【正文】 an analytical tool that utilizes the variables to determine a customer ranking or grouping (ie most ideal partner to most inefficient partner). Refocus internal efforts based on segmentation oute. Establish a way to capture the key data needed to segment customer base. Utilize the data on an ongoing basis to improve performance and continually reward the better performing customers. Customer Segmentation Methodology High level work flow for a customer segmentation Customer Segmentation Methodology Summary SC111898KRSydney 18 169。 Lewis/Machine Tool/Vasu Krishnamurthy ? MetLife/Insurance/KIT database ? PwC MCS/Consulting/Vasu Krishnamurthy ? Save amp。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Core Competency Analysis ? Galileo/Travel/ Spencer Lin amp。 1998, PricewaterhouseCoopers . Core Competency Analysis Summary Core Competency Analysis provides a practical and systematic process to identify a pany’s core petencies and assess key petitive advantages. Examples of Core Competency Models: Core Competency Analysis Marketing Example: McDonald’s Customer Refill Support Sales/ Distribution Other Customer Service Critical Strategic Capabilities (SC) The capabilities in which a pany is a leader. These capabilities are the source of petitive advantage. Critical Enabling Capabilities (EC) The capabilities in which a pany is petitively equivalent to other market leaders. These capabilities are often the source of a barrier to entry. Strategic/ Financial Planning Technology Development Product Development Mfg/Joint Venture Core Competence (CC) A petence which delivers a sustainable petitive advantage in current markets, provides access to a wide variety of markets, and makes a significant contribution to the perceived customer benefits of the end product. Primary Capabilities (PC) Minimum functional and technical requirements necessary to participate. COMPETENCIES MODEL FRAMEWORK ?Fast, affordable, fun, family dining experience ? Marketing and brand mgmt. ? Training ? Franchise mgmt. ? Product innovation ? BigMac recipe ? High quality, low price product sourcing ? Efficient operation ? Hamburger preparation ? Menu selection Esentialy about catching upGives unique advantageHard to copyEasy to copyCapabilitiesCore CompetenciesStrategic RequirementSC111898KRSydney 15 169。 Lewis/Machine Tool/Vasu Krishnamurthy ? Osh Kosh B’ Gosh?SP/Retail/Mike Weiss ? PwC MCS/Consulting/Vasu Krishnamurthy ? Save amp。 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 amp。 1998, PricewaterhouseCoopers . Competitive Positioning Summary Competitive Positioning analysis shows how a pany is positioned in its industry relative to its petitors Positioning Map Example: Entertainment St u d io ESt u d io GSt u d io ASt u d io HSt u d io BSt u d io DSt u d io CSt u d io FHigh Low Low High Channel Strength Content Strength ? Intellectual property strength ? Product strength Low Medium High Market Strength Competitive Positioning SC111898KRSydney 12 169。 1998, PricewaterhouseCoopers . Citations Client and Industry Experience Competitive Benchmarking ? Ball Corporation/Packaging /Vasu Krishnamurthy amp。 those which have the biggest impact on customer service/satisfaction/value. ? Examine the issues most important to the pany’s situation to determine whether roles, processes, or strategic issues should by benchmarked ? Identify key performance variables and determine which panies to use for parison (both within pany’s industry and outside the industry) ? For process benchmarking, determine the metrics to be measured。L i g h t80%w i t h i nTA R P800 N u m b e r S u r ve y( m e d i a n )A cm eP o w e r2 0 % 3%30 1006 0 175 0 % 100%62 5 0 8570 9819 3 . 75 . 06 . 07 . 01720284560Months Home Goods Perishables Apparel Average = = Maximum = Average or Most Common = Minimum 0 2 4 6 8 10 12 14 16 18 20 A B C D E F G I J K L M N NEW PRODUCT DEVELOPMENT CYCLE TIME Best Practices ? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ ? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ ? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ SC111898KRSydney 9 169。 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 . Breakthrough Model Summary The Breakthrough model focuses attention on most substantial opportunities for creating value for customers and shareholders. Breakthrough Model External Internal Industry Company Trends in the economic environment in which the markets exist Best practices across this and similar industries Market/product strategy and basis for petition Capabilities of the pany’s people, processes, technology, systems and structure 1 2 3 4 Market/Product Repositioning Industry Transformation Enterprise Alignment Best Practice Perfor