PERFORMANCE GRID DEFINITIONS

 

PERFORMANCE GRID

Within an industry and within each company within that industry there are inter-related performance considerations which should be analyzed. Unfortunately these factors are almost always subjective and thus it is difficult to analyze or correlate them objectively. Analyzing individual factors, without displaying their inter-relatedness, produces a less than effective measure of performance; and thus this section is designed to display numerically (whereby the users can then use graphics) the factors considered.

The main purpose of these analyses are to attempt to provide a rational and objective basis with which to compare and evaluate the factors and parameters critical to the industry’s supply of the Product in the markets covered.   The basis of the analysis is the use of value judgments to assign the rating value. This is done through a relative scale.

Readers wishing to apply this analysis to their own corporate performance factors should amend both the Value scale and a chosen Weight to suit their own company. It should be remembered that once a company has decided upon a Value scale and a Weight scale this should be retained and not changed for other products. This is because it is important to be able to relate one product or market opportunity to another and thus scales must remain constant if a valid comparison is to be made. Subscribers wishing to undertake such analyses should formulate a blank set of analysis forms which may be used when evaluating current or new products or markets.

In addition to the scale of value judgments for each operation, competitor, et al, the results are compared to a standard general value for each performance factor. These general values are based on past experience of the corporate performance environment in relation to the individual factors and parameters analyzed.

The evaluation of any particular performance factor of corporate activity will allow readers to gain an insight into the problems and opportunities of the industry and the company or companies.

Each of the database tables contains 112 records and each of these cover the inter-related performance grids. For example, record H1 covers the following:

Main Factor:

PERSONNEL + STAFF PERFORMANCE

Sub Factor:

1: Planning Performance

Sub Factor:

2: Organizational Ability

Sub Factor:

3: Direction & Delegation

Sub Factor:

4: Control & Communication

Sub Factor:

5: Innovation

Database Ref:

H1

 240

 230

 

 220

 

 210

1

 

 

 190

 

 180

 4

5

C

 

 170

 

 

E

 160

5

 2

L

 

 150

3

 

L

 

 140

4

 

 

 130

 

V

 

 120

2

 

A

 

 110

1

 5

1

 

 

 

L

 100

 

U

 90

1

3

4

 

E

 80

2

 70

4

2

 60

5

 3

 50

3

 40

 30

 20

 10

Norm

 01

 02

 03

 04

 05

 06

07

08

09

Etc… 

RELATIVE CORPORATE PERFORMANCE

 

The general value for PERSONNEL + STAFF PERFORMANCE can be plotted thus:

1: Planning Performance  = 90

2: Organizational Ability = 80

3: Direction & Delegation = 50

4: Control & Communication = 70

5: Innovation = 60

These represent the industry norms and are found in fields Crit_A to Crit_E.

The data is for 15 sectors (products, markets, operations, geographic locations, competitors, et al), covered in each table is then plotted.

The specific value for PERSONNEL + STAFF PERFORMANCE for any single sector can be plotted thus:

1: Planning Performance  = 110

2: Organizational Ability = 120

3: Direction & Delegation = 90

4: Control & Communication = 140

5: Innovation = 160

These represent the individual (15) sectors and are found in fields A01-K01 through to A15-K15.

THE DATABASE

There are a series of spreadsheet and database tables for this section, and each table will consist of a number of records for each of the specific products, markets, operations, geographic locations and competitors areas:

TABLE

Datafile

PERFORMANCE FACTORS

GRA

PRODUCT - PERFORMANCE FACTORS

GRP

TRADE CELL - PERFORMANCE FACTORS

GRT

OPERATIONS - PERFORMANCE FACTORS

GRO

COMPETITORS - PERFORMANCE FACTORS

GRC

MAJOR CITY - PERFORMANCE FACTORS

GRB

PERFORMANCE FACTORS

– Individual Spreadsheets

H01–H99

 

Each of the above tables has the following records (headings indicate Field names):

PERFORMANCE FACTORS

CODE

CRITICALS

GRD_45

CHANNEL CHARACTERISTICS

GRD_46

CHANNEL ALTERNATIVES

GRD_01

PERSONNEL + STAFF PERFORMANCE

GRD_02

STAFF SELECTION + TRAINING EFFICIENCY

GRD_05

ORDER HANDLING

GRD_06

ORDER PROGRESS

GRD_31

PRODUCT-MIX QUALITY

GRD_32

PRODUCT-MIX AUDIT : PROFIT CONTRIBUTION

GRD_09

SECURITY + PRODUCT PROTECTION

GRD_10

QUALITY CONTROL PROCEDURES

GRD_07

ORDER DELIVERY

GRD_08

AFTER-SALES RATING

GRD_17

EXECUTIVE SUPERVISORY TEAM

GRD_18

SENIOR MARKETING MANAGEMENT

GRD_19

SENIOR PRODUCT + PROCESS MANAGEMENT

GRD_20

SENIOR FINANCIAL MANAGEMENT

GRD_39

MARKET DEVELOPMENT STRATEGY

GRD_40

OVERSEAS MARKETING-MIX

GRD_41

OVERSEAS ORGANIZATION

GRD_42

MARKET ORGANIZATION

GRD_15

LEGAL CONDITIONS + TERMS OF BUSINESS

GRD_16

SUPERVISORY / BOARDROOM MANAGEMENT

GRD_73

PRICING OBJECTIVES

GRD_74

MULTIPLE PARTY PRICING

GRD_33

PRODUCT-MIX AUDIT : PROFIT ESTIMATE

GRD_34

PRODUCT STRATEGY

GRD_35

BRAND STRATEGY

GRD_36

EXPORT PRODUCT TARGETING

GRD_03

CUSTOMER HANDLING

GRD_04

OPERATING PROCEDURES + SYSTEMS

GRD_75

PRICING MODELS

GRD_76

PRICE CHANGE DECIDERS

GRD_71

PHYSICAL DISTRIBUTION

GRD_72

DISTRIBUTION DECISIONS

GRD_29

ADMINISTRATIVE + SECRETARIAL STAFF

GRD_30

PRODUCT CONCEPT

GRD_37

EXPORT TARGETING

GRD_38

OVERSEAS DEVELOPMENT STRATEGY

GRD_11

ACCOUNTING PRACTICES & PROCEDURES

GRD_12

ORDER TAKING + PROCEDURES

GRD_13

ORDER DELIVERY + CONTRACT PERFORMANCE

GRD_14

AFTER-SALES SERVICES + PROCEDURES

GRD_23

MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS

GRD_24

MIDDLE FINANCIAL + ACCOUNTING MANAGERS

GRD_27

BUYING / PROCESS / DISTRIBUTION STAFF

GRD_28

CREDIT + ACCOUNTING STAFF

GRD_25

MIDDLE ADMINISTRATION + PERSONNEL MANAGERS

GRD_26

SALES + CUSTOMER SERVICE PERSONNEL

GRD_21

SENIOR ADMINISTRATIVE MANAGEMENT

GRD_22

MIDDLE SALES + MARKETING MANAGERS

GRD_47

CHANNEL EVALUATION

GRD_48

PRODUCT CHANNEL EVALUATION

GRD_43

PRODUCT CHANNELS

GRD_44

PRODUCT FUNCTION CHECKLIST

GRD_77

PRODUCT PRICING

GRD_78

SALESFORCE INTERACTION

GRD_79

SALESFORCE STRUCTURE

GRD_80

SALESFORCE EMPLOYMENT

GRD_81

SALESFORCE SUPERVISION

GRD_82

SALESFORCE EVALUATION

GRD_83

SALESFORCE COSTS

GRD_84

SALES CAMPAIGNS

GRD_85

PROMOTIONAL PERFORMANCE

GRD_86

SALES PROMOTION COSTS

GRD_87

MARKET POSITION

GRD_88

MARKETING MIX

GRD_89

MARKETING TACTICS

GRD_90

NEW TECHNOLOGY RISK

GRD_49

PRODUCT CHANNEL ADAPTABILITY

GRD_50

PRODUCT CHANNEL MANAGEMENT

GRD_51

ADVERTISING STRATEGY APPRAISAL

GRD_52

ADVERTISING COSTS

GRD_53

ADVERTISING MESSAGE

GRD_54

ADVERTISING MONITORING

GRD_55

ADVERTISING RATING

GRD_56

AUDIENCE + CHANNEL RATING

GRD_57

ADVERTISING MESSAGE RATING

GRD_58

ADVERTISING -v- SELLING

GRD_59

PUBLICITY + SALES PROMOTION

GRD_60

ADVERTISING RATING

GRD_61

PERSONNEL SELLING RATING

GRD_62

ORGANIZATION RATING

GRD_63

MARKETING COSTS

GRD_64

MARKET ATTRIBUTES

GRD_65

MARKET SEGMENTATION

GRD_66

MARKET BASES

GRD_67

MARKET SEGMENT AVAILABILITY

GRD_68

DISTRIBUTION EFFICIENCY

GRD_69

LEVEL + COST OF SERVICE

GRD_70

DISTRIBUTION COSTS

GRD_91

NEW TECHNOLOGY ADOPTION

GRD_92

TECHNOLOGY DECISIONS

GRD_93

TECHNOLOGY INITIATIVES

GRD_94

TECHNOLOGY SCREENING

GRD_95

TECHNOLOGY IMPACT

GRD_96

NEW TECHNOLOGY FUNDING

GRD_97

TECHNOLOGY IMPLEMENTATION

GRD_98

FLEXIBILITY OF PROCESSES

GRD_99

AUTOMATION RATING

GRD_9A

AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE

GRD_9B

STRATEGY FOR PRODUCT INTRODUCTIONS

GRD_9C

PRODUCT GROWTH STAGE STRATEGIES

GRD_9D

PRODUCT MATURITY STAGE STRATEGIES

GRD_9E

COMPETITIVE STRATEGIES

GRD_9F

PRODUCT DECLINE STRATEGIES

GRD_9G

NEW PRODUCT RATING

GRD_9H

NEW PRODUCT ORGANIZATION

GRD_9I

NEW PRODUCT GENERATION

GRD_9J

NEW PRODUCT PROFITABILITY

GRD_9K

PRODUCT DEVELOPMENT RATING

GRD_9L

PRODUCT COMMERCIALIZATION

GRD_9M

NEW PRODUCT DIFFUSION

These above table records are then applied to the specific products, markets, operations, geographic locations and competitors for under 15 sub-headings (headings indicate Field names):

Items being considered (x)

Products, markets, operations, geographic locations and competitors

Field Name for Item

Field Name for Item Weight

For example:

Head01

Headx01

Product 1

Head02

Headx02

Product  2 ...

Head03

Headx03

  

Head04

Headx04

  

Head05

Headx05

  

Head06

Headx06

  

Head07

Headx07

  

Head08

Headx08

  

Head09

Headx09

  

Head10

Headx10

  

Head11

Headx11

  

Head12

Headx12

  

Head13

Headx13

  

Head14

Headx14

  

Head15

Headx15

  

FIELD MANIPULATION

PERFORMANCE FACTORS

CODE

CRITICALS

Crit_A

Crit_B

Crit_C

Crit_D

Crit_E

Crit_F

Crit_G

Crit_H

Crit_I

Crit_J

Crit_K

GRD_01

PERSONNEL + STAFF PERFORMANCE

120

120

120

120

120

120

120

120

120

120

120

The above fields (Crit_A to Crit_K) represents the average VALUE for the entire Factor, Eg. for GRD_01 ("PERSONNEL + STAFF PERFORMANCE") across all Items, Eg. for headings A  to K.  Headings

Each Factor is then subdivided into a number of Sub-Factors, Eg. for GRD_01 ("PERSONNEL + STAFF PERFORMANCE") these are:

PERFORMANCE – Sub-Factors

A_DEF

B_DEF

C_DEF

D_DEF

E_DEF

Planning Performance

Organizational Ability

Direction & Delegation

Control & Communication

Innovation

The individual cells (Axx – Kxx) represent the VALUE for the Items sub-Factors, Eg. A to K.

Cells – where, A01-K01 = A - K, etc.

A01

B01

C01

D01

E01

F01

G01

H01

I01

J01

K01

   …  To …

A15

B15

C15

D15

E15

F15

G15

H15

I15

J15

K15

110

100

98

80

70

Where, the xx, (i.e. 01-15) represents the VALUE for each Heading (i.e. Head01 – Head15)

The Weight for each Heading is found in fields Headx01 to Headx15

Field Name for Item Weight

Headx01

Headx02

Headx03

Headx04

Headx05

Headx06

Headx07

Headx08

Headx09

Headx10

Headx11

Headx12

Headx13

Headx14

Headx15

 

Graphically, one can establish a base reference line for each Item (Eg. Headx) by multiplying the Crit_x field with the Headxx field, viz, Crit_A x Headx01.

Then one can plot the value of each Item in relation to the base reference line and the other Item in the set by multiplying the A01 field with the Headx01.

Sub-Factor representation for tables:

A_DEF

B_DEF

C_DEF

D_DEF

E_DEF

C

160

 

E

150

z

  

 

z = Base Reference

(Crit_A – Crit_K)

 

x = Head01

o = Head02

… Etc.

L

140

o

x

L

130

x

z

120

o

z

V

110

x

o

A

100

z

z

x

L

90

x

U

80

E

70

 60

o

o

 50

1:Plan..

2:Org..

3: ..

4: ..

…Etc

= Sub-Factors

RELATIVE PERFORMANCE

 

PERFORMANCE FACTORS

   

Main Factor:

PERSONNEL + STAFF PERFORMANCE

Sub Factor:

1: Planning Performance

Sub Factor:

2: Organizational Ability

Sub Factor:

3: Direction & Delegation

Sub Factor:

4: Control & Communication

Sub Factor:

5: Innovation

Database Ref:

H1

Main Factor:

STAFF SELECTION + TRAINING EFFICIENCY

Sub Factor:

1: Recruitment Methods

Sub Factor:

2: Selection Methods

Sub Factor:

3: Initial Training

Sub Factor:

4: Specialist Training Programmes

Sub Factor:

5: Continuous Training Programmes

Database Ref:

H2

Main Factor:

CUSTOMER HANDLING

Sub Factor:

1: Overall Performance

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Senior Staff Performance

Sub Factor:

4: Point-of-Sale Staff Performance

Sub Factor:

5: Complaints Handling

Database Ref:

H3

Main Factor:

OPERATING PROCEDURES + SYSTEMS

Sub Factor:

1: Overall Performance

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Professionalism of Operating Procedures

Sub Factor:

4: Investments in Systems

Sub Factor:

5: Corporate Responsibility & Development

Database Ref:

H4

Main Factor:

ORDER HANDLING

Sub Factor:

1: Overall Performance

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Ease of Customer Order & Interface

Sub Factor:

4: Input Systems & Performance

Sub Factor:

5: In-House Order Handling Performance

Database Ref:

H5

Main Factor:

ORDER PROGRESS

Sub Factor:

1: Overall Order Progress Monitoring

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Systemized Procedures for Order Chasing

Sub Factor:

4: Automated Systems

Sub Factor:

5: Level of Systems Investment

Database Ref:

H6

Main Factor:

ORDER DELIVERY

Sub Factor:

1: Overall Performance

Sub Factor:

2: Competitive Rating

Sub Factor:

3: On-Time Delivery Rating

Sub Factor:

4: Complete Order Delivery

Sub Factor:

5: Delivery System Investment

Database Ref:

H7

Main Factor:

AFTER-SALES RATING

Sub Factor:

1: Overall Performance

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Availability of After-Sales Services

Sub Factor:

4: Cost of After-Sales Services

Sub Factor:

5: Efficiency of After-Sales Services

Database Ref:

H8

Main Factor:

SECURITY + PRODUCT PROTECTION

Sub Factor:

1: Corporate Security Rating

Sub Factor:

2: Process Security Rating

Sub Factor:

3: Product Security Rating

Sub Factor:

4: Product Protection

Sub Factor:

5: Process Protection

Database Ref:

H9

Main Factor:

QUALITY CONTROL PROCEDURES

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Formalized Quality Control Systems

Sub Factor:

4: Quality Control Efficiency

Sub Factor:

5: Quality Control Development

Database Ref:

H10

Main Factor:

ACCOUNTING PRACTICES & PROCEDURES

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Accounting Efficiency

Sub Factor:

4: Cash-Flow Handling

Sub Factor:

5: Customer Satisfaction with Accounts Procedures

Database Ref:

H11

Main Factor:

ORDER TAKING + PROCEDURES

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Order Taking Efficiency

Sub Factor:

4: Order Taking Systems Investment

Sub Factor:

5: Customer Satisfaction with Order Taking

Database Ref:

H12

Main Factor:

ORDER DELIVERY + CONTRACT PERFORMANCE

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Order Delivery Efficiency

Sub Factor:

4: Contract Performance Rating

Sub Factor:

5: Customer Satisfaction with Contract Performance

Database Ref:

H13

Main Factor:

AFTER-SALES SERVICES + PROCEDURES

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: After-Sales Service Efficiency

Sub Factor:

4: After-Sales Systems Investment

Sub Factor:

5: Customer Satisfaction with After-Sales Procedures

Database Ref:

H14

Main Factor:

LEGAL CONDITIONS + TERMS OF BUSINESS

Sub Factor:

1: Overall Rating

Sub Factor:

2: Competitive Rating

Sub Factor:

3: Levels of Litigation

Sub Factor:

4: Fairness of Terms of Business

Sub Factor:

5: Customer Satisfaction with Terms of Business

Database Ref:

H15

Main Factor:

SUPERVISORY / BOARDROOM MANAGEMENT

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H16

Main Factor:

EXECUTIVE SUPERVISORY TEAM

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H17

Main Factor:

SENIOR MARKETING MANAGEMENT

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H18

Main Factor:

SENIOR PRODUCT + PROCESS MANAGEMENT

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H19

Main Factor:

SENIOR FINANCIAL MANAGEMENT

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H20

Main Factor:

SENIOR ADMINISTRATIVE MANAGEMENT

Sub Factor:

1: Direction & Delegation Rating

Sub Factor:

2: Management Levels & Degree of Responsibility

Sub Factor:

3: Management Planning & Procedures

Sub Factor:

4: Manager Control & Monitoring

Sub Factor:

5: Manager Performance & Efficiency

Database Ref:

H21

Main Factor:

MIDDLE SALES + MARKETING MANAGERS

Sub Factor:

1: Direction & Delegation Effectiveness

Sub Factor:

2: Supervisory Levels & Degree of Responsibility

Sub Factor:

3: Activity Planning & Procedures

Sub Factor:

4: Sub-ordinate Control & Monitoring

Sub Factor:

5: Sub-ordinate Performance & Efficiency

Database Ref:

H22

Main Factor:

MIDDLE SOURCING / PROCESS / DISTRIBUTION MANAGERS

Sub Factor:

1: Direction & Delegation Effectiveness

Sub Factor:

2: Supervisory Levels & Degree of Responsibility

Sub Factor:

3: Activity Planning & Procedures

Sub Factor:

4: Sub-ordinate Control & Monitoring

Sub Factor:

5: Sub-ordinate Performance & Efficiency

Database Ref:

H23

Main Factor:

MIDDLE FINANCIAL + ACCOUNTING MANAGERS

Sub Factor:

1: Direction & Delegation Effectiveness

Sub Factor:

2: Supervisory Levels & Degree of Responsibility

Sub Factor:

3: Activity Planning & Procedures

Sub Factor:

4: Sub-ordinate Control & Monitoring

Sub Factor:

5: Sub-ordinate Performance & Efficiency

Database Ref:

H24

Main Factor:

MIDDLE ADMINISTRATION + PERSONNEL MANAGERS

Sub Factor:

1: Direction & Delegation Effectiveness

Sub Factor:

2: Supervisory Levels & Degree of Responsibility

Sub Factor:

3: Activity Planning & Procedures

Sub Factor:

4: Sub-ordinate Control & Monitoring

Sub Factor:

5: Sub-ordinate Performance & Efficiency

Database Ref:

H25

Main Factor:

SALES + CUSTOMER SERVICE PERSONNEL

Sub Factor:

1: Direction & Supervision Effectiveness

Sub Factor:

2: Supervisory Effectiveness

Sub Factor:

3: Activity Planning

Sub Factor:

4: Activity Control & Monitoring

Sub Factor:

5: Activity Performance & Efficiency

Database Ref:

H26

Main Factor:

BUYING / PROCESS / DISTRIBUTION STAFF

Sub Factor:

1: Direction & Supervision Effectiveness

Sub Factor:

2: Supervisory Effectiveness

Sub Factor:

3: Activity Planning

Sub Factor:

4: Activity Control & Monitoring

Sub Factor:

5: Activity Performance & Efficiency

Database Ref:

H27

Main Factor:

CREDIT + ACCOUNTING STAFF

Sub Factor:

1: Direction & Supervision Effectiveness

Sub Factor:

2: Supervisory Effectiveness

Sub Factor:

3: Activity Planning

Sub Factor:

4: Activity Control & Monitoring

Sub Factor:

5: Activity Performance & Efficiency

Database Ref:

H28

Main Factor:

ADMINISTRATIVE + SECRETARIAL STAFF

Sub Factor:

1: Direction & Supervision Effectiveness

Sub Factor:

2: Supervisory Effectiveness

Sub Factor:

3: Activity Planning

Sub Factor:

4: Activity Control & Monitoring

Sub Factor:

5: Activity Performance & Efficiency

Database Ref:

H29

Main Factor:

PRODUCT CONCEPT

Sub Factor:

Quality

Sub Factor:

Features

Sub Factor:

Styling

Sub Factor:

Branding

Sub Factor:

Packaging

Database Ref:

H30

Main Factor:

PRODUCT-MIX QUALITY

Sub Factor:

1: Items in Product Line 1

Sub Factor:

2: Items in Product Line 2

Sub Factor:

3: Items in Product Line 3

Sub Factor:

4: Items in Product Line 4

Sub Factor:

5: Total of all Items in all Product Lines

Database Ref:

H31

Main Factor:

PRODUCT-MIX AUDIT

Sub Factor:

1: %  Profit Contribution in this year

Sub Factor:

2: Forecast % Profit Contribution : Year + 1

Sub Factor:

3: Forecast % Profit Contribution : Year + 2

Sub Factor:

4: Forecast % Profit Contribution : Year + 3

Sub Factor:

5: Forecast % Profit Contribution : Year + 4

Database Ref:

H32

Main Factor:

PRODUCT-MIX AUDIT

Sub Factor:

1: %  Profit Estimate in this year

Sub Factor:

2: Forecast % Profit Estimate : Year + 1

Sub Factor:

3: Forecast % Profit Estimate : Year + 2

Sub Factor:

4: Forecast % Profit Estimate : Year + 3

Sub Factor:

5: Forecast % Profit Estimate : Year + 4

Database Ref:

H33

Main Factor:

PRODUCT STRATEGY

Sub Factor:

1: High Growth Products

Sub Factor:

2: Steady Reinvestment Products

Sub Factor:

3: Support Products

Sub Factor:

4: Selective Pruning Products

Sub Factor:

5: Venture Products

Database Ref:

H34

Main Factor:

BRAND STRATEGY

Sub Factor:

1: Individual Brand names

Sub Factor:

2: Blanket Family Brand names

Sub Factor:

3: Separate Family Brand names

Sub Factor:

4: Company Trade name

Sub Factor:

5: No Brand names

Database Ref:

H35

Main Factor:

EXPORT PRODUCT TARGETING

Sub Factor:

Subsistence Countries

Sub Factor:

Raw-Material Exporting Countries

Sub Factor:

Industrializing Countries

Sub Factor:

Industrial Countries

Sub Factor:

High Technology Countries

Database Ref:

H36

Main Factor:

EXPORT TARGETING

Sub Factor:

Subsistence Economy

Sub Factor:

Raw-Material Exporting Economy

Sub Factor:

Industrializing Economy

Sub Factor:

Industrial Economy

Sub Factor:

High Technology Economy

Database Ref:

H37

Main Factor:

OVERSEAS DEVELOPMENT STRATEGY

Sub Factor:

1: Export : Indirect

Sub Factor:

2: Export : Direct

Sub Factor:

3: Joint Ventures : Investment Based

Sub Factor:

4: Joint Ventures : Local Investment Based

Sub Factor:

5: Direct Investment

Database Ref:

H38

Main Factor:

MARKET DEVELOPMENT STRATEGY

Sub Factor:

1: Import : Indirect

Sub Factor:

2: Import : Direct

Sub Factor:

3: Joint Ventures : Investment Based

Sub Factor:

4: Joint Ventures : Local Investment Based

Sub Factor:

5: Direct Investment

Database Ref:

H39

Main Factor:

OVERSEAS MARKETING-MIX

Sub Factor:

Straight Extensions

Sub Factor:

Communication Adaptation

Sub Factor:

Product Adaptation

Sub Factor:

Dual Adaptation

Sub Factor:

Product Innovation

Database Ref:

H40

Main Factor:

OVERSEAS ORGANIZATION

Sub Factor:

Export Department : Head Office Based

Sub Factor:

Export Department : Regionally Based

Sub Factor:

International Division : Regionally Based

Sub Factor:

International Division : Locally Based

Sub Factor:

Multinational Organization

Database Ref:

H41

Main Factor:

MARKET ORGANIZATION

Sub Factor:

Export Department : Head Office Based

Sub Factor:

Export Department : Regionally Based

Sub Factor:

International Division : Regionally Based

Sub Factor:

International Division : Locally Based

Sub Factor:

Multinational Organization

Database Ref:

H42

Main Factor:

PRODUCT CHANNELS

Sub Factor:

1: Direct to End User

Sub Factor:

2: Via Sales-Force

Sub Factor:

3: Via Sales Outlet

Sub Factor:

4: Via Wholesaler

Sub Factor:

5: Via Jobber

Database Ref:

H43

Main Factor:

PRODUCT FUNCTION CHECKLIST

Sub Factor:

1: Contact

Sub Factor:

2: Merchandising

Sub Factor:

3: Pricing

Sub Factor:

4: Propaganda

Sub Factor:

5: Physical Handling

Database Ref:

H44

Main Factor:

CHANNEL CHARACTERISTICS

Sub Factor:

1: Customer Strengths

Sub Factor:

2: Product Strengths

Sub Factor:

3: Competitive Strengths

Sub Factor:

4: In-House Strengths

Sub Factor:

5: Environmental Strengths

Database Ref:

H45

Main Factor:

CHANNEL ALTERNATIVES

Sub Factor:

1: Strengths: Type of Intermediaries

Sub Factor:

2: Strengths: Numbers of Intermediaries

Sub Factor:

3: Strengths: Marketing Effectiveness of Channels

Sub Factor:

4: Strengths: Trading Terms of Channel Members

Sub Factor:

5: Strengths: Responsibilities of Channel Members

Database Ref:

H46

Main Factor:

CHANNEL EVALUATION

Sub Factor:

1: Direct to End User

Sub Factor:

2: Via Sales-Force

Sub Factor:

3: Via Sales Outlet

Sub Factor:

4: Via Wholesaler

Sub Factor:

5: Via Jobber

Database Ref:

H47

Main Factor:

PRODUCT CHANNEL EVALUATION

Sub Factor:

1: Vertical Relations

Sub Factor:

2: Horizontal Relations

Sub Factor:

3: Interchannel Conflict

Sub Factor:

4: Legal Conflict

Sub Factor:

5: Motivation

Database Ref:

H48

Main Factor:

PRODUCT CHANNEL ADAPTABILITY

Sub Factor:

1: Probability of Channel Change

Sub Factor:

2: Easy of Exit from existing channels

Sub Factor:

3: Penalties in Exit from existing channels

Sub Factor:

4: Flexibility of Existing Channels

Sub Factor:

5: Potential for developing Existing Channels

Database Ref:

H49

Main Factor:

PRODUCT CHANNEL MANAGEMENT

Sub Factor:

1: Formalized Channel Selection Screening

Sub Factor:

2: Formalized Channel Motivation Programmed

Sub Factor:

3: Formalized Channel Evaluation & Rating

Sub Factor:

4: Formalized Channel Monitoring procedure

Sub Factor:

5: Formalized Trouble-shooting procedure

Database Ref:

H50

Main Factor:

ADVERTISING STRATEGY APPRAISAL

Sub Factor:

1: Advertising Budget Setting Procedures

Sub Factor:

2: Advertising Goal + Target Formulation

Sub Factor:

3: Advertising Competitiveness

Sub Factor:

4: Advertising Objectives & Tasks

Sub Factor:

5: Dynamic Advertising Planning

Database Ref:

H51

Main Factor:

ADVERTISING COSTS

Sub Factor:

1: Mail & Direct Mail Advertising

Sub Factor:

2: Media Advertising

Sub Factor:

3: Advertising Materials

Sub Factor:

4: Merchandising / POS

Sub Factor:

5: Publicity : P.R. : Exhibitions

Database Ref:

H52

Main Factor:

ADVERTISING MESSAGE

Sub Factor:

1: Message Generation Efficiency

Sub Factor:

2: Message Evaluation

Sub Factor:

3: Message Execution: Structure

Sub Factor:

4: Message Execution: Development

Sub Factor:

5: Message Creativity

Database Ref:

H53

Main Factor:

ADVERTISING MONITORING

Sub Factor:

1: Ad. Agency: Monitoring

Sub Factor:

2: Ad. Agency: Research Techniques

Sub Factor:

3: In-House: Ad Agency Monitoring

Sub Factor:

4: In-House: Advertising Monitoring

Sub Factor:

5: In-House: Advertising Research Techniques

Database Ref:

H54

Main Factor:

ADVERTISING RATING

Sub Factor:

1: Attention Strengths

Sub Factor:

2: Read-Through Strengths

Sub Factor:

3: Cognitive Strengths

Sub Factor:

4: Affective Strengths

Sub Factor:

5: Behavioral Strengths

Database Ref:

H55

Main Factor:

AUDIENCE + CHANNEL RATING

Sub Factor:

1: Audience Response Rating

Sub Factor:

2: Audience Characteristic Recognition Rating

Sub Factor:

3: Audience Image Recognition Rating

Sub Factor:

4: Channel Personal Influence Rating

Sub Factor:

5: Channel Non-Personal Influence Rating

Database Ref:

H56

Main Factor:

ADVERTISING MESSAGE RATING

Sub Factor:

1: Message Function Rating

Sub Factor:

2: Message Structure Rating

Sub Factor:

3: Source Expertness

Sub Factor:

4: Source Trustworthiness

Sub Factor:

5: Source Likability

Database Ref:

H57

Main Factor:

ADVERTISING -v- SELLING

Sub Factor:

1: Advertising : Public Presentation

Sub Factor:

2: Advertising : Pervasiveness

Sub Factor:

3: Advertising : Expressiveness

Sub Factor:

4: Selling : Sales Technique

Sub Factor:

5: Selling : Prospect Cultivation

Database Ref:

H58

Main Factor:

PUBLICITY + SALES PROMOTION

Sub Factor:

1: Publicity Effect : Accepted Veracity

Sub Factor:

2: Publicity Effect : Off Guard perceptions

Sub Factor:

3: Publicity Effect : Dramatization

Sub Factor:

4: Sales Promotion : Insistent

Sub Factor:

5: Sales Promotion : Product Demeaning

Database Ref:

H59

Main Factor:

ADVERTISING RATING

Sub Factor:

1: Awareness Building

Sub Factor:

2: Comprehension Building

Sub Factor:

3: Efficient Reminding

Sub Factor:

4: Lead Generation

Sub Factor:

5: Legitimation & Reassurance

Database Ref:

H60

Main Factor:

PERSONNEL SELLING RATING

Sub Factor:

1: Selling for Distribution Channel Stock Position Increase

Sub Factor:

2: Selling for Company Stock Position Decrease

Sub Factor:

3: Selling for Discounted Stocks

Sub Factor:

4: Selling for Enthusiasm Building

Sub Factor:

5: Missionary Selling

Database Ref:

H61

Main Factor:

ORGANIZATION RATING

Sub Factor:

1: Formal Corporate Position in Company

Sub Factor:

2: Formal Corporate Responsibility for Promotion

Sub Factor:

3: Established Working Plan for Promotion

Sub Factor:

4: Monitoring of Marketing Mix -v- Promotional Spend

Sub Factor:

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

Database Ref:

H62

Main Factor:

MARKETING COSTS

Sub Factor:

Advertising Costs

Sub Factor:

Sales Costs

Sub Factor:

Distribution Costs

Sub Factor:

After Sales Costs

Sub Factor:

Total Marketing Costs

Database Ref:

H63

Main Factor:

MARKET ATTRIBUTES

Sub Factor:

1: Concentrated Markets

Sub Factor:

2: Un-concentrated Markets

Sub Factor:

3: Market Preference : Homogeneous

Sub Factor:

4: Market Preference : Diffused

Sub Factor:

5: Market Preference : Clustered

Database Ref:

H64

Main Factor:

MARKET SEGMENTATION

Sub Factor:

1: Market Potential Measurability

Sub Factor:

2: Market Accessibility : Existing Products

Sub Factor:

3: Market Accessibility : New Products

Sub Factor:

4: Market Substantiality : Existing Products

Sub Factor:

5: Market Substantiality : New Products

Database Ref:

H65

Main Factor:

MARKET BASES

Sub Factor:

1: Geographic Segmentation

Sub Factor:

2: Demographic Segmentation

Sub Factor:

3: Psychographic Segmentation : Customer Factors

Sub Factor:

4: Psychographic Segmentation : Product Usage Factors

Sub Factor:

5: Psychographic Segmentation : Market Factors

Database Ref:

H66

Main Factor:

MARKET SEGMENT AVAILABILITY

Sub Factor:

1: Customer-Prospect Mix Segment

Sub Factor:

2: Product-Service Mix Segment

Sub Factor:

3: Sub-market Segment: Present Sales Potential

Sub Factor:

4: Sub-market Segment: Future Sales Potential

Sub Factor:

5: Promotional-Distribution Mix Segment

Database Ref:

H67

Main Factor:

DISTRIBUTION EFFICIENCY

Sub Factor:

1: Distribution Planning & Accounting

Sub Factor:

2: Process Management & Handling

Sub Factor:

3: Physical Distribution Efficiency

Sub Factor:

4: Point of Sale & Customer Service Efficiency

Sub Factor:

5: Order Handling & Processing

Database Ref:

H68

Main Factor:

LEVEL + COST OF SERVICE

Sub Factor:

1: Level of Service: Responsiveness

Sub Factor:

2: Level of Service: Problem Solving

Sub Factor:

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

Sub Factor:

4: Cost of Service: Functional Costs

Sub Factor:

5: Cost of Service: Physical Handling Costs

Database Ref:

H69

Main Factor:

DISTRIBUTION COSTS

Sub Factor:

1: Distribution & Storage Fixed Costs

Sub Factor:

2: Distribution & Storage Variable Costs

Sub Factor:

3: Physical Handling & Process Fixed Costs

Sub Factor:

4: Physical Handling & Process Variable Costs

Sub Factor:

5: Total Distribution Costs

Database Ref:

H70

Main Factor:

PHYSICAL DISTRIBUTION

Sub Factor:

1: Single Location / Single Markets

Sub Factor:

2: Single Location / Multiple Markets: Direct Handling

Sub Factor:

3: Single Location / Multiple Markets: Bulk Handling

Sub Factor:

4: Single Location / Multiple Markets: Split Processing

Sub Factor:

5: Multiple Location / Multiple Markets

Database Ref:

H71

Main Factor:

DISTRIBUTION DECISIONS

Sub Factor:

1: Product Availability Timing Efficiency

Sub Factor:

2: Product Availability Quantity Efficiency

Sub Factor:

3: Locations Efficiency

Sub Factor:

4: Organizational Efficiency

Sub Factor:

5: Organizational & Decision Flexibility

Database Ref:

H72

Main Factor:

PRICING OBJECTIVES

Sub Factor:

1: Market Penetration Objectives

Sub Factor:

2: Market-Skimming Objectives

Sub Factor:

3: Early Cash Recovery Objectives

Sub Factor:

4: Satisfying Objectives

Sub Factor:

5: Product-Line Promotion Objectives

Database Ref:

H73

Main Factor:

MULTIPLE PARTY PRICING

Sub Factor:

1: Intermediate Customer Considerations

Sub Factor:

2: Rivals Considerations

Sub Factor:

3: Suppliers Consideration

Sub Factor:

4: Government Considerations

Sub Factor:

5: In-House Considerations

Database Ref:

H74

Main Factor:

PRICING MODELS

Sub Factor:

1: Cost Oriented : Mark-up Pricing

Sub Factor:

2: Cost Oriented : Target Pricing

Sub Factor:

3: Demand Oriented : Price Discrimination

Sub Factor:

4: Competition Oriented : Going-Rate Pricing

Sub Factor:

5: Competition Oriented : Sealed or Bid Pricing

Database Ref:

H75

Main Factor:

PRICE CHANGE DECIDERS

Sub Factor:

1: Buyers Reaction : Elasticity of Demand

Sub Factor:

2: Buyers Reaction : Perceptual Factors

Sub Factor:

3: Competitors Reaction : Price Reduction

Sub Factor:

4: Competitors Reaction : No Reaction

Sub Factor:

5: Competitors Reaction : Product Re-positioning

Database Ref:

H76

Main Factor:

PRODUCT PRICING

Sub Factor:

1: Interrelated Demand Based

Sub Factor:

2: Interrelated Cost Based

Sub Factor:

3: Competition Based

Sub Factor:

4: Product-Line Pricing Based

Sub Factor:

5: Model or Price Theory Based

Database Ref:

H77

Main Factor:

SALESFORCE INTERACTION

Sub Factor:

1: Customer Prospecting

Sub Factor:

2: Customer Communications

Sub Factor:

3: Selling

Sub Factor:

4: Customer Servicing

Sub Factor:

5: Information Gathering & Usage

Database Ref:

H78

Main Factor:

SALESFORCE STRUCTURE

Sub Factor:

1: Territory Value Structured

Sub Factor:

2: Workload Structured

Sub Factor:

3: Territory Structured

Sub Factor:

4: Product Structured

Sub Factor:

5: Customer Structured

Database Ref:

H79

Main Factor:

SALESFORCE EMPLOYMENT

Sub Factor:

1: Recruitment Procedures

Sub Factor:

2: Applicant Vetting & Selection Procedures

Sub Factor:

3: Salesforce Training

Sub Factor:

4: Salesforce Compensation

Sub Factor:

5: Compensation & Incentivisation Development

Database Ref:

H80

Main Factor:

SALESFORCE SUPERVISION

Sub Factor:

1: Direction: Customer Call Norms

Sub Factor:

2: Direction: Prospect Development

Sub Factor:

3: Motivation: Organization

Sub Factor:

4: Motivation: Sales Quotas

Sub Factor:

5: Motivation: Incentives

Database Ref:

H81

Main Factor:

SALESFORCE EVALUATION

Sub Factor:

1: Sales Information Monitoring

Sub Factor:

2: Sales Performance Reporting

Sub Factor:

3: Sales Evaluation: Personal Comparisons

Sub Factor:

4: Sales Evaluation: Sales Period Comparisons

Sub Factor:

5: Sales Evaluation: Qualitative Comparisons

Database Ref:

H82

Main Factor:

SALESFORCE COSTS

Sub Factor:

1: Sales Personnel Costs : Fixed

Sub Factor:

2: Sales Personnel Costs : Variable

Sub Factor:

3: Sales Personnel Expenses

Sub Factor:

4: Sales Overhead Expenses

Sub Factor:

5: Sales Material Costs

Database Ref:

H83

Main Factor:

SALES CAMPAIGNS

Sub Factor:

1: Marketing Integration

Sub Factor:

2: Budgeting Efficiency

Sub Factor:

3: Campaign Performance

Sub Factor:

4: Campaign Monitoring & Evaluation Procedures

Sub Factor:

5: Campaign Flexibility

Database Ref:

H84

Main Factor:

PROMOTIONAL PERFORMANCE

Sub Factor:

1: Promotional Research & Methodology

Sub Factor:

2: Promotion Evaluation & Monitoring

Sub Factor:

3: Promotion Performance & Efficiency

Sub Factor:

4: Promotion Targeting

Sub Factor:

5: Promotion Flexibility

Database Ref:

H85

Main Factor:

SALES PROMOTION COSTS

Sub Factor:

1: Advertising : Mail : Media

Sub Factor:

2: Sales Personnel : Expenses : Materials

Sub Factor:

3: Sale Promotion Materials : Print

Sub Factor:

4: Sales Point-of-Sale Systems & Materials

Sub Factor:

5: Publicity : P.R. : Exhibitions

Database Ref:

H86

Main Factor:

MARKET POSITION

Sub Factor:

1: Sufficient Current Market Segmentation

Sub Factor:

2: Potential Growth for Market Segmentation

Sub Factor:

3: Competitive Market Segmentation Position

Sub Factor:

4: Unsatisfied Market Segmentation

Sub Factor:

5: Competitor Dominated Market Segmentation

Database Ref:

H87

Main Factor:

MARKETING MIX

Sub Factor:

1: Product

Sub Factor:

2: Place

Sub Factor:

3: Promotion

Sub Factor:

4: Price : Premium Strategy

Sub Factor:

5: Price : Average Strategy

Database Ref:

H88

Main Factor:

MARKETING TACTICS

Sub Factor:

1: Sales Targeting

Sub Factor:

2: Overall Marketing Mix

Sub Factor:

3: Product Pricing

Sub Factor:

4: Marketing Budgets

Sub Factor:

5: Marketing Control

Database Ref:

H89

Main Factor:

NEW TECHNOLOGY RISK

Sub Factor:

1: Feasibility

Sub Factor:

2: Uniqueness

Sub Factor:

3: Future Development

Sub Factor:

4: Process Efficiency

Sub Factor:

5: Pay-back Certainty

Database Ref:

H90

Main Factor:

NEW TECHNOLOGY ADOPTION

Sub Factor:

1: Fixed Technology Spend (Score 4)

Sub Factor:

2: Technology Innovation Goals (Score 5)

Sub Factor:

3: Technology Evaluation Goals (Score 3)

Sub Factor:

4: Ad Hoc Technology Innovation (Score 0)

Sub Factor:

5: No Technology Goals (Score -5)

Database Ref:

H91

Main Factor:

TECHNOLOGY DECISIONS

Sub Factor:

1: New Technology Evolution

Sub Factor:

2: Obsolete Technology Replacement

Sub Factor:

3: Technology Diversification

Sub Factor:

4: Technology Utilization

Sub Factor:

5: Competitive Technology Adoption

Database Ref:

H92

Main Factor:

TECHNOLOGY INITIATIVES

Sub Factor:

1: Internal Development (Score 5)

Sub Factor:

2: Joint Ventures (Score 4)

Sub Factor:

3: Licensing (Score 3)

Sub Factor:

4: Purchase (Score 2)

Sub Factor:

5: Ad Hoc (Score 0)

Database Ref:

H93

Main Factor:

TECHNOLOGY SCREENING

Sub Factor:

1: Formal Technology Targets (Score 5)

Sub Factor:

2: Informal Technology Targets (Score 2)

Sub Factor:

3: Senior Management Responsibility (Score 4)

Sub Factor:

4: Middle Management Responsibility (Score 2)

Sub Factor:

5: Ad Hoc Screening (Score 0)

Database Ref:

H94

Main Factor:

TECHNOLOGY IMPACT

Sub Factor:

1: New Technology Operation Criteria

Sub Factor:

2: New Technology Performance

Sub Factor:

3: New Technology Durability

Sub Factor:

4: New Technology Reliability

Sub Factor:

5: New Technology Longevity

Database Ref:

H95

Main Factor:

NEW TECHNOLOGY FUNDING

Sub Factor:

1: Costs Funded from Reserves (Score 5)

Sub Factor:

2: Costs Funded from Profits (Score 4)

Sub Factor:

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

Sub Factor:

4: Costs Funded from Equity (Score 2)

Sub Factor:

5: Costs Funded from Loans (Score 1)

Database Ref:

H96

Main Factor:

TECHNOLOGY IMPLEMENTATION

Sub Factor:

1: Technology Security

Sub Factor:

2: Technology Duration

Sub Factor:

3: Technology Cost Elasticity

Sub Factor:

4: Technology Lead-Times

Sub Factor:

5: Technology Supply Factors

Database Ref:

H97

Main Factor:

FLEXIBILITY OF PROCESSES

Sub Factor:

1: Highly Modular & Flexible (Score 5)

Sub Factor:

2: Highly Flexible (Score 4)

Sub Factor:

3: Flexible (Score 3)

Sub Factor:

4: Inflexible (Score 0)

Sub Factor:

5: Highly Inflexible (Score -4)

Database Ref:

H98

Main Factor:

AUTOMATION RATING

Sub Factor:

1: Substantial Usage (Score 5)

Sub Factor:

2: High Usage (Score 3)

Sub Factor:

3: Average Usage (Score 1)

Sub Factor:

4: Low Usage (Score -1)

Sub Factor:

5: No Usage (Score -5)

Database Ref:

H99

Main Factor:

AVERAGE PRODUCT-LINE STAGE IN LIFE CYCLE

Sub Factor:

1: Introductory

Sub Factor:

2: Growth

Sub Factor:

3: Maturity

Sub Factor:

4: Decline

Sub Factor:

5: Obsolescence

Database Ref:

H9A

Main Factor:

STRATEGY FOR PRODUCT INTRODUCTIONS

Sub Factor:

1: High Profile: Product Based

Sub Factor:

2: High Profile: Market Based

Sub Factor:

3: Selective: Product Based

Sub Factor:

4: Selective: Market Based

Sub Factor:

5: Pre-emptive

Database Ref:

H9B

Main Factor:

PRODUCT GROWTH STAGE STRATEGIES

Sub Factor:

1: Product Quality Improvements

Sub Factor:

2: New Market Segmentation

Sub Factor:

3: New Distribution

Sub Factor:

4: Improved Marketing

Sub Factor:

5: Price Adjustments

Database Ref:

H9C

Main Factor:

PRODUCT MATURITY STAGE STRATEGIES

Sub Factor:

1: Product Modifications: Quality

Sub Factor:

2: Product Modifications: Features

Sub Factor:

3: Market Segmentation

Sub Factor:

4: Marketing-Mix Modifications

Sub Factor:

5: Market Extension

Database Ref:

H9D

Main Factor:

COMPETITIVE STRATEGIES

Sub Factor:

1: Product Innovation

Sub Factor:

2: Market Segmentation & Fortification

Sub Factor:

3: Confrontation

Sub Factor:

4: Domination

Sub Factor:

5: Competitive niche position

Database Ref:

H9E

Main Factor:

PRODUCT DECLINE STRATEGIES

Sub Factor:

1: Elimination of Products

Sub Factor:

2: Harvesting of Products

Sub Factor:

3: Product Reformulation

Sub Factor:

4: Market Repositioning

Sub Factor:

5: Customer Base Change

Database Ref:

H9F

Main Factor:

NEW PRODUCT RATING

Sub Factor:

1: Market Fragmentation

Sub Factor:

2: New Product Stagnation

Sub Factor:

3: New Product Life Cycle Limits

Sub Factor:

4: New Product Failures

Sub Factor:

5: New Product Costs

Database Ref:

H9G

Main Factor:

NEW PRODUCT ORGANIZATION

Sub Factor:

1: Board Responsibility (Score 5)

Sub Factor:

2: Senior Management Responsibility (Score 4)

Sub Factor:

3: Middle Management Responsibility (Score 2)

Sub Factor:

4: Junior Management Responsibility (Score 0)

Sub Factor:

5: Ad Hoc Responsibility (Score -3)

Database Ref:

H9H

Main Factor:

NEW PRODUCT GENERATION

Sub Factor:

1: Executive Responsibility (Score 5)

Sub Factor:

2: Senior Management Responsibility (Score 4)

Sub Factor:

3: Middle Management Responsibility (Score 2)

Sub Factor:

4: Junior Management Responsibility (Score 0)

Sub Factor:

5: Ad Hoc Responsibility (Score -3)

Database Ref:

H9I

Main Factor:

NEW PRODUCT PROFITABILITY

Sub Factor:

1: High Immediate Profit (Score 5)

Sub Factor:

2: Sustained Profits (Score 5)

Sub Factor:

3: Average Long-Term Profits (Score 3)

Sub Factor:

4: Marginal Profitability (Score 2)

Sub Factor:

5: High Risk Profit Scenario (Score 2)

Database Ref:

H9J

Main Factor:

PRODUCT DEVELOPMENT RATING

Sub Factor:

1: Prototype Efficiency

Sub Factor:

2: Process Development

Sub Factor:

3: Packaging & Distribution

Sub Factor:

4: Marketing-Mix

Sub Factor:

5: Customer Service

Database Ref:

H9K

Main Factor:

PRODUCT COMMERCIALIZATION

Sub Factor:

1: New Plant & Equipment Costs

Sub Factor:

2: Process Costs

Sub Factor:

3: Distribution Costs

Sub Factor:

4: Sales Costs

Sub Factor:

5: Marketing Costs

Database Ref:

H9L

Main Factor:

NEW PRODUCT DIFFUSION

Sub Factor:

1: Early Adopters

Sub Factor:

2: Heavy Users

Sub Factor:

3: Substantial Target Markets

Sub Factor:

4: Deep Customer Bases

Sub Factor:

5: Market or Geographic Extensions

Database Ref:

H9M