【正文】 1998 Bain Company, Inc. 1 CU7030298IMB 3 C’s ?The 3C’s framework ?Tools and strategic questions answered ?Takeaway slides Agenda 2 CU7112497ECA 3 C’s Agenda ?The 3C’s framework ?Tools and strategic questions answered ?Takeaway slides 3 CU7112497ECA 3 C39。s Takeaway Slides Customers (1) Attractiveness A B C Target segment Segment Financial Attractiveness Ease of Implementation Hi Lo Low price High quality Fast delivery A B C D Segment Needs Segment Segment Share Total market = $ Competitors (% of Total Sales) Client A B C D0%20%40%60%80%10 0%Se gm en t (% of T otal S al es )$ $ $ $ $ Satisfaction Over Time Percent of Replies 100% Time Good Okay Bad Value Proposition Segment A Segment B Segment C Segment D Product Service Channel Size of segment Se g m e n t DSe g m e n t CS e g m e n t BS e g m e n t AC u s to m e r s Sa le s P r o fi ts0%2 0 %4 0 %6 0 %8 0 %1 0 0 %PercentRevenue and Profit $ $ L o w p r ic e H ig h q u a lity F a s t d e liv e r y0%2 0 %4 0 %6 0 %8 0 %1 0 0 %Importance / EffectivenessClient Competitor Comb Chart D Price Positioning $0$1$2$3$4$5$6$7$8$9$ 1 0Average PriceProduct A Product B Product C 12 CU7112497ECA 3 C39。s Takeaway Slides Competitors (2) Porter’s 5 Forces Suppliers Potential Entrants Buyers Substitute Products Industry Rivalry Channel Mix Time Percent of Sales Channel III Channel II Channel I Growth/Growth Company Growth Market Growth Losing share Gaining share ROS/RMS RMS (log) ROS Low High Growth/Share Matrix Market Growth Market Share Star Cow Dog ? Low High Low High Management Team Chairman CEO VP VP VP VP Board Composition Name Age Years on Board Occu pation ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ ?_______ Major Investors Name % Ownership Length of ownership ?_______ ?_______ ?_____