INDEX OF ANALYSES

Analysis 1: Business Definition

Analysis 2: Requirements for Customer Information

Analysis 3: Segmentation By Cost Driver

Analysis 4: Segmentation by Cost Driver Brainstorming Exercise

Analysis 5: Customer Size Breakdown

Analysis 6: Company Share Index by Customer Size

Analysis 7: Industry Growth by Customer Size

Analysis 8: Average Price Paid by Size of Customer

Analysis 9: Purpose of Roles Other Than Primary

Analysis 10: Size and Role Segmentation Matrix

Analysis 11: Company Compared to Market in Volume by Role

Analysis 12: Company Volume Index on the Size/Role Matrix

Analysis 13: Company Role Reasons

Analysis 14: Customer Size Segments' Allocation of Volume By Role

Analysis 15: Average Unit Volume By Position

Analysis 16: Positive Volatility Across the Industry

Analysis 17: Share Shift Across the Customer Size and Role Segmentation Matrix

Analysis 18: Positive Volatility by Position

Analysis 19: Positive Volatility Index by Position

Analysis 20: Win and Fail Definitions

Analysis 21: The Cause of Volatility

Analysis 22: Likelihood of Share Gain from Lower Position When Higher Position Fails

Analysis 23: Competitor Share Change

Analysis 24: Competitive Vulnerability

Analysis 25: The Expected Gain Index

Analysis 26: Sources of Company Share Change

Analysis 27: Additional Approach Information to Separate Effects of Customer Growth and Company Volatility

Analysis 28: Company Volatility Compared to Industry Volatility

Analysis 29: Index Comparison of Company and Industry Volatility on the Customer Size/Role Matrix

Analysis 30: Returns By Size/Role Segment

Analysis 31: Using the Analyses to Support a Marketing and Customer Calling Program for Target Customers

Analysis 32: Elimination Reasons for Volatile Customers

Analysis 33: Reasons for Company Elimination

Analysis 34: Reasons for Company Negative Volatility

Analysis 35: Using "Win" and "Fail" Data to Help Develop a Performance Innovation

Analysis 36: Comparison of Company to Industry on Reasons for Positive Volatility

Analysis 37: Share Sources and Beneficiaries

Analysis 38: Definition of Price Points in the Market

Analysis 39: Market Share by Product Price Point

Analysis 40: Industry Growth by Product Price Point

Analysis 41: Price Point Product Mix by Competitor

Analysis 42: Target Customer Purchases By Price Point

Analysis 43: Customer Life Cycle Cost Per Unit

Analysis 44: Customer Buying Hierarchy Definitions

Analysis 45: Positive Volatility by Buying Criteria

Analysis 46: Ease of Copy

Analysis 47: Competitor Price Point Pricing Index

Analysis 48: Average Price Received by Competitor

Analysis 49: Market Segments Where Share Moves on Low Price

Analysis 50: Returns from Price Leverage Roles

Analysis 51: Loss On Price Index

Analysis 52: Time To Lateralize Price Discount

Analysis 53: Return on Investment

Analysis 54: Operating Margin

Analysis 55: Capital Intensity

Analysis 56: Analysis of Rates of Cost Differential

Analysis 57: Cost Advantages and Disadvantages Due to Differences in Approach to Managing Functions

Analysis 58: Economies of Scale for Employees by Department

Analysis 59: Economies of Scale by Type of Employee

Analysis 60: Employees Economies of Scale by Department

Analysis 61: Unit Equivalent Sales Price Needed to Justify Marginal Capacity Addition

Analysis 62: Sources of New Capacity

Analysis 63: Time to Win Acquiree's Portfolio of Customers

Analysis 64: Customer Mix by Long Term Return of Customer Relationship

Analysis 65: The Investment In and First Year Margin on a New Customer Relationship

Analysis 66: Approach to Create the Customer Information Database

Analysis 67: Unit Price by Customer Size

Analysis 68: Relative Price by Customer