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Volume 4

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The Tactical & Strategic Company Report

Volume 4:

 

The Survey Analysis of the Target Company

Volume 4

480 pages

   

The IMAGE + SURVEY ANALYSIS gives a tabular & graphic analysis of the prevalent image of the Target Company in terms of customers, distribution channels & competitors.

Overall National Surveys are provided as a point of comparison.

IMAGE + CUSTOMER SURVEYS: Companies (with image or customer attitude problems) can greatly benefit from knowing what their customers think and how they might improve products or services.

The data regularly monitors the perceptions & needs of the customer base because such surveys frequently give advance warning of problems in terms of customers' product or service needs; changes in the competitive situation as new products and competitors enter or leave the market; developments in technology and the evolution of the technical requirements of customers; et cetera. The Customer Surveys are also an extremely effective way to independently monitor the effectiveness of the marketing; the results of advertising & sales promotion activity and the effectiveness of the salesforce or distribution network. The Surveys of the Company are given as a MATRIX which includes each of the Company's major areas of operation, viz, subsidiaries, divisions, brands, product groups and market sectors. The matrix is given in two separate data sets of up to fifteen of these groupings.

PERFORMANCE: Credibility, Customer Confidence, Reputation, Staff Efficiency & Performance, Integrity, Truth + Honesty, Written + Verbal Communications, Customer service - Handling - Complaints - Problems, Comprehension + Awareness of Product, Customer Response + Information, Promotion, Advertising, Documentation, Contracts. Current & Forecast Data.

STATUS, STANDING, COMPETITIVENESS: Operations, Manpower, Costs, Margins, Products, Managers, Corporate, Distribution, Customers, Marketing, Competition, Reputation, Promotion, Competence. Current & Forecast Data.

THE SURVEYS: Over 600 vital questions answered in these surveys. Analysis isolates the person behind the purchase decisions (at various levels) and analyses the situation before, during and after the purchase.

END USERS + CONSUMERS: Figures by EACH Country, Company, Division by each CONSUMER Question.

BUYERS: Figures for Buyers by EACH Country, Company, Division by each BUYER Question.

CONSUMER OR BUYER LEVEL: The Buyer Profile is a matrix by YEAR & by AGE GROUP (7 ranges) by SOCIAL CLASS (6 ranges) by GEOGRAPHIC Location. Current & Forecast Data.

DISTRIBUTION CHANNELS: for EACH Country, Company, Division by each DISTRIBUTION Question.

INDUSTRY PERFORMANCE: Analyses of a large number of questions on the specific Performance of the Companies within the Industry.

NATIONAL SURVEYS: National Surveys are given to enable one to compare and evaluate the Company's survey results with the National averages and norms. National Surveys can also be regarded as being the Competitive averages for each National market - thus one can see the relative performance of the Company in the market-place. In competitive markets, Image and Customer Surveys on the Company's competitors isolate and identify problem areas for the competitors and thereby identify opportunities for the Company. National Surveys cover all the topics mentioned above for the Company Image Surveys.

COMPANY SURVEYS: The information shown in this section is based on the results of surveys and similar research amongst the Customers, Branch Networks & Distribution Channels, Buyers and Suppliers of the Company. The data is given relative to the Subsidiary, Division, Unit or Market sectors.

 

VOLUME 4.1

CORPORATE SURVEY FINDINGS

COMPANY CORPORATE END USERS SURVEY

Current purchasing criteria ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing retail levels~ Satisfaction with retail product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Reaction to advertising & sales promotion ~ Product awareness ~ The quality -v- price question ~ The availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria.

 

TARGET COMPANY CORPORATE SERVICE NETWORKS + DISTRIBUTION SURVEYS

End User: current purchasing criteria ~ End User: product reject/return rate after purchase ~ End User: satisfaction with existing products ~ End User: satisfaction with existing methods of supply & distribution ~ End User: satisfaction with company's product levels ~ End User: satisfaction with availability of product ~ End User: satisfaction with quality & specifications ~ End User: satisfaction with deliveries / frequency & up-take ~ End User: satisfaction with ordering procedures ~ End User: satisfaction with terms of trading ~ End User: satisfaction with after-sales services received from company ~ End User: satisfaction with availability of advertising support & POS / promotional materials ~ End User: satisfaction with technical & other assistance received ~ End User: satisfaction with technical documentation / instructions ~ Commercial: current purchasing criteria ~ Commercial: purchasing criteria - future trends ~ Commercial: the availability -v- price question ~ Commercial: the quality -v- price question ~ Commercial: satisfaction with quality of product received ~ Commercial: satisfaction with availability of product ~ Commercial: satisfaction with company product levels ~ Commercial: satisfaction with company ability to fulfill orders on time ~ Commercial: satisfaction with company delivery frequency & up-take ~ Commercial: satisfaction with company ordering procedures & formalities ~ Commercial: satisfaction with company terms of trading ~ Commercial: satisfaction with company credit & other financial details ~ Commercial: satisfaction with existing products & product ranges ~ Commercial: satisfaction with existing methods of supply & distribution ~ Commercial: satisfaction with quality & specifications of products ~ Commercial: satisfaction with after-sales services received from company ~ Commercial: satisfaction with availability of advertising support & POS / promotional materials ~ Commercial: satisfaction with technical & other assistance received ~ Commercial: satisfaction with documentation / instructions ~ End User: product reject / spoilage rate whilst held ~ End User: product reject / returns rate ~ End User: reactions to advertising & sales promotion ~ End User: the quality -v- price question ~ End User: the availability -v- price question ~ End User: purchasing criteria - future trends.

TARGET COMPANY CORPORATE COMMERCIAL USERS SURVEYS

End User: person/s initiating decision to re-order ~ End User: person/s negotiating terms with the company ~ End User: person/s approving / authorizing order/s ~ End User: person/s monitoring results of purchases & sales ~ Commercial: person/s initiating decision to re-order ~ Commercial: person/s initiating decision to increase amounts purchased / total inventory ~ Commercial: person/s initiating decision to introduce new products or brands ~ Commercial: person/s deciding what products / brands are to be sold ~ Commercial: person/s preparing orders / specifications for purchases ~ Commercial: person/s evaluating products & brands available ~ Commercial: person/s seeking quotations ~ Commercial: person/s negotiating terms with the company ~ Commercial: person/s approving / authorizing order/s ~ Commercial: person/s monitoring results of purchases & sales ~ End User: person/s seeking quotations ~ End User: person/s evaluating products & brands available ~ End User: person/s preparing orders / specifications for purchases ~ End User: person/s deciding what products / brands are to be sold ~ End User: person/s initiating decision to introduce new products or brands ~ End User: person/s initiating decision to increase amounts purchased / total inventory.

TARGET COMPANY CORPORATE PERFORMANCE SURVEYS

Relative Credibility: Company Level ~ Relative Credibility: Outlet Level ~ Relative Credibility: Company Managers ~ Relative Credibility: Company Staff ~ Relative Credibility: Specialist Company Staff ~ Relative Credibility: Company Contracts & Documentation ~ Relative Credibility: Company Advertising ~ Relative Customer Confidence at Company Level ~ Relative Customer Confidence at Outlet Level ~ Relative Customer Confidence in Company Managers ~ Relative Customer Confidence in Company Staff ~ Relative Customer Confidence in Specialist Company Staff ~ Relative Customer Confidence in Company Contracts & Documentation ~ Relative Customer Confidence in Company Advertising ~ Relative Reputation at Company Level ~ Relative Reputation at Outlet Level ~ Relative Reputation of Company Managers ~ Relative Reputation of Company Staff ~ Relative Reputation of Specialist Company Staff ~ Relative Staff Efficiency: Company Level ~ Relative Staff Efficiency: Outlet Level ~ Relative Staff Efficiency: Company Managers ~ Relative Staff Efficiency: Company Staff ~ Relative Staff Efficiency: Specialist Company Staff ~ Relative Staff Efficiency: Contracts & Documentation ~ Relative Staff Efficiency: Problem Solving ~ Relative Staff Performance: Company Level ~ Relative Staff Performance: Outlet Level ~ Relative Staff Performance: Company Managers ~ Relative Staff Performance: Company Staff ~ Relative Staff Performance: Specialist Company Staff ~ Relative Staff Performance: Contracts & Documentation ~ Relative Staff Performance: Overall Customer Handling ~ Relative Staff Integrity: Company Level ~ Relative Staff Integrity: Outlet Level ~ Relative Staff Integrity: Company Managers ~ Relative Staff Integrity: Company Staff ~ Relative Staff Integrity: Specialist Company Staff ~ Relative Staff Integrity: Contracts & Documentation ~ Relative Staff Integrity: Advertising & Promotions ~ Relative Truth & Honesty: Company Level ~ Relative Truth & Honesty: Outlet Level ~ Relative Truth & Honesty: Company Managers ~ Relative Truth & Honesty: Company Staff ~ Relative Truth & Honesty: Specialist Company Staff ~ Relative Truth & Honesty: Contracts & Documentation ~ Relative Truth & Honesty: Advertising & Promotions ~ Relative Written Communications: Company Level ~ Relative Written Communications: Outlet Level ~ Relative Written Communications: Company Managers ~ Relative Written Communications: Company Staff ~ Relative Written Communications: Specialist Company Staff ~ Relative Written Communications: Contractual ~ Relative Written Communications: Correspondence ~ Relative Verbal Contact: Company Level ~ Relative Verbal Contact: Outlet Level ~ Relative Verbal Contact: Company Managers ~ Relative Verbal Contact: Company Staff ~ Relative Verbal Contact: Specialist Company Staff ~ Relative Customer Handling: Company Level ~ Relative Customer Handling: Outlet Level ~ Relative Customer Handling: Company Managers ~ Relative Customer Handling: Company Staff ~ Relative Customer Handling: Specialist Company Staff ~ Relative Customer Complaint Handling: Company Level ~ Relative Customer Complaint Handling: Outlet Level ~ Relative Customer Complaint Handling: Company Managers ~ Relative Customer Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Company Staff ~ Relative Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Company Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving: Specialist Company Staff ~ Relative Customer Comprehension of Product: Company Level ~ Customer Comprehension of Product: Outlet Level ~ Relative Staff Comprehension of Product: Company Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Company Staff ~ Relative Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Relative Staff Awareness of Product: Company Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Company Staff ~ Relative Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Relative Staff Confidence in Product: Company Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Company Staff ~ Relative Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Company Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Company Staff ~ Customer Service: Contracts & Documentation ~ Relative Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Company Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Company Staff ~ Relative Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Company Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Company Staff ~ Relative Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Relative Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Relative Contract Documentation: Company Level ~ Relative Contract Documentation: Outlet

 

VOLUME 4.2

COMPANY SECTOR SURVEY FINDINGS

 

TARGET COMPANY SECTOR END USERS SURVEYS

Current purchasing criteria ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing retail levels~ Satisfaction with retail product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Reaction to advertising & sales promotion ~ Product awareness ~ The quality -v- price question ~ The availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria.

TARGET COMPANY SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS

End User: current purchasing criteria ~ End User: product reject/return rate after purchase ~ End User: satisfaction with existing products ~ End User: satisfaction with existing methods of supply & distribution ~ End User: satisfaction with company's product levels ~ End User: satisfaction with availability of product ~ End User: satisfaction with quality & specifications of products ~ End User: satisfaction with deliveries / frequency & up-take ~ End User: satisfaction with ordering procedures ~ End User: satisfaction with terms of trading ~ End User: satisfaction with after-sales services received from company ~ End User: satisfaction with availability of advertising support & POS / promotional materials ~ End User: satisfaction with technical & other assistance received ~ End User: satisfaction with technical documentation / instructions ~ Commercial: current purchasing criteria ~ Commercial: purchasing criteria - future trends ~ Commercial: the availability -v- price question ~ Commercial: the quality -v- price question ~ Commercial: satisfaction with quality of product received ~ Commercial: satisfaction with availability of product ~ Commercial: satisfaction with company product levels ~ Commercial: satisfaction with company ability to fulfill orders on time ~ Commercial: satisfaction with company delivery frequency & up-take ~ Commercial: satisfaction with company ordering procedures & formalities ~ Commercial: satisfaction with company terms of trading ~ Commercial: satisfaction with company credit & other financial details ~ Commercial: satisfaction with existing products & product ranges ~ Commercial: satisfaction with existing methods of supply & distribution ~ Commercial: satisfaction with quality & specifications of products ~ Commercial: satisfaction with after-sales ser-vices received from company ~ Commercial: satisfaction with availability of advertising support & POS / promotional materials ~ Commercial: satisfaction with technical & other assistance received ~ Commercial: satisfaction with documentation / instructions ~ End User: product reject / spoilage rate whilst held ~ End User: product reject / returns rate ~ End User: reactions to advertising & sales promotion ~ End User: the quality -v- price question ~ End User: the availability -v- price question ~ End User: purchasing criteria - future trends.

TARGET COMPANY SECTOR COMMERCIAL USERS SURVEYS

End User: person/s initiating decision to re-order ~ End User: person/s negotiating terms with the company ~ End User: person/s approving / authorizing order/s ~ End User: person/s monitoring results of purchases & sales ~ Commercial: person/s initiating decision to re-order ~ Commercial: person/s initiating decision to increase amounts purchased / total inventory ~ Commercial: person/s initiating decision to introduce new products or brands ~ Commercial: person/s deciding what products / brands are to be sold ~ Commercial: person/s preparing orders / specifications for purchases ~ Commercial: person/s evaluating products & brands available ~ Commercial: person/s seeking quotations ~ Commercial: person/s negotiating terms with the company ~ Commercial: person/s approving / authorizing order/s ~ Commercial: person/s monitoring results of purchases & sales ~ End User: person/s seeking quotations ~ End User: person/s evaluating products & brands available ~ End User: person/s preparing orders / specifications for purchases ~ End User: person/s deciding what products / brands are to be sold ~ End User: person/s initiating decision to introduce new products or brands ~ End User: person/s initiating decision to increase amounts purchased / total inventory

TARGET COMPANY SECTOR PERFORMANCE SURVEYS

Relative Credibility: Company Level ~ Credibility: Outlet Level ~ Credibility: Company Managers ~ Credibility: Company Staff ~ Credibility: Specialist Company Staff ~ Credibility: Company Contracts & Documentation ~ Credibility: Company Advertising ~ Relative Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer Confidence in Company Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in Specialist Company Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer Confidence in Company Advertising ~ Relative Reputation at Company Level ~ Reputation at Outlet Level ~ Reputation of Company Managers ~ Reputation of Company Staff ~ Relative Reputation of Specialist Company Staff ~ Relative Staff Efficiency: Company Level ~ Relative Staff Efficiency: Outlet Level ~ Relative Staff Efficiency: Company Managers ~ Relative Staff Efficiency: Company Staff ~ Relative Staff Efficiency: Specialist Company Staff ~ Relative Staff Efficiency: Contracts & Documentation ~ Relative Staff Efficiency: Problem Solving ~ Relative Staff Performance: Company Level ~ Relative Staff Performance: Outlet Level ~ Relative Staff Performance: Company Managers ~ Relative Staff Performance: Company Staff ~ Relative Staff Performance: Specialist Company Staff ~ Relative Staff Performance: Contracts & Documentation ~ Relative Staff Performance: Overall Customer Handling ~ Relative Staff Integrity: Company Level ~ Relative Staff Integrity: Outlet Level ~ Relative Staff Integrity: Company Managers ~ Relative Staff Integrity: Company Staff ~ Relative Staff Integrity: Specialist Company Staff ~ Relative Staff Integrity: Contracts & Documentation ~ Relative Staff Integrity: Advertising & Promotions ~ Relative Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~ Truth & Honesty: Company Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty: Specialist Company Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth & Honesty: Advertising & Promotions ~ Relative Written Communications: Company Level ~ Written Communications: Outlet Level ~ Written Communications: Company Managers ~ Written Communications: Company Staff ~ Relative Written Communications: Specialist Company Staff ~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Relative Verbal Contact: Company Level ~ Relative Verbal Contact: Outlet Level ~ Verbal Contact: Company Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Company Staff ~ Relative Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling: Company Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Company Staff ~ Relative Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet Level ~ Customer Complaint Handling: Company Managers ~ Customer Complaint Handling: Company Staff ~ Relative Customer Complaint Handling: Specialist Company Staff ~ Relative Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Company Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving: Specialist Company Staff ~ Relative Customer Comprehension of Product: Company Level ~ Relative Customer Comprehension of Product: Outlet Level ~ Relative Staff Comprehension of Product: Company Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Company Staff ~ Relative Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Relative Staff Awareness of Product: Company Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Company Staff ~ Relative Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Relative Staff Confidence in Product: Company Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Company Staff ~ Relative Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Company Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Company Staff ~ Customer Service: Contracts & Documentation ~ Relative Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Company Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Company Staff ~ Relative Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Company Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Company Staff ~ Relative Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Relative Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Relative Contract Documentation: Company Level ~ Contract Documentation: Outlet Level.

 

VOLUME 4.3

COMPETITOR SURVEY FINDINGS

 

COMPETITOR END USERS SURVEYS

Current purchasing criteria ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing retail levels~ Satisfaction with retail product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Reaction to advertising & sales promotion ~ Product awareness ~ The quality -v- price question ~ The availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria.

COMPETITOR SERVICE NETWORKS + DISTRIBUTION SURVEYS

End User: current purchasing criteria ~ End User: product reject/return rate after purchase ~ End User: satisfaction with existing products ~ End User: satisfaction with existing methods of supply & distribution ~ End User: satisfaction with company's product levels ~ End User: satisfaction with availability of product ~ End User: satisfaction with quality & specifications of products ~ End User: satisfaction with deliveries / frequency & up-take ~ End User: satisfaction with ordering procedures ~ End User: satisfaction with terms of trading ~ End User: satisfaction with after-sales services received from company ~ End User: satisfaction with availability of advertising support & POS / promotional materials ~ End User: satisfaction with technical & other assistance received ~ End User: satisfaction with technical documentation / instructions ~ Commercial: current purchasing criteria ~ Commercial: purchasing criteria - future trends ~ Commercial: the availability -v- price question ~ Commercial: the quality -v- price question ~ Commercial: satisfaction with quality of product received ~ Commercial: satisfaction with availability of product ~ Commercial: satisfaction with company product levels ~ Commercial: satisfaction with company ability to fulfill orders on time ~ Commercial: satisfaction with company delivery frequency & up-take ~ Commercial: satisfaction with company ordering procedures & formalities ~ Commercial: satisfaction with company terms of trading ~ Commercial: satisfaction with company credit & other financial details ~ Commercial: satisfaction with existing products & product ranges ~ Commercial: satisfaction with existing methods of supply & distribution ~ Commercial: satisfaction with quality & specifications of products ~ Commercial: satisfaction with after-sales services received from company ~ Commercial: satisfaction with availability of advertising support & POS / promotional materials ~ Commercial: satisfaction with technical & other assistance received ~ Commercial: satisfaction with documentation / instructions ~ End User: product reject / spoilage rate whilst held ~ End User: product reject / returns rate ~ End User: reactions to advertising & sales promotion ~ End User: the quality -v- price question ~ End User: the availability -v- price question ~ End User: purchasing criteria - future trends.

COMPETITOR COMMERCIAL USERS SURVEYS

End User: person/s initiating decision to re-order ~ End User: person/s negotiating terms with the company ~ End User: person/s approving / authorizing order/s ~ End User: person/s monitoring results of purchases & sales ~ Commercial: person/s initiating decision to re-order ~ Commercial: person/s initiating decision to increase amounts purchased / total inventory ~ Commercial: person/s initiating decision to introduce new products or brands ~ Commercial: person/s deciding what products / brands are to be sold ~ Commercial: person/s preparing orders / specifications for purchases ~ Commercial: person/s evaluating products & brands available ~ Commercial: person/s seeking quotations ~ Commercial: person/s negotiating terms with the company ~ Commercial: person/s approving / authorizing order/s ~ Commercial: person/s monitoring results of purchases & sales ~ End User: person/s seeking quotations ~ End User: person/s evaluating products & brands available ~ End User: person/s preparing orders / specifications for purchases ~ End User: person/s deciding what products / brands are to be sold ~ End User: person/s initiating decision to introduce new products or brands ~ End User: person/s initiating decision to increase amounts purchased / total inventory.

COMPETITOR PERFORMANCE SURVEYS

Relative Credibility: Company Level ~ Relative Credibility: Outlet Level ~ Relative Credibility: Company Managers ~ Relative Credibility: Company Staff ~ Relative Credibility: Specialist Company Staff ~ Relative Credibility: Company Contracts & Documentation ~ Relative Credibility: Company Advertising ~ Relative Customer Confidence at Company Level ~ Relative Customer Confidence at Outlet Level ~ Relative Customer Confidence in Company Managers ~ Relative Customer Confidence in Company Staff ~ Relative Customer Confidence in Specialist Company Staff ~ Relative Customer Confidence in Company Contracts & Documentation ~ Relative Customer Confidence in Company Advertising ~ Relative Reputation at Company Level ~ Relative Reputation at Outlet Level ~ Relative Reputation of Company Managers ~ Relative Reputation of Company Staff ~ Relative Reputation of Specialist Company Staff ~ Relative Staff Efficiency: Company Level ~ Relative Staff Efficiency: Outlet Level ~ Relative Staff Efficiency: Company Managers ~ Relative Staff Efficiency: Company Staff ~ Relative Staff Efficiency: Specialist Company Staff ~ Relative Staff Efficiency: Contracts & Documentation ~ Relative Staff Efficiency: Problem Solving ~ Relative Staff Performance: Company Level ~ Relative Staff Performance: Outlet Level ~ Relative Staff Performance: Company Managers ~ Relative Staff Performance: Company Staff ~ Relative Staff Performance: Specialist Company Staff ~ Relative Staff Performance: Contracts & Documentation ~ Relative Staff Performance: Overall Customer Handling ~ Relative Staff Integrity: Company Level ~ Relative Staff Integrity: Outlet Level ~ Relative Staff Integrity: Company Managers ~ Relative Staff Integrity: Company Staff ~ Relative Staff Integrity: Specialist Company Staff ~ Relative Staff Integrity: Contracts & Documentation ~ Relative Staff Integrity: Advertising & Promotions ~ Relative Truth & Honesty: Company Level ~ Relative Truth & Honesty: Outlet Level ~ Relative Truth & Honesty: Company Managers ~ Relative Truth & Honesty: Company Staff ~ Relative Truth & Honesty: Specialist Company Staff ~ Relative Truth & Honesty: Contracts & Documentation ~ Relative Truth & Honesty: Advertising & Promotions ~ Relative Written Communications: Company Level ~ Relative Written Communications: Outlet Level ~ Relative Written Communications: Company Managers ~ Relative Written Communications: Company Staff ~ Relative Written Communications: Specialist Company Staff ~ Relative Written Communications: Contractual ~ Relative Written Communications: Correspondence ~ Relative Verbal Contact: Company Level ~ Relative Verbal Contact: Outlet Level ~ Relative Verbal Contact: Company Managers ~ Relative Verbal Contact: Company Staff ~ Relative Verbal Contact: Specialist Company Staff ~ Relative Customer Handling: Company Level ~ Relative Customer Handling: Outlet Level ~ Relative Customer Handling: Company Managers ~ Relative Customer Handling: Company Staff ~ Relative Customer Handling: Specialist Company Staff ~ Relative Customer Complaint Handling: Company Level ~ Relative Customer Complaint Handling: Outlet Level ~ Relative Customer Complaint Handling: Company Managers ~ Relative Customer Complaint Handling: Company Staff ~ Relative Customer Complaint Handling: Specialist Company Staff ~ Relative Customer Problem Solving: Company Level ~ Relative Customer Problem Solving: Outlet Level ~ Relative Customer Problem Solving: Company Managers ~ Relative Customer Problem Solving: Company Staff ~ Relative Customer Problem Solving: Specialist Company Staff ~ Relative Customer Comprehension of Product: Company Level ~ Relative Customer Comprehension of Product: Outlet Level ~ Relative Staff Comprehension of Product: Company Managers ~ Relative Staff Comprehension of Product: Company Staff ~ Relative Staff Comprehension of Product: Specialist Company Staff ~ Relative Customer Awareness of Product: Company Level ~ Relative Customer Awareness of Product: Outlet Level ~ Relative Staff Awareness of Product: Company Managers ~ Relative Staff Awareness of Product: Company Staff ~ Relative Staff Awareness of Product: Specialist Company Staff ~ Relative Customer Confidence in Product: Company Level ~ Relative Customer Confidence in Product: Outlet Level ~ Relative Staff Confidence in Product: Company Managers ~ Relative Staff Confidence in Product: Company Staff ~ Relative Staff Confidence in Product: Specialist Company Staff ~ Relative Customer Service: Company Level ~ Relative Customer Service: Outlet Level ~ Relative Customer Service: Company Managers ~ Relative Customer Service: Company Staff ~ Relative Customer Service: Specialist Company Staff ~ Relative Customer Service: Contracts & Documentation ~ Relative Initial Customer Response: Company Level ~ Relative Initial Customer Response: Outlet Level ~ Relative Initial Customer Response: Company Managers ~ Relative Initial Customer Response: Company Staff ~ Relative Initial Customer Response: Specialist Company Staff ~ Relative Information for Customers: Company Level ~ Relative Information for Customers: Outlet Level ~ Relative Information for Customers: Company Managers ~ Relative Information for Customers: Company Staff ~ Relative Information for Customers: Specialist Company Staff ~ Relative Promotional Activity: Company Level ~ Relative Promotional Activity: Outlet Level ~ Relative Advertising Posture: Company Level ~ Relative Advertising Posture: Outlet Level ~ Relative Contract Documentation: Company Level ~ Relative Contract Documentation: Outlet Level.

VOLUME 4.4

NATIONAL PRODUCT SURVEYS

NATIONAL END USERS SURVEYS

Current purchasing criteria ~ Perceptions of currently imported brands ~ Willingness to purchase foreign brands ~ Reaction to advertising & sales promotion ~ Reaction to POS & merchandising ~ Satisfaction with product quality ~ Satisfaction with product design ~ Satisfaction with product availability ~ Satisfaction with existing products & services ~ Satisfaction with existing retail level~ Satisfaction with retail product levels ~ Satisfaction with existing methods of supply ~ Satisfaction with product packaging ~ Satisfaction with product packaging design ~ Attitudes towards discount / own-brand products ~ Product awareness ~ The quality -v- price question ~ The availability -v- price question ~ Price sensitivity ~ Future trends in purchasing criteria.

NATIONAL SERVICE NETWORKS + DISTRIBUTION SURVEYS

National service networks + distribution surveys - introduction ~ End User: current purchasing criteria ~ End User: source of supply ~ End User: supplier loyalty ~ End User: ordering procedures ~ End User: frequency of deliveries ~ End User: method of payment ~ End User: reactions to advertising & sales promotion ~ End User: product reject / returns rate ~ End User: product reject / spoilage rate whilst held ~ End User: product reject / return rate after purchase ~ End User: satisfaction with existing products ~ End User: satisfaction with existing suppliers & sources ~ End User: satisfaction with existing methods of supply & distribution ~ End User: satisfaction with suppliers' product levels ~ End User: satisfaction with availability of product ~ End User: satisfaction with quality & specifications of products ~ End User: satisfaction with deliveries / frequency & up-take ~ End User: satisfaction with ordering procedures ~ End User: satisfaction with terms of trading ~ End User: satisfaction with after-sales services received from suppliers ~ End User: satisfaction with availability of advertising support & POS / promotional materials ~ End User: satisfaction with technical & other assistance received ~ End User: satisfaction with technical documentation / instructions ~ Commercial: current purchasing criteria ~ Commercial: purchasing criteria - future trends ~ Commercial: the availability -v- price question ~ Commercial: the quality -v- price question ~ Commercial: attitudes towards discount / unbranded / own-brand products ~ Commercial: frequency of purchase/s ~ Commercial: buying patterns ~ Commercial: mode of ordering~ Commercial: delivery / service area ~ Commercial: sales call frequency per regular customer ( average - delivery & servicing ) ~ Commercial: mode of payment by retail~ Commercial: discounts offered to retail level~ Commercial: retail attitude towards price -v- availability ~ Commercial: frequency of deliveries to retail~ Commercial: supplier loyalty ~ Commercial: number of competitive producers represented ~ Commercial: dealers sales promotional activities (retail)~ Commercial: dealers sales promotional activities mix ~ Commercial: producers sales promotion most influencing dealers ~ Commercial: inventory financing ~ Commercial: dealers problems with products ~ Commercial: experiences of warranty / reject claims ~ Commercial: satisfaction with quality of product received ~ Commercial: satisfaction with availability of product ~ Commercial: satisfaction with producers product levels ~ Commercial: satisfaction with producers ability to fulfill orders on time ~ Commercial: satisfaction with producers delivery frequency & up-take ~ Commercial: satisfaction with producers ordering procedures & formalities ~ Commercial: satisfaction with producers terms of trading ~ Commercial: satisfaction with producers credit & other financial details ~ Commercial: satisfaction with own product levels ~ Commercial: satisfaction with existing products & product ranges ~ Commercial: satisfaction with existing suppliers & sources ~ Commercial: satisfaction with existing methods of supply & distribution ~ Commercial: satisfaction with quality & specifications of products ~ Commercial: satisfaction with after-sales services received from suppliers ~ Commercial: satisfaction with availability of advertising support & POS / promotional materials ~ Commercial: satisfaction with technical & other assistance received ~ Commercial: satisfaction with documentation / instructions ~ End User: buying patterns ~ End User: frequency of purchase/s ~ End User: attitudes towards discount / own-brand products ~ End User: the quality -v- price question ~ End User: the availability -v- price question ~ End User: purchasing criteria - future trends.

NATIONAL BUYER SURVEYS

End User: person/s initiating decision to re-order ~ End User: person/s negotiating terms with suppliers ~ End User: person/s approving / authorizing order/s ~ End User: person/s monitoring results of purchases & sales ~ Commercial: person/s initiating decision to re-order ~ Commercial: person/s initiating decision to increase amounts purchased / total inventory ~ Commercial: person/s initiating decision to introduce new products or brands ~ Commercial: person/s deciding what products / brands are to be sold ~ Commercial: person/s preparing orders / specifications for purchases ~ Commercial: person/s evaluating products & brands available ~ Commercial: person/s surveying suppliers & seeking quotations ~ Commercial: person/s negotiating terms with suppliers ~ Commercial: person/s approving / authorizing order/s ~ Commercial: person/s monitoring results of purchases & sales ~ End User: person/s surveying suppliers & seeking quotations ~ End User: person/s evaluating products & brands available ~ End User: person/s preparing orders / specifications for purchases ~ End User: person/s deciding what products / brands are to be sold ~ End User: person/s initiating decision to introduce new products or brands ~ End User: person/s initiating decision to increase amounts purchased / total inventory.


NATIONAL INDUSTRY PERFORMANCE SURVEYS

Credibility: Company Level ~ Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer Confidence in Company Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in Specialist Company Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer Confidence in Company Advertising ~ Reputation at Company Level ~ Reputation at Outlet Level ~ Reputation of Company Managers ~ Reputation of Company Staff ~ Reputation of Specialist Company Staff ~ Staff Efficiency: Company Level ~ Staff Efficiency: Outlet Level ~ Staff Efficiency: Company Managers ~ Staff Efficiency: Company Staff ~ Staff Efficiency: Specialist Company Staff ~ Staff Efficiency: Contracts & Documentation ~ Staff Efficiency: Problem Solving ~ Staff Performance: Company Level ~ Staff Performance: Outlet Level ~ Staff Performance: Company Managers ~ Staff Performance: Company Staff ~ Staff Performance: Specialist Company Staff ~ Staff Performance: Contracts & Documentation ~ Staff Performance: Overall Customer Handling ~ Staff Integrity: Company Level ~ Staff Integrity: Outlet Level ~ Staff Integrity: Company Managers ~ Staff Integrity: Company Staff ~ Staff Integrity: Specialist Company Staff ~ Staff Integrity: Contracts & Documentation ~ Staff Integrity: Advertising & Promotions ~ Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~ Truth & Honesty: Company Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty: Specialist Company Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth & Honesty: Advertising & Promotions ~ Written Communications: Company Level ~ Written Communications: Outlet Level ~ Written Communications: Company Managers ~ Written Communications: Company Staff ~ Written Communications: Specialist Company Staff ~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Verbal Contact: Company Level ~ Verbal Contact: Outlet Level ~ Verbal Contact: Company Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Company Staff ~ Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling: Company Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Company Staff ~ Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet Level ~ Customer Complaint Handling: Company Managers ~ Customer Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Company Staff ~ Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem Solving: Company Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving: Specialist Company Staff ~ Customer Comprehension of Product: Company Level ~ Customer Comprehension of Product: Outlet Level ~ Staff Comprehension of Product: Company Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product: Specialist Company Staff ~ Customer Awareness of Product: Company Level ~ Customer Awareness of Product: Outlet Level ~ Staff Awareness of Product: Company Managers ~ Staff Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Company Staff ~ Customer Confidence in Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Staff Confidence in Product: Company Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in Product: Specialist Company Staff ~ Customer Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Company Managers ~ Customer Service: Company Staff ~ Customer Service: Specialist Company Staff ~ Customer Service: Contracts & Documentation ~ Initial Customer Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer Response: Company Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response: Specialist Company Staff ~ Information for Customers: Company Level ~ Information for Customers: Outlet Level ~ Information for Customers: Company Managers ~ Information for Customers: Company Staff ~ Information for Customers: Specialist Company Staff ~ Promotional Activity: Company Level ~ Promotional Activity: Outlet Level ~ Advertising Posture: Company Level ~ Advertising Posture: Outlet Level ~ Contract Documentation: Company Level ~ Contract Documentation: Outlet Level ~ Credibility: Company Advertising ~ Credibility: Company Contracts & Documentation ~ Credibility: Specialist Company Staff ~ Credibility: Company Staff ~ Credibility: Company Managers ~ Credibility: Outlet Level.

 

VOLUME 4.5 

NATIONAL CONSUMERS PROFILE DEFINITIONS


SOCIAL CLASS DEFINITIONS

This section covers each of the Geographic markets mentioned above

THE CONSUMER OR BUYER LEVEL:

The Buyer Profile is given as a matrix BY YEAR & by:-

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

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

LOCATION
: By Region & Major Urban Conurbation.

It is important to establish the compatibility between the Company & the Product, Marketing, Supplier, Distribution / Customer Interface & Customer factors & parameters in each of the markets investigated in this report: the above analysis provides this data.

Obviously such an analysis can assist readers in evaluating the areas which might produce problems for the marketing of the product & also areas of opportunity which may be exploited by the Company when marketing or distributing the product/s in each of the areas concerned.

The main purpose of these analyses is of course to attempt to provide a rational & objective basis with which to compare & evaluate the factors & parameters critical to the Company in the provision of products & services.

NATIONAL CONSUMERS PROFILES       

 

STATUS + ENVIRONMENT

This section gives a database analysis of the various aspects of Company status, standing and relative performance in the industry and Market-Place. The data is given as a matrix by Subsidiary, Division, Unit or Market sector.

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

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

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

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

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

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

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

COMPANY DISTRIBUTION CHANNEL CONSIDERATIONS: warehousing & handling; packing & packaging; distribution network activities; stock availability; backlogs.

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

COMPANY MARKETING CONSIDERATIONS: advertising & sales promotion posture & activity; total marketing costs; sales promotion costs; salesforce & selling costs & expenses; advertising costs.

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

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

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

RELATIVE PRODUCT AVAILABILITY: rating of product general availability; acceptability of product specifications; satisfaction with delivery; assurance of order delivery performance; competence of order handling & order taking; ability to supply products as contracted.

RELATIVE TECHNICAL COMPETENCE: rating of general technical competence; technical expertise; application of product technology; product documentation & instructions; level of product reject or return rates; status of general after-sales service performance.

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

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

RELATIVE CORPORATE CONSIDERATIONS: upstream integration; perceptions of downstream integration; performance of captive distribution channels; Utilization of other distribution; benefits of other marketing activity; capture & dominance of specific customer bases.

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

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

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

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

PRODUCT FACTORS: Product Quality & Quality Approvals; Product Design, Designers Factors & Specifications; Product Criteria & Parameters; Research & Development, Product Development & Customization Costs; Technology, Technological Factors & Developments; Product Longevity + Performance, Efficiency & Integrity; Product Reliability, Failure Rates & Defects; Product Criteria, Operation & Usage; Technical Aspects, Technical Developments & Development Success; Product Life Cycles & Product Obsolescence.

MARKETING FACTORS: Warehousing, Handling & Distribution Channel Costs; Pricing at Company's level; Pricing at End User or Consumer levels; Stock Availability, Lead Times & Delivery; Sales Promotion & Selling Costs; Advertising Posture & Advertising Costs; Competition & Competitors' Aggressiveness & Posture; Market Share & Relative Market Shares; Seasonality, Cyclical Demand & Demand Fluctuations; Sensitivity to Economic Conditions & Effect of Recession; After-Sales Servicing, Requirements & Costs.

SUPPLIER FACTORS: Physical Process + Handling Facilities & Capacity; Capacity & Flexibility of Plant; Dependence on Sub-contractors, Input Materials & General Suppliers; Technical Capabilities & New Product Developments; Technological Aptitude & Technological Innovations; General Physical Plant & Equipment Capacity; Economies of Scale & Own Buying Influence; Alternative Suppliers Base; Commitment of Suppliers; Price & Pricing Advantages amongst Suppliers; Conditions of Sale & Terms of Trading.

DISTRIBUTION CHANNEL & NETWORKS / CUSTOMER INTERFACE FACTORS: Technical & Marketing Capabilities; Distribution Facilities & Manpower Availability; Commitment to other Companies; Sales Volumes & Turnover requirements; Margins & Added Value; Captive Customer Base & Customers Handled; Geographic Coverage; Sales Promotion, Advertising & Salesforce; Synergy with Existing Products & Customer Bases; Cash-Flow Requirements of the Distribution Channel; Capital - Distribution Channel.

CUSTOMER FACTORS: Consumption & Demand Factors; Purchase Background & Past Product Purchases; Purchasing Criteria - Economic Factors; Purchasing Criteria - Motivational Factors; Acquisition Costs, Service Pricing; Product Costs; Customer Awareness.

 

 

 

This section gives a database analysis of the various Competitive Issues and Considerations which affect the Company and its relative performance in the industry and Market-Place.

The data is given in relation to the various Subsidiary, Division, Unit or Market sectors.

COMPETITIVE ISSUES + CONSIDERATIONS

 

Company production considerations: production & process difficulties, manufacturing capacity, unit production capacity, flexibility of production plant, ability to vary product range, age of plant & equipment

Company supplies considerations: materials acquisition & sources, materials stock levels, dependence on sub-contractors, buying influence

Company manpower considerations: manpower availability, labour relations, pressure of wage rises, relative payroll levels, relative salary levels, technical capabilities

Company costs & margin considerations: stock levels, variable costs, fixed costs, payroll costs, direct costs relative to competitors, R&D / product development costs

Company product considerations: quality, product specifications, design, operating criteria, product efficiency, product reliability, product longevity, product life cycle, product customization, product technology, product usage

Company management strengths: management strengths: senior corporate officers, management strengths: production staff, management strengths: sales & marketing staff, management strengths: administration staff, management strengths: technical & R&D staff, management strengths: personnel staff

Company corporate considerations: upstream integration, downstream integration, captive distribution channels, dependence on other manufacturers, dependence on other distributors, dependence on other marketing, dependence on customers

Company distribution considerations: warehousing & handling, packing & packaging, distribution, stock availability, order backlog

Company customer considerations: location of customers, dependence on customer base, captive customer base, concentration of purchases, purchase frequency, order size, relative customer servicing, seasonality of demand

Company marketing considerations: advertising & sales promotion, marketing costs, sales promotion costs, selling costs, advertising costs

Company competitive considerations: competitors' pricing policy, sensitivity to economic conditions, relative marketing spend, competitors' aggressiveness, entry of new competitors, prices at MSP, price increases at MSP, prices at RSP, market share

Relative reputation: overall awareness by customers, overall reputation, reputation of products, reputation of product quality, reputation of service provided, reputation of customer handling

Relative promotional activity: rating of overall sales promotion activity, rating of advertising, rating of sales personnel, rating of sales print

Relative product availability: rating of product availability, rating of product specifications, rating of on-time delivery, rating of complete order delivery, rating of order handling, rating of ability to supply

Relative technical competence: rating of technical competence, rating of technical awareness, rating of product technology, rating of product documentation, rating of product returns, rating of after-sales services

Relative marketing factors: perception of product prices, technical superiority, service factors, prompt delivery, whole order delivery, stock levels, ordering procedures, delivery convenience, the delivery system, flexibility of customer handling, perceptions of terms of trading

Relative staff performance: initial contact, order handling staff, sales staff, administration staff, specialist staff, service personnel

Relative corporate considerations: upstream integration, downstream integration, captive distribution channels, reliance on other manufacturers, utilization of other distributors, benefits of other marketing, captive customer bases

Relative distribution considerations: warehousing & handling, packing & packaging, distribution, stock availability, order backlog

Relative customer considerations: location of customers, captiveness of the customer base, customer base loyalty, concentration of purchases, purchase frequency, order size, customer servicing, seasonality

Relative promotional considerations: advertising & sales promotion, marketing, sales promotion, salesforce, advertising

Relative competitive considerations: pricing policy, economic conditions, relative marketing effort, reaction to competitors, new competitors, prices at MSP, price increases, prices at RSP, market share.