【文章內(nèi)容簡介】 e 3 of the Business Performance Improvement Program – The Business Model. The areas covered include industry analysis, identification of your potential to improve the profit of your business and your working capital requirements.潛在業(yè)績提升能力Potential Business Performance Improvement 48. 貴公司的客戶總數(shù)How many customers do you have?49. 客戶每年平均交易次數(shù)On average, how many times a year do your customers buy from you?50. 針對每位客戶的平均銷售額What is the average sale value?165。51. 貴公司平均每年新增客戶的比例? 即去年新客戶占總客戶數(shù)的百分比? (如果你不確定, 請?zhí)峁┧浪愕谋壤?What is your annual customer acquisition rate? Of the total number of customers you dealt with in the past year, what percent are new? (If you do not know, please estimate).%52. 貴公司年客戶流失率? (如果你不確定,請?zhí)峁┧浪愕谋壤?Of the total number of customers who dealt with you last year, what percent no longer do so? What is your annual customer defection rate? (If you do not know, please estimate).%53. 貴公司毛利率What is your Gross Profit %%54. 貴公司的半變動成本?What are your semivariable costs165。55. 貴公司年固定成本?What are your annual Fixed Costs?165。56. 貴公司是否有對每位客戶或客戶群的終身價值進行量化？如果有，請?zhí)峁┢渚唧w的價值數(shù)。Have you ever attempted to quantify the lifetime value of each customer or customer group to your business? If yes, please provide details of their monetary value?沒有有57. 貴公司客戶平均交易年限?How many years on average does a customer deal with you?行業(yè)分析Industry Analysis競爭對手Competitors這些問題函蓋了貴公司競爭環(huán)境的所有方面，如行業(yè)格局、競爭的激烈程度、貴公司在行業(yè)中所處的位置等。這些信息將用于確定貴公司的競爭優(yōu)勢，以及制定公司未來的戰(zhàn)略。These questions explore your petitive environment including the structure of the industry, intensity of petition and your position within the industry. The information will be used to establish your petitive advantages and your future strategy.58. 貴公司有幾個位于本地的競爭對手？或者是說，本地有幾個公司提供與貴公司相同或類似的產(chǎn)品或服務。（即使是他們提供不同的品牌）How many “l(fā)ocal” businesses are there that you pete with . how many businesses are offering the same products and services as you (even if they are offering different brands)?59. 其中，有幾家公司與貴公司提供完全相同的產(chǎn)品或服務？How many of the businesses included in your answer to the last question do you consider to be “identical” to your business . they do exactly the same thing?60. 這些競爭對手的規(guī)模與貴公司相比處于什么樣的水平 有多少家規(guī)模比貴公司小，有多少家規(guī)模比貴公司大？請說明。What is the size of your business in parison to your petitors – how many businesses are smaller and larger than yours? Please explain below.61. 貴公司所處的行業(yè)中，是大量小規(guī)模的公司在相互競爭，還是被少數(shù)幾家大規(guī)模的公司所控制？請闡述您的觀點。Would you say that your industry is dominated by a small number of businesses or just a few larger petitors? Please ment62. 競爭優(yōu)勢來源于什么，價格、質(zhì)量，還是其它因素？請說明。What is the basis for petition in your industry, price, quality etc? Please describe below.貴公司YOUR BUSINESS競爭對手 1 COMPETITOR 1公司名稱Name?年銷售額Turnover?公司總?cè)藬?shù)Number of team members?與貴公司直接競爭的產(chǎn)品/服務Products / Services that directly plete with your business?優(yōu)勢，如規(guī)模，技能等Strengths . size, skills etc?劣勢，如服務質(zhì)量低下等Weaknesses . poor service etc?營業(yè)成本的結(jié)構(gòu)（高、中或低？）Overhead costs structure (high / medium or low)?競爭優(yōu)勢Competitive Advantage?評分，如 1, 2, 3 or 4?Ranking . 1, 2, 3 or 4?所服務的客戶群？What customer segments are served?客戶購買貴公司產(chǎn)品的理由，如價格、產(chǎn)品或服務質(zhì)量等Why do you think customers buy from this business . price, product or service quality?競爭對手 2 COMPETITOR 2競爭對手 3 COMPETITOR 3公司名稱Name?年銷售額Turnover?公司總?cè)藬?shù)Number of team members?與貴公司直接競爭的產(chǎn)品/服務Products / Services that directly plete with your business?優(yōu)勢，如規(guī)模，技能等Strengths . size, skills etc?劣勢，如服務質(zhì)量低下等Weaknesses . poor service etc?營業(yè)成本的結(jié)構(gòu)（高、中或低？）Overhead costs structure (high / medium or low)?競爭優(yōu)勢Competitive Advantage?評分，如 1, 2, 3 or 4?Ranking . 1, 2, 3 or 4?所服務的客戶群？What customer segments are served?客戶購買貴公司產(chǎn)品的理由，如價格、產(chǎn)品或服務質(zhì)量等Why do you think customers buy from this business . price, product or service quality?客戶Customers63. 貴公司的銷售總額中，有幾成來自于老客戶What percentage of your revenue is accounted for by sales to customers who deal with you regularly?%64. 老客戶中，有幾成是只購買貴公司的產(chǎn)品或服務？有多少客戶同貴公司提供相同產(chǎn)品的競爭對手進行交易？ What proportion of your “regular” customers deal with you exclusively for the products/ services you provide? How many of these customers deal with your identified petitors?%65. 貴公司最大的客戶占銷售總額的百分比？What % of your revenue do your biggest customers account for?%66. 您知道客戶的終身價值嗎？如果知道，它的價值如何？Do you know the lifetime value of your customers? If yes, what is it?不知道知道165。67. 平均每位客戶與貴公司發(fā)生生意往來的時間會持續(xù)幾年？On average, how many years will a customer deal with you?68. 貴公司有無分析客戶量的系統(tǒng)？如果有，請對系統(tǒng)進行描述。Do you have a system for measuring the number of customers you have? If yes, please describe the system沒有有69. 貴公司產(chǎn)品或服務對客戶的重要性？請說明貴公司與客戶的關(guān)系性質(zhì)，例如，客戶對貴公司產(chǎn)品或服務有強烈的依賴性，或相反？貴公司與客戶之間，誰的討價還價權(quán)力的比較大？Are your products and services important to your customers? Please explain the nature of the relationship . do they heavily rely on you or vice versa? Who holds the balance of power ?行業(yè)進入壁壘Barriers to Entry70. 在貴公司所處的行業(yè)中，成立一家新公司需要投資多少（包括設備、廠房、開辦費、辦理許可證等）？請說明。How much money does it cost to startup a business in your industry (. plant and machinery, startup capital, licences etc)? Please explain.165。71. 創(chuàng)辦一家新公司需要具備哪些資質(zhì)？What qualifications are required in order to startup a business in your industry?72. 在該行業(yè)創(chuàng)辦一家新公司需要辦理特殊許可或證書嗎？如果需要，請詳細說明其種類。Are businesses in this industry required to have special permits or licences? If yes, please detail the cost of such requirements 不需要需要73. 在退出該行業(yè)時，會遇到障礙嗎？如果會，請說明這些障礙的性質(zhì)，以及退出該行業(yè)時所需代價。Are there any barriers to you exiting the industry? If yes, please detail the nature and $ cost of the exit barriers you would face.不會會74. 在該行業(yè)中，存在規(guī)模優(yōu)勢嗎？規(guī)模經(jīng)濟是否會產(chǎn)生巨大的效益，請就此進行說明。Are there benefits to being “bigger” in your industry? Are there significant economies of scale to be achieved and if so please describ