our mission: apply technology or ideas to leverage time

• Our mission: Apply technology or ideas to leverage time, keeping in mind that customer’s time is money and money cannot be wasted. Develop business solutions ,at the lowest possible cost , that consistently deliver tangible / intangible values and share the characteristics of practicality, simplicity, and ease of implementation .

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The ultimate purpose of business is not , or should not be ,simply to make money . Nor is it a system of making and selling things . The promise of business is to increase the general well-being of humankind and through service ,a creative invention , and ethical philosophy.- PAUL HAWKEN : THE ECOLOGY OF COMMERCE

We know that in the current business reality , our customer's money cannot be wasted.We ensure that our solutions help our customers achieve all of the following:

•Become a lower cost supplier and stay competitive in the long run.

•Upgrade organizational performance.

• Upgrade people performance.

•Upgrade quality of decisions.

•Reduce Costs.

•Stimulate innovative and creative thinking . --------------------------------------------------------------------

It is not the strongest of the species that survives not the most intelligent,but the ones most responsive to change …DARWIN

We want our customers to pay only if they realize tangible or intangible value in our solutions. Hence , our customer's money is 100% safe.

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Money alone sets all the world in motion .

--- Publilius Syrus .

MARKETING SOFTWARE SOLUTIONS

EXMAR® strategic marketing planning software is a powerful system for generating well-founded comprehensive Marketing Plans. EXMAR® software is only supplied as part of a marketing planning consultancy package. -------------------------------------------------------------------

Any intelligent fool can make things bigger and more complex…It takes a touch of genius and a lot of courage to move in the opposite direction .

- ALBERT EINSTEIN(1879-1955).

Strategic

MarketingPlan

Markets and RevenueMkt Size Revenue Share

Market AttractivenessItem Importance Score

Critical Success factorsCSF Self Comp1 Comp2

Ansoff MatrixProducts

Markets

INPUTS OUTPUTS

Gap Analysis

DPM

Boston BoxEXMAR

EXMAR Model Structure

Shareholder Value

Financial

Cash Flow

Level Timing Duration Risk

Sales growth InvestmentOperating margin Cost of capital

Financial Drivers

Marketing

Critical Success Factors

Market Segmentation

LoyaltySizeProfitableStrategic

Technology Price Brands Service

Steps in the Market led strategy process

•Market Definition

•Market Mapping -supported bythe Mmapper S/W tool

•Segmentation -supported by MSM S/W tool

The following steps are supported by EXMAR

•Attractiveness and competitive position audit

•Trend analysis

•Objective and strategy development

Objectives:•Understand value and share flows through a market

•Understand junctions where decisions are made,which will be the focus of segmentation

•Understand cost to serve implications from channels

Key points:Channel flow can heavily influence cost to serve which are rarelyunderstood

Market Mapping

Manufs

Importers

Nat

Distrib's

Independ

Distrib's

Co-Ops

& Clubs

Overseas

1,250 ktns

2,500ktns

45%

Consults

Manuf's

Distrib's

Consults

Independ

Consults Speclst

Public'n

Total Australian Market $2BOur share - 15%

850ktns27%

1,970ktns35%

525ktns25%

405ktns6%

Surfers

WindSurfers

75ktns 22%

65ktns

370ktns21%

300ktns30%

1,935ktns 33%

400ktns38%

50ktns 35%

215ktns49%

50ktns 40%

290ktns3%

8%

$800M

$1,200M

15%

0%

2,385ktns 34%

200ktns40%

355ktns15%

(150)

(30)

(5)

(245)

Who Buys Clubs Hire Shops Privateindividuals

Market MappingSurfers

WindSurfers

What* is BoughtWhat products, brand,package, quality,intensity, consultancy,services

Where, When and How

Who Buys What*Hire shops Clubs Private

A G P

what what what

where where where

when

how

when when

how how

A1 to A17 G1 to G13 P1 to P4

Micro- Segments

Why

A1 to A17 G1 to G13 P1 to P4Market CPIsMicro- Segments

Innovative/newPerformanceFinancingDurabilitySophisticationEase of useBrand-qualitySafetyCustomisation Price

Total 100 100 100

score

score

score

score

score

Occasional surfer

Advancedtutoring

Kid surferBeach nomad

Wind addict

Hire shops

Keen surfer

SegmentationStage 1

SegmentationStage 2

Size Differ. Reach.Seg 1Seg 2Seg 3Seg 4Seg 5Seg 6Seg 7

and compatible withthe company!

OK

The seven steps of segmentation

How Marketing Strategy and Customers Impact Shareholder Value

Marketing Strategy and Strategy Implementation

Market Performance Metrics

Financial Performance

Cash Flow for Earnings

Shareholder Value

• Revenue

• Net Profit

• Cash Flow •Customer Satisfaction

•Retention

•Perceptions of Value

EXMAR® strategic marketing planning software benefits : •Provides a planning framework which ensures consistency across divisions and each division covers all the key aspects of the planning process.

•Takes the ‘number crunching’ out of marketing analysis. • Gives new insights into the markets, particularly through the market segmentation techniques.

•Gives powerful graphical displays which make large volumes of data understandable.

•Enables easy ‘what-if ’ iterations as strategy options are explored.

-------------------------------------------------------------------Any intelligent fool can make things bigger and more complex…It takes a touch of genius and a lot of courage to move in the opposite direction .


EXMAR® strategic marketing planning software benefits : •Facilitates team work and multidisciplinary involvement in the marketing planning process.•Improves marketing skills within the company.•Focuses planning on the customer.• Gives a clear vision of markets and the company’s position in them.• Adds value to marketing database investment.

------------------------------------------------------------------Any intelligent fool can make things bigger and more complex…It takes a touch of genius and a lot of courage to move in the opposite direction .


EXMAR OUTPUTS:


Marketing Portfolio Planner software (MPP) utilises Professor Malcolm McDonald's Directional Policy Matrix to facilitate marketing portfolio analysis. The software comes with a complete help system and a full and extensive tutorial in its use and interpretation of the outputs. -------------------------------------------------------------------



Marketing Portfolio Planner software (MPP) outputs


Market Segment Master® software is a quick and powerful tool for developing market segments from any set of data, allowing the user to segment market data and examine the resulting clusters.

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Market Segment Master® software outputs


Key Account Selection Matrix (KASM) provides a solid methodology for analysing, identifying and prioritising key accounts using account portfolio management. -------------------------------------------------------------------



Key Account Selection Matrix (KASM) outputs.

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THANK YOU------------------------------------------------------------------------------------------------------

“Good management consists of showing average people how to do the work of superior people.”- John D.Rockfeller (1839-1937).

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http://www.thenewclassicsystem.com/




our mission: apply technology or ideas to leverage time

Business

score score score score

marketing analysis

customers money

exmar software

steps of segmentation

business solutions

exmar attractiveness

focus of segmentation