INDEX OF ANALYSES

Segments

Products and Services

Pricing

Costs

SEGMENTS ANALYSES

	Analysis 1: Business Definition
	Analysis 2: Requirements for Customer Information
Segmentation by Cost Driver
	Analysis 3: Segmentation By Cost Driver
	Analysis 4: Segmentation by Cost Driver Brainstorming Exercise
Volume Segmentation: Size of Customer
	Analysis 5: Customer Size Breakdown
	Analysis 6: Company Share Index by Customer Size
	Analysis 7: Industry Growth by Customer Size
	Analysis 8: Average Price Paid by Size of Customer
Volume Segmentation: Role in Customer Relationship
	Analysis 9: Purpose of Roles Other Than Primary
	Analysis 10: Size and Role Segmentation Matrix
	Analysis 11: Company Compared to Market in Volume by Role
	Analysis 12: Company Volume Index on the Size/Role Matrix
	Analysis 13: Company Role Reasons
	Analysis 14: Customer Size Segments' Allocation of Volume By Role
	Analysis 15: Average Unit Volume By Position
Volume Segmentation: Volatility
	Analysis 16: Positive Volatility Across the Industry
	Analysis 17: Share Shift Across the Customer Size and Role Segmentation Matrix
	Analysis 18: Positive Volatility by Position
	Analysis 19: Positive Volatility Index by Position
	Analysis 20: Win and Fail Definitions
	Analysis 21: The Cause of Volatility
	Analysis 22: Likelihood of Share Gain from Lower Position When Higher Position Fails
	Analysis 23: Competitor Share Change
	Analysis 24: Competitive Vulnerability
	Analysis 25: The Expected Gain Index
Volume Segmentation: Company Mode Of Growth
	Analysis 26: Sources of Company Share Change
	Analysis 27: Additional Approach Information to Separate Effects of Customer Growth and Company Volatility
	Analysis 28: Company Volatility Compared to Industry Volatility
	Analysis 29: Index Comparison of Company and Industry Volatility on the Customer Size/Role Matrix
	Analysis 30: Returns By Position
	Analysis 31: Using the Analyses to Support a Marketing and Customer Calling Program for Target Customers

PRODUCTS AND SERVICES ANALYSES

Value Creation
	Analysis 32: Elimination Reasons for Volatile Customers
	Analysis 33: Reasons for Company Elimination
	Analysis 34: Reasons for Company Negative Volatility
	Analysis 35: Using "Win" and "Fail" Data to Help Develop a Performance Innovation Program
	Analysis 36: Comparison of Company to Industry on Reasons for Positive Volatility
	Analysis 37: Share Sources and Beneficiaries

Price Point Coverage
	Analysis 38: Definition of Price Points in the Market
	Analysis 39: Market Share by Product Price Point
	Analysis 40: Industry Growth by Product Price Point
	Analysis 41: Price Point Product Mix by Competitor
	Analysis 42: Target Customer Purchases By Price Point

Performance Innovation
	Analysis 43: Customer Life Cycle Cost Per Unit
	Analysis 44: Customer Buying Hierarchy Definitions
	Analysis 45: Positive Volatility by Buying Criteria
	Analysis 46: Ease of Copy

PRICING ANALYSES

Competitive Pricing
	Analysis 47: Competitor Price Point Pricing Index
	Analysis 48: Average Price Received by Competitor
Attractiveness of Opportunity
	Analysis 49: Market Segments Where Share Moves on Low Price
	Analysis 50: Returns from Price Leverage Roles
Information
	Analysis 51: Loss On Price Index
	Analysis 52: Time To Lateralize Price Discount

COSTS ANALYSES

Low Cost Competition
	Analysis 53: Return on Capital Employed by Competitor
	Analysis 54: Pre-Tax Return on Sales by Competitor
	Analysis 55: Capital Intensity by Competitor
	Analysis 56: Analysis of Rates of Cost Differential
	Analysis 57: Cost Advantages and Disadvantages Due to Differences in Approach to Managing Functions
	Analysis 66: Approach to Create the Customer Information Database
	Analysis 67: Unit Price by Customer Size
	Analysis 68: Relative Price by Customer
Economies of Scale
	Analysis 58: Economies of Scale for Employees by Department
	Analysis 59: Employee Economies of Scale by Type of Work
	Analysis 60: Think and "Supervise" Employees Economies of Scale by Department
Capital Employed
	Analysis 61: Unit Equivalent Sales Price Needed to Justify Marginal Capacity Addition
	Analysis 62: Sources of New Capacity
	Analysis 63: Time to Win Acquiree's Portfolio of Customers
	Analysis 64: Customer Mix by Long Term Return of Customer Relationship
	Analysis 65: The Investment In and First Year Margin on a New Customer Relationship