Products and Services



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

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

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


Analysis 51: Loss On Price Index
Analysis 52: Time To Lateralize Price Discount

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