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Audio Tip Index: Segments

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

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

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

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

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

Audio Tip #51: Customer Profitability and Company Objectives

Audio Tip #60: Customer Segmentation by Needs

Audio Tip #1: Defining a Business

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Audio Tip #38: Market Tiering

Audio Tip #47: Net Volatility

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

Audio Tip #29: Positive Vs. Negative Volatility

Audio Tip #11: Price Information Compared to Price Leverage

Audio Tip #22: Pricing Within Segments in Hostile Markets

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

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

Audio Tip #33: Strong Vs. Weak Competitors

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

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

Audio Tip #40: The Components of Market Share Change

Audio Tip #46: The Components of Negative Volatility

Audio Tip #45: The Components of Positive Volatility

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

Audio Tip #17: The Heart of the Market

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

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

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

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

Audio Tip #62: The Most Important Customer in Hostility

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

Audio Tip #30: The Secret to Measuring Volatility

Audio Tip #13: The Size of Supplier Roles

Audio Tip #49: The Three Profitability Categories of Customers

Audio Tip #39: Tiers and Competitor Strength

Audio Tip #54: Treat the Largest Customers Gingerly

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

Audio Tip #44: Volatility in Developing and Hostile Markets

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

Audio Tip #28: Volatility Vs. Growth

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

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

Audio Tip #8: What Size Segments Should We Seek

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

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