem Solving: Specialist Company Staff
315
~ ~ Relative Customer Comprehension of Product: Company Level
315
~ ~ Relative Customer Comprehension of Product: Branch/Outlet Level
316
~ ~ Relative Staff Comprehension of Product: Company Managers
316
~ ~ Relative Staff Comprehension of Product: Company Staff
317
~ ~ Relative Staff Comprehension of Product: Specialist Company Staff
317
~ ~ Relative Customer Awareness of Product: Company Level
318
~ ~ Relative Customer Awareness of Product: Branch/Outlet Level
318
~ ~ Relative Staff Awareness of Product: Company Managers
319
~ ~ Relative Staff Awareness of Product: Company Staff
319
~ ~ Relative Staff Awareness of Product: Specialist Company Staff
320
~ ~ Relative Customer Confidence in Product: Company Level
320
~ ~ Relative Customer Confidence in Product: Branch/Outlet Level
321
~ ~ Relative Staff Confidence in Product: Company Managers
321
~ ~ Relative Staff Confidence in Product: Company Staff
322
~ ~ Relative Staff Confidence in Product: Specialist Company Staff
322
~ ~ Relative Customer Service: Company Level
323
~ ~ Relative Customer Service: Branch/Outlet Level
323
~ ~ Relative Customer Service: Company Managers
324
~ ~ Relative Customer Service: Company Staff
324
~ ~ Relative Customer Service: Specialist Company Staff
325
~ ~ Relative Customer Service: Contracts & Documentation
325
~ ~ Relative Initial Customer Response: Company Level
326
~ ~ Relative Initial Customer Response: Branch/Outlet Level
326
~ ~ Relative Initial Customer Response: Company Managers
327
~ ~ Relative Initial Customer Response: Company Staff
327
~ ~ Relative Initial Customer Response: Specialist Company Staff
328
~ ~ Relative Information for Customers: Company Level
328
~ ~ Relative Information for Customers: Branch/Outlet Level
329
~ ~ Relative Information for Customers: Company Managers
329
~ ~ Relative Information for Customers: Company Staff
330
~ ~ Relative Information for Customers: Specialist Company Staff
330
~ ~ Relative Promotional Activity: Company Level
331
~ ~ Relative Promotional Activity: Branch/Outlet Level
331
~ ~ Relative Advertising Posture: Company Level
332
~ ~ Relative Advertising Posture: Branch/Outlet Level
332
~ ~ Relative Contract Documentation: Company Level
333
~ ~ Relative Contract Documentation: Branch/Outlet Level
   
335
VOLUME 4.4
335
NATIONAL SURVEYS: PRODUCTS
336
~ NATIONAL SURVEY OF END USERS
336
~ NATIONAL SURVEY OF SERVICE NETWORKS + DISTRIBUTION
337
~ NATIONAL SURVEY OF BUYERS
337
~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
340
~ NATIONAL END USERS SURVEYS
341
~ ~ ~ NATIONAL END USERS SURVEY - INTRODUCTION
342
~ ~ CURRENT PURCHASING CRITERIA
342
~ ~ PERCEPTIONS OF FOREIGN SUPPLIERS
343
~ ~ WILLINGNESS TO PURCHASE FOREIGN BRANDS
343
~ ~ REACTION TO ADVERTISING + SALES PROMOTION
344
~ ~ REACTION TO P.O.S. + MERCHANDISING
344
~ ~ SATISFACTION WITH PRODUCT QUALITY
345
~ ~ SATISFACTION WITH PRODUCT DESIGN
345
~ ~ SATISFACTION WITH PRODUCT AVAILABILITY
346
~ ~ SATISFACTION WITH EXISTING PRODUCTS + SERVICES
346
~ ~ SATISFACTION WITH EXISTING END USER LEVEL
347
~ ~ SATISFACTION WITH PRODUCT LEVELS
347
~ ~ SATISFACTION WITH EXISTING METHODS OF SUPPLY
348
~ ~ SATISFACTION WITH PRODUCT PACKAGING
348
~ ~ SATISFACTION WITH PRODUCT PACKAGING DESIGN
349
~ ~ ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
349
~ ~ PRODUCT AWARENESS
350
~ ~ THE QUALITY -V- PRICE QUESTION
350
~ ~ THE AVAILABILITY -V- PRICE QUESTION
351
~ ~ PRICE SENSITIVITY
351
~ ~ FUTURE TRENDS IN PURCHASING CRITERIA
   
352
~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS
353
~ ~ ~ NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS - INTRODUCTION
354
~ ~ END USER LEVEL' CURRENT PURCHASING CRITERIA
354
~ ~ END USER LEVEL: SOURCE OF SUPPLY
355
~ ~ END USER LEVEL: SUPPLIER LOYALTY
355
~ ~ END USER LEVEL: ORDERING PROCEDURES
356
~ ~ END USER LEVEL: PRODUCT DELIVERY
356
~ ~ END USER LEVEL: METHOD OF PAYMENT
357
~ ~ END USER LEVEL: REACTIONS TO ADVERTISING + SALES PROMOTION
357
~ ~ END USER LEVEL: PRODUCT RETURNS RATE
358
~ ~ END USER LEVEL: PRODUCT REJECT RATE
358
~ ~ END USER LEVEL: PRODUCT REJECT/RETURN RATE AFTER PURCHASE
359
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING PRODUCTS
359
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING SUPPLIERS & SOURCES
360
~ ~ END USER LEVEL: SATISFACTION WITH EXISTING METHODS OF SUPPLY & DISTRIBUTION
360
~ ~ END USER LEVEL: SATISFACTION WITH PRODUCERS' PRODUCT LEVELS
361
~ ~ END USER LEVEL: SATISFACTION WITH PRODUCT AVAILABILITY
361
~ ~ END USER LEVEL: SATISFACTION WITH QUALITY & SPECIFICATIONS OF PRODUCTS
362
~ ~ END USER LEVEL: SATISFACTION WITH PURCHASE FREQUENCY & UP-TAKE
362
~ ~ END USER LEVEL: SATISFACTION WITH ORDERING PROCEDURES
363
~ ~ END USER LEVEL: SATISFACTION WITH TERMS OF TRADING
363
~ ~ END USER LEVEL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM PRODUCERS
364
~ ~ END USER LEVEL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
364
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL & OTHER ASSISTANCE RECEIVED
365
~ ~ END USER LEVEL: SATISFACTION WITH TECHNICAL DOCUMENTATION / INSTRUCTIONS
365
~ ~ COMMERCIAL CURRENT PURCHASING CRITERIA
366
~ ~ COMMERCIAL PURCHASING CRITERIA - FUTURE TRENDS
366
~ ~ COMMERCIAL: THE AVAILABILITY -v- PRICE QUESTION
367
~ ~ COMMERCIAL: THE QUALITY -v- PRICE QUESTION
367
~ ~ COMMERCIAL: ATTITUDES TOWARDS DISCOUNT / UNBRANDED / OWN-BRAND PRODUCTS
368
~ ~ COMMERCIAL: FREQUENCY OF PURCHASE/S
368
~ ~ COMMERCIAL: BUYING PATTERNS
369
~ ~ COMMERCIAL: MODE OF ORDERING BY END USER LEVEL
369
~ ~ COMMERCIAL: DELIVERY / SERVICE AREA
370
~ ~ COMMERCIAL: SALES PER CUSTOMER
370
~ ~ COMMERCIAL: MODE OF PAYMENT BY END USER LEVEL
371
~ ~ COMMERCIAL: DISCOUNTS OFFERED TO END USER LEVEL
371
~ ~ COMMERCIAL: END USER LEVEL ATTITUDE TOWARDS PRICE -v- AVAILABILITY
372
~ ~ COMMERCIAL: PRODUCT DELIVERY TO END USER LEVEL
372
~ ~ COMMERCIAL: SUPPLIER LOYALTY
373
~ ~ COMMERCIAL: NUMBER OF COMPETITIVE PRODUCERS REPRESENTED
373
~ ~ COMMERCIAL: DEALERS SALES PROMOTIONAL ACTIVITIES TO THEIR END USER LEVEL
374
~ ~ COMMERCIAL: DEALERS SALES PROMOTIONAL ACTIVITIES MIX
374
~ ~ COMMERCIAL: PRODUCERS SALES PROMOTION MOST INFLUENCING DEALERS
375
~ ~ COMMERCIAL: INVENTORY FINANCING
375
~ ~ COMMERCIAL: DEALERS PROBLEMS WITH PRODUCTS
376
~ ~ COMMERCIAL: EXPERIENCES OF WARRANTY / REJECT CLAIMS
376
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY OF PRODUCTS
377
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCT AVAILABILITY
377
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS PRODUCT LEVELS
378
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS ABILITY TO FULFILL ORDERS ON TIME
378
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS PURCHASE FREQUENCY + UP-TAKE
379
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS ORDERING PROCEDURES & FORMALITIES
379
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS TERMS OF TRADING
380
~ ~ COMMERCIAL: SATISFACTION WITH PRODUCERS CREDIT & OTHER FINANCIAL DETAILS
380
~ ~ COMMERCIAL: SATISFACTION WITH OWN PRODUCT OFFERINGS
381
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING PRODUCTS + PRODUCT RANGES
381
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING SUPPLIERS + SOURCES
382
~ ~ COMMERCIAL: SATISFACTION WITH EXISTING METHODS OF SUPPLY + DISTRIBUTION
382
~ ~ COMMERCIAL: SATISFACTION WITH QUALITY + SPECIFICATIONS OF PRODUCTS
383
~ ~ COMMERCIAL: SATISFACTION WITH AFTER-SALES SERVICES RECEIVED FROM PRODUCERS
383
~ ~ COMMERCIAL: SATISFACTION WITH AVAILABILITY OF ADVERTISING SUPPORT
384
~ ~ COMMERCIAL: SATISFACTION WITH TECHNICAL + OTHER ASSISTANCE RECEIVED
384
~ ~ COMMERCIAL: SATISFACTION WITH DOCUMENTATION / INSTRUCTIONS
385
~ ~ END USER LEVEL: BUYING PATTERNS
385
~ ~ END USER LEVEL: FREQUENCY OF PURCHASE/S
386
~ ~ END USER LEVEL: ATTITUDES TOWARDS DISCOUNT / OWN-BRAND PRODUCTS
386
~ ~ END USER LEVEL: THE QUALITY -v- PRICE QUESTION
387
~ ~ END USER LEVEL: THE AVAILABILITY -v- PRICE QUESTION
387
~ ~ END USER LEVEL' PURCHASING CRITERIA - FUTURE TRENDS
   
388
~ NATIONAL BUYER SURVEYS
389
~ ~ ~ NATIONAL BUYER SURVEYS - INTRODUCTION
390
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO RE-ORDER
390
~ ~ END USER LEVEL: PERSON/S NEGOTIATING TERMS
391
~ ~ END USER LEVEL: PERSON/S APPROVING / AUTHORIZING ORDER/S
391
~ ~ END USER LEVEL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
392
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO RE-ORDER
392
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
393
~ ~ COMMERCIAL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
393
~ ~ COMMERCIAL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE OFFERED
394
~ ~ COMMERCIAL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
394
~ ~ COMMERCIAL: PERSON/S EVALUATING PRODUCTS + BRANDS AVAILABLE
395
~ ~ COMMERCIAL: PERSON/S SURVEYING PRODUCERS + SEEKING QUOTATIONS
395
~ ~ COMMERCIAL: PERSON/S NEGOTIATING TERMS WITH PRODUCERS
396
~ ~ COMMERCIAL: PERSON/S APPROVING / AUTHORIZING ORDER/S
396
~ ~ COMMERCIAL: PERSON/S MONITORING RESULTS OF PURCHASES + SALES
397
~ ~ END USER LEVEL: PERSON/S SURVEYING SUPPLIERS + SEEKING QUOTATIONS
397
~ ~ END USER LEVEL: PERSON/S EVALUATING PRODUCTS & BRANDS AVAILABLE
398
~ ~ END USER LEVEL: PERSON/S PREPARING ORDERS / SPECIFICATIONS FOR PURCHASES
398
~ ~ END USER LEVEL: PERSON/S DECIDING WHAT PRODUCTS / BRANDS ARE TO BE BOUGHT
399
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INTRODUCE NEW PRODUCTS OR BRANDS
399
~ ~ END USER LEVEL: PERSON/S INITIATING DECISION TO INCREASE PURCHASES
   
400
~ NATIONAL INDUSTRY PERFORMANCE SURVEYS
401
~ ~ ~ NATIONAL INDUSTRY PERFORMANCE SURVEYS - INTRODUCTION
402
~ ~ Credibility: Company Level
402
~ ~ Customer Confidence at Company Level
403
~ ~ Customer Confidence at Branch/Outlet Level
403
~ ~ Customer Confidence in Company Managers
404
~ ~ Customer Confidence in Company Staff
404
~ ~ Customer Confidence in Specialist Company Staff
405
~ ~ Customer Confidence in Company Contracts & Documentation
405
~ ~ Customer Confidence in Company Advertising
406
~ ~ Reputation at Company Level
406
~ ~ Reputation at Branch/Outlet Level
407
~ ~ Reputation of Company Managers
407
~ ~ Reputation of Company Staff
408
~ ~ Reputation of Specialist Company Staff
408
~ ~ Staff Efficiency: Company Level
409
~ ~ Staff Efficiency: Branch/Outlet Level
409
~ ~ Staff Efficiency: Company Managers
410
~ ~ Staff Efficiency: Company Staff
410
~ ~ Staff Efficiency: Specialist Company Staff
411
~ ~ Staff Efficiency: Contracts & Documentation
411
~ ~ Staff Efficiency: Problem Solving
412
~ ~ Staff Performance: Company Level
412
~ ~ Staff Performance: Branch/Outlet Level
413
~ ~ Staff Performance: Company Managers
413
~ ~ Staff Performance: Company Staff
414
~ ~ Staff Performance: Specialist Company Staff
414
~ ~ Staff Performance: Contracts & Documentation
415
~ ~ Staff Performance: Overall Customer Handling
415
~ ~ Staff Integrity: Company Level
416
~ ~ Staff Integrity: Branch/Outlet Level
416
~ ~ Staff Integrity: Company Managers
417
~ ~ Staff Integrity: Company Staff
417
~ ~ Staff Integrity: Specialist Company Staff
418
~ ~ Staff Integrity: Contracts & Documentation
418
~ ~ Staff Integrity: Advertising & Promotions
419
~ ~ Truth & Honesty: Company Level
419
~ ~ Truth & Honesty: Branch/Outlet Level
420
~ ~ Truth & Honesty: Company Managers
420
~ ~ Truth & Honesty: Company Staff
421
~ ~ Truth & Honesty: Specialist Company Staff
421
~ ~ Truth & Honesty: Contracts & Documentation
422
~ ~ Truth & Honesty: Advertising & Promotions
422
~ ~ Written Communications: Company Level
423
~ ~ Written Communications: Branch/Outlet Level
423
~ ~ Written Communications: Company Managers
424
~ ~ Written Communications: Company Staff
424
~ ~ Written Communications: Specialist Company Staff
425
~ ~ Written Communications: Contractual
425
~ ~ Written Communications: Correspondence
426
~ ~ Verbal Contact: Company Level
426
~ ~ Verbal Contact: Branch/Outlet Level
427
~ ~ Verbal Contact: Company Managers
427
~ ~ Verbal Contact: Company Staff
428
~ ~ Verbal Contact: Specialist Company Staff
428
~ ~ Customer Handling: Company Level
429
~ ~ Customer Handling: Branch/Outlet Level
429
~ ~ Customer Handling: Company Managers
430
~ ~ Customer Handling: Company Staff
430
~ ~ Customer Handling: Specialist Company Staff
431
~ ~ Customer Complaint Handling: Company Level
431
~ ~ Customer Complaint Handling: Branch/Outlet Level
432
~ ~ Customer Complaint Handling: Company Managers
432
~ ~ Customer Complaint Handling: Company Staff
433
~ ~ Customer Complaint Handling: Specialist Company Staff
433
~ ~ Customer Problem Solving: Company Level
434
~ ~ Customer Problem Solving: Branch/Outlet Level
434
~ ~ Customer Problem Solving: Company Managers
435
~ ~ Customer Problem Solving: Company Staff
435
~ ~ Customer Problem Solving: Specialist Company Staff
436
~ ~ Customer Comprehension of Product: Company Level
436
~ ~ Customer Comprehension of Product: Branch/Outlet Level
437
~ ~ Staff Comprehension of Product: Company Managers
437
~ ~ Staff Comprehension of Product: Company Staff
438
~ ~ Staff Comprehension of Product: Specialist Company Staff
438
~ ~ Customer Awareness of Product: Company Level
439
~ ~ Customer Awareness of Product: Branch/Outlet Level
439
~ ~ Staff Awareness of Product: Company Managers
440
~ ~ Staff Awareness of Product: Company Staff
440
~ ~ Staff Awareness of Product: Specialist Company Staff
441
~ ~ Customer Confidence in Product: Company Level
441
~ ~ Customer Confidence in Product: Branch/Outlet Level
442
~ ~ Staff Confidence in Product: Company Managers
442
~ ~ Staff Confidence in Product: Company Staff
443
~ ~ Staff Confidence in Product: Specialist Company Staff
443
~ ~ Customer Service: Company Level
444
~ ~ Customer Service: Branch/Outlet Level
444
~ ~ Customer Service: Company Managers
445
~ ~ Customer Service: Company Staff
445
~ ~ Customer Service: Specialist Company Staff
446
~ ~ Customer Service: Contracts & Documentation
446
~ ~ Initial Customer Response: Company Level
447
~ ~ Initial Customer Response: Branch/Outlet Level
447
~ ~ Initial Customer Response: Company Managers
448
~ ~ Initial Customer Response: Company Staff
448
~ ~ Initial Customer Response: Specialist Company Staff
449
~ ~ Information for Customers: Company Level
449
~ ~ Information for Customers: Branch/Outlet Level
450
~ ~ Information for Customers: Company Managers
450
~ ~ Information for Customers: Company Staff
451
~ ~ Information for Customers: Specialist Company Staff
451
~ ~ Promotional Activity: Company Level
452
~ ~ Promotional Activity: Branch/Outlet Level
452
~ ~ Advertising Posture: Company Level
453
~ ~ Advertising Posture: Branch/Outlet Level
453
~ ~ Contract Documentation: Company Level
454
~ ~ Contract Documentation: Branch/Outlet Level
454
~ ~ Credibility: Company Advertising
455
~ ~ Credibility: Company Contracts & Documentation
455
~ ~ Credibility: Specialist Company Staff
456
~ ~ Credibility: Company Staff
456
~ ~ Credibility: Company Managers
457
~ ~ Credibility: Branch/Outlet Level
   
459
VOLUME 4.5
459
NATIONAL END USERS PROFILES
460
~ NATIONAL END USERS PROFILES
462
~ NATIONAL END USERS PROFILE DEFINITIONS
462
~ ~ ~ SOCIAL CLASS DEFINITIONS
467
USER PROFILES

80 counties around the world
468
469
470
471
472
473
474
475
476
477
478
479
480
481