简单实用的用于企业分析解析的图表.ppt

* * * Organizational beliefs and strategy alternatives identified in the situation assessment are translated into hypotheses for testing. Hypothesis Development Situation Assessment Hypothesis List Development Survey Collection Data Coding and Utility Calculation Instrument Design and Testing Field Administration Preparation Sample Quota Design and List Pull Data Analysis Identifying Buyer Value-Based segments creates the foundation for creating the distribution channel strategy and design. Summary —Identify Buyer Value Segments Identify Buyer Value Segments What do consumers value? How can we segment consumers based on these values? Develop Conceptual Strategy Design Based on what consumers value, what is our strategic direction? Conceptually, what types of products do we want to offer? Conceptually, what channels do we want consumers to use? Develop Migration Strategy How do we communicate these changes to our key stakeholders? How do we prepare our consumers and employees for these changes? How do we actually get to where we want to be? Pilot Plan Roll-Out Plan Estimate Anticipated Customer Behavior To which channels will customers migrate? Develop Product/Pricing Strategy What products should we offer? How should they be priced? Determine Distribution Network How do we change our branch and ATM networks? How many? Where should they be located? Minimize Business Decision Risk How will consumers react? How will this affect our bottom line? Develop Data Mining Opportunities How do we exploit buyer value insights to better target market segments? iterative Plan Implementation Develop Detailed Strategy Design Develop Conceptual Strategy Design Understand Value Propositions Customer Migration Strategy Value based segment strategies can produce incremental revenues of $700 million and reduce costs up to $150 million. Benefits —Quantitative Identify Buyer Value Segments - Quantifiable Benefits - These cost savings will be offset by the $