TRADE CELL ANALYSIS
Company Products & Services
TRADE CELL ISSUES |
Description |
RELATIVE STATURE |
|
~ PREVALENT AWARENESS BY CUSTOMERS |
common buyer recognition of the business and its products |
~ PREVAILING REPUTATION |
overall position |
~ PERCEPTION OF PRODUCTS |
stature of products |
~ RECOGNITION OF PRODUCT QUALITY |
appraisal of product excellence |
~ PERCEPTION OF SERVICE SUPPORT |
level of service proffered |
~ PERCEPTION OF CLIENT TREATMENT |
level of client management and relationship |
COMPETITIVE PROMOTIONAL PRACTICE |
|
~ EVALUATION OF ROUTINE SALES PROMOTION ACTIVITY |
evaluation of overall sales promotion undertakings |
~ MERIT OF ADVERTISING |
understanding of advertising stance and the advertising intent |
~ VALUE OF SALES PERSONNEL |
potency of sales and marketing staff |
~ CALIBER OF SALES PRINT |
clarity of sales literature and print |
COMPETITIVE PRODUCT AVAILABILITY |
|
~ GRADING OF PRODUCT AVAILABILITY |
grading of routine product availability |
~ MERIT OF PRODUCT DEFINITION |
proficiency of product specifications |
~ GRADING OF ON-TIME DELIVERY |
accomplishment of on-time delivery track record |
~ RATING OF UNIMPAIRED ORDER DELIVERY |
confidence in overall order delivery performance |
~ RATING OF ORDER HANDLING |
proficiency of order supervision and order taking |
~ RATING OF CAPACITY TO PROVIDE |
capacity to furnish products as contracted |
COMPETITIVE MARKETING APTITUDE |
|
~ CALIBER OF MARKETING EXPERTISE |
caliber of prevalent marketing expertise |
~ EVALUATION OF MARKETING RESPONSE |
marketing experience and proficiency amid personnel |
~ EVALUATION OF MARKETING TECHNIQUE |
utilization of marketing techniques |
~ EVALUATION OF PROMOTIONAL DOCUMENTATION |
lucidity of promotional documentation and print |
~ EVALUATION OF PROMOTIONAL + SALES DECAY |
degree of promotional rejection and sales decay |
~ EVALUATION OF ADVERTISING DEXTERITY |
recognition of prevalent advertising adroitness and execution |
MARKET COMPONENTS |
|
~ CONSCIOUSNESS OF PRODUCT PRICING |
consciousness of product pricing |
~ PRODUCT EXCELLENCE |
recognition of product excellence |
~ CLIENT SERVICE |
completion of client instructions and the character of service delivered |
~ RELIABLE DELIVERY |
confidence in punctual delivery |
~ SERVICE RELIABILITY |
score of service reliability |
~ SERVICE STANDARDS |
attainment of service standards |
~ SERVICE CONDUCT |
routine smoothness of the service function and procedures used |
~ SERVICE CONVENIENCE |
satisfaction with service convenience |
~ PRODUCT DELIVERY SYSTEM |
reputation of the distribution system and its efficacy |
~ RESPONSIVENESS OF CLIENT TREATMENT |
client treatment, versatile and propensity to assist |
~ OBSERVANCE OF FAIR TERMS OF BUSINESS |
fairness and observance of commercial & contractual terms of business |
SALES STAFF ACHIEVEMENT |
|
~ PRIMARY CONTACT |
original contact and comprehension |
~ ORDER HANDLING STAFF |
relationship with order handling staff |
~ SALES STAFF |
negotiations with sales and marketing personnel |
~ ADMINISTRATION STAFF |
performance of administration and account staff |
~ SALES MANAGEMENT |
dealings with sales managers and staff |
~ SALES PERSONNEL |
deportment of sales personnel |
CORPORATE SALES ELEMENTS |
|
~ UPSTREAM SALES CONSOLIDATION |
comparative upstream sales coordination |
~ DOWNSTREAM PROMOTIONAL HARMONIZATION |
observance of downstream promotional harmonization |
~ CAPTIVE SALES CONDUITS |
conduct of captive sales mechanisms |
~ DEPENDENCE ON SELLING OUTLETS |
dependence on selling outlets |
~ OPERATION OF SEGMENTED PROMOTIONAL UNDERTAKING |
application of segmented promotional Endeavour |
~ BENEFITS OF SEGMENTED MARKETING |
support of segmented marketing activity |
~ CAPTIVE CUSTOMER BASES |
acquisition and influence of specific customer bases |
COMPETITIVE SALES CHANNEL AWARENESS |
|
~ WAREHOUSING & HANDLING |
proficiency of warehousing and handling |
~ PACKING & PACKAGING |
character and refinement of packing and packaging |
~ SALES ACTIVITY |
conduct of regular sales undertakings |
~ STOCK AVAILABILITY |
normal stock availability |
~ CUSTOMER SATISFACTION |
prevailing customer fulfillment |
COMPETITIVE CLIENT AWARENESS |
|
~ LOCATION OF CUSTOMERS |
geographic location and distribution of the customer base |
~ CAPTIVENESS OF THE CUSTOMER BASE |
captiveness of prevailing customer bases |
~ CUSTOMER BASE LOYALTY |
fidelity of the current customer base |
~ CONCENTRATION OF PURCHASES |
comparative focus of customer purchases |
~ PURCHASE FREQUENCY |
frequency of typical buyer purchases |
~ ORDER SIZE |
average order size and content of customer purchase |
~ CUSTOMER SERVICING |
prevalent level of customer maintenance |
~ SEASONALITY |
seasonality of consumer use of products |
COMPETITIVE PROMOTIONAL CONSIDERATIONS |
|
~ ADVERTISING & SALES PROMOTION |
prevailing advertising and sales promotion message |
~ MARKETING |
marketing overhead & application and sales decay |
~ SALES PROMOTION |
explicit sales promotions and activity |
~ SALESFORCE |
salesforce potency and accomplishment |
~ ADVERTISING |
advertising effectiveness |
COMPETITOR CONSEQUENCES |
|
~ PRICING CONDUCT |
regular pricing guidelines and its execution |
~ ECONOMIC ENVIRONMENT |
conjectural reverberation of the economic climate and environment |
~ COMPARATIVE MARKETING ACTIVITY |
prevailing competitive marketing activity |
~ RESPONSE TO OPPONENTS |
response to opponents' behavior and methods |
~ NEW COMPETITORS |
invariable reflex to the market entry of challengers |
~ PRICES AT MSP |
acceptability of base prices |
~ PRICE INCREASES |
capacity to contend with and respond to price increases |
~ PRICES AT RSP |
overall competitiveness of end users sales prices |
~ MARKET SHARE |
average comparative market share |
|
TRADE CELL CONSIDERATIONS |
Description |
COMPANY PHYSICAL MARKETING CONCERNS |
|
~ PHYSICAL MARKETING OBSTACLES |
physical marketing obstacles and difficulties |
~ PHYSICAL MARKETING RESOURCES |
physical marketing resources |
~ PHYSICAL ADVERTISING POTENTIAL |
physical advertising potential |
~ RESPONSIVENESS OF ADVERTISING REACTION |
responsiveness of advertising reaction |
~ ADROITNESS TO MODIFY MARKETING EFFORT |
expertise to improve the marketing tasks |
~ CLIENT HANDLING SYSTEMS & EQUIPMENT |
customer administration infrastructure and equipment |
ADVERTISING & MARKETING MATERIALS ELEMENT |
|
~ ADVERTISING + MARKETING MATERIALS ACQUISITION & SOURCES |
marketing materials and supplies procurement |
~ ADVERTISING & MARKETING MATERIALS STOCK LEVELS |
stock levels & inventories of marketing materials & supplies |
~ DEPENDENCE ON ADVERTISING + MARKETING CONTRACTORS |
dependence on outside marketing suppliers |
~ ADVERTISING BUYING INFLUENCE |
advertising buying influence and purchasing power |
SALES PERSONNEL PERCEPTIONS |
|
~ SALES PERSONNEL ACCESSIBILITY |
sales & marketing personnel accessibility |
~ SALES EMPLOYEES RELATIONS |
sales employees rapport |
~ PRESSURE OF SALESFORCE WAGE RISES |
salesforce salary rises and demands |
~ RELATIVE SALES PAYROLL LEVELS |
salesforce payroll levels in comparison to competitors |
~ RELATIVE SALES INCENTIVE LEVELS |
salesforce reward levels relative to competitors |
~ SALESFORCE SPECIALIZED EXPERTISE |
specialized expertise of sales personnel |
MARKETING COSTS & MARGIN CONCERNS |
|
~ MARKETING SUPPLIES INVENTORY LEVELS |
marketing supplies reserves and inventory levels |
~ VARIABLE MARKETING COSTS |
flexibility of variable sales & marketing costs |
~ FIXED MARKETING COSTS |
flexibility of fixed marketing costs |
~ MARKETING PAYROLL COSTS |
responsiveness of marketing manpower and staff costs |
~ DIRECT MARKETING COSTS RELATIVE TO COMPETITORS |
direct marketing costs relative to major competitors |
~ PRODUCT DEVELOPMENT COSTS |
product launch / innovation & product development costs |
PRODUCT ADVERTISING + MARKETING |
|
~ QUALITY |
product quality |
~ PRODUCT SPECIFICATIONS |
product specifications |
~ DESIGN |
product design and utility |
~ OPERATING CRITERIA |
product operating requirements and operating suitability |
~ PRODUCT EFFICIENCY |
product efficiency and performance |
~ PRODUCT RELIABILITY |
product dependability and integrity |
~ PRODUCT LONGEVITY |
product longevity and shelf life |
~ PRODUCT LIFE CYCLE |
product life cycle and obsolescence |
~ PRODUCT CUSTOMIZATION |
degree of product customization and flexibility |
~ PRODUCT TECHNOLOGY |
product technology and technological advantage |
~ PRODUCT USAGE |
product interchangeability and usage |
MARKETING MANAGEMENT STRENGTHS |
|
~ MANAGEMENT STRENGTHS: SENIOR MARKETING PERSONNEL |
strengths of senior marketing personnel |
~ MANAGEMENT STRENGTHS: SALESFORCE MANAGERS |
effectiveness of salesforce managers |
~ MANAGEMENT STRENGTHS: SALES & MARKETING STAFF |
performance of sales and marketing managers |
~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING MANAGERS |
efficiency of customer handling managers |
~ MANAGEMENT STRENGTHS: TECHNICAL APTITUDE |
aptitude and technical capability of sales managers |
~ MANAGEMENT STRENGTHS: CUSTOMER HANDLING RELIABILITY |
reliability of customer handling managers |
CORPORATE MARKETING CONSIDERATIONS |
|
~ UPSTREAM MARKETING STRATEGIES |
upstream consolidation of marketing strategies |
~ DOWNSTREAM MARKETING TACTICS |
downstream co-ordination of marketing tactics |
~ CAPTIVE MARKETING CHANNELS |
captive marketing channels |
~ RELIANCE ON EXTERNAL MARKETING |
reliance on third party marketing & sales effort |
~ RELIANCE ON EXTERNAL PROMOTION |
reliance on outside promotional effort en-route to the market |
~ RELIANCE ON EXTERNAL MARKETING SUPPORT |
reliance on third party marketing activity for sales support |
~ RELIANCE ON CUSTOMERS ATTITUDES |
reliance on customers attitudes to corporate factors |
DISTRIBUTION MARKETING CONSIDERATIONS |
|
~ WAREHOUSING & HANDLING |
warehousing and handling |
~ PACKING & PACKAGING |
packing and packaging |
~ DISTRIBUTION |
distribution activities |
~ STOCK AVAILABILITY |
stock availability |
~ ORDER PROCESSING |
order processing |
CUSTOMER TOPICS |
|
~ LOCATION OF CUSTOMERS |
geographic location of the customer base |
~ RELIANCE ON CUSTOMER BASE |
reliance on distinct customer bases |
~ CAPTIVE CUSTOMER BASE |
captive and assured customer base |
~ CONCENTRATION OF CUSTOMERS |
concentration of customers |
~ PRODUCT USAGE FREQUENCY |
frequency of product usage |
~ ORDER VALUE |
order value and volume of average turnover |
~ RELATIVE CUSTOMER SERVICING |
customer servicing relative to competitors |
~ SEASONALITY OF DEMAND |
seasonality of demand and customer purchases |
COMPETITIVE MARKETING CONSIDERATIONS |
|
~ ADVERTISING & SALES PROMOTION |
advertising and sales promotion posture and activity |
~ MARKETING COSTS |
total marketing costs |
~ SALES PROMOTION COSTS |
sales promotion costs |
~ SELLING COSTS |
salesforce and selling costs and expenses |
~ ADVERTISING COSTS |
advertising costs |
COMPETITOR CONSIDERATIONS |
|
~ COMPETITORS' PRICING GUIDELINES |
competitors' pricing procedures and stance |
~ SENSITIVITY TO ECONOMIC CONDITIONS |
sensitivity to economic conditions |
~ RELATIVE MARKETING SPEND |
marketing spend relative to competitors |
~ COMPETITORS' COMBATIVENESS |
combativeness of competitors' conduct and attitude |
~ ACCESS OF NEW COMPETITORS |
access of new competitors into the market |
~ PRICES AT MSP |
prices at manufacturers sales price |
~ PRICE INCREASES AT MSP |
previous price increases at manufacturing level |
~ PRICES AT RSP |
prices at retail or end users sales price |
~ MARKET SHARE |
market share |
|
This section has the following Trade Cell coverage:-
TRADE CELL Industry Trade Cell Market / Sector 1 Industry Trade Cell Market / Sector 2 Industry Trade Cell Market / Sector 3 Industry Trade Cell Market / Sector 4 Industry Trade Cell Market / Sector 5 Industry Trade Cell Market / Sector 6 Industry Trade Cell Market / Sector 7 Industry Trade Cell Market / Sector 8 Industry Trade Cell Market / Sector 9 Industry Trade Cell Market / Sector 10 Industry Trade Cell Market / Sector 11 Industry Trade Cell Market / Sector 12 Industry Trade Cell Market / Sector 13 Industry Trade Cell Market / Sector 14 Industry Trade Cell Market / Sector 15 CT |
The following section provides a forecast of a number of quantitative issues and
questions for the industry in juxtaposition to the Trade Cell. The Trading
issues are examined under the following headings:-
RELATIVE STATURE - of the industry within the Trade Cell
COMPETITIVE PROMOTIONAL PRACTICE - by the industry within the Trade Cell
COMPETITIVE PRODUCT AVAILABILITY - by the industry within the Trade Cell
COMPETITIVE MARKETING APTITUDE - by the industry within the Trade Cell
MARKET COMPONENTS - for the industry within the Trade Cell
SALES STAFF ACHIEVEMENT - by the industry within the Trade Cell
CORPORATE SALES ELEMENTS - by the industry within the Trade Cell
COMPETITIVE SALES CHANNEL AWARENESS - for the industry within the Trade
Cell
COMPETITIVE CLIENT AWARENESS - for the industry within the Trade Cell
COMPETITIVE PROMOTIONAL CONSIDERATIONS - by the industry within the Trade
Cell
COMPETITOR CONSEQUENCES - for the industry within the Trade Cell
The term "Relative" denotes the relationship between the industry
and the Trade Cell Norms in the marketplace in which it exists.
[ MARKET DATABASES: The term the industry refers to the National
Companies. The comparison is thus given for the National
Industry in relation to the other countries within the Trade Cell. ]
[T16-T30-IGT] C8T TRADE CELL ISSUES
The following section provides a forecast of a number of quantitative
considerations and questions for the industry in juxtaposition with the Trade
Cell. The trading considerations are examined under the following headings:-
PHYSICAL MARKETING CONCERNS - for the industry within the Trade Cell
ADVERTISING & MARKETING MATERIALS ELEMENT - for the industry within the
Trade Cell
SALES PERSONNEL PERCEPTIONS - for the industry within the Trade Cell
MARKETING COSTS & MARGIN CONCERNS - for the industry within the Trade Cell
PRODUCT ADVERTISING + MARKETING - for the industry within the Trade Cell
MARKETING MANAGEMENT STRENGTHS - for the industry within the Trade Cell
CORPORATE MARKETING CONSIDERATIONS - for the industry within the Trade Cell
DISTRIBUTION MARKETING CONSIDERATIONS - for the industry within the Trade Cell
CUSTOMER TOPICS - for the industry within the Trade Cell
COMPETITIVE MARKETING CONSIDERATIONS - for the industry within the Trade Cell
COMPETITOR CONSIDERATIONS - for the industry within the Trade Cell
The term "Relative" denotes the relationship between the industry
and the Trade Cell marketplace in which it exists.
[ MARKET DATABASES: The term the industry refers to the National Companies. The comparison is thus given for the National Industry in
relation to the other countries within the Trade Cell. ]
[T46-T60-CGT] C9T TRADE CELL CONSIDERATIONS