A P EAGERS

This Retailer Analysis is on

A P EAGERS Limited

Australia

DataGroup

was established in 1986, and has been a brand since 1995. www.dg-di.eu

http://www.dg-di.eu/http://www.dg-di.eu/corporate-retailer-analysis.htmlhttps://twitter.com/@Retail_Analysis

A P EAGERS - Australia

2

A P EAGERS Limited

Australia

A P EAGERS Limited

CONTENTS

Indicates a dynamic link to the online data

Indicates a dynamic link to an Excel spreadsheet

Indicates a dynamic link to an Access database

Indicates a dynamic link to a PDF document

Indicates a standalone installable programme

CONTENTS............................................................................................................................................. 2

Retailer Analysis - Introduction ............................................................................................................. 20

Structure of this report ....................................................................................................................... 20

1. The Retailer Report Analysis ................................................................................................ 20

Products ......................................................................................................................................... 20

Trading Area .................................................................................................................................. 20

Retail Competitors ......................................................................................................................... 21

Retailer ........................................................................................................................................... 22

Operations ..................................................................................................................................... 22

Buyers & Consumers ..................................................................................................................... 23

2. The Retailer Competitive Environment ................................................................................. 24

Products ......................................................................................................................................... 24

Trading Area .................................................................................................................................. 24

Retail Competitors ......................................................................................................................... 24

Retailer Operations ........................................................................................................................ 24

Buyers & Consumers ..................................................................................................................... 24

3. Market Research ................................................................................................................... 25

4. Business Planning ................................................................................................................. 25

SECTION 1 ........................................................................................................................................... 26

Analysis ................................................................................................................................................. 26

Part A : Base data on the Retailer ................................................................................................... 27

Part B : Financial Data ..................................................................................................................... 42

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Part B.1 : Management figures ................................................................................................ 42

Part B.2 : Balance Sheet and Management Accounts ............................................................ 43

Part C : Product Offering ................................................................................................................. 46

Main Product Lines ........................................................................................................................ 46

In-House Brands ............................................................................................................................ 46

Third Party Brands ......................................................................................................................... 46

Ancillary and Add-Value Products & Services ............................................................................... 46

Part D : Retail Locations .................................................................................................................. 47

Demographics & Lifestyle Analysis ................................................................................................ 47

Neighbourhood Analysis ........................................................................................................... 55

Site Analytics ............................................................................................................................ 56

Footfall ...................................................................................................................................... 57

Conversion Rates ..................................................................................................................... 58

Part E : Advertising, Marketing, & Events ....................................................................................... 59

Survey of Advertising Services used ....................................................................................... 59

Consumer Evaluation of Advertisements ................................................................................. 62

Focus Panels ............................................................................................................................ 62

Consumer Opinion of Advertising Effectiveness ...................................................................... 64

Advertisement Evaluation Survey ............................................................................................ 65

General Customer Surveys - Advertising Perceptions ............................................................. 66

Consumer Marketing Test ........................................................................................................ 66

Effectiveness of marketing initiatives ....................................................................................... 68

Corporate Marketing Evaluation ............................................................................................... 68

Part F : Store Experience ........................................................................................................... 69

Exterior Store Presentation ...................................................................................................... 76

Interior Store Presentation ........................................................................................................ 79

Ambience & Layout .................................................................................................................. 81

POS & Displays ........................................................................................................................ 82

Lighting ..................................................................................................................................... 83

Store Facilities .......................................................................................................................... 83

Store Image .............................................................................................................................. 84

Conversion Rates ..................................................................................................................... 84

Overall Store Evaluation ........................................................................................................... 85

Store Personality Survey .......................................................................................................... 86

Part G : In-store Customer Purchasing Behaviours ........................................................................ 87

In-store and Impulse-buying Decisions.......................................................................................... 87

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Purchasing Behaviours ............................................................................................................. 87

Consumer Store Behaviours .................................................................................................... 88

In-store Consumer Decision Making ........................................................................................ 89

Consumer Surveys ........................................................................................................................ 90

In-Store Purchase Process and Evaluation Survey ................................................................. 90

Shopper Involvement Study ..................................................................................................... 91

Store Entry Surveys .................................................................................................................. 93

Store Audit ................................................................................................................................ 93

Supplementary research .......................................................................................................... 94

Part H : Customer Handling............................................................................................................. 95

First Impressions Customer Survey ......................................................................................... 95

Queue & Waiting handling ........................................................................................................ 95

Interface & Dialogue ................................................................................................................. 96

Staff Response & Attitude to Customers .................................................................................. 96

Information Provided to Customers .......................................................................................... 97

Proficiency ................................................................................................................................ 97

Staff Interaction with Customers .............................................................................................. 98

Customer Complaint Handling ................................................................................................. 99

Product Returns & Refund Policy ............................................................................................. 99

Part I : Selling Strategies ............................................................................................................... 100

Stores ..................................................................................................................................... 100

Online Selling ......................................................................................................................... 100

Web Presence ........................................................................................................................ 102

Website Design ...................................................................................................................... 103

Website Information Quality ................................................................................................... 104

Website Customer Evaluation ................................................................................................ 104

Website Visitor Follow-up ....................................................................................................... 106

Website Feedback .................................................................................................................. 107

Web Demographics ................................................................................................................ 109

Internet Shopper ..................................................................................................................... 110

Online Purchases ................................................................................................................... 114

Multi-channel Retail Distribution ............................................................................................. 117

Stand-off Online Sites .................................................................................................................. 118

Events & Promotions .............................................................................................................. 119

Loyalty Schemes .......................................................................................................................... 119

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Social Media ................................................................................................................................ 120

Part J : Pricing & Price Points ....................................................................................................... 121

Pricing Study .......................................................................................................................... 121

Pricing Strategies ......................................................................................................................... 123

Strategies ................................................................................................................................ 124

Price Discounting .................................................................................................................... 124

Impact of Unsustainable Pricing .................................................................................................. 125

Stagnant Prices ...................................................................................................................... 125

Inflation ........................................................................................................................................ 126

Profit Margins ............................................................................................................................... 126

Profitability ................................................................................................................................... 126

Customers Base ..................................................................................................................... 126

Differential Value .................................................................................................................... 127

Future Strategies ......................................................................................................................... 128

Future Pricing Strategies ........................................................................................................ 128

Preparation for Future Price Changes ......................................................................................... 128

Part K : Retailer Performance Analysis ......................................................................................... 129

Store Managers Survey .......................................................................................................... 129

Customer Satisfaction Survey ................................................................................................ 131

Inventory Control .......................................................................................................................... 132

Inventory Balancing Act .......................................................................................................... 132

Operational Performance Analysis ......................................................................................... 133

Retail Performance Intelligence ............................................................................................. 138

Business Performance Comparisons ..................................................................................... 138

Shopper Numbers and Quality ............................................................................................... 138

Optimised Store Performance ................................................................................................ 139

Site Potential & Floor Mapping .................................................................................................... 139

Comparative Site Performances .................................................................................................. 139

Physical Operations at individual sites ........................................................................................ 139

Technology Usage .................................................................................................................. 140

Technology Spending & Customer Service ................................................................................. 141

e-Commerce and Cross-channel Sales ....................................................................................... 141

Development of Cross-channel Sales .................................................................................... 141

Showrooming .......................................................................................................................... 142

Part L : Strategies .................................................................................................................... 145

Expertise and Specialisation ........................................................................................................ 146

Data Mining .................................................................................................................................. 146

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Retail Store Evolution .................................................................................................................. 146

Bespoke Service .......................................................................................................................... 146

Collaboration ................................................................................................................................ 147

Uniqueness .................................................................................................................................. 147

Market Leadership .................................................................................................................. 147

Part L.1 : Corporate Retail Strategies ...................................................................................... 148

Operating Strategies ............................................................................................................... 148

Cash and Working Capital ...................................................................................................... 149

Retailing Operations ............................................................................................................... 150

Controls .................................................................................................................................. 152

Stakeholder Management ...................................................................................................... 152

Value Preservation ....................................................................................................................... 152

eCommerce & Multi-Channel Retail Strategy ......................................................................... 153

Part L.2 : Retail Marketing Strategy .............................................................................................. 154

Elements in Retail Strategy .................................................................................................... 154

Elements in the Market Analysis ............................................................................................ 155

Part L.3 : Strategic Planning in Retailing ................................................................................. 159

Overview of Strategic Retail Management ............................................................................. 159

Situation Analysis ................................................................................................................... 160

Organisational Mission ........................................................................................................... 160

Ownership and Management Alternatives ................................................................................... 160

Goods/Service Categories ...................................................................................................... 161

Management Abilities ............................................................................................................. 161

Financial Resources ............................................................................................................... 162

Time Constraints .................................................................................................................... 162

Objectives ............................................................................................................................... 162

Sales ....................................................................................................................................... 163

Profit ....................................................................................................................................... 163

Satisfaction of Stakeholders ................................................................................................... 163

Image Positioning ................................................................................................................... 164

Selection of Objectives ........................................................................................................... 165

Checklist ................................................................................................................................. 165

Identification of Consumer Characteristics ............................................................................. 166

Overall Strategy ...................................................................................................................... 166

Controllable Variables ............................................................................................................ 166

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Store Location ........................................................................................................................ 167

Managing the Business .......................................................................................................... 167

Merchandise Management and Pricing .................................................................................. 168

Communicating with the Customer ........................................................................................ 168

Uncontrollable Variables ......................................................................................................... 168

Consumers ............................................................................................................................. 169

Competition ............................................................................................................................ 169

Technology ............................................................................................................................. 169

Economic Conditions .............................................................................................................. 169

Seasonality ............................................................................................................................. 170

Legal Restrictions ................................................................................................................... 170

Integrating Overall Strategy .................................................................................................... 170

Legal Constraints on Retailers ............................................................................................... 170

Tactical Decisions ................................................................................................................... 172

Controls .................................................................................................................................. 173

Feedback ................................................................................................................................ 173

Part L.4 : Recession Strategy ........................................................................................................ 174

Economic Conditions ................................................................................................................... 174

Consumption Smoothing & Product Substitution ......................................................................... 174

Managing Inventories & Costs ............................................................................................... 175

Rising Costs & Raising Prices ..................................................................................................... 177

Staff Costs .............................................................................................................................. 177

Checklist ................................................................................................................................. 178

Part L.5 : Strategic Planning in a Global Retail Context .......................................................... 179

Planning Process and Global Retailing .................................................................................. 179

Opportunities and Threats in Global Retailing ............................................................................. 180

Opportunities .......................................................................................................................... 180

Threats .................................................................................................................................... 180

Standardisation ....................................................................................................................... 180

Factors Affecting Global Retailing Strategy ............................................................................ 181

Developed Markets ................................................................................................................. 181

Developing Markets ................................................................................................................ 181

Market Entry Decisions ................................................................................................................ 182

Part M.1 : Retailing Characteristics ............................................................................................... 183

Average Value of Sales Transaction ...................................................................................... 183

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Unplanned or Impulse Purchases .......................................................................................... 183

Retail Store Experience .......................................................................................................... 183

Application of Retail Strategies .............................................................................................. 184

Application of Retail Concepts ............................................................................................... 185

Total Retail Experience .......................................................................................................... 186

Customer Service ........................................................................................................................ 186

Relationship Retailing ............................................................................................................. 187

Part M.2 : Relationships in Retailing ........................................................................................ 189

Value & the Value Chain ........................................................................................................ 189

Value-Oriented Retailing Checklist ......................................................................................... 192

Part M.3 : Customer Relationships ................................................................................................ 193

Customer Relationships ......................................................................................................... 193

The Customer Base ................................................................................................................ 193

Core Customers ..................................................................................................................... 194

Customer Service ................................................................................................................... 195

Developing a customer service strategy ................................................................................ 196

Planning individual customer services ................................................................................... 196

Customer Satisfaction ............................................................................................................ 197

Loyalty Programs .................................................................................................................... 197

Channel Relationships ............................................................................................................ 198

Relationship Building: Goods -v- Service Retailers ................................................................ 199

Ethics & Relationships in Retailing .............................................................................................. 200

Ethics ...................................................................................................................................... 201

Social Responsibility .................................................................................................................... 201

Consumerism ......................................................................................................................... 202

Part M.4 : Planning Aspects of Service Retailing .......................................................................... 204

Successful service retailing .................................................................................................... 204

Performance of service retailers ............................................................................................. 204

Part N.1 : Supplemental Customer Survey Data ........................................................................... 206

Survey Respondent Demographics ........................................................................................ 206

Brand Survey .......................................................................................................................... 209

Retail Store Brand Personality ............................................................................................... 210

Comparative Retail Store Evaluation ..................................................................................... 210

Retail Store Evaluation ........................................................................................................... 211

Customer Surveys .................................................................................................................. 211

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Customer Satisfaction ............................................................................................................ 216

Customer Voices .................................................................................................................... 216

Product Satisfaction and Customer Retention ....................................................................... 217

Customer Satisfaction: Product .............................................................................................. 218

Product Ownership ................................................................................................................. 219

New Product Concept Evaluation and Pricing Study ............................................................. 220

Product Concept Test ............................................................................................................. 222

Product Survey ....................................................................................................................... 223

Product Purchases ................................................................................................................. 225

Product Purchases ........................................................... 227

......................................... 233

................................................................................................. 234

Shopping Life Style Battery .................................................................................................... 235

Supermarket & Food Shopping Attitudes ............................................................................... 236

Supermarket & Food Store Selection Criteria ........................................................................ 237

Where would you shop for...? ................................................................................................. 238

Service Concept Test ............................................................................................................. 239

Customer service evaluation and feedback survey ................................................................ 240

Customer Service Evaluation ................................................................................................. 241

Customer Support Satisfaction Survey .................................................................................. 245

Product or Technical Services Evaluation .............................................................................. 246

Satisfaction: Product & Technical Documentation ................................................................. 248

Customer Services Evaluation ............................................................................................... 249

Website Evaluation ................................................................................................................. 257

Online Retailer Evaluation ...................................................................................................... 258

Purchasing on the Internet ..................................................................................................... 258

Internet Habits and Uses ........................................................................................................ 260

Part N.2 : Supplemental Retail Trade Survey Data ....................................................................... 262

Business Proficiency of the Company .................................................................................... 262

Organisational Satisfaction Internal ..................................................................................... 263

Sales Staff Training Evaluation .............................................................................................. 264

.................................................... 265

Retailer Survey on their e-Commerce .................................................................................... 266

Company Web Building Activities ........................................................................................... 270

SECTION 2 ......................................................................................................................................... 273

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Competitive Environment .................................................................................................................... 273

Competitive Environment .................................................................................................................... 274

Monthly Consumer Spending .......................................................................................................... 274

Market Opportunity .......................................................................................................................... 276

Analysis of the development of the retail trade and its life cycle ................................................. 276

Added Value and Transaction Costs across the Supply Chain ................................................... 277

Retailers per 10,000 inhabitants .................................................................................................. 278

Store Revenue per Square Meter per annum (US$) ................................................................... 278

............................................................................ 279

Average Store Sales Area (Square Meters) ................................................................................ 279

Existing Distribution Channels ..................................................................................................... 280

New Distribution developments ................................................................................................... 281

Online Shopping Purchases per month .................................................................................... 282

Distribution Policies & Strategies ................................................................................................. 283

Retail Trade Life Cycle and Developments ................................................................................. 286

Future Prospects and Development of the Retail Trade ....................................................... 287

City and Town analysis ......................................................................................................... 287

Wholesaler, Trade Buyer, Retailer and Store Performance Surveys .......................................... 288

Products ....................................................................................................................................... 288

Operations ................................................................................................................................... 288

Buyers & Consumers ................................................................................................................... 289

Trading Area ................................................................................................................................ 289

Competitors .................................................................................................................................. 290

Distribution Channel Surveys ............................................................................................... 290

Decision Makers Surveys ..................................................................................................... 291

Industry Performance ........................................................................................................... 291

Value by Product Sectors ..................................................................................................... 292

City / Town Market Value ..................................................................................................... 292

Consumer Attitudes ..................................................................................................................... 293

Products ....................................................................................................................................... 293

Operations ................................................................................................................................... 293

Buyers & Consumers ................................................................................................................... 294

Trading Area ................................................................................................................................ 294

Competitors .................................................................................................................................. 295

Consumer Surveys ............................................................................................................... 295

Industry Performance ........................................................................................................... 296

Competitive Factors ......................................................................................................................... 297

Retail Brands ............................................................................................................................... 297

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Brands Price Differentials ............................................................................................................ 298

Product Price Differentials ........................................................................................................... 299

Product Value Positioning ............................................................................................................... 300

Product Pricing ................................................................................................................................ 301

Product Quality ................................................................................................................................ 302

Product Specifications ..................................................................................................................... 303

Product Target Audiences ............................................................................................................... 304

Product Volumes ............................................................................................................................. 305

Product Utility .................................................................................................................................. 306

Product Maintenance ....................................................................................................................... 307

Product Merchandising .................................................................................................................... 308

Product Advertising ......................................................................................................................... 309

Brand Positioning Tactics & Strategy .............................................................................................. 310

Current Tactical Brand Model ...................................................................................................... 310

Strategic Brand Objectives .......................................................................................................... 311

Functional Positioning - Symbolic Positioning - Experiential Positioning .................................... 312

Customer Value Propositioning ................................................................................................... 313

Value Concept & Positioning ....................................................................................................... 314

Brand Differentiation Propositions ............................................................................................... 315

Key Selling Messages.................................................................................................................. 316

Communications Tactics .............................................................................................................. 317

Advertising Tactics ....................................................................................................................... 318

Media & PR Tactics ..................................................................................................................... 319

Web & Online Tactics .................................................................................................................. 320

Point of Sale Tactics .................................................................................................................... 321

Merchandising .............................................................................................................................. 322

Product Display ............................................................................................................................ 323

Market Entry Management Factors ................................................................................................. 324

Distribution ................................................................................................................................... 324

Retail Level .................................................................................................................................. 324

Brand Competition ....................................................................................................................... 325

Value ............................................................................................................................................ 325

Location ....................................................................................................................................... 326

Supply Chain ................................................................................................................................ 326

Nature of Competition .................................................................................................................. 327

Supplier Price Differentials .......................................................................................................... 327

Retailer Reaction ......................................................................................................................... 328

Supplier Reaction ......................................................................................................................... 329

Conclusion ................................................................................................................................... 329

Distributors Market Entry choices ............................................................................................. 332

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Retail Presence Market Entry choices ...................................................................................... 333

Distribution Channel: Advantages Disadvantages ................................................................... 334

Market Entry options for Domestic Brands ...................................................................................... 335

Market Entry options for Established or Global Brands .................................................................. 336

Market Entry Features ................................................................................................................. 337

Start-up Costs .................................................................................................................................. 338

Start-up Costs, Initial Investment and Product Launch Balance sheet ....................................... 338

Inventory Costs ............................................................................................................................ 338

Brand Store Start-up Costs .......................................................................................................... 339

Independent Store Start-up Costs ............................................................................................... 340

Brand In-Store Start-up Costs ..................................................................................................... 341

Distributor / Exclusive Wholesaler Sign-up Costs ....................................................................... 342

Start Times Weeks: Brand Store ................................................................................................. 343

Start Times Weeks: Independent Store ....................................................................................... 344

Start Times Weeks: Distributor / Exclusive Wholesaler ............................................................... 345

Economies of Scale with multiple Stores ..................................................................................... 346

Cash Flow, Profit & Loss, Balance Sheet, Project Financial Analysis ............................................ 347

12 Months Cash Flow Analysis .................................................................................................... 347

First 12 months and First 3 years Profit & loss Account .............................................................. 348

1-7 Years Balance Sheet ............................................................................................................. 349

10 Years Project Financial Analysis ............................................................................................ 350

SWOT Analysis ............................................................................................................................... 351

SWOT analysis by type of Market Entry ...................................................................................... 351

Entry via Company Owned Retail Stores .................................................................................... 351

Entry via Domestic Retail Joint Venture ...................................................................................... 351

Entry via National Franchise Licensee ........................................................................................ 352

Entry via Intensive Individual Franchising.................................................................................... 352

Entry via Exclusive National Distributor ....................................................................................... 353

Entry via Intensive National Distribution / Wholesaling ............................................................... 353

Competitive Analysis ....................................................................................................................... 354

Retail Brands ............................................................................................................................... 354

Market Penetration Prospects ......................................................................................................... 355

Advancing into the target markets ............................................................................................... 355

Brand Concept ............................................................................................................................. 356

Brand Equity ................................................................................................................................ 356

Customer Based Brand Equity .................................................................................................... 357

Brand Knowledge ......................................................................................................................... 357

Substantial Brand Knowledge & Awareness All Brands ........................................................... 357

Brand Equity Model ...................................................................................................................... 358

Substantial Brand Loyalty All Brands........................................................................................ 359

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Substantial Brand Quality v Price Perceptions All Brands ..................................................... 360

Brand Knowledge Components ................................................................................................... 361

Brand Resonance Components ................................................................................................... 361

Brand Resonance ........................................................................................................................ 362

Qualitative Brand Research ......................................................................................................... 364

Qualitative Brand Identifiers ......................................................................................................... 364

Marketing communication applied to branded products .............................................................. 365

The Brand Image in the marketing communication process ....................................................... 366

The Store Image in the marketing communication process ........................................................ 366

Consumer confidence and consumer markets ............................................................................ 367

Consumer Confidence Index ....................................................................................................... 367

Consumer Confidence ................................................................................................................. 367

Consumer Attitudes and Perceptions which impact Brands ........................................................ 369

% Usage & Purpose of purchases ............................................................................................... 370

Celebrity endorsement ................................................................................................................. 371

Relative Ranking Criteria and Consumer Habits for Product Purchases .................................... 372

Brand Selection ............................................................................................................................ 372

Price over Brand Loyalty amongst Buyers................................................................................... 373

Purchase Drivers for Buyers ........................................................................................................ 373

Domestic Brands -v- Foreign Brands ........................................................................................... 374

What do consumers want in a branded product? ........................................................................ 375

What can National brands do to counter the established Global brands? .................................. 377

How can National brands do better than the Global brands? ...................................................... 378

Novel marketing methods to distinguish oneself from the competition ....................................... 379

Unique Brand Offerings ............................................................................................................... 380

New and Untapped Market Demand ........................................................................................... 381

Niche Markets .............................................................................................................................. 381

Brand Superiority ......................................................................................................................... 382

Building Heritage Brands ............................................................................................................. 382

Brand Resonance ........................................................................................................................ 383

Brand Persistence ........................................................................................................................ 384

Brand Development Opportunities ............................................................................................... 386

Industry Checklist ......................................................................................................................... 387

Product Design and Merchandising ............................................................................................. 387

Performance Indicators ................................................................................................................ 388

Application of Design Performance Factors ............................................................................. 389

Industry Performance Indicators .................................................................................................. 389

Performance Indicators for brand selection, development, and distribution ................................ 390

Performance Indicators for merchandising strategies ................................................................. 391

Market Strategy Insight .................................................................................................................... 392

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Market Entry Possibilities and Criteria ......................................................................................... 392

Market Entry Difficulties ............................................................................................................... 392

Market Potential ........................................................................................................................... 393

Financial Potential ........................................................................................................................ 394

Consumer Potential & Attitudes ................................................................................................... 395

Relative Return on Investment by Market Area : 1-14 years ....................................................... 396

Relative Return on Investment by Product Category .................................................................. 397

Relative Return on Investment by market for Product Groups .................................................... 397

Opinions of the trade and retail experts on introducing new brands ........................................... 398

SECTION 3 ......................................................................................................................................... 400

Market Research ................................................................................................................................. 400

Markets ................................................................................................................................................ 400

MARKET RESEARCH COVERAGE ................................................................................................... 401

Markets & Products covered ........................................................................................................... 401

Product Sectors ........................................................................................................................... 401

Survey Data ..................................................................................................................................... 402

Consumer Surveys ................................................................................................................ 402

Distribution Channel Surveys ................................................................................................ 403

Decision Makers Surveys ...................................................................................................... 403

Industry Performance ............................................................................................................ 403

Products ....................................................................................................................................... 404

Operations ................................................................................................................................... 404

Buyers & Consumers ................................................................................................................... 405

Trading Area ................................................................................................................................ 405

Retail Competitors ....................................................................................................................... 406

Geographic Coverage ..................................................................................................................... 407

Financial data ............................................................................................................................ 407

Financial Data Scenarios ............................................................................................................. 407

Financial Margins & Ratios Data Scenarios ................................................................................ 407

Market Research ............................................................................................................................. 408

General Contents ............................................................................................................................ 408

Market Research Report Table of Contents .................................................................................... 409

Core National Database Open the Core Database here ....................................................... 409

Sections ........................................................................................................................................... 409

Preface ................................................................................................................................ 409

Chapters .............................................................................................................................. 409

Databases ........................................................................................................................... 409

Financials ............................................................................................................................ 409

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Industry ................................................................................................................................ 409

Markets ................................................................................................................................ 409

Products .............................................................................................................................. 409

Grids .................................................................................................................................... 409

Reference ............................................................................................................................ 409

Contents .............................................................................................................................. 409

Legend ................................................................................................................................. 409

Cities .................................................................................................................................... 409

Countries ............................................................................................................................. 409

Chapters .......................................................................................................................................... 410

Chapter 1 .................................................................................................................................... 410

ADMINISTRATION .............................................................................................................. 410

Chapter 2 .................................................................................................................................... 410

ADVERTISING .................................................................................................................... 410

Chapter 3 .................................................................................................................................... 410

BUYERS COMMERCIAL OPERATIONS......................................................................... 410

Chapter 4 .................................................................................................................................... 410

BUYERS COMPETITORS ............................................................................................... 410

Chapter 5 .................................................................................................................................... 410

BUYERS MAJOR CITY .................................................................................................... 410

Chapter 6 .................................................................................................................................... 410

BUYERS PRODUCTS...................................................................................................... 410

Chapter 7 .................................................................................................................................... 410

BUYERS TRADE CELL.................................................................................................... 410

Chapter 8 .................................................................................................................................... 410

COMPETITIVE INDUSTRY ANALYSIS .............................................................................. 410

Chapter 9 .................................................................................................................................... 410

COMPETITOR ANALYSIS .................................................................................................. 410

Chapter 10 ................................................................................................................................... 410

COUNTRY FOCUS ............................................................................................................. 410

Chapter 11 ................................................................................................................................... 410

DISTRIBUTION ................................................................................................................... 410

Chapter 12 ................................................................................................................................... 410

FINANCIAL - BUSINESS DECISION SCENARIOS ........................................................... 410

Chapter 13 ................................................................................................................................... 410

FINANCIAL - CAPITAL COSTS FINANCIAL SCENARIOS ................................................ 410

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Chapter 14 ................................................................................................................................... 410

FINANCIAL - CASHFLOW OPTION SCENARIOS ............................................................. 410

Chapter 15 ................................................................................................................................... 410

FINANCIAL - COST STRUCTURE SCENARIOS ............................................................... 410

Chapter 16 ................................................................................................................................... 410

FINANCIAL - HISTORIC INDUSTRY BALANCE SHEET ................................................... 410

Chapter 17 ................................................................................................................................... 410

FINANCIAL - HISTORIC MARKETING COSTS & MARGINS ............................................ 410

Chapter 18 ................................................................................................................................... 410

FINANCIAL - INVESTMENT + COST REDUCTION SCENARIOS .................................... 410

Chapter 19 ................................................................................................................................... 410

FINANCIAL - MARKET CLIMATE SCENARIOS................................................................. 410

Chapter 20 ................................................................................................................................... 410

FINANCIAL MARKETING COSTS ................................................................................... 410

Chapter 21 ................................................................................................................................... 410

FINANCIAL - MARKETING EXPENDITURE SCENARIOS ................................................ 410

Chapter 22 ................................................................................................................................... 410

FINANCIAL MARKETING MARGINS .............................................................................. 410

Chapter 23 ................................................................................................................................... 410

FINANCIAL - STRATEGIC OPTIONS SCENARIOS .......................................................... 410

Chapter 24 ................................................................................................................................... 410

FINANCIAL - SURVIVAL SCENARIOS .............................................................................. 410

Chapter 25 ................................................................................................................................... 411

FINANCIAL - TACTICAL OPTIONS SCENARIOS ............................................................. 411

Chapter 26 ................................................................................................................................... 411

GEOGRAPHIC DATA .......................................................................................................... 411

Chapter 27 ................................................................................................................................... 411

INDUSTRY - NORMS .......................................................................................................... 411

Chapter 28 ................................................................................................................................... 411

MAJOR CITY MARKET ANALYSIS .................................................................................... 411

Chapter 29 ................................................................................................................................... 411

MARKET CAPITAL ACCESS SCENARIOS ....................................................................... 411

Chapter 30 ................................................................................................................................... 411

MARKET CASHFLOW SCENARIOS .................................................................................. 411

Chapter 31 ................................................................................................................................... 411

MARKET ECONOMIC CLIMATE SCENARIOS .................................................................. 411

Chapter 32 ................................................................................................................................... 411

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MARKET INVESTMENT + COSTS SCENARIOS .............................................................. 411

Chapter 33 ................................................................................................................................... 411

MARKET MARKETING EXPENDITURE SCENARIOS ...................................................... 411

Chapter 34 ................................................................................................................................... 411

MARKET RISK SCENARIOS .............................................................................................. 411

Chapter 35 ................................................................................................................................... 411

MARKET STRATEGIC OPTION SCENARIOS ................................................................... 411

Chapter 36 ................................................................................................................................... 411

MARKET SURVIVAL OPTION SCENARIOS...................................................................... 411

Chapter 37 ................................................................................................................................... 411

MARKET TACTICAL OPTION SCENARIOS ...................................................................... 411

Chapter 38 ................................................................................................................................... 411

MARKETING EXPENDITURE -v- MARKET SHARE .......................................................... 411

Chapter 39 ................................................................................................................................... 411

MARKETING STRATEGY DEVELOPMENT ...................................................................... 411

Chapter 40 ................................................................................................................................... 411

MARKETS ........................................................................................................................... 411

Chapter 41 ................................................................................................................................... 411

OPERATIONAL ANALYSIS ................................................................................................ 411

Chapter 42 ................................................................................................................................... 411

OVERSEAS DEVELOPMENT ............................................................................................ 411

Chapter 43 ................................................................................................................................... 411

PERSONNEL MANAGEMENT ........................................................................................... 411

Chapter 44 ................................................................................................................................... 411

PHYSICAL DISTRIBUTION + CUSTOMER HANDLING .................................................... 411

Chapter 45 ................................................................................................................................... 411

PRICING .............................................................................................................................. 411

Chapter 46 ................................................................................................................................... 411

PROCESS + ORDER HANDLING ...................................................................................... 411

Chapter 47 ................................................................................................................................... 411

PRODUCT ANALYSIS ........................................................................................................ 411

Chapter 48 ................................................................................................................................... 411

PRODUCT DEVELOPMENT .............................................................................................. 411

Chapter 49 ................................................................................................................................... 411

PRODUCT MARKETING FACTORS .................................................................................. 411

Chapter 50 ................................................................................................................................... 411

PRODUCT MIX ................................................................................................................... 411

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Chapter 51 ................................................................................................................................... 412

PRODUCT SUMMARY ....................................................................................................... 412

Chapter 52 ................................................................................................................................... 412

PROFIT RISK SCENARIOS ................................................................................................ 412

Chapter 53 ................................................................................................................................... 412

PROMOTIONAL MIX ........................................................................................................... 412

Chapter 54 ................................................................................................................................... 412

SALESFORCE DECISIONS ............................................................................................... 412

Chapter 55 ................................................................................................................................... 412

SALES PROMOTION .......................................................................................................... 412

Chapter 56 ................................................................................................................................... 412

SURVEYS ........................................................................................................................... 412

Chapter 57 ................................................................................................................................... 412

TARGETS - PRODUCT + MARKET .................................................................................. 412

Chapter 58 ................................................................................................................................... 412

TECHNOLOGY ................................................................................................................... 412

Chapter 59 ................................................................................................................................... 412

TRADE CELL ANALYSIS .................................................................................................... 412

Chapter 60 ................................................................................................................................... 412

URBAN COMPETITION ...................................................................................................... 412

Chapter 61 ................................................................................................................................... 412

TOWNS - FINANCIAL ......................................................................................................... 412

Chapter 62 ................................................................................................................................... 412

TOWNS - INDUSTRY .......................................................................................................... 412

Chapter 63 ................................................................................................................................... 412

TOWNS - MARKET ............................................................................................................. 412

SECTION 4 ......................................................................................................................................... 413

Business Planning ............................................................................................................................... 413

BUSINESS PLANNING ....................................................................................................................... 414

Checklist .......................................................................................................................................... 414

Checklist implementation ..................................................................................................... 417

Advancing your Project ................................................................................................................ 417

Cashflow .................................................................................................................................... 418

The Business Plan Programme ............................................................................................... 419

Installing the Business Plan Programme ..................................................................................... 420

Retailer Analysis Report ...................................................................................................................... 427

Methodology .................................................................................................................................... 427

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Presentation .................................................................................................................................... 427

After-Sales Service & Client Support .............................................................................................. 428

Real Time Support ....................................................................................................................... 429

Resource Webs -v- Dedicated sites ............................................................................................ 429

Product Level ............................................................................................................................... 429

Data Product levels ...................................................................................................................... 430

Getting Started with the Core Database ...................................................................................... 431