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AUDIO TIPS: INDEX BY NUMBER

Audio Tip #1: Defining a Business

Audio Tip #2: An Example of Smilar, but Different Businesses

Audio Tip #3: Introduction to Step 1 of the Basic Strategy Guide

Audio Tip #4: Introduction to Step 2 of the Basic Strategy Guide

Audio Tip #5: The Importance of Various Customer Size Segments in your Customer Portfolio

Audio Tip #6: How Do We Use Segmentation by Size

Audio Tip #7: Growth Rates Across and Within Customer-Size Segments

Audio Tip #8: What Size Segments Should We Seek

Audio Tip #9: Introduction to Step 3 of the Basic Strategy Guide

Audio Tip #10: Why Would a Customer Need More Than One Supplier

Audio Tip #11: Price Information Compared to Price Leverage

Audio Tip #12: Supplier Roles and the Customer Buying Hierarchy

Audio Tip #13: The Size of Supplier Roles

Audio Tip #14: Size Segments on the Customer Size/Supplier Role Matrix

Audio Tip #15: Using the Customer Size/Supplier Role Matrix

Audio Tip #16: What does it mean if there are more than four suppliers in a customer relationship

Audio Tip #17: The Heart of the Market

Audio Tip #18: Introduction to Step 4 of the Basic Strategy Guide

Audio Tip #19: Introduction to Step 5 of the Basic Strategy Guide

Audio Tip #20: Implications of Changes in a Customer's Size Segment Over Time

Audio Tip #21: Our Company's Performance by Segment Compared to Others' Performance

Audio Tip #22: Pricing Within Segments in Hostile Markets

Audio Tip #23: When Does a Customer Become Unattractive?

Audio Tip #24: The Customer Buying Hierarchy as Markets Evolve

Audio Tip #25: The Company's Ability to Serve Major Size/Role Segments

Audio Tip #26: Introduction to Step 6 of the Basic Strategy Guide

Audio Tip #27: How Do I Use An Index?

Audio Tip #28: Volatility Vs. Growth

Audio Tip #29: Positive Vs. Negative Volatility

Audio Tip #30: The Secret to Measuring Volatility

Audio Tip #31: Volatility in Hostile and Non-hostile Industries

Audio Tip #32: Introduction to Step 7 of the Basic Strategy Guide

Audio Tip #33: Strong Vs. Weak Competitors

Audio Tip #34: How Does a Company "Win" in a Market?

Audio Tip #35: How Does a Company "Fail" in a Market?

Audio Tip #36: The Importance of Customer Retention in Hostility

Audio Tip #37: The Meaning of the Company Volume Index on the Size/Role Matrix

Audio Tip #38: Market Tiering

Audio Tip #39: Tiers and Competitor Strength

Audio Tip #40: The Components of Market Share Change

Audio Tip #41: Introduction to Step 9 of the Basic Strategy Guide

Audio Tip #42: Introduction to Step 10 of the Basic Strategy Guide

Audio Tip #43: Characteristic Volatility of a Strong Standard Leader

Audio Tip #44: Volatility in Developing and Hostile Markets

Audio Tip #45: The Components of Positive Volatility

Audio Tip #46: The Components of Negative Volatility

Audio Tip #47: Net Volatility

Audio Tip #48: Introduction to Step 11 of the Basic Strategy Guide

Audio Tip #49: The Three Profitability Categories of Customers

Audio Tip #50: Company Objectives with the Three Profitability Categories of Customers

Audio Tip #51: Customer Profitability and Company Objectives

Audio Tip #52: Introduction to Step 8 of the Basic Strategy Guide

Audio Tip #53: Setting Specific Company Objectives for Many Customers

Audio Tip #54: Treat the Largest Customers Gingerly

Audio Tip #55: Warning on a Price-based Relationship

Audio Tip #56: The Risks of Being a Sole Supplier

Audio Tip #57: Adding Capacity for Near and Non-core Customers

Audio Tip #58: Core Customer Volume as a Percentage of Total Industry Sales

Audio Tip #59: Introduction to Step 12 of the Basic Strategy Guide

Audio Tip #60: Customer Segmentation by Needs

Audio Tip #61: The Key Customer Benefits in Each Type of Market

Audio Tip #62: The Most Important Customer in Hostility

Audio Tip #63: Introduction to Step 13 of the Basic Strategy Guide

Audio Tip #64: The Objectives of a Performance Improvement Program

Audio Tip #65: Why is Negative Volatility so bad for us?

Audio Tip #66: The Importance of Failures on Reliability

Audio Tip #67: Gaining Share with Retention

Audio Tip #68: Producing a Net Value Improvement for Customers

Audio Tip #69: Comparison of Reasons for Actual and Hidden Volatility

Audio Tip #70: Several Rounds in Evaluation Failures

Audio Tip #71: Price Sensitivity Among Core Customers

Audio Tip #72: Reliability Failures Among Outstanding Companies

Audio Tip #73: Advice on Interviewing Customers

Audio Tip #74: Introduction to Step 14 of the Basic Strategy Guide

Audio Tip #75: Introduction to Step 16 of the Basic Strategy Guide

Audio Tip #76: The Cost of the Product and the Customer's Cost System

Audio Tip #77: Which Customer's Cost System Do We Care Most About?

Audio Tip #78: Quantifying the Customer Cost System into Costs per Unit of Product

Audio Tip #79: How Much Must My Product Reduce the Customer's Cost?

Audio Tip #80: Measuring Customer Cost Savings

Audio Tip #81: Standard Leader Products and Companies

Audio Tip #82: Performance Leader Products and Companies

Audio Tip #83: Price Leader Products and Companies

Audio Tip #84: Next Leader Products and Companies

Audio Tip #85: Introduction to Step 15 of the Basic Strategy Guide

Audio Tip #86: Withdrawing From a Product Price Point

Audio Tip #87: Potential Low-end Competitors in a Marketplace

Audio Tip #88: Questions to Determine Your Response to a Low-end Competitor

Audio Tip #89: Price Point Bias

Audio Tip #90: How to Improve a Product and Service Package

Audio Tip #91: Introduction to Step 17 of the Basic Strategy Guide

Audio Tip #92: How Do We Add Knowledge to the Customer?

Audio Tip #93: How Do We Reduce the Resources Used With our Product?

Audio Tip #94: How Do We Improve the Customer's Experience with the Product?

Audio Tip #95: The Customer Buying Hierarchy

Audio Tip #96: Introduction to Step 18 of the Basic Strategy Guide

Audio Tip #97: How Do We Know if an Innovation Will Remain Unique?

Audio Tip #98: Changing Definitions of Life Cycle Costs for Final Customers

Audio Tip #99: What is Price?

Audio Tip #100: Who Determines the Price?

Audio Tip #101: When is Price Likely to go up in a Market?

Audio Tip #102: When is Price Likely to go Down?

Audio Tip #103: Capacity Creep Expansion of Industry Capacity

Audio Tip #104: Where is the "Profit" in Expansion?

Audio Tip #105: What is the Effect of a Price

Audio Tip #106: How do we Predict Competitor Responses to our Price Moves?

Audio Tip #107: Peers and Their Pricing

Audio Tip #108: Price Leverage and Pricing

Audio Tip #109: Price Leverage Compared to Price Information

Audio Tip #110: Customer Size and Negotiating Ability

Audio Tip #111: Relative Pricing is Predictable

Audio Tip #112: The Effect of Last Look

Audio Tip #113: Tools to Change Pricing

Audio Tip #114: The Key Components of a Price

Audio Tip #115: Recycling of Capacity and Prices

Audio Tip #116: The Withdrawal of Capacity to Raise Prices

Audio Tip #117: Capacity Constraints and Pricing

Audio Tip #118: The Leader's Trap

Audio Tip #119: A Price Umbrella

Audio Tip #120: Using Low Price to Gain Share in Hostile Markets

Audio Tip #121: The Spread of Price Discounts

Audio Tip #122: Forms of Industry Capacity Additions

Audio Tip #123: Pricing Environments Needed for Capacity Additions

Audio Tip #124: Price Premiums Come From Competitive Weakness

Audio Tip #125: Should You Tell the Customer You Expect a Price Premium?

Audio Tip #126: Earn a "Hidden" Price Increase

Audio Tip #127: Price Gaps in Hostile and Non-Hostile Industries

Audio Tip #128: The Sources of Price Differences in Hostile and Non-Hostile Industries

Audio Tip #129: When Should You Do a Detailed Price Forecast?

Audio Tip #130: The Problem with High Returns

Audio Tip #131: Defensive versus Offensive Pricing

Audio Tip #132: Why Forecast Future Prices?

Audio Tip #133: What Tells Us Prices Will be Under Pressure?

Audio Tip #134: What are the Objectives of Our Pricing Policy?

Audio Tip #135: The Three Basic Rules of Pricing in Overcapacity

Audio Tip #136: Should we put our Product on Allocation?

Audio Tip #137: Price Shavers and Their Pricing

Audio Tip #138: Predicting Competitor's Relative Pricing

Audio Tip #139: When Operating Capacity Must be Withdrawn

Audio Tip #140: New Low Prices for the Standard Leader Product Spread Across Customer Size Segments

Audio Tip #141: The Power of Price in Non-Hostile and Hostile Markets

Audio Tip #142: Defensive Pricing Guidelines

Audio Tip #143: Offensive Pricing Guidelines

Audio Tip #144: Introduction to Step 21 of the Basic Strategy Guide

Audio Tip #145: Introduction to Step 19 of the Basic Strategy Guide

Audio Tip #146: Introduction to Step 20 of the Basic Strategy Guide

Audio Tip #147: The Frequency of Price Changes

Audio Tip #148: Levels at Which a Company May Set the Price

Audio Tip #149: Introduction to Step 22 of the Basic Strategy Guide

Audio Tip #150: Introduction to Step 23 of the Basic Strategy Guide

Audio Tip #151: Changing Performance and Price Together

Audio Tip #152: Optional Components of the Price

Audio Tip #153: The List Price

Audio Tip #154: Pricing and the Basis of Charge

Audio Tip #155: Period of Effectiveness and Pricing

Audio Tip #156: The Problem with Private Labels

Audio Tip #157: Do We Really Love Those 100% Customers?

Audio Tip #158: How Much of a Hostile Market is Volatile on Price?

Audio Tip #159: How Do We Segment Customers by Physical Needs?

Audio Tip #160: How Do We Segment Customers by Emotional Needs?

Audio Tip #161: How Do We Segment Customers by Intellectual Needs?

Audio Tip #162: Introduction to Step 24 of the Basic Strategy Guide

Audio Tip #163: Introduction to Step 25 of the Basic Strategy Guide

Audio Tip #164: Introduction to Step 26 of the Basic Strategy Guide

Audio Tip #165: Introduction to Step 27 of the Basic Strategy Guide

Audio Tip #166: Introduction to Step 28 of the Basic Strategy Guide

Audio Tip #167: Introduction to Step 29 of the Basic Strategy Guide

Audio Tip #168: Introduction to Step 30 of the Basic Strategy Guide

Audio Tip #169: Measures of the Company’s Cost Position

Audio Tip #170: Return on Investment as a Measure of a Company’s Cost Effectiveness

Audio Tip #171: Comparisons of Return on Investment Measures

Audio Tip #172: Benchmarks of Return on Investment

Audio Tip #173: Benchmarks of Operating Profits

Audio Tip #174: Benchmarks of Capital Intensity

Audio Tip #175: Company Size and Return on Investment

Audio Tip #176: Causes of Advantages in Rate of Cost

Audio Tip #177: Rate of Cost Advantages Due to the Source of Purchases

Audio Tip #178: Typical Cost Functions for Manufacturing Businesses

Audio Tip #179: Typical Cost Functions for a Wholesale, Retail or Distribution Business

Audio Tip #180: The Real Low-Cost Competitor

Audio Tip #181: Using Physical Measures to Control Costs

Audio Tip #182: Productivity as a Measure of Physical Costs

Audio Tip #183: Building Block Costs in Productivity

Audio Tip #184: Functional Cost Organizations in Productivity

Audio Tip #185: The Physical Measure of Output for the Customer

Audio Tip #186: Intermediate Cost Drivers

Audio Tip #187: The Components of Productivity

Audio Tip #188: The Efficiency of the Input

Audio Tip #189: The Effectiveness of the ICD

Audio Tip #190: Approaches to Creating High Efficiency of Input

Audio Tip #191: Sustainable Economies of Scale

Audio Tip #192: Approaches to Improving the Effectiveness of an ICD

Audio Tip #193: The Types of People in a Functional Cost Organization

Audio Tip #194: The Primacy of the Customer in Considering Cost Reduction

Audio Tip #195: Economies of Scale and Their Measurement

Audio Tip #196: Why Economies of Scale Exist

Audio Tip #197: Market Share and Returns

Audio Tip #198: Diseconomies of Scale

Audio Tip #199: Super-economies of Scale

Audio Tip #200: Using Acquisitions to Create Economies of Scale

Audio Tip #201: The Amount of Price Movement

Audio Tip #202: Attracting Customers with a Low Price

Audio Tip #203: Retaining Customers with a Low Price

Audio Tip #204: Rewarding Customers with a Low Price

Audio Tip #205: Pricing Objectives in a Rising Price Environment

Audio Tip #206: Pricing Objectives in a Falling Price Environment

Audio Tip #207: Targeting Segments in a Rising Price Environment

Audio Tip #208: Targeting Segments in a Falling Price Environment

Audio Tip #209: Segments Where Competitors are Likely to be Unwilling to Counter the Company

Audio Tip #210: Product Purchased Segments

Audio Tip #211: Margin Building Segments

Audio Tip #212: Competitive Supplier Segments

Audio Tip #213: Segments Who are Captive to the Company

Audio Tip #214: Segments Where Competitors Cannot Counter the Company