PERFORMANCE FACTORS GRID

PERFORMANCE FACTORS

Performance Factors Grid

The Performance Factors Grid shown below refers to the Performance Factors datafiles which are found as both Excel spreadsheets and Access database tables.

Whereas the data provided in the datafiles enable the reader to produce factor specific conclusions, as well as both graphic representations and programmatically generated forecasting models, the reader can further use this data to produce checklists and programming matrices based on one’s own evaluation of the factors. To this end the document matrix below, and/or the (‘GRID.xls’ in the ‘../xls’ folder), can be used by the reader. Alternatively, this grid (‘GRID.htm’ in the ‘../HTM’ folder) can be opened in Word, completed, and then copied and pasted into an Excel spreadsheet (preserving all the relevant cells) after completion. For further information on the fields within the Grid and on the manipulation of the data please refer to the definition file .

SECTORS

01

02

03

04

05

06

07

08

09

10

11

12

13

14

15

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

FACTORS

TOTAL

for

FACTOR

Factor:

PERSONNEL + STAFF PERFORMANCE

1: Planning Performance

2: Organizational Ability

3: Direction & Delegation

4: Control & Communication

5: Innovation

Total for Sector:

Factor:

STAFF SELECTION + TRAINING EFFICIENCY

1: Recruitment Methods

2: Selection Methods

3: Initial Training

4: Specialist Training Programmes

5: Continuous Training Programmes

Total for Sector:

Factor:

CUSTOMER HANDLING

1: Overall Performance

2: Competitive Rating

3: Senior Staff Performance

4: Point-of-Sale Staff Performance

5: Complaints Handling

Total for Sector:

Factor:

OPERATING PROCEDURES + SYSTEMS

1: Overall Performance

2: Competitive Rating

3: Professionalism of Operating Procedures

:::

4: Investments in Systems

5: Corporate Responsibility & Development

Total for Sector:

Factor:

ORDER HANDLING

1: Overall Performance

2: Competitive Rating

3: Ease of Customer Order & Interface

4: Input Systems & Performance

5: In-House Order Handling Performance

Total for Sector:

Factor:

ORDER PROGRESS

1: Overall Order Progress Monitoring

2: Competitive Rating

3: Systemized Procedures for Order Chasing

4: Automated Systems

5: Level of Systems Investment

Total for Sector:

Factor:

ORDER DELIVERY

1: Overall Performance

2: Competitive Rating

3: On-Time Delivery Rating

4: Complete Order Delivery

5: Delivery System Investment

Total for Sector:

Factor:

AFTER-SALES RATING

1: Overall Performance

2: Competitive Rating

3: Availability of After-Sales Services

4: Cost of After-Sales Services

5: Efficiency of After-Sales Services

Total for Sector:

Factor:

SECURITY + PRODUCT PROTECTION

1: Corporate Security Rating

2: Process Security Rating

3: Product Security Rating

4: Product Protection

5: Process Protection

Total for Sector:

Factor:

QUALITY CONTROL PROCEDURES

1: Overall Rating

2: Competitive Rating

3: Formalized Quality Control Systems

4: Quality Control Efficiency

5: Quality Control Development

Total for Sector:

Factor:

ACCOUNTING PRACTICES & PROCEDURES

1: Overall Rating

2: Competitive Rating

3: Accounting Efficiency

4: Cash-Flow Handling

5: Customer Satisfaction with Accounts Procedures

Total for Sector:

Factor:

ORDER TAKING + PROCEDURES

1: Overall Rating

2: Competitive Rating

3: Order Taking Efficiency

4: Order Taking Systems Investment

5: Customer Satisfaction with Order Taking

Total for Sector:

Factor:

ORDER DELIVERY + CONTRACT PERFORMANCE

1: Overall Rating

2: Competitive Rating

3: Order Delivery Efficiency

4: Contract Performance Rating

5: Customer Satisfaction with Contract Performance

Total for Sector:

Factor:

AFTER-SALES SERVICES + PROCEDURES

1: Overall Rating

2: Competitive Rating

3: After-Sales Service Efficiency

4: After-Sales Systems Investment

5: Customer Satisfaction with After-Sales Procedures

Total for Sector:

Factor:

LEGAL CONDITIONS + TERMS OF BUSINESS

1: Overall Rating

2: Competitive Rating

3: Levels of Litigation

4: Fairness of Terms of Business

5: Customer Satisfaction with Terms of Business

Total for Sector:

Factor:

SUPERVISORY / BOARDROOM MANAGEMENT

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

EXECUTIVE SUPERVISORY TEAM

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

SENIOR MARKETING MANAGEMENT

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

SENIOR PRODUCT + PROCESS MANAGEMENT

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

SENIOR FINANCIAL MANAGEMENT

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

SENIOR ADMINISTRATIVE MANAGEMENT

1: Direction & Delegation Rating

2: Management Levels & Degree of Responsibility

3: Management Planning & Procedures

4: Manager Control & Monitoring

5: Manager Performance & Efficiency

Total for Sector:

Factor:

SALES + MARKETING MIDDLE MANAGERS

1: Direction & Delegation Effectiveness

2: Supervisory Levels & Degree of Responsibility

3: Activity Planning & Procedures

4: Sub-ordinate Control & Monitoring

5: Sub-ordinate Performance & Efficiency

Total for Sector:

Factor:

SOURCING/ PROCESS/ DISTRIBUTION MIDDLE MANAGERS

1: Direction & Delegation Effectiveness

2: Supervisory Levels & Degree of Responsibility

3: Activity Planning & Procedures

4: Sub-ordinate Control & Monitoring

5: Sub-ordinate Performance & Efficiency

Total for Sector:

Factor:

FINANCIAL + ACCOUNTING MIDDLE MANAGERS

1: Direction & Delegation Effectiveness

2: Supervisory Levels & Degree of Responsibility

3: Activity Planning & Procedures

4: Sub-ordinate Control & Monitoring

5: Sub-ordinate Performance & Efficiency

Total for Sector:

Factor:

ADMINISTRATION + PERSONNEL MIDDLE MANAGERS

1: Direction & Delegation Effectiveness

2: Supervisory Levels & Degree of Responsibility

3: Activity Planning & Procedures

4: Sub-ordinate Control & Monitoring

5: Sub-ordinate Performance & Efficiency

Total for Sector:

Factor:

SALES + CUSTOMER SERVICE PERSONNEL

1: Direction & Supervision Effectiveness

2: Supervisory Effectiveness

3: Activity Planning

4: Activity Control & Monitoring

5: Activity Performance & Efficiency

Total for Sector:

Factor:

BUYING / PROCESS / DISTRIBUTION STAFF

1: Direction & Supervision Effectiveness

2: Supervisory Effectiveness

3: Activity Planning

4: Activity Control & Monitoring

5: Activity Performance & Efficiency

Total for Sector:

Factor:

CREDIT + ACCOUNTING STAFF

1: Direction & Supervision Effectiveness

2: Supervisory Effectiveness

3: Activity Planning

4: Activity Control & Monitoring

5: Activity Performance & Efficiency

Total for Sector:

Factor:

ADMINISTRATIVE + SECRETARIAL STAFF

1: Direction & Supervision Effectiveness

2: Supervisory Effectiveness

3: Activity Planning

4: Activity Control & Monitoring

5: Activity Performance & Efficiency

Total for Sector:

Factor:

PRODUCT CONCEPT

1: Quality

2: Features

3: Styling

4: Branding

5: Packaging

Total for Sector:

Factor:

PRODUCT-MIX QUALITY

1: Items in Product Line 1

2: Items in Product Line 2

3: Items in Product Line 3

4: Items in Product Line 4

5: Total of all Items in all Product Lines

Total for Sector:

Factor:

PRODUCT-MIX AUDIT

1: % Profit Contribution in this year

2: Forecast % Profit Contribution : Year + 1

3: Forecast % Profit Contribution : Year + 2

4: Forecast % Profit Contribution : Year + 3

5: Forecast % Profit Contribution : Year + 4

Total for Sector:

Factor:

PRODUCT-MIX AUDIT

1: % Profit Estimate in this year

2: Forecast % Profit Estimate : Year + 1

3: Forecast % Profit Estimate : Year + 2

4: Forecast % Profit Estimate : Year + 3

5: Forecast % Profit Estimate : Year + 4

Total for Sector:

Factor:

PRODUCT STRATEGY

1: High Growth Products

2: Steady Reinvestment Products

3: Support Products

4: Selective Pruning Products

5: Venture Products

Total for Sector:

Factor:

BRAND STRATEGY

1: Individual Brand names

2: Blanket Family Brand names

3: Separate Family Brand names

4: Company Trade name

5: No Brand names

Total for Sector:

Factor:

EXPORT PRODUCT TARGETING

1: Subsistence Countries

2: Raw-Material Exporting Countries

3: Industrializing Countries

4: Industrial Countries

5: High Technology Countries

Total for Sector:

Factor:

EXPORT TARGETING

1: Subsistence Economy

2: Raw-Material Exporting Economy

3: Industrializing Economy

4: Industrial Economy

5: High Technology Economy

Total for Sector:

Factor:

OVERSEAS DEVELOPMENT STRATEGY

1: Export : Indirect

2: Export : Direct

3: Joint Ventures : Investment Based

4: Joint Ventures : Local Investment Based

5: Direct Investment

Total for Sector:

Factor:

MARKET DEVELOPMENT STRATEGY

1: Import : Indirect

2: Import : Direct

3: Joint Ventures : Investment Based

4: Joint Ventures : Local Investment Based

5: Direct Investment

Total for Sector:

Factor:

OVERSEAS MARKETING-MIX

1: Straight Extensions

2: Communication Adaptation

3: Product Adaptation

4: Dual Adaptation

5: Product Innovation

Total for Sector:

Factor:

OVERSEAS ORGANIZATION

1: Export Department : Head Office Based

2: Export Department : Regionally Based

3: International Division : Regionally Based

4: International Division : Locally Based

5: Multinational Organization

Total for Sector:

Factor:

MARKET ORGANIZATION

1: Export Department : Head Office Based

2: Export Department : Regionally Based

3: International Division : Regionally Based

4: International Division : Locally Based

5: Multinational Organization

Total for Sector:

Factor:

PRODUCT CHANNELS

1: Direct to End User

2: Via Sales-Force

3: Via Sales Outlet

4: Via Wholesaler

5: Via Jobber

Total for Sector:

Factor:

PRODUCT FUNCTION CHECKLIST

1: Contact

2: Merchandising

3: Pricing

4: Propaganda

5: Physical Handling

Total for Sector:

Factor:

CHANNEL CHARACTERISTICS

1: Customer Strengths

2: Product Strengths

3: Competitive Strengths

4: In-House Strengths

5: Environmental Strengths

Total for Sector:

Factor:

CHANNEL ALTERNATIVES

1: Strengths: Type of Intermediaries

2: Strengths: Numbers of Intermediaries

3: Strengths: Marketing Effectiveness of Channels

4: Strengths: Trading Terms of Channel Members

5: Strengths: Responsibilities of Channel Members

Total for Sector:

Factor:

CHANNEL EVALUATION

1: Direct to End User

2: Via Sales-Force

3: Via Sales Outlet

4: Via Wholesaler

5: Via Jobber

Total for Sector:

Factor:

PRODUCT CHANNEL EVALUATION

1: Vertical Relations

2: Horizontal Relations

3: Interchannel Conflict

4: Legal Conflict

5: Motivation

Total for Sector:

Factor:

PRODUCT CHANNEL ADAPTABILITY

1: Probability of Channel Change

2: Easy of Exit from existing channels

3: Penalties in Exit from existing channels

4: Flexibility of Existing Channels

5: Potential for developing Existing Channels

Total for Sector:

Factor:

PRODUCT CHANNEL MANAGEMENT

1: Formalized Channel Selection Screening

2: Formalized Channel Motivation Programmed

3: Formalized Channel Evaluation & Rating

4: Formalized Channel Monitoring procedure

5: Formalized Trouble-shooting procedure

Total for Sector:

Factor:

ADVERTISING STRATEGY APPRAISAL

1: Advertising Budget Setting Procedures

2: Advertising Goal + Target Formulation

3: Advertising Competitiveness

4: Advertising Objectives & Tasks

5: Dynamic Advertising Planning

Total for Sector:

Factor:

ADVERTISING COSTS

1: Mail & Direct Mail Advertising

2: Media Advertising

3: Advertising Materials

4: Merchandising / POS

5: Publicity : P.R. : Exhibitions

Total for Sector:

Factor:

ADVERTISING MESSAGE

1: Message Generation Efficiency

2: Message Evaluation

3: Message Execution: Structure

4: Message Execution: Development

5: Message Creativity

Total for Sector:

Factor:

ADVERTISING MONITORING

1: Ad. Agency: Monitoring

2: Ad. Agency: Research Techniques

3: In-House: Ad Agency Monitoring

4: In-House: Advertising Monitoring

5: In-House: Advertising Research Techniques

Total for Sector:

Factor:

ADVERTISING RATING

1: Attention Strengths

2: Read-Through Strengths

3: Cognitive Strengths

4: Affective Strengths

5: Behavioral Strengths

Total for Sector:

Factor:

AUDIENCE + CHANNEL RATING

1: Audience Response Rating

2: Audience Characteristic Recognition Rating

3: Audience Image Recognition Rating

4: Channel Personal Influence Rating

5: Channel Non-Personal Influence Rating

Total for Sector:

Factor:

ADVERTISING MESSAGE RATING

1: Message Function Rating

2: Message Structure Rating

3: Source Expertness

4: Source Trustworthiness

5: Source Likability

Total for Sector:

Factor:

ADVERTISING -v- SELLING

1: Advertising : Public Presentation

2: Advertising : Pervasiveness

3: Advertising : Expressiveness

4: Selling : Sales Technique

5: Selling : Prospect Cultivation

Total for Sector:

Factor:

PUBLICITY + SALES PROMOTION

1: Publicity Effect : Accepted Veracity

2: Publicity Effect : Off Guard perceptions

3: Publicity Effect : Dramatization

4: Sales Promotion : Insistent

5: Sales Promotion : Product Demeaning

Total for Sector:

Factor:

ADVERTISING RATING

1: Awareness Building

2: Comprehension Building

3: Efficient Reminding

4: Lead Generation

5: Legitimation & Reassurance

Total for Sector:

Factor:

PERSONNEL SELLING RATING

1: Selling for Distribution Channel Stock Position Increase

2: Selling for Company Stock Position Decrease

3: Selling for Discounted Stocks

4: Selling for Enthusiasm Building

5: Missionary Selling

Total for Sector:

Factor:

ORGANIZATION RATING

1: Formal Corporate Position in Company

2: Formal Corporate Responsibility for Promotion

3: Established Working Plan for Promotion

4: Monitoring of Marketing Mix -v- Promotional Spend

5: Formal Co-ordination of Promotional -v- Marketing Campaigns

Total for Sector:

Factor:

MARKETING COSTS

1: Advertising Costs

2: Sales Costs

3: Distribution Costs

4: After Sales Costs

5: Total Marketing Costs

Total for Sector:

Factor:

MARKET ATTRIBUTES

1: Concentrated Markets

2: Un-concentrated Markets

3: Market Preference : Homogeneous

4: Market Preference : Diffused

5: Market Preference : Clustered

Total for Sector:

Factor:

MARKET SEGMENTATION

1: Market Potential Measurability

2: Market Accessibility : Existing Products

3: Market Accessibility : New Products

4: Market Substantiality : Existing Products

5: Market Substantiality : New Products

Total for Sector:

Factor:

MARKET BASES

1: Geographic Segmentation

2: Demographic Segmentation

3: Psychographic Segmentation : Customer Factors

4: Psychographic Segmentation : Product Usage Factors

5: Psychographic Segmentation : Market Factors

Total for Sector:

Factor:

MARKET SEGMENT AVAILABILITY

1: Customer-Prospect Mix Segment

2: Product-Service Mix Segment

3: Sub-market Segment: Present Sales Potential

4: Sub-market Segment: Future Sales Potential

5: Promotional-Distribution Mix Segment

Total for Sector:

Factor:

DISTRIBUTION EFFICIENCY

1: Distribution Planning & Accounting

2: Process Management & Handling

3: Physical Distribution Efficiency

4: Point of Sale & Customer Service Efficiency

5: Order Handling & Processing

Total for Sector:

Factor:

LEVEL + COST OF SERVICE

1: Level of Service: Responsiveness

2: Level of Service: Problem Solving

3: Level of Service: Product / Price / Service Factors

4: Cost of Service: Functional Costs

5: Cost of Service: Physical Handling Costs

Total for Sector:

Factor:

DISTRIBUTION COSTS

1: Distribution & Storage Fixed Costs

2: Distribution & Storage Variable Costs

3: Physical Handling & Process Fixed Costs

4: Physical Handling & Process Variable Costs

5: Total Distribution Costs

Total for Sector:

Factor:

PHYSICAL DISTRIBUTION

1: Single Location / Single Markets

2: Single Location / Multiple Markets: Direct Handling

3: Single Location / Multiple Markets: Bulk Handling

4: Single Location / Multiple Markets: Split Processing

5: Multiple Location / Multiple Markets

Total for Sector:

Factor:

DISTRIBUTION DECISIONS

1: Product Availability Timing Efficiency

2: Product Availability Quantity Efficiency

3: Locations Efficiency

4: Organizational Efficiency

5: Organizational & Decision Flexibility

Total for Sector:

Factor:

PRICING OBJECTIVES

1: Market Penetration Objectives

2: Market-Skimming Objectives

3: Early Cash Recovery Objectives

4: Satisfying Objectives

5: Product-Line Promotion Objectives

Total for Sector:

Factor:

MULTIPLE PARTY PRICING

1: Intermediate Customer Considerations

2: Rivals Considerations

3: Suppliers Consideration

4: Government Considerations

5: In-House Considerations

Total for Sector:

Factor:

PRICING MODELS

1: Cost Oriented : Mark-up Pricing

2: Cost Oriented : Target Pricing

3: Demand Oriented : Price Discrimination

4: Competition Oriented : Going-Rate Pricing

5: Competition Oriented : Sealed or Bid Pricing

Total for Sector:

Factor:

PRICE CHANGE DECIDERS

1: Buyers Reaction : Elasticity of Demand

2: Buyers Reaction : Perceptual Factors

3: Competitors Reaction : Price Reduction

4: Competitors Reaction : No Reaction

5: Competitors Reaction : Product Re-positioning

Total for Sector:

Factor:

PRODUCT PRICING

1: Interrelated Demand Based

2: Interrelated Cost Based

3: Competition Based

4: Product-Line Pricing Based

5: Model or Price Theory Based

Total for Sector:

Factor:

SALESFORCE INTERACTION

1: Customer Prospecting

2: Customer Communications

3: Selling

4: Customer Servicing

5: Information Gathering & Usage

Total for Sector:

Factor:

SALESFORCE STRUCTURE

1: Territory Value Structured

2: Workload Structured

3: Territory Structured

4: Product Structured

5: Customer Structured

Total for Sector:

Factor:

SALESFORCE EMPLOYMENT

1: Recruitment Procedures

2: Applicant Vetting & Selection Procedures

3: Salesforce Training

4: Salesforce Compensation

5: Compensation & Incentivisation Development

Total for Sector:

Factor:

SALESFORCE SUPERVISION

1: Direction: Customer Call Norms

2: Direction: Prospect Development

3: Motivation: Organization

4: Motivation: Sales Quotas

5: Motivation: Incentives

Total for Sector:

Factor:

SALESFORCE EVALUATION

1: Sales Information Monitoring

2: Sales Performance Reporting

3: Sales Evaluation: Personal Comparisons

4: Sales Evaluation: Sales Period Comparisons

5: Sales Evaluation: Qualitative Comparisons

Total for Sector:

Factor:

SALESFORCE COSTS

1: Sales Personnel Costs : Fixed

2: Sales Personnel Costs : Variable

3: Sales Personnel Expenses

4: Sales Overhead Expenses

5: Sales Material Costs

Total for Sector:

Factor:

SALES CAMPAIGNS

1: Marketing Integration

2: Budgeting Efficiency

3: Campaign Performance

4: Campaign Monitoring & Evaluation Procedures

5: Campaign Flexibility

Total for Sector:

Factor:

PROMOTIONAL PERFORMANCE

1: Promotional Research & Methodology

2: Promotion Evaluation & Monitoring

3: Promotion Performance & Efficiency

4: Promotion Targeting

5: Promotion Flexibility

Total for Sector:

Factor:

SALES PROMOTION COSTS

1: Advertising : Mail : Media

2: Sales Personnel : Expenses : Materials

3: Sale Promotion Materials : Print

4: Sales Point-of-Sale Systems & Materials

5: Publicity : P.R. : Exhibitions

Total for Sector:

Factor:

MARKET POSITION

1: Sufficient Current Market Segmentation

2: Potential Growth for Market Segmentation

3: Competitive Market Segmentation Position

4: Unsatisfied Market Segmentation

5: Competitor Dominated Market Segmentation

Total for Sector:

Factor:

MARKETING MIX

1: Product

2: Place

3: Promotion

4: Price : Premium Strategy

5: Price : Average Strategy

Total for Sector:

Factor:

MARKETING TACTICS

1: Sales Targeting

2: Overall Marketing Mix

3: Product Pricing

4: Marketing Budgets

5: Marketing Control

Total for Sector:

Factor:

NEW TECHNOLOGY RISK

1: Feasibility

2: Uniqueness

3: Future Development

4: Process Efficiency

5: Pay-back Certainty

Total for Sector:

Factor:

NEW TECHNOLOGY ADOPTION

1: Fixed Technology Spend (Score 4)

2: Technology Innovation Goals (Score 5)

3: Technology Evaluation Goals (Score 3)

4: Ad Hoc Technology Innovation (Score 0)

5: No Technology Goals (Score -5)

Total for Sector:

Factor:

TECHNOLOGY DECISIONS

1: New Technology Evolution

2: Obsolete Technology Replacement

3: Technology Diversification

4: Technology Utilization

5: Competitive Technology Adoption

Total for Sector:

Factor:

TECHNOLOGY INITIATIVES

1: Internal Development (Score 5)

2: Joint Ventures (Score 4)

3: Licensing (Score 3)

4: Purchase (Score 2)

5: Ad Hoc (Score 0)

Total for Sector:

Factor:

TECHNOLOGY SCREENING

1: Formal Technology Targets (Score 5)

2: Informal Technology Targets (Score 2)

3: Senior Management Responsibility (Score 4)

4: Middle Management Responsibility (Score 2)

5: Ad Hoc Screening (Score 0)

Total for Sector:

Factor:

TECHNOLOGY IMPACT

1: New Technology Operation Criteria

2: New Technology Performance

3: New Technology Durability

4: New Technology Reliability

5: New Technology Longevity

Total for Sector:

Factor:

NEW TECHNOLOGY FUNDING

1: Costs Funded from Reserves (Score 5)

2: Costs Funded from Profits (Score 4)

3: Costs Funded from Cash-Flow (score 3)

4: Costs Funded from Equity (Score 2)

5: Costs Funded from Loans (Score 1)

Total for Sector:

Factor:

TECHNOLOGY IMPLEMENTATION

1: Technology Security

2: Technology Duration

3: Technology Cost Elasticity

4: Technology Lead-Times

5: Technology Supply Factors

Total for Sector:

Factor:

FLEXIBILITY OF PROCESSES

1: Highly Modular & Flexible (Score 5)

2: Highly Flexible (Score 4)

3: Flexible (Score 3)

4: Inflexible (Score 0)

5: Highly Inflexible (Score -4)

Total for Sector:

Factor:

AUTOMATION RATING

1: Substantial Usage (Score 5)

2: High Usage (Score 3)

3: Average Usage (Score 1)

4: Low Usage (Score -1)

5: No Usage (Score -5)

Total for Sector:

Factor:

AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE

1: Introductory

2: Growth

3: Maturity

4: Decline

5: Obsolescence

Total for Sector:

Factor:

STRATEGY FOR PRODUCT INTRODUCTIONS

1: High Profile: Product Based

2: High Profile: Market Based

3: Selective: Product Based

4: Selective: Market Based

5: Pre-emptive

Total for Sector:

Factor:

PRODUCT GROWTH STAGE STRATEGIES

1: Product Quality Improvements

2: New Market Segmentation

3: New Distribution

4: Improved Marketing

5: Price Adjustments

Total for Sector:

Factor:

PRODUCT MATURITY STAGE STRATEGIES

1: Product Modifications: Quality

2: Product Modifications: Features

3: Market Segmentation

4: Marketing-Mix Modifications

5: Market Extension

Total for Sector:

Factor:

COMPETITIVE STRATEGIES

1: Product Innovation

2: Market Segmentation & Fortification

3: Confrontation

4: Domination

5: Competitive niche position

Total for Sector:

Factor:

PRODUCT DECLINE STRATEGIES

1: Elimination of Products

2: Harvesting of Products

3: Product Reformulation

4: Market Repositioning

5: Customer Base Change

Total for Sector:

Factor:

NEW PRODUCT RATING

1: Market Fragmentation

2: New Product Stagnation

3: New Product Life Cycle Limits

4: New Product Failures

5: New Product Costs

Total for Sector:

Factor:

NEW PRODUCT ORGANIZATION

1: Board Responsibility (Score 5)

2: Senior Management Responsibility (Score 4)

3: Middle Management Responsibility (Score 2)

4: Junior Management Responsibility (Score 0)

5: Ad Hoc Responsibility (Score -3)

Total for Sector:

Factor:

NEW PRODUCT GENERATION

1: Executive Responsibility (Score 5)

2: Senior Management Responsibility (Score 4)

3: Middle Management Responsibility (Score 2)

4: Junior Management Responsibility (Score 0)

5: Ad Hoc Responsibility (Score -3)

Total for Sector:

Factor:

NEW PRODUCT PROFITABILITY

1: High Immediate Profit (Score 5)

2: Sustained Profits (Score 5)

3: Average Long-Term Profits (Score 3)

4: Marginal Profitability (Score 2)

5: High Risk Profit Scenario (Score 2)

Total for Sector:

Factor:

PRODUCT DEVELOPMENT RATING

1: Prototype Efficiency

2: Process Development

3: Packaging & Distribution

4: Marketing-Mix

5: Customer Service

Total for Sector:

Factor:

PRODUCT COMMERCIALIZATION

1: New Plant & Equipment Costs

2: Process Costs

3: Distribution Costs

4: Sales Costs

5: Marketing Costs

Total for Sector:

Factor:

NEW PRODUCT DIFFUSION

1: Early Adopters

2: Heavy Users

3: Substantial Target Markets

4: Deep Customer Bases

5: Market or Geographic Extensions

Total for Sector:

SECTOR TOTALS: