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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