【正文】 1998, PricewaterhouseCoopers . The Fit vs. Attractiveness Model optimizes strategy by developing a sense of the realistic state of the market and pany affairs. The Model pares product fit with a market to product fit with a pany’s objectives. Fit vs. Attractiveness Model Summary The Fit vs. Attractiveness Model ? Baked Goods ? Bulbs ? Cheese ? Fruit ? Kitchenware ? Meat/Seafood ? Nursery Stock ? Snacks/Candy ? Stationery ? Decorative Accessories ? Indoor Plants ? Nuts ? Seeds ? Trees/Shrubs ? Gourmet Food ? Bed/Bath ? Pool/Patio/Gardening ? Crafts ? Personal Care/Grooming ? Specialty Apparel ? Camping Equipment ? Children’s Apparel ? Drug/Vitamins/Health Food ? Hardware/Tools ? Hosiery/Lingerie ? Women’s Apparel ? Men’s Apparel ? Women’s Large Size Apparel ? Athletic Equipment ? Fishing Equipment ? Hunting Equipment ? Sporting Good Apparel Category Fit With Company High Medium Low Low Medium High Category Attractiveness CATEGORY EVALUATION SPECIALTY/SPINOFF Categories included in existing or planned specialty books Remended additional specialty book venture EXAMPLE SC111898KRSydney 28 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Customer Segmentation ? Galileo/Travel/ Spencer Lin Vasu Krishnamurthy ? General Mills/CIP/Johan Sauer ? Giddings Lewis/Machine Tool/Vasu Krishnamurthy ? The Littlewoods Organization/Retail/KIT database ? PwC MCS/Consulting/Vasu Krishnamurthy ? Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” ? Robert M. Grant, “Contemporary Strategy Analysis” ? Henry Mintzberg, James Brian Quinn, Sumantra Ghoshal, “The Strategy Process” Source List SC111898KRSydney 21 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Competitive Positioning ? Barclays Global Investors (BGI)/Banking/KIT database ? Blue Cross/Insurance/Mike Weiss ? Boots/Retail/KIT database ? Galileo/Travel/ Spencer Lin Vasu Krishnamurthy ? Giddings Lewis/Machine Tool/Vasu Krishnamurthy ? Osh Kosh B’ Gosh?SP/Retail/Mike Weiss ? PwC MCS/Consulting/Vasu Krishnamurthy ? Save Prosper/Banking/KIT database ? Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” ? Robert M. Grant, “Contemporary Strategy Analysis” ? Henry Mintzberg, James Brian Quinn, Sumantra Ghoshal, “The Strategy Process” ? Henry Mintzberg, James Brian Quinn, “The Strategy Process: Concepts, Contexts, Cases” Source List SC111898KRSydney 14 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Breakthrough Model NonPwC: ? Toyota: the lean production system ? FritoLay: endtoend supply chain management and the use of advanced technology ? Intel: high velocity product development ? : Inter based channels of distribution on behalf of shareholders. ? Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” Source List SC111898KRSydney 8 169。 1998, PricewaterhouseCoopers . DRAFT: FOR DISCUSSION ONLY /Version: 660_w3/ppt/sf SC111898KRSydney 1 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Analysis Plan ? Compaq/Technology/Vasu Krishnamurthy ? Galileo/Travel/ Spencer Lin Vasu Krishnamurthy ? Post Office Counters Ltd./Transportation Services/KIT database ? PwC MCS/Consulting/Vasu Krishnamurthy ? United Airlines/Travel/Vasu Krishnamurthy ? Robert M. Grant, “Contemporary Strategy Analysis”, 3rd Edition Source List SC111898KRSydney 5 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Competitive Benchmarking ? Ball Corporation/Packaging /Vasu Krishnamurthy Mike Weiss ? Motorola/Technology/Vasu Krishnamurthy ? PwC MCS/Consulting/Vasu Krishnamurthy ? United Airlines/Travel/Vasu Krishnamurthy ? Paul Elkin, “Mastering Business Planning and Strategy: The Power and Application of Strategic Thinking” ? Liam Fahey, Robert M. Randall, “The Portable MBA in Strategy” ? Robert M. Grant, “Contemporary Strategy Analysis”, 3rd Edition ? Michael Gould, Andrew Campbell, Marcus Alexander, “CorporateLevel Strategy: Creating Value in the Multibusiness Company” Source List SC111898KRSydney 11 169。 1998, PricewaterhouseCoopers . Customer Segmentation Summary Customer segmentation is a division of a market into distinct groups of buyers who might require separate products and/or marketing mixes. THE CONVERTER MARKET CAN BE SEGMENTED USING TWO VARIABLES: ECONOMIC RISK AND FABRIC INNOVATION ? Hold inventory ? Credit problem ? Basic fabrics “ Opportunistic” Strategy ? Specialty products ? Narrow customer base Niche Strategy (specialized product to narrow customer base) ? Sell to manufacturers before fabric purchase ? Established credit ? Broad customer base ? Basic fabrics LowCost Strategy ? Sell to manufacturers before fabric purchase ? Established credit ? Focused customer base ? Novel fabrics (“fashion forward”) Differentiation Strategy (specialized product to broad customer base) Economic Risk ? Inventory position ? Credit status ? Product mix ? Customer base Fabric Innovation ? Percent novelties ? Order size ? Number of collections High Low High Low Customer Segmentation SC111898KRSydney 19 169。 1998, PricewaterhouseCoopers . Financial Modeling Summary Financial Modeling The financial model will allow us to test management assumpti