# WORKSHEET #4: Creating the Customer Size/Supplier Role Matrix

Note:
This worksheet draws on the results of customer data gathered using Analysis 2

and Analysis 66

. Please review these analyses for further information and context for the steps in this worksheet.

This worksheet builds on the previous worksheets, Worksheet #2: Segmenting Customers by Size and Worksheet #3: Defining the Purpose of Roles, found in Basic Strategy Guide Steps 2 and 3. Use the information in those worksheets to complete the following three steps and create the Customer Size/Supplier Role Matrix.

Step 12:

Sum the total sales in each customer size segment and divide that sum by the total sales volume in the sample. This result gives you the totals for the total industry purchases by size of customer. This result would match that in Basic Strategy Guide Step 2 and Analysis 5.

Step 13: Sum the total sales in each supplier role, i.e., all the sales in the Primary role, all the sales in the Secondary role, all the sales in the Tertiary and Other roles. Divide each total by the total sales volume in the sample. This result gives you the total industry purchases by role in the customer relationship.

Step 14:

Sum the total sales volume in each position of the matrix, i.e., for each customer size and supplier role position on the matrix. Divide this total by the total sales volume in the sample. This result gives you the answer for each position inside the Size/Role matrix. This calculation provides the data for Analysis 10.