01 : ADMINISTRATION + CUSTOMER HANDLING
Administration & Customer Handling Objectives and Analysis
Administration objectives. Administration functions. Personnel + staff performance. Human
relations. Selection. Training. Staff selection + training efficiency. Direction.
Incentives. Loyalty. Achievement. Leadership / organisation. Customer handling. Operating
procedures + systems. Order handling. Order progress. Order delivery. After-sales rating.
Organisation decisions. Communications + objectives. Administration communication.
Administration controls. Security + product protection. Quality control procedures.
Accounting practices & procedures. Order taking + procedures. Order delivery +
contract performance. After-sales services + procedures. Legal conditions + terms of
business. Historic financial data for administration + customer handling issues.
Administration + customer handling balance sheet forecasts : 2000-2028.
140 Pages |
02 : ADVERTISING STRATEGY
Advertising Strategy & Tactics Analysis and Evaluation
Advertising strategy. Advertising budget decisions. Historic marketing costs &
margins. Historic marketing cost ratios & margins. Advertising strategy appraisal.
Advertising costs. Advertising message generation. Advertising message. Advertising
timing. Advertising monitoring. Advertising effectiveness. Portfolio test rating.
Advertising rating. Advertising communication. Persuasion processes. Communication
decisions. Audience + channel rating. Advertising message rating. Historic financial data.
Advertising strategy financial forecasts : 2000-2028.
95 Pages |
03 : BUYER PROFILES
Decision Maker & Buyer Age & Social Profiles (Historic & Forecast data)
Overall Decision Maker & Buyer Age & Social Profiles (Historic & Forecast
data).` The above volumes cover each of the sectors mentioned above for the following
items:- BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:-
AGE GROUP: less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+. SOCIAL CLASS: A : Upper
Middle Class : Higher managerial, administrative // B : Middle Class : Intermediate
managerial // C1 : Lower Middle Class : Supervisor or clerical // C2 : Skilled Working
Class : Skilled manual workers // D : Working Class : Semi- & unskilled manual workers
// E : Others. LOCATION: By Region & Major Urban Conurbation. BUYER SURVEYS ~
Person/s approving / authorising order/s ~ Person/s deciding what products / brands are to
be sourced ~ Person/s evaluating products & brands available ~ Person/s evaluating
suppliers ~ Person/s initiating decision to increase amount purchased~ Person/s initiating
decision to increase purchases ~ Person/s initiating decision to introduce different
products~ Person/s initiating decision to introduce new products ~ Person/s initiating
decision to re-purchase ~ Person/s initiating decision to retain supplier ~ Person/s
monitoring results of purchases ~ Person/s monitoring results of product usage ~ Person/s
negotiating terms with suppliers ~ Person/s re-negotiating purchases from suppliers ~
Person/s deciding specifications for purchases ~ Person/s preparing orders for purchases ~
Person/s surveying seeking quotations ~ Person/s evaluating quotations.
60 Pages for each volume |
04 : BUYER PROFILES - COMPETITORS
Comparative Competitor Decision Maker & Buyer Age & Social Profiles
The above volumes cover each of the sectors mentioned above for the following items:-
BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:- AGE GROUP:
less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+. SOCIAL CLASS: A : Upper Middle Class
: Higher managerial, administrative // B : Middle Class : Intermediate managerial // C1 :
Lower Middle Class : Supervisor or clerical // C2 : Skilled Working Class : Skilled manual
workers // D : Working Class : Semi- & unskilled manual workers // E : Others.
LOCATION: By Region & Major Urban Conurbation. BUYER SURVEYS ~ Person/s
approving / authorising order/s ~ Person/s deciding what products / brands are to be
sourced ~ Person/s evaluating products & brands available ~ Person/s evaluating
suppliers ~ Person/s initiating decision to increase amount purchased~ Person/s initiating
decision to increase purchases ~ Person/s initiating decision to introduce different
products~ Person/s initiating decision to introduce new products ~ Person/s initiating
decision to re-purchase ~ Person/s initiating decision to retain supplier ~ Person/s
monitoring results of purchases ~ Person/s monitoring results of product usage ~ Person/s
negotiating terms with suppliers ~ Person/s re-negotiating purchases from suppliers ~
Person/s deciding specifications for purchases ~ Person/s preparing orders for purchases ~
Person/s surveying seeking quotations ~ Person/s evaluating quotations.
60 Pages for each volume |
05 : BUYER PROFILES - OPERATIONS
Comparative Operational Decision Maker & Buyer Age & Social Profiles
The above volumes cover each of the sectors mentioned above for the following items:-
BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:- AGE GROUP:
less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+. SOCIAL CLASS: A : Upper Middle Class
: Higher managerial, administrative // B : Middle Class : Intermediate managerial // C1 :
Lower Middle Class : Supervisor or clerical // C2 : Skilled Working Class : Skilled manual
workers // D : Working Class : Semi- & unskilled manual workers // E : Others.
LOCATION: By Region & Major Urban Conurbation. BUYER SURVEYS ~ Person/s
approving / authorising order/s ~ Person/s deciding what products / brands are to be
sourced ~ Person/s evaluating products & brands available ~ Person/s evaluating
suppliers ~ Person/s initiating decision to increase amount purchased~ Person/s initiating
decision to increase purchases ~ Person/s initiating decision to introduce different
products~ Person/s initiating decision to introduce new products ~ Person/s initiating
decision to re-purchase ~ Person/s initiating decision to retain supplier ~ Person/s
monitoring results of purchases ~ Person/s monitoring results of product usage ~ Person/s
negotiating terms with suppliers ~ Person/s re-negotiating purchases from suppliers ~
Person/s deciding specifications for purchases ~ Person/s preparing orders for purchases ~
Person/s surveying seeking quotations ~ Person/s evaluating quotations.
60 Pages for each volume |
06 : BUYER PROFILES - PRODUCTS
Comparative Product Decision Maker & Buyer Age & Social Profiles
The above volumes cover each of the sectors mentioned above for the following items:-
BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:- AGE GROUP:
less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+. SOCIAL CLASS: A : Upper Middle Class
: Higher managerial, administrative // B : Middle Class : Intermediate managerial // C1 :
Lower Middle Class : Supervisor or clerical // C2 : Skilled Working Class : Skilled manual
workers // D : Working Class : Semi- & unskilled manual workers // E : Others.
LOCATION: By Region & Major Urban Conurbation. BUYER SURVEYS ~ Person/s
approving / authorising order/s ~ Person/s deciding what products / brands are to be
sourced ~ Person/s evaluating products & brands available ~ Person/s evaluating
suppliers ~ Person/s initiating decision to increase amount purchased~ Person/s initiating
decision to increase purchases ~ Person/s initiating decision to introduce different
products~ Person/s initiating decision to introduce new products ~ Person/s initiating
decision to re-purchase ~ Person/s initiating decision to retain supplier ~ Person/s
monitoring results of purchases ~ Person/s monitoring results of product usage ~ Person/s
negotiating terms with suppliers ~ Person/s re-negotiating purchases from suppliers ~
Person/s deciding specifications for purchases ~ Person/s preparing orders for purchases ~
Person/s surveying seeking quotations ~ Person/s evaluating quotations.
60 Pages for each volume |
07 : BUYER PROFILES - TRADE CELL
Trade Cell Comparative Decision Maker & Buyer Age & Social Profiles
The above volumes cover each of the sectors mentioned above for the following items:-
BUYER LEVEL: The Buyer Profile is given as a matrix BY YEAR & by:- AGE GROUP:
less than 19; 20-24; 25-34; 35-44; 45-54; 55-64; 65+. SOCIAL CLASS: A : Upper Middle Class
: Higher managerial, administrative // B : Middle Class : Intermediate managerial // C1 :
Lower Middle Class : Supervisor or clerical // C2 : Skilled Working Class : Skilled manual
workers // D : Working Class : Semi- & unskilled manual workers // E : Others.
LOCATION: By Region & Major Urban Conurbation. BUYER SURVEYS ~ Person/s
approving / authorising order/s ~ Person/s deciding what products / brands are to be
sourced ~ Person/s evaluating products & brands available ~ Person/s evaluating
suppliers ~ Person/s initiating decision to increase amount purchased~ Person/s initiating
decision to increase purchases ~ Person/s initiating decision to introduce different
products~ Person/s initiating decision to introduce new products ~ Person/s initiating
decision to re-purchase ~ Person/s initiating decision to retain supplier ~ Person/s
monitoring results of purchases ~ Person/s monitoring results of product usage ~ Person/s
negotiating terms with suppliers ~ Person/s re-negotiating purchases from suppliers ~
Person/s deciding specifications for purchases ~ Person/s preparing orders for purchases ~
Person/s surveying seeking quotations ~ Person/s evaluating quotations.
60 Pages for each volume |
08 : COMPETITIVE FACTORS
Competitive Factors & Considerations Analysis & Evaluation
Competitive factors + issues: Relative stature. Competitive promotional practice.
Competitive product availability. Competitive marketing aptitude. Market components. Sales
staff achievement. Corporate sales elements. Competitive sales channel awareness.
Competitive client awareness. Competitive promotional considerations. Competitor
consequences. Competitive factors + considerations: Company physical marketing concerns.
Advertising & marketing materials element. Sales personnel perceptions. Marketing
costs & margin concerns. Product advertising + marketing. Marketing management
strengths. Corporate marketing considerations. Distribution marketing considerations.
Customer topics. Competitive marketing considerations. Competitor considerations.
60 Pages |
09 : COMPETITIVE MARKET ANALYSIS
Competitive Market Environment and Standing Analysis & Evaluation
Market environment analysis: Company physical marketing concerns. Advertising &
marketing materials element. Sales personnel perceptions. Marketing costs & margin
concerns. Product advertising + marketing. Marketing management strengths. Corporate
marketing considerations. Distribution marketing considerations. Customer topics.
Competitive marketing considerations. Competitor considerations. Market standing analysis:
Relative stature. Competitive promotional practice. Competitive product availability.
Competitive marketing aptitude. Market components. Sales staff achievement. Corporate
sales elements. Competitive sales channel awareness. Competitive client awareness.
Competitive promotional considerations. Competitor consequences.
60 Pages |
10 : COMPETITIVE OPERATIONAL ANALYSIS
Competitive Operational Environment & Operations Standing
Operational environment analysis: Company production considerations. Company supplies
considerations. Company manpower considerations. Company costs & margin
considerations. Company product considerations. Company management strengths. Company
corporate considerations. Company distribution considerations. Company customer
considerations. Company marketing considerations. Company competitive considerations.
Operations standing analysis: Relative reputation. Relative promotional activity. Relative
product availability. Relative technical competence. Relative marketing factors. Relative
staff performance. Relative corporate considerations. Relative distribution
considerations. Relative customer considerations. Relative promotional considerations.
Relative competitive considerations.
60 Pages |
11 : COMPETITIVE PRODUCT ANALYSIS
Competitive Product Environment and Standing Analysis & Evaluation
Product standing analysis: Relative reputation. Relative promotional activity. Relative
product availability. Relative technical competence. Relative marketing factors. Relative
staff performance. Relative corporate considerations. Relative distribution
considerations. Relative customer considerations. Relative promotional considerations.
Relative competitive considerations. Product environment analysis: Production
considerations. Supplies considerations. Manpower considerations. Costs & margin
considerations. Product considerations. Management strengths. Corporate considerations.
Distribution considerations. Customer considerations. Marketing considerations.
Competitive considerations.
60 Pages |
12 : COMPETITIVE TRADE CELL ANALYSIS
Competitive Trade Cell Issues and Consideration Analysis
TRADE CELL ISSUES: relative stature, competitive promotional practice, competitive product
availability, competitive marketing aptitude, market components, sales staff achievement,
corporate sales elements, competitive sales channel awareness, competitive client
awareness, competitive promotional considerations, competitor consequences. TRADE CELL
CONSIDERATIONS: company physical marketing concerns, advertising & marketing materials
element, sales personnel perceptions, marketing costs & margin concerns, product
advertising + marketing, marketing management strengths, corporate marketing
considerations, distribution marketing considerations, customer topics, competitive
marketing considerations, competitor considerations.
60 Pages |
13 : COMPETITOR ANALYSIS
Competitor Environment and Standing Analysis & Evaluation
COMPETITOR STANDING ANALYSIS: relative stature, competitive promotional practice,
competitive product availability, competitive marketing aptitude, market components, sales
staff achievement, corporate sales elements, competitive sales channel awareness,
competitive client awareness, competitive promotional considerations, competitor
consequences. COMPETITOR ENVIRONMENT ANALYSIS: company physical marketing concerns,
advertising & marketing materials element, sales personnel perceptions, marketing
costs & margin concerns, product advertising + marketing, marketing management
strengths, corporate marketing considerations, distribution marketing considerations,
customer topics, competitive marketing considerations, competitor considerations.
60 Pages |
14 : COMPETITOR SURVEYS
Surveys of Buyers and End Users of Competitors
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 ~ User Level: current purchasing criteria ~ User
Level: product reject/return rate after purchase ~ User satisfaction with existing
products ~ User satisfaction with existing methods of supply & distribution ~ User
satisfaction with company's product levels ~ User satisfaction with availability of
product ~ User satisfaction with quality & specifications of products ~ User
satisfaction with deliveries / frequency & up-take ~ User satisfaction with ordering
procedures ~ User satisfaction with terms of trading ~ User satisfaction with after-sales
services received from company ~ User satisfaction with availability of advertising
support & POS / promotional materials ~ User satisfaction with technical & other
assistance received ~ User satisfaction with technical documentation / instructions ~
Buyer: current purchasing criteria ~ Buyer: purchasing criteria - future trends ~ Buyer:
the availability -v- price question ~ Buyer: the quality -v- price question ~ Buyer
satisfaction: quality of product received ~ Buyer satisfaction: availability of product ~
Buyer satisfaction: company product levels ~ Buyer satisfaction: company ability to fulfil
orders on time ~ Buyer satisfaction: company delivery frequency & up-take ~ Buyer
satisfaction: company ordering procedures & formalities ~ Buyer satisfaction: company
terms of trading ~ Buyer satisfaction: company credit & other financial details ~
Buyer satisfaction: existing products & product ranges ~ Buyer satisfaction: existing
methods of supply & distribution ~ Buyer satisfaction: quality & specifications of
products ~ Buyer satisfaction: after-sales services received from company ~ Buyer
satisfaction: availability of advertising support & POS / promotional materials ~
Buyer satisfaction: technical & other assistance received ~ Buyer satisfaction:
documentation / instructions ~ User Level: product reject / spoilage rate whilst held ~
User Level: product reject / returns rate ~ User Level: reactions to advertising &
sales promotion ~ User Level: the quality -v- price question ~ User Level: the
availability -v- price question ~ User Level: purchasing criteria - future trends.
COMPETITOR COMMERCIAL USERS SURVEYS ~ User Level: person initiating decision to re-order ~
User Level: person negotiating terms with the company ~ User Level: person approving /
authorising order/s ~ User Level: person monitoring results of purchases & sales ~
Buyer: person initiating decision to re-order ~ Buyer: person initiating decision to
increase amounts purchased / total inventory ~ Buyer: person initiating decision to
introduce new products or brands ~ Buyer: person deciding what products / brands are to be
sold ~ Buyer: person preparing orders / specifications for purchases ~ Buyer: person
evaluating products & brands available ~ Buyer: person seeking quotations ~ Buyer:
person negotiating terms with the company ~ Buyer: person approving / authorising order/s
~ Buyer: person monitoring results of purchases & sales ~ User Level: person seeking
quotations ~ User Level: person evaluating products & brands available ~ User Level:
person preparing orders / specifications for purchases ~ User Level: person deciding what
products / brands are to be sold ~ User Level: person initiating decision to introduce new
products or brands ~ User Level: person initiating decision to increase amounts purchased
/ total inventory. COMPETITOR PERFORMANCE SURVEYS ~ Relative Credibility: Company Level ~
Relative Credibility: Outlet Level ~ Relative Credibility: Managers ~ Relative
Credibility: Company Staff ~ Relative Credibility: Specialist 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 Managers ~ Relative Customer Confidence
in Company Staff ~ Relative Customer Confidence in Specialist 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 Managers ~ Relative Reputation of Company Staff ~ Relative
Reputation of Specialist Staff ~ Relative Staff Efficiency: Company Level ~ Relative Staff
Efficiency: Outlet Level ~ Relative Staff Efficiency: Managers ~ Relative Staff
Efficiency: Company Staff ~ Relative Staff Efficiency: Specialist Staff ~ Relative Staff
Efficiency: Contracts & Documentation ~ Relative Staff Efficiency: Problem Solving ~
Relative Staff Performance: Company Level ~ Relative Staff Performance: Outlet Level ~
Relative Staff Performance: Managers ~ Relative Staff Performance: Company Staff ~
Relative Staff Performance: Specialist 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: Managers ~ Relative Staff Integrity: Company Staff ~ Relative Staff Integrity:
Specialist Staff ~ Relative Staff Integrity: Contracts & Documentation ~ Relative
Staff Integrity: Advertising & Promotions ~ Relative Truth & Honesty: Company
Level ~ Relative Truth & Honesty: Outlet Level ~ Relative Truth & Honesty:
Managers ~ Relative Truth & Honesty: Company Staff ~ Relative Truth & Honesty:
Specialist Staff ~ Relative Truth & Honesty: Contracts & Documentation ~ Relative
Truth & Honesty: Advertising & Promotions ~ Relative Written Communications:
Company Level ~ Relative Written Communications: Outlet Level ~ Relative Written
Communications: Managers ~ Relative Written Communications: Company Staff ~ Relative
Written Communications: Specialist Staff ~ Relative Written Communications: Contractual ~
Relative Written Communications: Correspondence ~ Relative Verbal Contact: Company Level ~
Relative Verbal Contact: Outlet Level ~ Relative Verbal Contact: Managers ~ Relative
Verbal Contact: Company Staff ~ Relative Verbal Contact: Specialist Staff ~ Relative
Customer Handling: Company Level ~ Relative Customer Handling: Outlet Level ~ Relative
Customer Handling: Managers ~ Relative Customer Handling: Company Staff ~ Relative
Customer Handling: Specialist Staff ~ Relative Customer Complaint Handling: Company Level
~ Relative Customer Complaint Handling: Outlet Level ~ Relative Customer Complaint
Handling: Managers ~ Relative Customer Complaint Handling: Company Staff ~ Relative
Customer Complaint Handling: Specialist Staff ~ Relative Customer Problem Solving: Company
Level ~ Relative Customer Problem Solving: Outlet Level ~ Relative Customer Problem
Solving: Managers ~ Relative Customer Problem Solving: Company Staff ~ Relative Customer
Problem Solving: Specialist Staff ~ Relative Customer Comprehension of Product: Company
Level ~ Relative Customer Comprehension of Product: Outlet Level ~ Relative Staff
Comprehension of Product: Managers ~ Relative Staff Comprehension of Product: Company
Staff ~ Relative Staff Comprehension of Product: Specialist Staff ~ Relative Customer
Awareness of Product: Company Level ~ Relative Customer Awareness of Product: Outlet Level
~ Relative Staff Awareness of Product: Managers ~ Relative Staff Awareness of Product:
Company Staff ~ Relative Staff Awareness of Product: Specialist Staff ~ Relative Customer
Confidence in Product: Company Level ~ Relative Customer Confidence in Product: Outlet
Level ~ Relative Staff Confidence in Product: Managers ~ Relative Staff Confidence in
Product: Company Staff ~ Relative Staff Confidence in Product: Specialist Staff ~ Relative
Customer Service: Company Level ~ Relative Customer Service: Outlet Level ~ Relative
Customer Service: Managers ~ Relative Customer Service: Company Staff ~ Relative Customer
Service: Specialist Staff ~ Relative Customer Service: Contracts & Documentation ~
Relative Initial Customer Response: Company Level ~ Relative Initial Customer Response:
Outlet Level ~ Relative Initial Customer Response: Managers ~ Relative Initial Customer
Response: Company Staff ~ Relative Initial Customer Response: Specialist Staff ~ Relative
Information for Customers: Company Level ~ Relative Information for Customers: Outlet
Level ~ Relative Information for Customers: Managers ~ Relative Information for Customers:
Company Staff ~ Relative Information for Customers: Specialist 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.
130 Pages |
15 : COUNTRY FOCUS
Country based complete Market Research data in summary
MARKET VALUE: from 2000 + MARKET FORECAST: 2000-2028, by PRODUCT SECTOR.
PRODUCT DEVELOPMENT: from 2000 + PRODUCT FORECAST : 2000-2028, by PRODUCT
SECTOR. MARKET NORMS, Market growth rate annual indices, Market multipliers, Industry
indices, Industry profile, Customer profiles. MARKETING COSTS + MARKETING COSTS FORECAST,
Sales costs, Distribution + handling costs, Advertising costs, After-sales costs, Total
marketing costs, Marketing margins + ratios, Profit ratios, Marketing ratios, Marketing
operational ratios, Marketing factors. HISTORIC FINANCIAL DATA + MARKET FINANCIAL
FORECASTS : 2000-2028: Balance Sheet, Operational Costs + Margins, Financial
Ratios. SURVEYS, USER SURVEYS, DISTRIBUTION SURVEYS, BUYER SURVEYS, PERFORMANCE SURVEYS.
DECISION MAKER PROFILES. BUYER PROFILE. USER PROFILE.
60 Pages |
16 : DISTRIBUTION + MARKETING CHANNELS
Distribution & Marketing Channels Analysis and Evaluation
Intermediaries + channel levels, product channels, channel flows, product function
checklist, channel changes, distribution channel investment effect forecasts, vertical
channel, horizontal channels, channel position, channel competition, marketing expenditure
effect forecasts, channel design, channel objectives, channel characteristics, channel
alternatives, channel evaluation, product channel evaluation, product channel
adaptability, channel management, product channel management, channel modifications,
historic financial data, distribution + marketing channels financial forecasts :
2000-2028.
100 Pages |
17 : FINANCIAL CAPITAL ACCESS SCENARIOS
13 Capital Accessibility scenarios*
HISTORIC FINANCIAL DATA FOR CAPITAL COSTS FINANCIAL SCENARIO ISSUES: Balance Sheet, Costs
& Margins, Financial Ratios & Margins, Operational Ratios & Margins. CAPITAL
COST BASED FORECASTS : 2000-2028 : Balance Sheet, Operational Costs + Margins,
Financial Ratios Forecast: Base Forecast : Median Market Scenario, New Equity Scenarios,
Bank Borrowing: Base Scenarios, Bank Borrowing: 3% Inflation Scenarios, Bank Borrowing: 6%
Inflation Scenarios, Bank Borrowing: 9% Inflation Scenarios, Bond / Debentures Scenarios,
Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets Scenarios, Asset Sales:
25% of Assets Scenarios, Self Generated Funds: Worst Scenarios, Self Generated Funds: Best
Scenarios, Trading Credit Extension & Margin Reduction Scenarios.
60 Pages |
18 : FINANCIAL CASHFLOW SCENARIOS
series of 12 Cashflow derived Scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Historic Costs & Margins, Historic Financial
Ratios & Margins, Historic Operational Ratios & Margins. CASH FLOW OPTIONS
SCENARIO FORECASTS : 2000-2028 : Balance Sheet, Operational Costs + Margins,
Financial Ratios Forecast: Base Forecast : Median Market Scenario, New Capital Injection
Scenarios, Short-Term Loan: Base Scenarios, Short-Term Loan: 3% Inflation Scenarios,
Short-Term Loan: 6% Inflation Scenarios, Short-Term Loan: 9% Inflation Scenarios,
Long-Term Loan Scenarios, Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets
Scenarios, Asset Sales: 25% of Assets Scenarios, Profit Improvement:
60 Pages |
19 : FINANCIAL COST STRUCTURE SCENARIOS
series of 12 Cost Structure scenarios*
HISTORIC FINANCIAL DATA FOR COST STRUCTURE ISSUES: Balance Sheet, Costs & Margins,
Financial Ratios & Margins, Operational Ratios & Margins. COST STRUCTURE BASED
FORECASTS : 2000-2028 : Balance Sheet, Operational Costs + Margins, Financial
Ratios Forecast : Base Forecast : Median Market Scenario, Materials & Energy Cost
Scenarios, Payroll & Staff Cost Scenarios, Administration Cost Scenarios, Capital Cost
Scenarios, Plant & Equipment Cost Scenarios, Sales & Marketing Cost Scenarios, New
Product & New Technology Cost Scenarios, Depreciation & Capitalisation Scenarios,
Short Term Borrowing Scenarios, Long Term Financial Scenarios, Financial & Debt
Servicing Cost Scenarios, Trading & Operating Margins & Profitability Scenarios.
60 Pages |
20 : FINANCIAL ECONOMIC CLIMATE SCENARIOS
11 Economic & Market Climate scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. MARKET CLIMATE FINANCIAL SCENARIO FORECASTS :
2000-2028
: Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast :
Best Market Scenario, Base Forecast : Median Market Scenario, Base Forecast : Worst Market
Scenario, Price Cutting Effect, Price Increase Effect, Market Share Building Objectives,
Market Share Holding Objectives, Market Share Harvesting Objectives, Bank Borrowing: 3%
Inflation Scenarios, Bank Borrowing: 6% Inflation Scenarios, Bank Borrowing: 9% Inflation
Scenarios,Credit Extension & Cost Reduction Scenarios.
56 Pages |
21 : FINANCIAL INVESTMENT + COSTS SCENARIOS
12 Investment and Cost Critical scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. INVESTMENT + COST REDUCTION FINANCIAL FORECASTS
: 2000-2028 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast
: Base Forecast : Median Market Scenario, Profit Impact: Materials Cost Reduction, Profit
Impact: Payroll Cost Reduction, Profit Impact: Process Cost Reduction, Profit Impact:
Distribution Cost Reduction, Profit Impact: Customer Handling Cost Reduction, Investments:
Process Plant & Equipment, Investments: Premises, Investments: Distribution /
Handling, Investments: Customer Handling Systems, Product Cost Improvements, Product
Quality Improvement, Customer Handling Improvements.
60 Pages |
22 : FINANCIAL MARKETING EXPENDITURE
SCENARIOS
14 Marketing Expenditure scenarios*
HISTORIC FINANCIAL DATA FOR MARKETING EXPENDITURE SCENARIO ISSUES: Balance Sheet, Costs
& Margins, Financial Ratios & Margins, Operational Ratios & Margins. MARKETING
EXPENDITURE SCENARIOS BASED FORECASTS : 2000-2028 : Balance Sheet, Operational
Costs + Margins, Financial Ratios Forecast : Base Forecast : Median Market Scenario, + 2%
Marketing Expenditure Increase, + 4% Marketing Expenditure Increase, + 6% Marketing
Expenditure Increase, + 8% Marketing Expenditure Increase, + 10% Marketing Expenditure
Increase, + 12% Marketing Expenditure Increase, -2% Marketing Expenditure Decrease, -4%
Marketing Expenditure Decrease, -6% Marketing Expenditure Decrease, -8% Marketing
Expenditure Decrease, -10% Marketing Expenditure Decrease, -12% Marketing Expenditure
Decrease.
60 Pages |
23 : FINANCIAL BUSINESS SCENARIOS
series of 13 Business Decision scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. BUSINESS DECISION SCENARIO FORECASTS: Balance
Sheet, Operational Costs + Margins, Financial Ratios : 2000-2028: Base Forecast :
Median Market Scenario Balance Sheet, Marketing Expenditure, New Product Development,
Market Segmentation, New Plant + Equipment Investment, New Technology Investment,
Distribution Channel Improvement, Cost Structure Improvement, Price Cutting Effect, Price
Increase Effect, Quality Improvement, Export Sales Improvement, Personnel + Staff
Improvement.
60 Pages |
24 : FINANCIAL STRATEGIC OPTION SCENARIOS
14 potential Strategic scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. STRATEGIC OPTIONS FINANCIAL FORECASTS :
2000-2028
: Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast :
Median Market Scenario, Fixed Marketing Cost Objectives, Variable Marketing Cost
Objectives, General Marketing Process Cost Objectives, Distribution & Product Delivery
Cost Objectives, Administrative & General Expense Objectives, Selling Cost Objectives,
Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Research &
Product Cost Objectives, Market Share Building Objectives, Market Share Holding
Objectives, Market Share Harvesting Objectives.
60 Pages |
25 : FINANCIAL SURVIVAL OPTION SCENARIOS
14 Business Survival Option scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. BUSINESS SURVIVAL FINANCIAL SCENARIO FORECASTS
: 2000-2028 : Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast
: Base Forecast : Best Market Scenario, Base Forecast : Median Market Scenario, Base
Forecast : Worst Market Scenario, Variable Marketing Cost Objectives, Selling Cost
Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives,
Product Price Cutting, Sales Personnel + Staff Improvement, Profit Impact From Materials
Cost Reduction, Profit Impact From Payroll Cost Reduction, Profit Impact From Process Cost
Reduction, Profit Impact From Distribution Cost Reduction, Profit Impact From Customer
Handling Cost Reduction, Trading Credit Extension & Margin Reduction Scenarios.
70 Pages |
26 : FINANCIAL TACTICAL SCENARIOS
14 potential Tactically derived scenarios*
HISTORIC FINANCIAL DATA: Balance Sheet, Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. TACTICAL OPTIONS FORECASTS :
2000-2028 :
Balance Sheet, Operational Costs + Margins, Financial Ratios Forecast : Base Forecast :
Median Market Scenario, Sales Cost Improvement, Product Price Cutting, Product Price
Increase, Promotional Expenditure, Target Markets Development, Order Taking Improvements,
Product Positioning, Product Branding + Multi-branding Investment, Customer / Order
Processing Systems Investment, Systems Investment, Overseas Development, Sales Personnel +
Staff Improvement.
60 Pages |
27 : GEOGRAPHY - MAJOR CITIES
Geographic Customer Base & Distribution & Employment in Major Cities
DISTRIBUTION OF THE CUSTOMER BASE: This volume provides a guide to the distribution of
Users. The data given represents a percentage of the total product value consumed in the
various cities and towns of the country. The figures do not take central buying or
in-house sales and distribution into account, but provides data which is based on the
Surveys of Users and where possible from data provided by the Surveys of Distribution. The
data given is of course primarily intended for use when planning sales and distribution
coverage and for other promotional activities and to allow clients to formulate sales
force and distribution tactics whereby salesmen, distributors, service and distribution
depots, after-sales services, et cetera can be most effectively sited to ensure optimum
coverage of the customer base. Readers should also consider the Distribution Channels and
the Key Cities when planning for sales and distribution coverage for products in the
country. DISTRIBUTION OF DISTRIBUTION: The Surveys of Suppliers and Distribution Channels
reveal the geographic distribution channels for the product. In countries where the
Distribution Channels are radically at variance with the Distribution of the Customer
Base, (see above), there are obviously logistic problems in the supply and servicing of
the customers and this may represent an opportunity for companies entering that particular
national market to provide a more superior service and thereby gain market share. It is
thus possible to analyse the distribution of the Customer Base (being the Market) and the
distribution of the existing suppliers in order to evaluate whether or not customers are
receiving adequate service or product distribution. DISTRIBUTION OF EMPLOYMENT: This map
section gives the percentages of total employees involved in the product distribution in
each of the cities or towns of the country. The data given covers manufacturing,
production, marketing and distribution channel employees. KEY CITIES: Within the country
there are certain Key Cities which are vital to the distribution and servicing of the
product. The maps give these KEY CITIES and these are ranked according to their relative
importance in the country. Any company wishing to enter the national markets should
consider the establishment of sales and distribution in relation to these KEY CITIES as
they reflect the potential market logistics for the product.
60 Pages |
28 : MARKET
CAPITAL ACCESS SCENARIOS
Market Forecast for Products (13 Capital Accessibility scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. New Equity
Scenarios Forecast : to 2028, Bank Borrowing: Base Scenarios Forecast : to
2028, Bank Borrowing: 3% Inflation Scenarios Forecast : to 2028, Bank
Borrowing: 6% Inflation Scenarios Forecast : to 2028, Bank Borrowing: 9%
Inflation Scenarios Forecast : to 2028, Bond / Debentures Scenarios Forecast
: to 2028, Asset Sales: 5% of Assets Scenarios Forecast : to 2028, Asset
Sales: 10% of Assets Scenarios Forecast : to 2028, Asset Sales: 25% of
Assets Scenarios Forecast : to 2028, Self Generated Funds: Worst Scenarios
Forecast : to 2028, Self Generated Funds: Best Scenarios Forecast : to 2028,
Trading Credit Extension & Margin Reduction Scenarios Forecast : to 2028.
60 Pages |
29 : MARKET
CASHFLOW SCENARIOS
Market Forecast for all Products (12 Cashflow based Scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : 2000-2028 : PRODUCT SECTOR : VALUE. New Capital
Scenarios Forecast : 2000-2028, Short-Term Loan: Base Scenarios Forecast :
2000-2028, Short-Term Loan: 3% Inflation Scenarios Forecast : 2000-2028,
Short-Term Loan: 6% Inflation Scenarios Forecast : 2000-2028, Short-Term
Loan: 9% Inflation Scenarios Forecast : 2000-2028, Long-Term Loan Scenarios
Forecast : 2000-2028, Asset Sales: 5% of Assets Scenarios Forecast :
2000-2028, Asset Sales: 10% of Assets Scenarios Forecast : 2000-2028, Asset
Sales: 25% of Assets Scenarios Forecast : 2000-2028, Profit Improvements:
Worst Scenarios Forecast : 2000-2028, Profit Improvements: Best Scenarios
Forecast : 2000-2028, Credit Extension & Cost Reduction Scenarios Forecast :
2000-2028.
60 Pages |
30 : MARKET DATA
Historic & Forecast Market + Product data (Best / Median / Worst Scenarios)
MARKET CONSUMPTION : 2000 to 2028 BY EACH PRODUCT & MARKET SECTOR. PRODUCT
DEVELOPMENT : 2000 to 2028 BY EACH PRODUCT & MARKET SECTOR. MARKETS. MARKET
MEDIAN VALUE FORECAST, Market value : median forecast, Product sector.
PRODUCT DEVELOPMENT, Product development % of total market, Product sector.
MARKET BEST VALUE FORECAST, Market value : best forecast, Product sector.
MARKET WORST VALUE FORECAST, Market value : worst forecast, Product sector.
60 Pages |
31 : MARKET
ECONOMIC CLIMATE SCENARIOS
Market Forecast for all Products (11 Market Climate scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Base Forecast :
Best Market Scenario Forecast : to 2028, Base Forecast : Worst Market
Scenario Forecast : to 2028, Price Cutting Effect Forecast : to 2028, Price
Increase Effect Forecast : to 2028, Market Share Building Objectives
Forecast : to 2028, Market Share Holding Objectives Forecast : to 2028,
Market Share Harvesting Objectives Forecast : to 2028, Bank Borrowing: 3%
Inflation Scenarios Forecast : to 2028, Bank Borrowing: 6% Inflation
Scenarios Forecast : to 2028, Bank Borrowing: 9% Inflation Scenarios
Forecast : to 2028, Credit Extension & Cost Reduction Scenarios Forecast :
to 2028.
60 Pages |
32 : MARKET
INVESTMENT + COSTS SCENARIOS
Market Forecast (Product) (12 Investment + Cost scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Profit Impact From
Materials Cost Reduction Forecast : to 2028, Profit Impact From Payroll Cost
Reduction Forecast : to 2028, Profit Impact From Process Cost Reduction
Forecast : to 2028, Profit Impact From Distribution Cost Reduction Forecast
: to 2028, Profit Impact From Customer Handling Cost Reduction Forecast : to
2028, Capital Investments Options: Process Plant & Equipment Forecast : to
2028, Capital Investments Options: Premises Forecast : to 2028, Capital
Investments Options: Distribution / Handling Forecast : to 2028, Capital
Investments Options: Customer Handling Systems Forecast : to 2028, Product
Cost Improvements Forecast : to 2028, Product Quality Improvement Forecast :
to 2028, Customer Handling Improvements Forecast : to 2028.
60 Pages |
33 : MARKET -
MARKETING EXPENDITURE SCENARIOS
Market Forecast for Products (14 scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Base Forecast :
Best Market Scenario Forecast : to 2028, Base Forecast : Worst Market
Scenario Forecast : to 2028, Marketing Expenditure Increase : + 2% Forecast
: to 2028, Marketing Expenditure Increase : + 4% Forecast : to 2028,
Marketing Expenditure Increase : + 6% Forecast : to 2028, Marketing
Expenditure Increase : + 8% Forecast : to 2028, Marketing Expenditure
Increase : +10% Forecast : to 2028, Marketing Expenditure Increase : +12%
Forecast : to 2028, Marketing Expenditure Decrease : - 2% Forecast : to
2028, Marketing Expenditure Decrease : - 4% Forecast : to 2028, Marketing
Expenditure Decrease : - 6% Forecast : to 2028, Marketing Expenditure
Decrease : - 8% Forecast : to 2028, Marketing Expenditure Decrease : -10%
Forecast : to 2028, Marketing Expenditure Decrease : -12% Forecast : to
2028.
60 Pages |
34 : MARKET RISK
Market Scenarios (Forecast Market & Sales data for 50 Market scenarios)
2000-2028. MARKET VALUE : from 2000 + PRODUCT SECTOR : VALUE. MARKET VALUE
FORECAST : to 2028 + PRODUCT SECTOR : VALUE. PRODUCT DEVELOPMENT : from 2000
+ PRODUCT SECTOR : % OF TOTAL MARKET. PRODUCT DEVELOPMENT FORECAST : to 2028
+ PRODUCT SECTOR : % OF TOTAL MARKET. MARKET SCENARIO FORECASTS : 2000-2028.
Base Forecast : Median Market Scenario, Base Forecast : Worst Market
Scenario, New Product Development Market Scenario, Market Segmentation
Market Scenario, Distribution Channel Improvement Market Scenario, Price
Cutting Effect Market Scenario, Price Increase Effect Market Scenario,
Quality Improvement Market Scenario, Export Sales Improvement Market
Scenario, Marketing Expenditure Increase : + 2% : Market Scenario, Marketing
Expenditure Increase : + 4% : Market Scenario, Marketing Expenditure
Increase : + 6% : Market Scenario, Marketing Expenditure Increase : + 8% :
Market Scenario, Marketing Expenditure Increase : +10% : Market Scenario,
Marketing Expenditure Increase : +12% : Market Scenario, Marketing
Expenditure Decrease : - 2% : Market Scenario, Marketing Expenditure
Decrease : - 4% : Market Scenario, Marketing Expenditure Decrease : - 6% :
Market Scenario, Marketing Expenditure Decrease : - 8% : Market Scenario,
Marketing Expenditure Decrease : -10% : Market Scenario, Marketing
Expenditure Decrease : -12% : Market Scenario, Fixed Marketing Cost
Objectives Market Scenario, Variable Marketing Cost Objectives Market
Scenario, Distribution & Product Delivery Cost Objectives Market Scenario,
Selling Cost Objectives Market Scenario, Advertising Cost Objectives Market
Scenario, Promotional & Pricing Cost Objectives Market Scenario, Market
Share Building Objectives Market Scenario, Market Share Holding Objectives
Market Scenario, Market Share Harvesting Objectives Market Scenario, Sales
Cost Improvement Market Scenario, Promotional Expenditure Market Scenario,
Target Markets Development Market Scenario, Order Taking Improvements Market
Scenario, Product Positioning Market Scenario, Product Branding +
Multi-branding Investment Market Scenario, Customer / Order Processing
Systems Investment Market Scenario, Overseas Development Market Scenario,
Sales Personnel + Staff Improvement Market Scenario Market Scenario, Sales &
Marketing Cost : Market Scenario, Customer Handling Improvements Market
Scenario, Bank Borrowing: 3% Inflation : Market Scenario, Bank Borrowing: 6%
Inflation : Market Scenario, Bank Borrowing: 9% Inflation : Market Scenario,
Trading Credit Extension & Margin Reduction : Market Scenario. MARKET
ENVIRONMENT, Market Growth, Market Structure, Market/s Serviced, Trading
area, Market coverage, MARKET NORMS, Market growth rate annual indices,
Market multipliers, Industry indices + profile, Customer profiles. MARKETING
COSTS, Historic marketing costs & margins, Sales costs, Distribution +
handling costs, Advertising costs, After-sales costs, Total marketing costs,
Historic marketing cost ratios & margins, Profit ratios, Marketing ratio,
Marketing operational ratios, Marketing costs. MARKETING COSTS FORECAST,
Sales costs forecast, Distribution + handling costs forecast, Advertising
costs forecast, After-sales costs forecast, Total marketing costs forecast,
Marketing margins + ratios forecast, Profit ratios forecast, Marketing
ratios forecast, Marketing operational ratios forecast, Marketing factors
forecast. HISTORIC FINANCIAL DATA, Balance Sheet, Costs & Margins, Financial
Ratios & Margins, Operational Ratios & Margins. MARKET FINANCIAL FORECASTS :
2000-2028, Base Forecast : Median Market Scenario.
90 Pages |
35 : MARKET SHARE
+ EXPENDITURE
Marketing Expenditure Effects on Market Share (15 Scenarios)
Marketing Expenditure Effects on Market Share (15 Scenarios) : MARKETING
EXPENDITURE -v- MARKET SHARE : 2000 to 2028. ADVERTISING + MARKETING EFFECT
ON MARKET SHARE: Market Share (consisting of a historic breakdown giving
data for each year from 2000 to date) is analysed in this volume in terms of
the Market Share Effect of increases or decreases of advertising and
marketing expenditure. PRODUCT MARKET SHARE: Market Share Changes and Market
Share Trend figures are given:- by 10 ranges of +1% to +10% increase in
Advertising + Marketing Expenditure by 5 ranges of -1% to -5% decrease in
Advertising + Marketing Expenditure by EACH PRODUCT Group and/or MARKET
Sector by YEAR 2000 to 2028. MARKET SHARE BUILDING OBJECTIVES FORECAST : to
2028. MARKET SHARE HOLDING OBJECTIVES FORECAST : to 2028. MARKET SHARE
HARVESTING OBJECTIVES FORECAST : to 2028. MARKET SHARE & CUSTOMISED OR
SPECIFIED PRODUCTS, MARKET SHARE & PRE-TAX PROFITABILITY, MARKET SHARE &
PROFITABILITY, MARKET SHARE / LIFE CYCLE / PROFITABILITY, MARKET SHARE /
RELATIVE MARKET SHARES, MARKET SHARE CHANGE.
60 Pages |
36 : MARKET
STRATEGIC OPTION SCENARIOS
Market Forecast for all Products (14 Strategic scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Base Forecast :
Best Market Scenario Forecast : to 2028, Base Forecast : Worst Market
Scenario Forecast : to 2028, Fixed Marketing Cost Objectives Forecast : to
2028, Variable Marketing Cost Objectives Forecast : to 2028, General
Marketing Process Cost Objectives Forecast : to 2028, Distribution & Product
Delivery Cost Objectives Forecast : to 2028, Administrative & General
Expense Objectives Forecast : to 2028, Selling Cost Objectives Forecast : to
2028, Advertising Cost Objectives Forecast : to 2028, Promotional & Pricing
Cost Objectives Forecast : to 2028, Research & Product Cost Objectives
Forecast : to 2028, Market Share Building Objectives Forecast : to 2028,
Market Share Holding Objectives Forecast : to 2028, Market Share Harvesting
Objectives Forecast : to 2028, MARKET STRATEGIC OPTION SCENARIOS
ENVIRONMENT.
60 Pages |
37 : MARKET
SURVIVAL OPTION SCENARIOS
Market Forecast for Products (14 Business Survival scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Base Forecast :
Best Market Scenario Forecast : to 2028, Base Forecast : Worst Market
Scenario Forecast : to 2028, Variable Marketing Cost Objectives Forecast :
to 2028, Selling Cost Objectives Forecast : to 2028, Advertising Cost
Objectives Forecast : to 2028, Promotional & Pricing Cost Objectives
Forecast : to 2028, Product Price Cutting Forecast : to 2028, Sales
Personnel + Staff Improvement Forecast : to 2028, Profit Impact From
Materials Cost Reduction Forecast : to 2028, Profit Impact From Payroll Cost
Reduction Forecast : to 2028, Profit Impact From Process Cost Reduction
Forecast : to 2028, Profit Impact From Distribution Cost Reduction Forecast
: to 2028, Profit Impact From Customer Handling Cost Reduction Forecast : to
2028, Trading Credit Extension & Margin Reduction Scenarios Forecast : to
2028.
60 Pages |
38 : MARKET
TACTICAL SCENARIOS
Market Forecast for all Products (14 potential Tactically derived scenarios)
2000-2028. BASE MARKET VALUE : from 2000 : PRODUCT SECTOR : VALUE. BASE
MARKET VALUE FORECAST : to 2028 : PRODUCT SECTOR : VALUE. Base Forecast :
Best Market Scenario Forecast : to 2028, Base Forecast : Worst Market
Scenario Forecast : to 2028, Sales Cost Improvement Forecast : to 2028,
Product Price Cutting Forecast : to 2028, Product Price Increase Forecast :
to 2028, Promotional Expenditure Forecast : to 2028, Target Markets
Development Forecast : to 2028, Order Taking Improvements Forecast : to
2028, Product Positioning Forecast : to 2028, Product Branding +
Multi-branding Investment Forecast : to 2028, Customer / Order Processing
Systems Investment Forecast : to 2028, Systems Investment Forecast : to
2028, Overseas Development Forecast : to 2028, Sales Personnel + Staff
Improvement Forecast : to 2028, MARKET TACTICAL OPTION SCENARIOS
ENVIRONMENT.
60 Pages |
39 : MARKETING STRATEGY
Marketing Strategy Development Analysis and Evaluation
2000-2028. BASIS FOR A MARKETING STRATEGY, MARKET SEGMENTATION, Trade Cell, Product
Range, MARKET POSITIONING, Operational Facets, MARKET ENTRY STRATEGY. MARKET POSITION, 1:
Sufficient Current Market Segmentation, 2: Potential Growth for Market Segmentation, 3:
Competitive Market Segmentation Position, 4: Unsatisfied Market Segmentation, 5:
Competitor Dominated Market Segmentation, Operations, Markets + Trade Cell, Products,
Competitors. MARKETING-MIX, Product, Place, Promotion, Price. QUALITY -v- PRICE, Premium
Strategy, Average-Quality Strategy, Penetration Strategy. MARKETING MIX, 1: Product, 2:
Place, 3: Promotion, 4: Price : Premium Strategy, 5: Price : Average Strategy, Operations,
Markets + Trade Cell, Products, Competitors. TIMING STRATEGY, Present Products -v- New
Products. BASIS FOR MARKETING TACTICS: FORMULATING PLANS, SALES TARGETS, MARKETING BUDGET,
MARKETING SPEND, PRODUCT PRICING, MARKETING BUDGET ALLOCATION, MARKETING IMPLEMENTATION +
CONTROL. MARKETING TACTICS, 1: Sales Targeting, 2: Overall Marketing Mix, 3: Product
Pricing, 4: Marketing Budgets, 5: Marketing Control, Operations, Markets + Trade Cell,
Products, Competitors. MARKETING SUMMARY. MARKETING OBJECTIVES. HISTORIC FINANCIAL DATA :
Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios &
Margins, Historic Operational Ratios & Margins. MARKETING STRATEGY DEVELOPMENT
FORECASTS : 2000-2028 : Base Forecast : Best Market Scenario, Base Forecast :
Median Market Scenario, Base Forecast : Worst Market Scenario, Marketing Expenditure,
Market Segmentation, Distribution Channel Improvement, Export Sales Improvement, Fixed
Marketing Cost Objectives, Variable Marketing Cost Objectives, General Marketing Process
Cost Objectives, Distribution & Product Delivery Cost Objectives, Selling Cost
Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives, Sales
Cost Improvement, Promotional Expenditure, Target Markets Development, Product
Positioning, Product Branding + Multi-branding Investment, Sales Personnel + Staff
Improvement.
115 Pages |
40 : NEW TECHNOLOGY
New Technology Development and Adoption
2000-2028. TECHNOLOGY INNOVATION, Uncertainty of Technological Innovation. NEW
TECHNOLOGY RISK, Feasibility, Uniqueness, Future Development, Process Efficiency, Pay-back
Certainty, Operations, Markets + Trade Cell, Products, Competitors, Cost of Innovation.
TECHNOLOGY DIFFUSION, Prime Adopters, Primary adopters, Secondary adopters, Tertiary
adopters, Inert adopters, Selective Exposure, Selective Perception, Selective Retention.
NEW TECHNOLOGY ADOPTION, Fixed Technology Spend, Technology Innovation Goals, Technology
Evaluation Goals, Ad Hoc Technology Innovation, No Technology Goals, Operations, Markets +
Trade Cell, Products, Competitors. PRODUCT TECHNOLOGY, Technology evolution, Technology
development. TECHNOLOGY DECISIONS, New Technology Evolution, Obsolete Technology
Replacement, Technology Diversification, Technology Utilisation, Competitive Technology
Adoption, Operations, Markets + Trade Cell, Products, Competitors, Management decisions.
TECHNOLOGY INITIATIVES, Internal Development, Joint Ventures, Licensing, Purchase, Ad Hoc,
Operations, Markets + Trade Cell, Products, Competitors. TECHNOLOGY SCREENING, Formal
Technology Targets, Informal Technology Targets, Senior Management Responsibility, Middle
Management Responsibility, Ad Hoc Screening, Operations, Markets + Trade Cell, Products,
Competitors. TECHNOLOGY COSTING, TECHNOLOGY IMPLEMENTATION. TECHNOLOGY IMPACT, New
Technology Operation Criteria, New Technology Performance, New Technology Durability, New
Technology Reliability, New Technology Longevity, Operations, Markets + Trade Cell,
Products, Competitors. NEW TECHNOLOGY FUNDING, Costs Funded from Reserves, Costs Funded
from Profits, Costs Funded from Cash-Flow, Costs Funded from Equity, Costs Funded from
Loans, Operations, Markets + Trade Cell, Products, Competitors. TECHNOLOGY IMPLEMENTATION,
Technology Security, Technology Duration, Technology Cost Elasticity, Technology
Lead-Times, Technology Supply Factors, Operations, Markets + Trade Cell, Products,
Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. NEW TECHNOLOGY FINANCIAL FORECASTS :
2000-2028
: Base Forecast : Median Market Scenario, New Product Development, New Technology
Investment, Customer / Order Processing Systems Investment, Systems Investment, Materials
& Energy Cost Scenarios, Plant & Equipment Cost Scenarios, New Product & New
Technology Cost Scenarios, Profit Impact From Process Cost Reduction, Capital Investments
Options: Process Plant & Equipment Balance Sheet, Operational Costs + Margins, Ratios
Forecast.
95 Pages |
41 : OPERATIONS CELL SURVEYS
Surveys of Buyers and End Users of Operations
OPERATIONS 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. OPERATIONS
SECTOR SERVICE NETWORKS + DISTRIBUTION SURVEYS ~ User Level: current purchasing criteria ~
User Level: product reject/return rate after purchase ~ User satisfaction with existing
products ~ User satisfaction with existing methods of supply & distribution ~ User
satisfaction with product levels ~ User satisfaction with availability of product ~ User
satisfaction with quality & specifications of products ~ User satisfaction with
deliveries / frequency & up-take ~ User satisfaction with ordering procedures ~ User
satisfaction with terms of trading ~ User satisfaction with after-sales services received
~ User satisfaction with availability of advertising support & POS / promotional
materials ~ User satisfaction with technical & other assistance received ~ User
satisfaction with technical documentation / instructions ~ Buyer: current purchasing
criteria ~ Buyer: purchasing criteria - future trends ~ Buyer: the availability -v- price
question ~ Buyer: the quality -v- price question ~ Buyer satisfaction: quality of product
received ~ Buyer satisfaction: availability of product ~ Buyer satisfaction: product
levels ~ Buyer satisfaction: ability to fulfil orders on time ~ Buyer satisfaction:
delivery frequency & up-take ~ Buyer satisfaction: ordering procedures &
formalities ~ Buyer satisfaction: terms of trading ~ Buyer satisfaction: credit &
other financial details ~ Buyer satisfaction: existing products & product ranges ~
Buyer satisfaction: existing methods of supply & distribution ~ Buyer satisfaction:
quality & specifications of products ~ Buyer satisfaction: after-sales services
received ~ Buyer satisfaction: availability of advertising support & POS / promotional
materials ~ Buyer satisfaction: technical & other assistance received ~ Buyer
satisfaction: documentation / instructions ~ User Level: product reject / spoilage rate
whilst held ~ User Level: product reject / returns rate ~ User Level: reactions to
advertising & sales promotion ~ User Level: the quality -v- price question ~ User
Level: the availability -v- price question ~ User Level: purchasing criteria - future
trends. OPERATIONS SECTOR COMMERCIAL SURVEYS ~ User Level: person initiating decision to
re-order ~ User Level: person negotiating terms with the supplier ~ User Level: person
approving / authorising order/s ~ User Level: person monitoring results of purchases &
sales ~ Buyer: person initiating decision to re-order ~ Buyer: person initiating decision
to increase amounts purchased / total inventory ~ Buyer: person initiating decision to
introduce new products or brands ~ Buyer: person deciding what products / brands are to be
sold ~ Buyer: person preparing orders / specifications for purchases ~ Buyer: person
evaluating products & brands available ~ Buyer: person seeking quotations ~ Buyer:
person negotiating terms with the supplier ~ Buyer: person approving / authorising order/s
~ Buyer: person monitoring results of purchases & sales ~ User Level: person seeking
quotations ~ User Level: person evaluating products & brands available ~ User Level:
person preparing orders / specifications for purchases ~ User Level: person deciding what
products / brands are to be sold ~ User Level: person initiating decision to introduce new
products or brands ~ User Level: person initiating decision to increase amounts purchased
/ total inventory. OPERATIONS SECTOR PERFORMANCE SURVEYS ~ Relative Credibility: Company
Level ~ Credibility: Outlet Level ~ Credibility: Managers ~ Credibility: Company Staff ~
Credibility: Specialist Staff ~ Credibility: Company Contracts & Documentation ~
Credibility: Company Advertising ~ Relative Customer Confidence at Company Level ~
Customer Confidence at Outlet Level ~ Customer Confidence in Managers ~ Customer
Confidence in Company Staff ~ Customer Confidence in Specialist Staff ~ Customer
Confidence in Company Contracts & Documentation ~ Customer Confidence in Company
Advertising ~ Relative Reputation at Company Level ~ Reputation at Outlet Level ~
Reputation of Managers ~ Reputation of Company Staff ~ Relative Reputation of Specialist
Staff ~ Relative Staff Efficiency: Company Level ~ Relative Staff Efficiency: Outlet Level
~ Relative Staff Efficiency: Managers ~ Relative Staff Efficiency: Company Staff ~
Relative Staff Efficiency: Specialist Staff ~ Relative Staff Efficiency: Contracts &
Documentation ~ Relative Staff Efficiency: Problem Solving ~ Relative Staff Performance:
Company Level ~ Relative Staff Performance: Outlet Level ~ Relative Staff Performance:
Managers ~ Relative Staff Performance: Company Staff ~ Relative Staff Performance:
Specialist 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: Managers ~ Relative
Staff Integrity: Company Staff ~ Relative Staff Integrity: Specialist Staff ~ Relative
Staff Integrity: Contracts & Documentation ~ Relative Staff Integrity: Advertising
& Promotions ~ Relative Truth & Honesty: Company Level ~ Truth & Honesty:
Outlet Level ~ Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth
& Honesty: Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~
Truth & Honesty: Advertising & Promotions ~ Relative Written Communications:
Company Level ~ Written Communications: Outlet Level ~ Written Communications: Managers ~
Written Communications: Company Staff ~ Relative Written Communications: Specialist Staff
~ Written Communications: Contractual ~ Written Communications: Correspondence ~ Relative
Verbal Contact: Company Level ~ Relative Verbal Contact: Outlet Level ~ Verbal Contact:
Managers ~ Verbal Contact: Company Staff ~ Verbal Contact: Specialist Staff ~ Relative
Customer Handling: Company Level ~ Customer Handling: Outlet Level ~ Customer Handling:
Managers ~ Customer Handling: Company Staff ~ Customer Handling: Specialist Staff ~
Relative Customer Complaint Handling: Company Level ~ Customer Complaint Handling: Outlet
Level ~ Customer Complaint Handling: Managers ~ Customer Complaint Handling: Company Staff
~ Relative Customer Complaint Handling: Specialist Staff ~ Relative Customer Problem
Solving: Company Level ~ Customer Problem Solving: Outlet Level ~ Customer Problem
Solving: Managers ~ Customer Problem Solving: Company Staff ~ Customer Problem Solving:
Specialist Staff ~ Relative Customer Comprehension of Product: Company Level ~ Relative
Customer Comprehension of Product: Outlet Level ~ Relative Staff Comprehension of Product:
Managers ~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product:
Specialist Staff ~ Relative Customer Awareness of Product: Company Level ~ Customer
Awareness of Product: Outlet Level ~ Relative Staff Awareness of Product: Managers ~ Staff
Awareness of Product: Company Staff ~ Staff Awareness of Product: Specialist Staff ~
Relative Customer Confidence in Product: Company Level ~ Customer Confidence in Product:
Outlet Level ~ Relative Staff Confidence in Product: Managers ~ Staff Confidence in
Product: Company Staff ~ Staff Confidence in Product: Specialist Staff ~ Relative Customer
Service: Company Level ~ Customer Service: Outlet Level ~ Customer Service: Managers ~
Customer Service: Company Staff ~ Customer Service: Specialist Staff ~ Customer Service:
Contracts & Documentation ~ Relative Initial Customer Response: Company Level ~
Initial Customer Response: Outlet Level ~ Initial Customer Response: Managers ~ Initial
Customer Response: Company Staff ~ Initial Customer Response: Specialist Staff ~ Relative
Information for Customers: Company Level ~ Information for Customers: Outlet Level ~
Information for Customers: Managers ~ Information for Customers: Company Staff ~
Information for Customers: Specialist 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.
120 Pages |
42 : OVERSEAS DEVELOPMENT
Overseas Marketing Development Tactics & Decisions
2000-2028. OVERSEAS ENVIRONMENTS. ECONOMIC ENVIRONMENT, i. Economies classified
according to industrial structure. EXPORT PRODUCT TARGETING, Subsistence Countries,
Raw-Material Exporting Countries, Industrialising Countries, Industrial Countries, High
Technology Countries, Operations, Markets + Trade Cell, Products, Competitors, EXPORT
TARGETING, Subsistence Economy, Raw-Material Exporting Economy, Industrialising Economy,
Industrial Economy, High Technology Economy, Operations, Markets + Trade Cell, Products,
Competitors. ii. Economies classified according to National Incomes. POLITICAL-LEGAL
ENVIRONMENT. CULTURAL ENVIRONMENT. OVERSEAS DECISIONS. EXPORT IMPROVEMENT EFFECT
FORECASTS, Export Sales Improvement. MARKET SELECTION DECISIONS, Estimate of current
market potential, Forecast of future market potential, Forecast of market share, Forecast
of costs and profits, Estimate of rate of return on investment. ENTRY DECISIONS. EXPORT,
Indirect export, Direct export. JOINT VENTURING, Licensing, Contract production,
Management contracting, Joint-ownership ventures. OVERSEAS DEVELOPMENT STRATEGY, Export :
Indirect, Export : Direct, Joint Ventures : Investment Based, Joint Ventures : Local
Investment Based, Direct Investment, Operations, Markets + Trade Cell, Products,
Competitors. MARKET DEVELOPMENT STRATEGY, Import : Indirect, Import : Direct, Joint
Ventures : Investment Based, Joint Ventures : Local Investment Based, Direct Investment,
Operations, Markets + Trade Cell, Products, Competitors. DIRECT INVESTMENT. MULTINATIONAL
MARKETING. MARKETING-MIX DECISIONS. PRODUCT AND PROMOTION, Straight extensions,
Communication adaptation, Product adaptation, Dual adaptation, Product invention. PRICING.
OVERSEAS MARKETING-MIX, Straight Extensions, Communication Adaptation, Product Adaptation,
Dual Adaptation, Product Innovation, Operations, Markets + Trade Cell, Products,
Competitors. DISTRIBUTION CHANNELS. DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS,
Distribution Channel Improvement. ORGANISATION DECISIONS. EXPORT DEPARTMENT. INTERNATIONAL
DIVISION. MULTINATIONAL ORGANISATION. OVERSEAS ORGANISATION, Export Department : Head
Office Based, Export Department : Regionally Based, International Division : Regionally
Based, International Division : Locally Based, Multinational Organisation, Operations,
Markets + Trade Cell, Products, Competitors. MARKET ORGANISATION, Export Department : Head
Office Based, Export Department : Regionally Based, International Division : Regionally
Based, International Division : Locally Based, Multinational Organisation, Operations,
Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic Balance
Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic
Operational Ratios & Margins. OVERSEAS DEVELOPMENT FINANCIAL SCENARIO FORECASTS : 2000-2028.
Target Markets Development, Overseas Development.
65 Pages |
43 : PERSONNEL MANAGEMENT
Personnel and Staff Management Analysis & Evaluation
2000-2028. MANAGEMENT OBJECTIVES, 1. Management direction, 2. Management levels, 3.
Manager objectives, 4. Manager control, 5. Management control measurement, 6. Management
procedures, 7. Management ethic, 8. Management tasks, 9. Manager responsibilities, 10.
Management delegation, 11. Management channels. MANAGEMENT RATINGS: SUPERVISORY /
BOARDROOM MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of
Responsibility, Management Planning & Procedures, Manager Control & Monitoring,
Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products,
Competitors. EXECUTIVE SUPERVISORY TEAM, Direction & Delegation Rating, Management
Levels & Degree of Responsibility, Management Planning & Procedures, Manager
Control & Monitoring, Manager Performance & Efficiency, Operations, Markets +
Trade Cell, Products, Competitors. SENIOR MARKETING MANAGEMENT, Direction & Delegation
Rating, Management Levels & Degree of Responsibility, Management Planning &
Procedures, Manager Control & Monitoring, Manager Performance & Efficiency,
Operations, Markets + Trade Cell, Products, Competitors. SENIOR PRODUCT + PROCESS
MANAGEMENT, Direction & Delegation Rating, Management Levels & Degree of
Responsibility, Management Planning & Procedures, Manager Control & Monitoring,
Manager Performance & Efficiency, Operations, Markets + Trade Cell, Products,
Competitors. SENIOR FINANCIAL MANAGEMENT, Direction & Delegation Rating, Management
Levels & Degree of Responsibility, Management Planning & Procedures, Manager
Control & Monitoring, Manager Performance & Efficiency, Operations, Markets +
Trade Cell, Products, Competitors. SENIOR ADMINISTRATIVE MANAGEMENT, Direction &
Delegation Rating, Management Levels & Degree of Responsibility, Management Planning
& Procedures, Manager Control & Monitoring, Manager Performance & Efficiency,
Operations, Markets + Trade Cell, Products, Competitors. MIDDLE SALES + MARKETING
MANAGERS, Direction & Delegation Effectiveness, Supervisory Levels & Degree of
Responsibility, Activity Planning & Procedures, Sub-ordinate Control & Monitoring,
Sub-ordinate Performance & Efficiency, Operations, Markets + Trade Cell, Products,
Competitors. MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS, Direction & Delegation
Effectiveness, Supervisory Levels & Degree of Responsibility, Activity Planning &
Procedures, Sub-ordinate Control & Monitoring, Sub-ordinate Performance &
Efficiency, Operations, Markets + Trade Cell, Products, Competitors. MIDDLE FINANCIAL +
ACCOUNTING MANAGERS, Direction & Delegation Effectiveness, Supervisory Levels &
Degree of Responsibility, Activity Planning & Procedures, Sub-ordinate Control &
Monitoring, Sub- ordinate Performance & Efficiency, Operations, Markets + Trade Cell,
Products, Competitors. MIDDLE ADMINISTRATION + PERSONNEL MANAGERS, Direction &
Delegation Effectiveness, Supervisory Levels & Degree of Responsibility, Activity
Planning & Procedures, Sub-ordinate Control & Monitoring, Sub-ordinate Performance
& Efficiency, Operations, Markets + Trade Cell, Products, Competitors. SALES +
CUSTOMER SERVICE PERSONNEL, Direction & Supervision Effectiveness, Supervisory
Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance
& Efficiency, Operations, Markets + Trade Cell, Products, Competitors. BUYING /
PROCESS / DISTRIBUTION STAFF, Direction & Supervision Effectiveness, Supervisory
Effectiveness, Activity Planning, Activity Control & Monitoring, Activity Performance
& Efficiency, Operations, Markets + Trade Cell, Products, Competitors. CREDIT +
ACCOUNTING STAFF, Direction & Supervision Effectiveness, Supervisory Effectiveness,
Activity Planning, Activity Control & Monitoring, Activity Performance &
Efficiency, Operations, Markets + Trade Cell, Products, Competitors. ADMINISTRATIVE +
SECRETARIAL STAFF, Direction & Supervision Effectiveness, Supervisory Effectiveness,
Activity Planning, Activity Control & Monitoring, Activity Performance &
Efficiency, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL
DATA FOR PERSONNEL MANAGEMENT ISSUES : Historic Balance Sheet, Historic Costs &
Margins, Historic Financial Ratios & Margins, Historic Operational Ratios &
Margins. PERSONNEL MANAGEMENT BASED FORECASTS : to 2028 : Base Forecast : Median
Market Scenario, Personnel + Staff Improvement, Sales Personnel + Staff Improvement,
Payroll & Staff Cost Scenarios, Administration Cost Scenarios, Profit Impact From
Payroll Cost Reduction.
95 Pages |
44 : PHYSICAL DISTRIBUTION + CUSTOMER
HANDLING
Physical Distribution & Customer Handling Logistics
2000-2028. PHYSICAL DISTRIBUTION SYSTEM FLOW CHART. DISTRIBUTION SCOPE.
DISTRIBUTION EFFICIENCY, Distribution Planning & Accounting, Process Management &
Handling, Physical Distribution Efficiency, Point of Sale & Customer Service
Efficiency, Order Handling & Processing, Operations, Markets + Trade Cell, Products,
Competitors. PHYSICAL DISTRIBUTION OBJECTIVES. Level of Service. HISTORIC MARKETING COSTS
& MARGINS, Sales costs, Distribution + handling costs, Advertising costs, After-sales
costs, Total marketing costs, Historic marketing cost ratios & margins, Profit ratios,
Marketing ratio, Marketing operational ratios, Marketing costs. MARKETING COSTS FORECAST,
Sales costs forecast, Distribution + handling costs forecast, Advertising costs forecast,
After-sales costs forecast, Total marketing costs forecast, Marketing margins + ratios
forecast, Profit ratios forecast, Marketing ratios forecast, Marketing operational ratios
forecast, Marketing factors forecast. Cost of service. Service objective. LEVEL + COST OF
SERVICE, Level of Service: Responsiveness, Level of Service: Problem Solving, Level of
Service: Product / Price / Service Factors, Cost of Service: Functional Costs, Cost of
Service: Physical Handling Costs, Operations, Markets + Trade Cell, Products, Competitors.
DISTRIBUTION COSTS, Distribution & Storage Fixed Costs, Distribution & Storage
Variable Costs, Physical Handling & Process Fixed Costs, Physical Handling &
Process Variable Costs, Total Distribution Costs, Operations, Markets + Trade Cell,
Products, Competitors. ALTERNATIVES IN PHYSICAL DISTRIBUTION, Single Location - Single
Market, Single Location, Multiple Markets, i. Direct handling of customers, ii. Bulk
handling / local facility, iii. Part processing / local or remote, iv. Full processing /
local or remote, Multiple Locations - Multiple Markets. PHYSICAL DISTRIBUTION, Single
Location / Single Markets, Single Location / Multiple Markets: Direct Handling, Single
Location / Multiple Markets: Bulk Handling, Single Location / Multiple Markets: Split
Processing, Multiple Location / Multiple Markets, Operations, Markets + Trade Cell,
Products, Competitors. PRODUCT AVAILABILITY DECISIONS, Product Supply & Availability,
i. Supply Timing, ii. Supply Quantity. LOCATION DECISIONS, Types of Location Decisions, i.
Selecting the area, ii. Selecting the site. DISTRIBUTION RESPONSIBILITY, Divided
Authority, Organisational Alternatives. DISTRIBUTION DECISIONS, Product Availability
Timing Efficiency, Product Availability Quantity Efficiency, Locations Efficiency,
Organisational Efficiency, Organisational & Decision Flexibility, Operations, Markets
+ Trade Cell, Products, Competitors. DISTRIBUTION CHANNEL INVESTMENT EFFECT FORECASTS,
Distribution Channel Improvement Scenario. HISTORIC FINANCIAL DATA, Historic Balance
Sheet, Historic Costs & Margins, Historic Financial Ratios & Margins, Historic
Operational Ratios & Margins. DISTRIBUTION + CUSTOMER HANDLING FINANCIAL FORECASTS :
2000-2028
: Fixed Marketing Cost Objectives, Distribution & Product Delivery Cost Objectives,
Order Taking Improvements, Customer / Order Processing Systems Investment, Systems
Investment, Profit Impact From Distribution Cost Reduction, Profit Impact From Customer
Handling Cost Reduction Balance Sheet, Operational Costs + Margins, Ratios Forecast,
Capital Investments Options: Distribution / Handling, Capital Investments Options:
Customer Handling Systems Balance Sheet, Operational Costs + Margins, Ratios Forecast,
Customer Handling Improvements.
90 Pages |
45 : PHYSICAL PROCESS + ORDER HANDLING
Physical Actions and Processes & Order / Customer Fulfilment
2000-2028. PROCESS PRINCIPLES. PHYSICAL SYSTEMS. UNIQUE-PRODUCT PHYSICAL PROCESSES.
MASS PHYSICAL PROCESSES. ANALOGUE PHYSICAL PROCESSES. FLEXIBILITY OF PROCESSES, Highly
Modular & Flexible, Highly Flexible, Flexible, Inflexible, Highly Inflexible,
Operations, Markets + Trade Cell, Products, Competitors. PROCESS MANAGEMENT. PROCESS
DEMANDS. AUTOMATION RATING, Substantial Usage, High Usage, Average Usage, Low Usage, No
Usage, Operations, Markets + Trade Cell, Products, Competitors. PROCESS AUTOMATION.
HISTORIC FINANCIAL DATA : Historic Balance Sheet, Historic Costs & Margins, Historic
Financial Ratios & Margins, Historic Operational Ratios & Margins. PHYSICAL
PROCESS + ORDER HANDLING FINANCIAL FORECASTS : 2000-2028 : Base Forecast : Median
Market Scenario, New Plant + Equipment Investment, New Technology Investment, Distribution
& Product Delivery Cost Objectives, Order Taking Improvements, Customer / Order
Processing Systems Investment, Systems Investment, Plant & Equipment Cost Scenarios,
Profit Impact From Process Cost Reduction, Profit Impact From Customer Handling Cost
Reduction Balance Sheet, Operational Costs + Margins, Ratios Forecast, Capital Investments
Options: Process Plant & Equipment Balance Sheet, Operational Costs + Margins, Ratios
Forecast, Capital Investments Options: Distribution / Handling, Capital Investments
Options: Customer Handling Systems Balance Sheet, Operational Costs + Margins, Ratios
Forecast, Customer Handling Improvements.
80 Pages |
46 : PRICING
Product Pricing Decisions and Objectives
2000-2028. PRODUCT PRICING OBJECTIVES. PRICE BASIS, Theoretical pricing model.
PRICING OBJECTIVES, Market Penetration Objectives, Market-Skimming Objectives, Early Cash
Recovery Objectives, Satisfying Objectives, Product-Line Promotion Objectives, Operations,
Markets + Trade Cell, Products, Competitors. Problem of Pricing objectives, i.
Market-penetration objective, ii Market-skimming objective, iii. Early-cash-recovery
objective, iv. Satisfying objective, v. Product-line promotion objective. Problems of
Multiple parties, i. Intermediate customers, ii. Rivals, iii. Suppliers, iv. Government,
v. Other company executives. MULTIPLE PARTY PRICING, Intermediate Customer Considerations,
Rivals Considerations, Suppliers Consideration, Government Considerations, In-House
Considerations, Operations, Markets + Trade Cell, Products, Competitors. Problems of
Marketing-mix interaction. Problems of estimating Demand and Cost functions. PRICING
DECISIONS: Cost-oriented pricing, Markup pricing, iTarget pricing. Demand-oriented
pricing. Price discrimination. Competition-oriented pricing, Going-rate pricing,
iSealed-bid pricing. PRICING MODELS, Cost Oriented : Mark-up Pricing, Cost Oriented :
Target Pricing, Demand Oriented : Price Discrimination, Competition Oriented : Going-Rate
Pricing, Competition Oriented : Sealed or Bid Pricing, Operations, Markets + Trade Cell,
Products, Competitors. PRICE CHANGES: Buyers' reactions to price change, i. Price
elasticity of demand, A) direct attitude survey, B) relationship of price -v- quantity, C)
market test, D) analytic inference, ii. Perceptual factors in buyers' response.
Competitors' reactions to price changes. Decision theory for price changes. COMPETITOR
PRICE REACTION, 1) Market-share maintenance, 2) Margin maintenance. PRODUCT PRICING LOGIC,
Interrelated demand, Interrelated cost, Effect of competition, Alternative product-line
pricing. PRICE CHANGE DECIDERS, Buyers Reaction : Elasticity of Demand, Buyers Reaction :
Perceptual Factors, Competitors Reaction : Price Reduction, Competitors Reaction : No
Reaction, Competitors Reaction : Product Re-positioning, Operations, Markets + Trade Cell,
Products, Competitors. PRODUCT PRICING, Interrelated Demand Based, Interrelated Cost
Based, Competition Based, Product-Line Pricing Based, Model or Price Theory Based,
Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA :
Historic Balance Sheet, Historic Costs & Margins, Historic Financial Ratios &
Margins, Historic Operational Ratios & Margins. PRODUCT PRICING FINANCIAL FORECASTS :
2000-2028
: Base Forecast : Median Market Scenario, Short-Term Price Cutting Effect, Short-Term
Price Increase Effect, Promotional & Pricing Cost Objectives, Research & Product
Cost Objectives, Market Share Building Objectives, Market Share Holding Objectives, Market
Share Harvesting Objectives, Long-Term Product Price Reduction, Long-Term Product Price
Increase, Product Positioning.
90 Pages |
47 : PRODUCT + MARKET TARGETS
Product and Market Bases and Targets
2000-2028. MARKET SEGMENTATION, Homogeneous preferences. MARKET ATTRIBUTES,
Concentrated Markets, Un-concentrated Markets, Market Preference : Homogeneous, Market
Preference : Diffused, Market Preference : Clustered, Operations, Markets + Trade Cell,
Products, Competitors, Diffused preferences, Clustered preferences. REQUIREMENTS FOR
EFFECTIVE SEGMENTATION, Measurability, Accessibility, Substantiality. BENEFITS OF
SEGMENTATION. MARKET SEGMENTATION, Market Potential Measurability, Market Accessibility :
Existing Products, Market Accessibility : New Products, Market Substantiality : Existing
Products, Market Substantiality : New Products, Operations, Markets + Trade Cell,
Products, Competitors. MARKET BASES, Geographic segmentation, Demographic segmentation,
Psychographic segmentation, i. Life-style, ii. Personality, iii. Benefits sought, iv.
User status, v. Usage rate. MARKET BASES, Geographic Segmentation, Demographic
Segmentation, Psychographic Segmentation : Customer Factors, Psychographic Segmentation
: Product Usage Factors, Psychographic Segmentation : Market Factors, Operations, Markets
+ Trade Cell, Products, Competitors, vi. Loyalty status, vii. Stages of readiness, viii.
Marketing factors. TARGET MARKETS, Undifferentiated marketing, Differentiated marketing,
A) product modification costs, B) production costs, C) administrative costs, D) inventory
costs, E) promotion costs, Concentrated marketing, Selecting a market targeting strategy,
A) company resources, B) product homogeneity, C) product stage in the life cycle, D)
market homogeneity, E) competitive marketing strategies. MARKET SEGMENT DECISIONS, MARKET
SEGMENT AVAILABILITY, Customer-Prospect Mix Segment, Product-Service Mix Segment,
Sub-market Segment: Present Sales Potential, Sub-market Segment: Future Sales Potential,
Promotional-Distribution Mix Segment, Operations, Markets + Trade Cell, Products,
Competitors. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. PRODUCT + MARKET TARGETS FINANCIAL FORECASTS :
2000-2028
: Base Forecast : Median Market Scenario. MARKETING COSTS FORECAST, Sales costs forecast,
Distribution + handling costs forecast, Advertising costs forecast, After-sales costs
forecast, Total marketing costs forecast. MARKETING MARGINS + RATIOS FORECAST, Profit
ratios forecast, Marketing ratios forecast, Marketing operational ratios forecast,
Marketing factors forecast. Marketing Expenditure, Market Segmentation, Export Sales
Improvement, Distribution & Product Delivery Cost Objectives, Research & Product
Cost Objectives, Target Markets Development, Product Positioning, Overseas Development.
75 Pages |
48 : PRODUCT DEVELOPMENT
Product Development and Evolution Strategies and Tactics
2000-2028. PRODUCT EVOLUTION, GOMPERTZ ANALYSIS, 1. The Introductory Stage, 2. The
Dynamic Phase, 3. The Maturity Stage. PRODUCT LIFE CYCLE, Stages in the product life
cycle, Product Life Cycles, Rationale for the product life cycle. AVERAGE PRODUCT-LINE
STAGE IN LIFE CYCLE, Introductory, Growth, Maturity, Decline, Obsolescence. PRODUCT
INTRODUCTION, Marketing strategies in the introduction stage, i. A high-profile strategy,
ii. A selective penetration strategy, iii. A preemptive penetration strategy. PRODUCT
GROWTH STAGES, Marketing strategies in the growth stage. STRATEGY FOR PRODUCT
INTRODUCTIONS, High Profile: Product Based, High Profile: Market Based, Selective: Product
Based, Selective: Market Based, Preemptive, Operations, Markets + Trade Cell, Products,
Competitors. PRODUCT GROWTH STAGE STRATEGIES, Product Quality Improvements, New Market
Segmentation, New Distribution, Improved Marketing, Price Adjustments, Operations, Markets
+ Trade Cell, Products, Competitors. PRODUCT MATURITY, Marketing strategies in the mature
stage, i. Market modification, ii. Product modification, a) Strategy of quality
improvement, b) Strategy of feature improvement, c) Strategy of style improvement, iii.
Marketing-mix modification, The dominant versus the trailing firm, i. Strategy of
innovation, ii. Strategy of segmentation & fortification, iii. Confrontation strategy,
iv. Persecution strategy. PRODUCT MATURITY STAGE STRATEGIES, Product Modifications:
Quality, Product Modifications: Features, Market Segmentation, Marketing-Mix
Modifications, Market Extension, Operations, Markets + Trade Cell, Products, Competitors.
COMPETITIVE STRATEGIES, Product Innovation, Market Segmentation & Fortification,
Confrontation, Domination, Competitive niche position, Operations, Markets + Trade Cell,
Products, Competitors. PRODUCT DECLINE, Marketing strategies in the decline stage, i.
Identifying the weak products, ii. Determining marketing strategies, iii. Drop decision.
PRODUCT DECLINE STRATEGIES, Elimination of Products, Harvesting of Products, Product
Reformulation, Market Repositioning, Customer Base Change, Operations, Markets + Trade
Cell, Products, Competitors. NEW PRODUCT CRITERIA, NEW PRODUCT PERCEPTIONS, Shortage of
important new-product ideas, Fragmented markets, Growing social and governmental
constraints, Costliness of new-product development process, High rate of product failure,
Shorter life spans of successful products. NEW PRODUCT RATING, Market Fragmentation, New
Product Stagnation, New Product Life Cycle Limits, New Product Failures, New Product
Costs, Operations, Markets + Trade Cell, Products, Competitors. NEW PRODUCT ORGANISATION,
Product managers, New Product managers, New Product committees, New Product departments,
New Product venture teams. IDEAS GENERATION, SOURCES OF NEW PRODUCT IDEAS, i. Customers,
ii. Technocrats & Specialists, iii. Competitors, iv. Company salesmen and
distributors, v. Top Management. NEW PRODUCT ORGANISATION, Board Responsibility, Senior
Management Responsibility, Middle Management Responsibility, Junior Management
Responsibility, Ad Hoc Responsibility, Operations, Markets + Trade Cell, Products,
Competitors. NEW PRODUCT GENERATION, Executive Responsibility, Senior Management
Responsibility, Middle Management Responsibility, Junior Management Responsibility, Ad Hoc
Responsibility, Operations, Markets + Trade Cell, Products, Competitors. IDEAS DEVICES, i.
Attribute listing, ii. Forced relationships, iii. Morphological analysis, iv.
Brainstorming, v. Operational creativity. PRODUCT SCREENING, Product idea rating devices,
PRODUCT SCREENING CHECKLIST. CONCEPT DECISIONS, Concept development, Product and brand
positioning, Concept testing. BUSINESS ANALYSIS, Estimating future sales, i. ESTIMATING
FIRST TIME SALES, NEW PRODUCT PROFITABILITY, High Immediate Profit, Sustained Profits,
Average Long-Term Profits, Marginal Profitability, High Risk Profit Scenario, Operations,
Markets + Trade Cell, Products, Competitors, ii. ESTIMATING REPLACEMENT OR REPEAT SALES,
Estimating future costs and profits. PRODUCT DEVELOPMENT FACTORS, Prototype development
and consumer testing, Brand Naming, Packaging, i. Performance, ii. Consumer affluence,
iii. Integrated marketing concept, iv. Innovational opportunity. PRODUCT DEVELOPMENT
RATING, Prototype Efficiency, Process Development, Packaging & Distribution,
Marketing-Mix, Customer Service, Operations, Markets + Trade Cell, Products, Competitors.
NEW PRODUCT TESTING, Reasons for test marketing, Procedures for test marketing, i. Test
cities, ii. Which cities, iii. How long should the test run, iv. Information collected
during the test, Product shipments data, Store audits, Consumer panels, Buyer surveys, v.
Action after the test. PRODUCT COMMERCIALISATION, New Plant & Equipment Costs, Process
Costs, Distribution Costs, Sales Costs, Marketing Costs, Operations, Markets + Trade Cell,
Products, Competitors. PRODUCT ADOPTION, Concepts in innovation diffusion, Propositions
about the consumer adoption process, i. Stages in the adoption process, ii. Individual
differences in innovativeness, iii. Role of personal influence, iv. Influence of product
characteristics on the rate of adoption. NEW PRODUCT DIFFUSION, Early Adopters, Heavy
Users, Substantial Target Markets, Deep Customer Bases, Market or Geographic Extensions,
Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA, Historic
Costs & Margins, Financial Ratios & Margins, Historic Operational Ratios &
Margins. PRODUCT DEVELOPMENT FINANCIAL FORECASTS : 2000-2028 : Base Forecast :
Median Market Scenario, New Product Development, Market Segmentation, Quality Improvement,
Product Positioning, Product Branding + Multi-branding Investment, New Product & New
Technology Cost Scenarios.
120 Pages |
49 : PRODUCT MARKETING
Product Marketing Factors and Issues
2000-2028. CRITICAL FACTORS + PARAMETERS. PRODUCT CRITICAL FACTORS + PARAMETERS,
Product factors, Marketing factors, Producer / supplier factors, Distribution channel /
customer interface factors, Customer factors. TRADE CELL CRITICAL FACTORS + PARAMETERS,
Product factors, Marketing factors, Producer / supplier factors, Distribution channel /
customer interface factors, Customer factors. OPERATIONS CRITICAL FACTORS + PARAMETERS,
Product factors, Marketing factors, Producer / supplier factors, Distribution channel /
customer interface factors, Customer factors. COMPETITOR CRITICAL FACTORS + PARAMETERS,
Product factors, Marketing factors, Producer / supplier factors, Distribution channel /
customer interface factors, Customer factors. MARKET & PRODUCT SEGMENTATION, Product +
market segmentation, Trade cell - product + market segmentation, Operations - product +
market segmentation, Competitor - product + market segmentation. PRODUCT LAUNCH FACTORS,
Adoption rates, Conversion ratios, Sales growth, Product launch data. PRODUCT LAUNCH
FACTORS - PRODUCTS, Adoption rates : product revisions, Adoption rates : new products,
Conversion ratios : product revisions, Conversion ratios : new products, Potential first
year growth : product revisions, Potential first year growth : new products. PRODUCT
LAUNCH FACTORS - TRADE CELL, Adoption rates : product revisions, Adoption rates : new
products, Conversion ratios : product revisions, Conversion ratios : new products,
Potential first year growth : product revisions, Potential first year growth : new
products. PRODUCT LAUNCH FACTORS - OPERATIONS, Adoption rates : product revisions,
Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios :
new products, Potential first year growth : product revisions, Potential first year growth
: new products. PRODUCT LAUNCH FACTORS - COMPETITOR, Adoption rates : product revisions,
Adoption rates : new products, Conversion ratios : product revisions, Conversion ratios :
new products, Potential first year growth : product revisions, Potential first year growth
: new products. MARKETING COSTS: HISTORIC MARKETING COSTS & MARGINS, Sales costs,
Distribution + handling costs, Advertising costs, After-sales costs, Total marketing
costs, Historic marketing cost ratios & margins, Profit ratios, Marketing ratio,
Marketing operational ratios, Marketing costs. MARKETING COSTS FORECAST, Sales costs
forecast, Distribution + handling costs forecast, Advertising costs forecast, After-sales
costs forecast, Total marketing costs forecast, Marketing margins + ratios forecast,
Profit ratios forecast, Marketing ratios forecast, Marketing operational ratios forecast,
Marketing factors forecast. HISTORIC FINANCIAL DATA: Historic Balance Sheet, Historic
Costs & Margins, Historic Financial Ratios & Margins, Historic Operational Ratios
& Margins. PRODUCT MARKETING FINANCIAL FORECASTS : 2000-2028 : Base Forecast :
Median Market Scenario, Marketing Expenditure, New Product Development, Market
Segmentation, Distribution Channel Improvement, Price Cutting Effect, Price Increase
Effect, Quality Improvement, Target Markets Development, Product Branding + Multi-branding
Investment, New Product & New Technology Cost Scenarios, Product Quality Improvement,
Customer Handling Improvements.
100 Pages |
50 : PRODUCT MIX
Product Strategy and Product Mix Analysis & Evaluation
2000-2028. CONCEPT OF PRODUCTS. PRODUCT CONCEPT, Quality, Features, Styling,
Branding, Packaging, Operations, Markets + Trade Cell, Products, Competitors. PRODUCT-MIX
STRATEGY, Product items - lines - mix, Product-mix characteristics. PRODUCT-MIX QUALITY,
Items in Product Line 1, Items in Product Line 2, Items in Product Line 3, Items in
Product Line 4, Total of all Items in all Product Lines, Operations, Markets + Trade Cell,
Products, Competitors. PRODUCT-MIX ALTERNATIVES. PRODUCT-MIX OPTIMISATION. PRODUCT-MIX
AUDIT, Profit Contribution % in this year, Forecast % Profit Contribution : Year + 1,
Forecast % Profit Contribution : Year + 2, Forecast % Profit Contribution : Year + 3,
Forecast % Profit Contribution : Year + 4, Operations, Markets + Trade Cell, Products,
Competitors. PRODUCT-MIX AUDIT, Profit Estimate % in this year, Forecast % Profit Estimate
: Year + 1, Forecast % Profit Estimate : Year + 2, Forecast % Profit Estimate : Year + 3,
Forecast % Profit Estimate : Year + 4, Operations, Markets + Trade Cell, Products,
Competitors. PRODUCT STRATEGY, High Growth Products, Steady Reinvestment Products, Support
Products, Selective Pruning Products, Venture Products, Operations, Markets + Trade Cell,
Products, Competitors. BRAND STRATEGY. BRAND -v- NO BRANDS DECISIONS. FAMILY -v-
INDIVIDUAL BRAND DECISIONS. Brand extension strategy. Multi-brand strategy. BRAND
STRATEGY, Individual Brand names, Blanket Family Brand names, Separate Family Brand names,
Company Trade name, No Brand names, Operations, Markets + Trade Cell, Products,
Competitors. NEW PRODUCT EXPENDITURE EFFECT FORECASTS. MARKET SEGMENTATION EXPENDITURE
EFFECT FORECASTS: New Product Development, Market Segmentation. HISTORIC FINANCIAL DATA,
Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios &
Margins. PRODUCT MIX FORECASTS : 2000-2028 : Base Forecast : Median Market
Scenario, Research & Product Cost Objectives, Product Positioning, Product Branding +
Multi-branding Investment, New Product & New Technology Cost Scenarios, Product Cost
Improvements, Product Quality Improvement.
85 Pages |
51 : PRODUCT SUMMARY
Complete Product Summary data for each Product within the Market
2000-2028. THE FOLLOWING TOPICS ARE SHOWN FOR EACH OF THE PRODUCTS COVERED WITHIN
THE REPORT: OEM & Manufacturers Market Level, Wholesale & Distributor Market
Level, Retailer & Added Value Retailer Market Level, End User & Consumer Market
Level, Discounted & Promotional Market Level, Plant & Equipment Average Annual
Investment, Product Prices as a % of the Market Average, New Products as a % of the Total
Output, Relative output of Products of a Superior Quality as a % of the Total, Index of
Comparative Sales force and Selling Expenditure, Index of Comparative Advertising
Expenditure, Index of Comparative General Promotional Expenditure, Product Adoption Rates,
Product Sales Conversion Rates, Average Annual Sales Growth Rate, Capacity Utilisation as
a measure of Standard Capacity, Standardised Products & Services Index, Relative
Employee Compensation Index, Instable Market Share as an Index of Total Market Share,
Relative Forward Integration Index, Plant and Equipment Investment Greater than
Depreciation, Plant and Equipment Investment Equal to Depreciation, Plant and Equipment
Investment Less than Depreciation, Plant and Equipment Investment - Unallocated, Plant and
Equipment in Use within the range 0-3 years, Plant and Equipment in Use within the range
3-6 years, Plant and Equipment in Use within the range 6-9 years, Plant and Equipment in
Use over years 9 old / Unallocated, Supplier Concentration = 8 Largest, Supplier
Concentration = 20 Largest, Supplier Concentration = 50 Largest, Supplier Concentration =
Unspecified / Unallocated, Immediate Wholesale & Retail Customers, Immediate OEM and
Manufacturing Customers, Immediate Consumer and End User Customers, Immediate Non-Specific
Customers / Unallocated, Enterprises within the Range 1-19 Employees, Enterprises within
the Range 20-99 Employees, Enterprises within the Range 100+ Employees, Enterprises within
Unspecified / Unallocated Employee Ranges, Buyer Age Profile in the range 0-19 Years,
Buyer Age Profile in the range 20-24 Years, Buyer Age Profile in the range 25- 34 Years,
Buyer Age Profile in the range 35-44 Years, Buyer Age Profile in the range 45-54 Years,
Buyer Age Profile in the range 55-64 Years, Buyer Age Profile in the range 65+ /
Unallocated Years, Buyer Profile in the AB Social Group, Buyer Profile in the C1 Social
Group, Buyer Profile in the C2 Social Group, Buyer Profile in the DE / Unallocated Social
Group, End User Age Profile in the range 0-19 Years, End User Age Profile in the range
20-24 Years, End User Age Profile in the range 25-34 Years, End User Age Profile in the
range 35-44 Years, End User Age Profile in the range 45-54 Years, End User Age Profile in
the range 55-64 Years, End User Age Profile in the range 65+ / Unallocated Years, End User
Profile in the AB Social Group, End User Profile in the C1 Social Group, End User Profile
in the C2 Social Group, End User Profile in the DE / Unallocated Social Group.
60 Pages |
52 : PRODUCT SURVEYS
Surveys of Buyers and End Users of Products
PRODUCT 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 End User level~
Satisfaction with End User 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. PRODUCT SERVICE NETWORKS + DISTRIBUTION SURVEYS ~ National service
networks + distribution surveys - introduction ~ User: current purchasing criteria ~ User:
source of supply ~ User: supplier loyalty ~ User: ordering procedures ~ User: frequency of
deliveries ~ User: method of payment ~ User Level: reactions to advertising & sales
promotion ~ User Level: product reject / returns rate ~ User Level: product reject /
spoilage rate whilst held ~ User Level: product reject / return rate after purchase ~ User
satisfaction with existing products ~ User satisfaction with existing suppliers &
sources ~ User satisfaction with existing methods of supply & distribution ~ User
satisfaction with suppliers' product levels ~ User satisfaction with availability of
product ~ User satisfaction with quality & specifications of products ~ User
satisfaction with deliveries / frequency & up-take ~ User satisfaction with ordering
procedures ~ User satisfaction with terms of trading ~ User satisfaction with after-sales
services received from suppliers ~ User satisfaction with availability of advertising
support & POS / promotional materials ~ User satisfaction with technical & other
assistance received ~ User satisfaction with technical documentation / instructions ~
Buyer: current purchasing criteria ~ Buyer: purchasing criteria - future trends ~ Buyer:
the availability -v- price question ~ Buyer: the quality -v- price question ~ Buyer:
attitudes towards discount / unbranded / own-brand products ~ Buyer: frequency of
purchase/s ~ Buyer: buying patterns ~ Buyer: mode of ordering~ Buyer: delivery / service
area ~ Buyer: sales call frequency per regular customer ( average - delivery &
servicing ) ~ Buyer: mode of payment by User Level: Buyer: discounts offered to retail
level~ Buyer: retail attitude towards price -v- availability ~ Buyer: frequency of
deliveries to User Level: Buyer: supplier loyalty ~ Buyer: number of competitive producers
represented ~ Buyer: dealers sales promotional activities (retail)~ Buyer: dealers sales
promotional activities mix ~ Buyer: producers sales promotion most influencing dealers ~
Buyer: inventory financing ~ Buyer: dealers problems with products ~ Buyer: experiences of
warranty / reject claims ~ Buyer satisfaction: quality of product received ~ Buyer
satisfaction: availability of product ~ Buyer satisfaction: producers product levels ~
Buyer satisfaction: producers ability to fulfil orders on time ~ Buyer satisfaction:
producers delivery frequency & up-take ~ Buyer satisfaction: producers ordering
procedures & formalities ~ Buyer satisfaction: producers terms of trading ~ Buyer
satisfaction: producers credit & other financial details ~ Buyer satisfaction: own
product levels ~ Buyer satisfaction: existing products & product ranges ~ Buyer
satisfaction: existing suppliers & sources ~ Buyer satisfaction: existing methods of
supply & distribution ~ Buyer satisfaction: quality & specifications of products ~
Buyer satisfaction: after-sales services received from suppliers ~ Buyer satisfaction:
availability of advertising support & POS / promotional materials ~ Buyer
satisfaction: technical & other assistance received ~ Buyer satisfaction:
documentation / instructions ~ User Level: buying patterns ~ User Level: frequency of
purchase/s ~ User Level: attitudes towards discount / own-brand products ~ User Level: the
quality -v- price question ~ User Level: the availability -v- price question ~ User Level:
purchasing criteria - future trends. PRODUCT BUYER SURVEYS ~ User Level: person initiating
decision to re-order ~ User Level: person negotiating terms with suppliers ~ User Level:
person approving / authorising order/s ~ User Level: person monitoring results of
purchases & sales ~ Buyer: person initiating decision to re-order ~ Buyer: person
initiating decision to increase amounts purchased / total inventory ~ Buyer: person
initiating decision to introduce new products or brands ~ Buyer: person deciding what
products / brands are to be sold ~ Buyer: person preparing orders / specifications for
purchases ~ Buyer: person evaluating products & brands available ~ Buyer: person
surveying suppliers & seeking quotations ~ Buyer: person negotiating terms with
suppliers ~ Buyer: person approving / authorising order/s ~ Buyer: person monitoring
results of purchases & sales ~ User Level: person surveying suppliers & seeking
quotations ~ User Level: person evaluating products & brands available ~ User Level:
person preparing orders / specifications for purchases ~ User Level: person deciding what
products / brands are to be sold ~ User Level: person initiating decision to introduce new
products or brands ~ User Level: person initiating decision to increase amounts purchased
/ total inventory. PRODUCT INDUSTRY PERFORMANCE SURVEYS ~ Credibility: Company Level ~
Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer
Confidence in Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in
Specialist Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer
Confidence in Company Advertising ~ Reputation at Company Level ~ Reputation at Outlet
Level ~ Reputation of Managers ~ Reputation of Company Staff ~ Reputation of Specialist
Staff ~ Staff Efficiency: Company Level ~ Staff Efficiency: Outlet Level ~ Staff
Efficiency: Managers ~ Staff Efficiency: Company Staff ~ Staff Efficiency: Specialist
Staff ~ Staff Efficiency: Contracts & Documentation ~ Staff Efficiency: Problem
Solving ~ Staff Performance: Company Level ~ Staff Performance: Outlet Level ~ Staff
Performance: Managers ~ Staff Performance: Company Staff ~ Staff Performance: Specialist
Staff ~ Staff Performance: Contracts & Documentation ~ Staff Performance: Overall
Customer Handling ~ Staff Integrity: Company Level ~ Staff Integrity: Outlet Level ~ Staff
Integrity: Managers ~ Staff Integrity: Company Staff ~ Staff Integrity: Specialist Staff ~
Staff Integrity: Contracts & Documentation ~ Staff Integrity: Advertising &
Promotions ~ Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~
Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty:
Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth &
Honesty: Advertising & Promotions ~ Written Communications: Company Level ~ Written
Communications: Outlet Level ~ Written Communications: Managers ~ Written Communications:
Company Staff ~ Written Communications: Specialist Staff ~ Written Communications:
Contractual ~ Written Communications: Correspondence ~ Verbal Contact: Company Level ~
Verbal Contact: Outlet Level ~ Verbal Contact: Managers ~ Verbal Contact: Company Staff ~
Verbal Contact: Specialist Staff ~ Customer Handling: Company Level ~ Customer Handling:
Outlet Level ~ Customer Handling: Managers ~ Customer Handling: Company Staff ~ Customer
Handling: Specialist Staff ~ Customer Complaint Handling: Company Level ~ Customer
Complaint Handling: Outlet Level ~ Customer Complaint Handling: Managers ~ Customer
Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Staff ~
Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~
Customer Problem Solving: Managers ~ Customer Problem Solving: Company Staff ~ Customer
Problem Solving: Specialist Staff ~ Customer Comprehension of Product: Company Level ~
Customer Comprehension of Product: Outlet Level ~ Staff Comprehension of Product: Managers
~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product:
Specialist Staff ~ Customer Awareness of Product: Company Level ~ Customer Awareness of
Product: Outlet Level ~ Staff Awareness of Product: Managers ~ Staff Awareness of Product:
Company Staff ~ Staff Awareness of Product: Specialist Staff ~ Customer Confidence in
Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Staff Confidence
in Product: Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in
Product: Specialist Staff ~ Customer Service: Company Level ~ Customer Service: Outlet
Level ~ Customer Service: Managers ~ Customer Service: Company Staff ~ Customer Service:
Specialist Staff ~ Customer Service: Contracts & Documentation ~ Initial Customer
Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer
Response: Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response:
Specialist Staff ~ Information for Customers: Company Level ~ Information for Customers:
Outlet Level ~ Information for Customers: Managers ~ Information for Customers: Company
Staff ~ Information for Customers: Specialist 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 Staff ~ Credibility: Company Staff ~ Credibility:
Managers ~ Credibility: Outlet Level.
140 Pages |
53 : PROFIT RISK
Financial and Balance Sheet Scenarios and Forecasts (40 possible scenarios)
2000-2028. MARKETS 2000 to 2028 : SUMMARY, FORECAST. MARKET ENVIRONMENT,
Market Growth, Market Structure, Market/s Serviced. TRADING AREA, MARKET COVERAGE.
HISTORIC DATA AND TIME SERIES. FORECAST DATA AND TIME SERIES. LONG-RANGE HISTORIC DATA AND
TIME SERIES. DATABASE GEOGRAPHIC COVERAGE. HISTORIC FINANCIAL DATA, Historic Costs &
Margins, Financial Ratios & Margins, Operational Ratios & Margins. PROFIT RISK
SCENARIOS FORECASTS : 2000-2028 : Base Forecast : Best Market Scenario, Base
Forecast : Median Market Scenario, Base Forecast : Worst Market Scenario, Marketing
Expenditure, New Plant + Equipment Investment, New Technology Investment, Cost Structure
Improvement, Administrative & General Expense Objectives, Research & Product Cost
Objectives, Systems Investment, Materials & Energy Cost Scenarios, Payroll & Staff
Cost Scenarios, Administration Cost Scenarios, Capital Cost Scenarios, Plant &
Equipment Cost Scenarios, Depreciation & Capitalisation Scenarios, Short Term
Borrowing Scenarios, Long Term Financial Scenarios, Financial & Debt Servicing Cost
Scenarios, Trading & Operating Margins & Profitability Scenarios Balance Sheet,
Operational Costs + Margins, Ratios Forecast. Profit Impact From Materials Cost Reduction,
Profit Impact From Payroll Cost Reduction, Profit Impact From Process Cost Reduction,
Profit Impact From Distribution Cost Reduction, Capital Investments Options: Process Plant
& Equipment Balance Sheet, Operational Costs + Margins, Ratios Forecast. Capital
Investments Options: Premises, Capital Investments Options: Distribution / Handling,
Capital Investments Options: Customer Handling Systems Balance Sheet, Operational Costs +
Margins, Ratios Forecast. Product Cost Improvements, Customer Handling Improvements, New
Equity Scenarios, Bank Borrowing: Base Scenarios, Bank Borrowing: 3% Inflation Scenarios,
Bank Borrowing: 6% Inflation Scenarios, Bank Borrowing: 9% Inflation Scenarios, Bond /
Debentures Scenarios, Asset Sales: 5% of Assets Scenarios, Asset Sales: 10% of Assets
Scenarios, Asset Sales: 25% of Assets Scenarios, Self Generated Funds: Worst Scenarios,
Self Generated Funds: Best Scenarios, Trading Credit Extension & Margin Reduction
Scenarios Balance Sheet, Operational Costs + Margins, Ratios Forecast.
105 Pages |
54 : PROMOTIONAL MIX
Promotional and Selling Analysis and Evaluation
2000-2028. PROMOTIONAL MIX, Advertising, i. Public presentation, ii. Pervasiveness,
iii. Amplified expressiveness, iv. Impersonality. ADVERTISING -v- SELLING, Advertising :
Public Presentation, Advertising : Pervasiveness, Advertising : Expressiveness, Selling :
Sales Technique, Selling : Prospect Cultivation, Operations, Markets + Trade Cell,
Products, Competitors, Personal selling, i. Personal confrontation, ii. Cultivation, iii.
Response, Publicity, i. High veracity, ii. Off guard, iii. Dramatisation. PUBLICITY +
SALES PROMOTION, Publicity Effect : Accepted Veracity, Publicity Effect : Off Guard
perceptions, Publicity Effect : Dramatisation, Sales Promotion : Insistent, Sales
Promotion : Product Demeaning, Operations, Markets + Trade Cell, Products, Competitors,
Sales Promotion, i. Insistent presence, ii. Product demeaning. PROMOTION MIX, Consumer -v-
Industrial. ADVERTISING RATING, Awareness Building, Comprehension Building, Efficient
Reminding, Lead Generation, Legitimation & Reassurance, Operations, Markets + Trade
Cell, Products, Competitors. The role of advertising in marketing, i. Awareness building,
ii. Comprehension building, iii. Efficient reminding, iv. Lead generation, v.
Legitimation, vi. Reassurance. PERSONNEL SELLING RATING, Selling for Distribution Channel
Stock Position Increase, Selling for Company Stock Position Decrease, Selling for
Discounted Stocks, Selling for Enthusiasm Building, Missionary Selling, Operations,
Markets + Trade Cell, Products, Competitors, The role of personal selling in marketing.
PROMOTION + ORGANISATION. ORGANISATION RATING, Formal Corporate Position in Company,
Formal Corporate Responsibility for Promotion, Established Working Plan for Promotion,
Monitoring of Marketing Mix -v- Promotional Spend, Formal Co-ordination of Promotional -v-
Marketing Campaigns, Operations, Markets + Trade Cell, Products, Competitors. MARKETING
COSTS, Advertising Costs, Sales Costs, Distribution Costs, After Sales Costs, Total
Marketing Costs, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC
FINANCIAL DATA, Historic marketing costs & margins, Sales costs, Distribution +
handling costs, Advertising costs, After-sales costs, Total marketing costs, Historic
marketing cost ratios & margins, Profit ratios, Marketing ratio, Marketing operational
ratios, Marketing costs. PROMOTIONAL MIX FORECASTS : 2000-2028 : Base Forecast :
Median Market Scenario. MARKETING COSTS FORECAST, Sales costs forecast, Distribution +
handling costs forecast, Advertising costs forecast, After-sales costs forecast, Total
marketing costs forecast, Marketing margins + ratios forecast, Profit ratios forecast,
Marketing ratios forecast, Marketing operational ratios forecast, Marketing factors
forecast. Marketing Expenditure, Variable Marketing Cost Objectives, Selling Cost
Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives,
Promotional Expenditure.
70 Pages |
55 : PURCHASE OF MATERIALS - SUPPLIES -
SERVICES
Value of Purchases of Input Materials & Services
Value of Purchases of Input Materials & Supplies and Cost of Services Bought : This
volume has coverage of all the Input Materials, Supplies and Services which affect the
operation, former, current and potential, of the business. The volume analyses the
existing goods and supplies purchased by companies and reviews the parallel products,
substitutes and options available. BASE COSTS + PURCHASES: Payroll, Salaries & Wages,
Fringe Benefits, Commissions & Incentives, Sub-Contractors, Financial Costs, Interest:
Short Term, Interest: Long Term, Debt Servicing: On Balance Sheet, Debt Servicing: Off
Balance Sheet, Bad Debts, General Expenses, Rent & Leases, Rent of Buildings, Rent of
Vehicles / Machinery / Equipment, Services Purchased, Communications Costs. Maintenance
Costs, Buildings, Vehicles & Equipment, Capital Expenditures, Buildings, Machinery
& Equipment, Vehicles, Computers & Data Processing, Miscellaneous. COMPANY COSTS.
GENERAL MATERIALS + SUPPLIES CONSUMED: Cost of Materials, Raw Materials, Finished
Products, Power & Fuel, Electricity.
60 Pages |
56 : SALES FOCUS
Historic & Forecast Market Value Data for each Town within the Country
COUNTRY SALES FOCUS : 2000-2028. MARKETS. TOWN MARKET VALUE FORECAST for each TOWN
in the country. MARKET ENVIRONMENT. Market Growth, Market Structure, Market/s Serviced.
TRADING AREA. MARKET COVERAGE. MARKET NORMS. MARKET GROWTH RATE ANNUAL INDICES. MARKET
MULTIPLIERS. INDUSTRY INDICES. INDUSTRY PROFILE. CUSTOMER PROFILES.
60 Pages |
57 : SALES PROMOTION
Sales Promotion and Performance Analysis & Evaluation
2000-2028. SALES PROMOTION, Integrating the total marketing operation, i.
Promotional aims, ii. Co-ordination, iii. Sales-force presentation, Budgeting, Frequency
of promotions, Matching product to promotion, Different types of testing, i. Conditions
and restrictions, ii. Selecting services and supplies, Meeting deadlines, Continuity of
interest, Evaluating campaigns. SALES CAMPAIGNS, Marketing Integration, Budgeting
Efficiency, Campaign Performance, Campaign Monitoring & Evaluation Procedures,
Campaign Flexibility, Operations, Markets + Trade Cell, Products, Competitors, Emotional
response, Increasing promotional activity. PROMOTION EVALUATION, Perception of the market,
Sales promotions research, i. Research pretesting, ii. Research post-testing, iii.
Constraints on research, Methodology, Problems of evaluation of sales promotion, i. Proofs
of success, Sales promotions evaluation criteria. TACTICAL AND STRATEGIC OBJECTIVES, i.
Tactical below- the-line activities, ii. Strategic below-the-line activities.
PERFORMANCE-EVALUATION CRITERIA, Sales as the dependent variable, Model research brief, i.
Research objectives, ii. Action criteria, iii. Decision criteria, iv. Action standards.
PROMOTIONAL PERFORMANCE, Promotional Research & Methodology, Promotion Evaluation
& Monitoring, Promotion Performance & Efficiency, Promotion Targeting, Promotion
Flexibility, Operations, Markets + Trade Cell, Products, Competitors. THRESHOLD AND TARGET
GOALS. HISTORIC MARKETING COSTS & MARGINS, Sales costs, Distribution + handling costs,
Advertising costs, After-sales costs, Total marketing costs, Historic marketing cost
ratios & margins, Profit ratios, Marketing ratio, Marketing operational ratios,
Marketing costs. MARKETING COSTS FORECAST, Sales costs forecast, Distribution + handling
costs forecast, Advertising costs forecast, After-sales costs forecast, Total marketing
costs forecast, Marketing margins + ratios forecast, Profit ratios forecast, Marketing
ratios forecast, Marketing operational ratios forecast, Marketing factors forecast. SALES
PROMOTION COSTS, Advertising : Mail : Media, Sales Personnel : Expenses : Materials, Sale
Promotion Materials : Print, Sales Point-of-Sale Systems & Materials, Publicity : P.R.
: Exhibitions, Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL
DATA, Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios
& Margins. SALES PROMOTION FINANCIAL FORECASTS : 2000-2028 : Base Forecast :
Median Market Scenario, Marketing Expenditure, Variable Marketing Cost Objectives, Selling
Cost Objectives, Advertising Cost Objectives, Promotional & Pricing Cost Objectives,
Promotional Expenditure, Sales & Marketing Cost Scenarios.
75 Pages |
58 : SALES FORCE DECISIONS
Sales force Analysis and Evaluation
SALES FORCE DECISIONS, BUYER-SELLER RELATIONSHIP, SALES TASKS, i. Prospecting, ii.
Communicating, iii. Selling, iv. Servicing, v. Information gathering, vi. Allocating.
SALES FORCE INTERACTION, Customer Prospecting, Customer Communications, Selling, Customer
Servicing, Information Gathering & Usage, Operations, Markets + Trade Cell, Products,
Competitors. SALES FORCE SIZE DECISIONS, Salesman productivity approach, Salesman workload
approach, Sales force design, Sales-force structure, i. Territorial-structured sales
force, ii. Product-structured sales force, iii. Customer-structured sales force, iv.
Complex sales-force structures, Territorial design. SALES FORCE STRUCTURE, Territory Value
Structured, Workload Structured, Territory Structured, Product Structured, Customer
Structured, Operations, Markets + Trade Cell, Products, Competitors, i. Territory size,
ii. Territory shape. SALES FORCE SELECTION, Salesmen selection, What makes a good
salesman?, Recruitment procedures, Applicant-rating procedures, Sales force training.
SALES FORCE COMPENSATION, Income regularity, Reward for above-average performance,
Fairness, Control, Economy, Simplicity, Level of compensation, Elements of compensation,
i. Straight salary, ii. Straight commission, iii. Combination salary and commission,
Structure of compensation. SALES FORCE EMPLOYMENT, Recruitment Procedures, Applicant
Vetting & Selection Procedures, Sales force Training, sales force Compensation,
Compensation & Incentivisation Development, Operations, Markets + Trade Cell,
Products, Competitors. SALES FORCE SUPERVISION, Directing salesmen, i. Developing customer
call norms, ii. Developing prospect call norms, Motivating salesmen, i. Organisational
climate, ii. Sales quotas, iii. Positive incentives, Effectiveness of sales incentives.
SALES FORCE SUPERVISION, Direction: Customer Call Norms, Direction: Prospect Development,
Motivation: Organisation, Motivation: Sales Quotas, Motivation: Incentives, Operations,
Markets + Trade Cell, Products, Competitors. SALES FORCE EVALUATION, Sources of
information, Report on new business secured, Report on lost business, Report on local
business and economic conditions, Formal evaluation of performance, i.
Salesman-to-salesman comparisons, ii. Current-to-past-sales comparisons, iii. Qualitative
appraisal of salesmen. HISTORIC MARKETING COSTS & MARGINS, Sales costs, Distribution +
handling costs, Advertising costs, After-sales costs, Total marketing costs, Historic
marketing cost ratios & margins, Profit ratios, Marketing ratio, Marketing operational
ratios, Marketing costs. MARKETING COSTS FORECAST, Sales costs forecast, Distribution +
handling costs forecast, Advertising costs forecast, After-sales costs forecast, Total
marketing costs forecast, Marketing margins + ratios forecast, Profit ratios forecast,
Marketing ratios forecast, Marketing operational ratios forecast, Marketing factors
forecast. SALES FORCE EVALUATION, Sales Information Monitoring, Sales Performance
Reporting, Sales Evaluation: Personal Comparisons, Sales Evaluation: Sales Period
Comparisons, Sales Evaluation: Qualitative Comparisons, Operations, Markets + Trade Cell,
Products, Competitors. SALES FORCE COSTS, Sales Personnel Costs : Fixed, Sales Personnel
Costs : Variable, Sales Personnel Expenses, Sales Overhead Expenses, Sales Material Costs,
Operations, Markets + Trade Cell, Products, Competitors. HISTORIC FINANCIAL DATA ,
Historic Costs & Margins, Financial Ratios & Margins, Operational Ratios &
Margins. SALES FORCE DECISIONS FINANCIAL FORECASTS : 2000-2028 : Base Forecast :
Median Market Scenario, Marketing Expenditure, Export Sales Improvement, Personnel + Staff
Improvement, Fixed Marketing Cost Objectives, Variable Marketing Cost Objectives, Selling
Cost Objectives, Sales Cost Improvement, Promotional Expenditure, Sales Personnel + Staff
Improvement, Sales & Marketing Cost Scenarios.
105 Pages |
59 : STRATEGY
Full Strategic Analysis and Conclusions
2000-2028. Geographic + Product + Competitor + Operations coverage, Introduction,
Trade cell, Critical factors for profitability. BASE FINANCIAL FORECAST, Median Market
Scenario Balance Sheet, Operational Costs + Margins, Ratios Forecast. MARKET ENVIRONMENT,
Market growth, Market structure, Market serviced, Market serviced, Customer factors,
Concentrations of purchases - end users, % Of physical number of end user customers,
Concentrations of purchases - immediate customers, % Of physical number of immediate
customers. THE PRODUCT, Product life cycle and stages in the life cycle, The Gompertz
analysis, Introductory stage, Dynamic stage, Maturity stage, Market share - life cycle -
profitability, Quality - life cycle - profitability, Product range - life cycle stage -
profitability, Product range - profitability - capital intensity. MARKET SEGMENTATION
EXPENDITURE EFFECT FORECASTS, Market share & customised or specified products,
Profitability - high market share - product uniqueness, Relative product pricing in the
trade cell, INDEX OF PRICING. PRICE CUTTING EFFECT ON FINANCIAL + OPERATIONAL FORECASTS.
PRICE INCREASE EFFECT ON FINANCIAL + OPERATIONAL FORECASTS. PRODUCT QUALITY, Relative
product quality in the trade cell, Index of quality, Value scale for quality. QUALITY
IMPROVEMENT EFFECT FORECASTS, Profitability & products, Relative product quality &
profitability, Circumstances where ROI is greater than the index, Quality - profitability
& concentrated markets, Product quality & relative market share, Product quality -
profitability & market growth. NEW PRODUCTS, Index of new products, New Product
Development. PROFITABILITY - MARKET GROWTH & NEW PRODUCT INTRODUCTIONS, New product
introductions - inflation & profitability, New product introductions - investment in
new p+e & profitability, New products - product quality & profitability.
COMPETITION, Market share, Market share & product profitability, Circumstances where
ROI is greater than average, Product profitability & relative market share, Product -
forecasted market shares, Market share %, Relative market shares in the trade cell,
Relative market share, Nature of the competitive situation, Entry & exit of
competitors, Evidence of competitor entry + exit, Relative strengths of competitors,
Relative strength of competitors in the market, Perfectness of the market, Relative
perfectness of the markets. INDUSTRY DATA, Process Costs and Profitability, Market
Dominance, Long term industry growth, Index of industry growth, Physical process
considerations, Physical process capacity utilisation & market share, Capacity
utilisation & market share, Productivity - profitability - market growth, Unionisation
& market share, Unionisation - profitability & market growth, Unionisation -
profitability & industry concentration, Unionisation - profitability & harvesting
strategies, Product profitability - process uniqueness & market share, Capital
structure in terms of investment intensity, Product profitability & investment
intensity. NEW PLANT + EQUIPMENT INVESTMENT EFFECT FORECASTS, New Plant + Equipment
Investment, Net margins & investment intensity, Margins & investment intensity,
Product profitability - market share & capital intensity, Productivity - profitability
& investment intensity, Process capacity utilisation - profitability & capital
intensity, Inventories - profitability & capital intensity, Physical process in terms
of vertical integration, Profitability - market share & vertical integration,
Profitability - diversification & vertical integration, Profitability - vertical
integration & customer base, Profitability - vertical integration & product
quality, Profitability - vertical integration & inventories, Profitability - vertical
integration & productivity. NEW TECHNOLOGY INVESTMENT EFFECT FORECASTS, New Technology
Investment. MARKETING & SALES COSTS, Profitability - market share & marketing
costs, Profitability - investment intensity & marketing costs, Profitability -
customer base & marketing costs, Profitability - product quality & marketing
costs, Profitability - new products & marketing costs. MARKETING EXPENDITURE EFFECT
FORECASTS, Marketing Expenditure. PRODUCT DEVELOPMENT AND PROCESS DEVELOPMENT COSTS,
Profitability - development expenditure & market growth, Profitability - development
expenditure & product quality, Profitability - development expenditure & marketing
costs, Profitability - development expenditure & market share, Profitability -
development expenditure & unionisation. PRODUCT DISTRIBUTION, Distribution Channel
Improvement. MARKET PENETRATION, Right tools for the job, 1. Economies of scale, 2. Market
power, 3. Management. PERSONNEL + STAFF IMPROVEMENT EFFECT FORECASTS, Personnel + Staff
Improvement. MARKET SHARE, Market share & pre-tax profitability, Relationship - market
share, profit to sales + turnover on investment. COST STRUCTURE IMPROVEMENTS EFFECT
FORECASTS: Cost Structure Improvement, Relationship between market share and added value,
Vertical integration - investment/sales ratio, Relationship of market share to the
purchases/sales ratio, Investment to sales ratio corrected for vertical integration, 1.
Increased vertical integration, 2. Products, 3. Equipment & Process Technology, 4.
Physical Process, 5. Materials. MARKETING COST TO SALES RATIO AND TRADE CELL MARKET
PENETRATION, 1. Economies of Scale, 2. Sales Promotion, 3. Advertising, 4. The Bandwagon
Effect, Relationship between trade cell pricing and product quality, Customers and better
products, Relationship between purchase frequency and market share, Infrequent purchase
frequency, Infrequent purchase frequency, Relationship between customer base fragmentation
and market share. EXPORT IMPROVEMENT EFFECT FORECASTS. Export Sales Improvement. MEDIUM +
LONG TERM STRATEGIES, When to build market share, Necessary levels of market penetration,
Level of market share, Building strategies, Holding strategies for markets, Harvesting
strategies. HISTORIC FINANCIAL DATA, Historic Costs & Margins, Financial Ratios &
Margins, Operational Ratios & Margins. STRATEGIC FINANCIAL FORECASTS :
2000-2028
: Market Share Building Objectives, Market Share Holding Objectives, Market Share
Harvesting Objectives, Capital Investments Options: Process Plant & Equipment Balance
Sheet, Operational Costs + Margins, Ratios Forecast. Capital Investments Options:
Premises, Capital Investments Options: Distribution / Handling, Capital Investments
Options: Customer Handling Systems Balance Sheet, Operational Costs + Margins, Ratios
Forecast.
175 Pages |
60 : SURVEYS
Surveys of Buyers and End Users
Surveys of Buyers and End Users : SURVEY ANALYSIS : The IMAGE + SURVEY ANALYSIS gives a
tabular & graphic analysis of the prevalent image of companies 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 sales force 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 volume is based
on the results of surveys and similar research amongst the Customers, Branch Networks
& Distribution Channels, Buyers and Suppliers of companies. The data is given relative
to the Subsidiary, Division, Unit or Market sectors.
135 Pages |
61 : TRADE CELL SURVEYS
Surveys of Buyers and End Users in the Trade Cell countries
PRODUCT 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 End User level~
Satisfaction with End User 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 ~ Quality -v- price
question ~ Availability -v- price question ~ Price sensitivity ~ Future trends in
purchasing criteria. PRODUCT SERVICE NETWORKS + DISTRIBUTION SURVEYS ~ National service
networks + distribution surveys - introduction ~ User: current purchasing criteria ~ User:
source of supply ~ User: supplier loyalty ~ User: ordering procedures ~ User: frequency of
deliveries ~ User: method of payment ~ User Level: reactions to advertising & sales
promotion ~ User Level: product reject / returns rate ~ User Level: product reject /
spoilage rate whilst held ~ User Level: product reject / return rate after purchase ~ User
satisfaction with existing products ~ User satisfaction with existing suppliers &
sources ~ User satisfaction with existing methods of supply & distribution ~ User
satisfaction with suppliers' product levels ~ User satisfaction with availability of
product ~ User satisfaction with quality & specifications of products ~ User
satisfaction with deliveries / frequency & up-take ~ User satisfaction with ordering
procedures ~ User satisfaction with terms of trading ~ User satisfaction with after-sales
services received from suppliers ~ User satisfaction with availability of advertising
support & POS / promotional materials ~ User satisfaction with technical & other
assistance received ~ User satisfaction with technical documentation / instructions ~
Buyer: current purchasing criteria ~ Buyer: purchasing criteria - future trends ~ Buyer:
availability -v- price question ~ Buyer: quality -v- price question ~ Buyer: attitudes
towards discount / unbranded / own-brand products ~ Buyer: frequency of purchase/s ~
Buyer: buying patterns ~ Buyer: mode of ordering~ Buyer: delivery / service area ~ Buyer:
sales call frequency per regular customer ( average - delivery & servicing ) ~ Buyer:
mode of payment by User Level: Buyer: discounts offered to retail level~ Buyer: retail
attitude towards price -v- availability ~ Buyer: frequency of deliveries to User Level:
Buyer: supplier loyalty ~ Buyer: number of competitive producers represented ~ Buyer:
dealers sales promotional activities (retail)~ Buyer: dealers sales promotional activities
mix ~ Buyer: producers sales promotion most influencing dealers ~ Buyer: inventory
financing ~ Buyer: dealers problems with products ~ Buyer: experiences of warranty /
reject claims ~ Buyer satisfaction: quality of product received ~ Buyer satisfaction:
availability of product ~ Buyer satisfaction: producers product levels ~ Buyer
satisfaction: producers ability to fulfil orders on time ~ Buyer satisfaction: producers
delivery frequency & up-take ~ Buyer satisfaction: producers ordering procedures &
formalities ~ Buyer satisfaction: producers terms of trading ~ Buyer satisfaction:
producers credit & other financial details ~ Buyer satisfaction: own product levels ~
Buyer satisfaction: existing products & product ranges ~ Buyer satisfaction: existing
suppliers & sources ~ Buyer satisfaction: existing methods of supply &
distribution ~ Buyer satisfaction: quality & specifications of products ~ Buyer
satisfaction: after-sales services received from suppliers ~ Buyer satisfaction:
availability of advertising support & POS / promotional materials ~ Buyer
satisfaction: technical & other assistance received ~ Buyer satisfaction:
documentation / instructions ~ User Level: buying patterns ~ User Level: frequency of
purchase/s ~ User Level: attitudes towards discount / own-brand products ~ User Level:
quality -v- price question ~ User Level: availability -v- price question ~ User Level:
purchasing criteria - future trends. PRODUCT BUYER SURVEYS ~ User Level: person initiating
decision to re-order ~ User Level: person negotiating terms with suppliers ~ User Level:
person approving / authorising order/s ~ User Level: person monitoring results of
purchases & sales ~ Buyer: person initiating decision to re-order ~ Buyer: person
initiating decision to increase amounts purchased / total inventory ~ Buyer: person
initiating decision to introduce new products or brands ~ Buyer: person deciding what
products / brands are to be sold ~ Buyer: person preparing orders / specifications for
purchases ~ Buyer: person evaluating products & brands available ~ Buyer: person
surveying suppliers & seeking quotations ~ Buyer: person negotiating terms with
suppliers ~ Buyer: person approving / authorising order/s ~ Buyer: person monitoring
results of purchases & sales ~ User Level: person surveying suppliers & seeking
quotations ~ User Level: person evaluating products & brands available ~ User Level:
person preparing orders / specifications for purchases ~ User Level: person deciding what
products / brands are to be sold ~ User Level: person initiating decision to introduce new
products or brands ~ User Level: person initiating decision to increase amounts purchased
/ total inventory. PRODUCT INDUSTRY PERFORMANCE SURVEYS ~ Credibility: Company Level ~
Customer Confidence at Company Level ~ Customer Confidence at Outlet Level ~ Customer
Confidence in Managers ~ Customer Confidence in Company Staff ~ Customer Confidence in
Specialist Staff ~ Customer Confidence in Company Contracts & Documentation ~ Customer
Confidence in Company Advertising ~ Reputation at Company Level ~ Reputation at Outlet
Level ~ Reputation of Managers ~ Reputation of Company Staff ~ Reputation of Specialist
Staff ~ Staff Efficiency: Company Level ~ Staff Efficiency: Outlet Level ~ Staff
Efficiency: Managers ~ Staff Efficiency: Company Staff ~ Staff Efficiency: Specialist
Staff ~ Staff Efficiency: Contracts & Documentation ~ Staff Efficiency: Problem
Solving ~ Staff Performance: Company Level ~ Staff Performance: Outlet Level ~ Staff
Performance: Managers ~ Staff Performance: Company Staff ~ Staff Performance: Specialist
Staff ~ Staff Performance: Contracts & Documentation ~ Staff Performance: Overall
Customer Handling ~ Staff Integrity: Company Level ~ Staff Integrity: Outlet Level ~ Staff
Integrity: Managers ~ Staff Integrity: Company Staff ~ Staff Integrity: Specialist Staff ~
Staff Integrity: Contracts & Documentation ~ Staff Integrity: Advertising &
Promotions ~ Truth & Honesty: Company Level ~ Truth & Honesty: Outlet Level ~
Truth & Honesty: Managers ~ Truth & Honesty: Company Staff ~ Truth & Honesty:
Specialist Staff ~ Truth & Honesty: Contracts & Documentation ~ Truth &
Honesty: Advertising & Promotions ~ Written Communications: Company Level ~ Written
Communications: Outlet Level ~ Written Communications: Managers ~ Written Communications:
Company Staff ~ Written Communications: Specialist Staff ~ Written Communications:
Contractual ~ Written Communications: Correspondence ~ Verbal Contact: Company Level ~
Verbal Contact: Outlet Level ~ Verbal Contact: Managers ~ Verbal Contact: Company Staff ~
Verbal Contact: Specialist Staff ~ Customer Handling: Company Level ~ Customer Handling:
Outlet Level ~ Customer Handling: Managers ~ Customer Handling: Company Staff ~ Customer
Handling: Specialist Staff ~ Customer Complaint Handling: Company Level ~ Customer
Complaint Handling: Outlet Level ~ Customer Complaint Handling: Managers ~ Customer
Complaint Handling: Company Staff ~ Customer Complaint Handling: Specialist Staff ~
Customer Problem Solving: Company Level ~ Customer Problem Solving: Outlet Level ~
Customer Problem Solving: Managers ~ Customer Problem Solving: Company Staff ~ Customer
Problem Solving: Specialist Staff ~ Customer Comprehension of Product: Company Level ~
Customer Comprehension of Product: Outlet Level ~ Staff Comprehension of Product: Managers
~ Staff Comprehension of Product: Company Staff ~ Staff Comprehension of Product:
Specialist Staff ~ Customer Awareness of Product: Company Level ~ Customer Awareness of
Product: Outlet Level ~ Staff Awareness of Product: Managers ~ Staff Awareness of Product:
Company Staff ~ Staff Awareness of Product: Specialist Staff ~ Customer Confidence in
Product: Company Level ~ Customer Confidence in Product: Outlet Level ~ Staff Confidence
in Product: Managers ~ Staff Confidence in Product: Company Staff ~ Staff Confidence in
Product: Specialist Staff ~ Customer Service: Company Level ~ Customer Service: Outlet
Level ~ Customer Service: Managers ~ Customer Service: Company Staff ~ Customer Service:
Specialist Staff ~ Customer Service: Contracts & Documentation ~ Initial Customer
Response: Company Level ~ Initial Customer Response: Outlet Level ~ Initial Customer
Response: Managers ~ Initial Customer Response: Company Staff ~ Initial Customer Response:
Specialist Staff ~ Information for Customers: Company Level ~ Information for Customers:
Outlet Level ~ Information for Customers: Managers ~ Information for Customers: Company
Staff ~ Information for Customers: Specialist 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 Staff ~ Credibility: Company Staff ~ Credibility:
Managers ~ Credibility: Outlet Level.
140 Pages |
62 : WORLD MARKETS
Economic and Demographic data for each country of the World
MARKET VALUES : 2000-2028. Afghanistan, Albania, Algeria, American Samoa, Andorra,
Angola, Antigua & Barbuda, Argentina, Armenia, Aruba, Australia, Austria, Azerbaijan,
Bahamas, Bahrain, Bangladesh, Barbados, Belarus, Belgium, Belize, Benin, Bermuda, Bhutan,
Bolivia, Botswana, Brazil, Brunei, Bulgaria, Burkina Faso, Burma, Burundi, Cambodia, Cameroon,
Canada, Cape Verde, Cayman Islands, Central African Republic, Chad, Chile, China,
Colombia, Comoros, Congo (Democratic Republic of), Congo (Republic of), Costa Rica, Cote d'Ivoire, Croatia, Cuba, Cyprus,
Czech Republic, Denmark, Djibouti, Dominica, Dominican Republic, Ecuador, Egypt, El
Salvador, Equatorial Guinea, Estonia, Ethiopia, Falkland Islands, Fiji, Finland, France,
French Guiana, French Polynesia, Gabon, Gambia, Georgia, Germany, Ghana, Greece, Greenland, Grenada, Guadeloupe, Guam, Guatemala, Guinea,
Guinea-Bissau, Guyana, Haiti, Honduras, Hong Kong, Hungary, Iceland, India, Indonesia,
Iran, Iraq, Ireland, Israel, Italy, Jamaica, Japan, Jordan, Kazakhstan, Kenya, Kiribati,
Kuwait, Kyrgyzstan, Laos, Latvia, Lebanon, Lesotho, Liberia, Libya, Liechtenstein,
Lithuania, Luxembourg, Macau, Madagascar, Malawi, Malaysia, Maldives, Mali, Malta,
Martinique, Mauritania, Mauritius, Mexico, Moldova, Monaco, Mongolia, Morocco, Mozambique,
Namibia, Nauru, Nepal, Netherlands, Netherlands Antilles, New Caledonia, New
Zealand, Nicaragua, Niger, Nigeria, North Korea, Norway, Oman, Pakistan, Panama, Papua New
Guinea, Paraguay, Peru, Philippines, Poland, Portugal, Puerto Rico, Qatar, Reunion,
Romania, Russia, Rwanda, Saint Kitts-Nevis, Saint Lucia, Saint Vincent, San Marino, Sao
Tome & Principe, Samoa, Saudi Arabia, Senegal, Serbia & Montenegro, Seychelles, Sierra Leone, Singapore, Slovakia, Slovenia,
Solomon Islands, Somalia, South Africa, South Korea, Spain, Sri Lanka, Sudan, Suriname,
Swaziland, Sweden, Switzerland, Syria, Taiwan, Tajikistan, Tanzania, Thailand, Togo,
Tonga, Trinidad & Tobago, Tunisia, Turkey, Turkmenistan, Tuvalu, Uganda, Ukraine,
United Arab Emirates, United Kingdom, United States of America, Uruguay, USSR (Former +
New States - available for historic regressional analysis), Uzbekistan, Vanuatu, Venezuela, Vietnam, Virgin Islands UK, Virgin Islands
US, Western Sahara, Yemen, Yugoslav Federation, Yugoslavia (Former
- historic regression),
Zambia, Zimbabwe. HISTORIC FINANCIAL DATA: Historic Balance Sheet, Historic Costs &
Margins, Historic Financial Ratios & Margins, Historic Operational Ratios &
Margins. WORLD MARKETS FINANCIAL FORECASTS : 2000 to 2028 : Base Forecast : Median
Market Scenario, Export Sales Improvement, Target Markets Development, Overseas
Development.
235 Pages |
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