Analysis 17: Share Shift Across the Customer Size and Role Segmentation Matrix


HOW TO INTERPRET THE ANALYSIS: This industry is consolidating strongly into the Primary Role position. Primary Role suppliers have increased their total share of customer purchases by 6%, while Secondary Role suppliers and Other Role suppliers both lost share. The trend was similar within all of the customer size segments, with the exception of the Small customers. This trend would happen when there is little or no difference in pricing by the Tertiary and Other Role suppliers compared to the Primary and Secondary Role suppliers. It also would occur when the Primary Role suppliers offer something of significant value that the other Role suppliers cannot offer, for example, the ability to serve multiple locations for the customer with short order cycle timing.

PURPOSE: This analysis enables the company to quantify the consolidation or deconsolidation occurring in the industry. It shows the market share shift by size and role segment. The company would use this analysis to form its expectations for volume change in the average customer size and role position.

APPROACH: The company calculates the total market share points by size and role at the beginning of the analytical period and at the conclusion, subtracting the earlier period's results from the latter period's results in this analysis.

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Return to Diagnose Segments: Growth and Profitability of Size/Role Segments

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Symptoms and Implications: Symptoms developing in the market that would suggest the need for this analysis.

Perspectives: Conclusions we have reached as a result of our long-term study and observations.