PHILIPPINE MERCHANT MARINE ACADEMY

Graduate School, Manila

Winners Analysis

Marketing Management

Submitted by

Karen Rose P. Ladica

Franco T. Ladica

Francis Pagtolon-an
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

Purpose of Winners Analysis

 A method for gaining information on industries and services.

 A method that helps to understand a company’s position relative to other participants

in the industry.

 It can be a great way of summarizing various industry forces and determining their

implications for the business in question.

 The system of collecting, calculating, and determining how much revenue prospects an

organization receives or losses and why.

Function of Winners Analysis

 It allows you to recognize the competition and the success of your business.

 Clarify the justifications for the purchaser's course of action and assess those decision

drivers in attempt to comprehend what you are doing well and what you need to

enhance.

 It helps them get a sense of what is happening in an industry.

 It helps them to identify both the opportunities and threats coming their way and gives

them a strong idea of the present and future scenario of the industry.

 It is very important when planning a small business. Analysis helps to identify which

stage an industry is currently in; whether it is still growing and there is scope to reap

benefits, or has it reached its saturation point.

 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

WINNERS
ANALYSIS
Strong Wave DIRECT
Shipbuilding COMPETITOR
and A.G.&P. Co.
WINNERS

Shiprepair (Marine), Inc.

Production Large market share

planning

Advanced Strong capital base

infrastructure and
logistics

Aligning internal Highly-efficient

communication manufacturing

Excellent Unlimited Product

leadership and Availability
workforce
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

Table 1

Winners

Strong Wave Shipbuilding and Shiprepair

1. Production planning-

Upfront production planning is considered important in an efficient

shipbuilding process. In Strong Wave Shipbuilding and Ship repair, we know what is

needed to be built down to the minutest detail. Therefore, the shipyard knows how to

plan in building it in great detail.

2. Advanced infrastructure and logistics-

Modern shipbuilding infrastructure enables high quality production and

just-in-time delivery. A solution lies in production automation: “Implementation of

automation may help to save valuable time and reduce human error. It can also be

linked up with the design department.” Fabrication shops should be designed in a way

that material handling time is minimized, in which logistical solutions can play an

important role.

3. Aligning internal communication-

Good internal communication and feedback is crucial to every step in the

shipbuilding production process. Upfront production and operational feedback in the

 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

design phase prevents costly revisions and rework at a later stage. Consistent

information sharing between different departments is key: “With today’s improvement

in design and production technology, the complete process could be streamlined by

using already available information, rather than different CAD systems and

spreadsheets.”

4. Excellent leadership and workforce-

Everything comes to be executed by human. Successful shipyards rely

on excellent leadership and a skilled workforce. This may seem obvious, but many

shipyards are still lacking in having the right people at key positions. “A smart CEO

attracts, retains and protects bright talents - the most important scarce resource in the

world.”
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

A.G. & P. Co. (Marine), Inc.

1. Strong Capital Base-

‘Strong capital base’ stands for allocating capital efficiently and maintaining a

conservative gearing level in order to finance developments and maximize returns.

What does this mean in practice?

• Securing sufficient and attractively priced financing to provide flexibility

for strategic decisions.

• Investment grade credit ratings.

2. Large Market Share-

Market share is a measure of the consumers' preference for a product over

other similar products. A higher market share usually means greater sales, lesser effort

to sell more and a strong barrier to entry for other competitors. A higher market share

also means that if the market expands, the leader gains more than the others. By the

same token, a market leader - as defined by its market share - also has to expand the

market, for its own growth.

 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

3. Highly-efficient manufacturing-

On a broad level, manufacturing more efficiently can help cut costs, maximizing

employee time, improve throughput and reduce environmental impact. All of these

general benefits lead to additional benefits down the road, from increased sales and

quality to improved company image. Cutting-edge manufacturing firms have always

sought new methods for boosting efficiency in order to improve their bottom lines.

4. Unlimited Product Availability-

Keeping products ready and available to customers is a vital part of the retail

business. Increasing inventory or in-store labor isn’t the only way to drive down out-of-

stocks: significant gains can be achieved at much lower cost by improving the way

availability is measured and managed. Unlimited availability means satisfied

customers, and favorable financial performance over the long term. It is the final

outcome of a complex chain of events: buyers need to forecast and order accurately,

suppliers need to deliver the right quantities at the right time, distribution needs to

ensure the product reaches the stores, and the stores themselves need to get it onto

the shelves.
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

WINNERS
ANALYSIS
Hanjin
Heavy Austal
Industries Philippines Pty.
Corporation Ltd.
Philippines
LOSERS

Losers
Frequently Under-motivated
changing suppliers workforce

Outdated Delay in deliveries

technology

Lack training for High production

sales costs
representatives

Poor promotional Poor promotional

strategies strategies
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

Hanjin Heavy Industries Corporation Philippines

1. Frequently changing suppliers

It is important to select suppliers carefully as suppliers can affect the businesses

they provide goods to. If a supplier provides a poor quality product to a firm, it may

affect the firm's reputation as the firm will need to use the goods or sell them onto their

customers.

2. Outdated technology
Outdated technology, such as old computers, Printing Technology, Robotics,

outdated Ballast Free Ship Design, LNG Fueled engines, Solar & Wind Powered

Ships, Buckypaper, and Integrated Electric Propulsion may be slowing down your

business. This lacking in advancement is the sole problem to the company’s

development which aims to solve the issues such as environmental pollution, rising

fuel costs etc.

3. Lack training for sales representatives

There are a variety of common errors that almost everyone takes in the course

of their sales career. Salespeople appear to exaggerate, overestimate, underestimate,

and otherwise miss the mark while trying to win a deal. As a result, often, these sales

representative loses customers that may be regulars of the company if only if they
 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

were given much attention and was assisted by representatives who undergone proper

training.

4. Poor promotional strategies

If a company does not efficiently plan content marketing, it can send mixed

messages to both current and future customers. This can result in a low return on

investment in marketing strategies and the loss of existing clients, who would turn to

brands that are consistent and insightful in their messaging.

Austal Philippines Pty. Ltd.

 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

1. Under-motivated workforce

To maintain a productive workplace, employee morale is key. A motivated

workforce will often attract and retain talent, generate work of higher quality, and

inspire workers to go beyond what is required of them. Losses due to common,

unmotivated workers. These include personnel reductions, as well as productivity

losses. Employees who demonstrate a lack of interest in a job or industry are likely to

search elsewhere for work.

2. Delay in deliveries
Shipment delay have a major impact on businesses. The causes depend on the

type of product, the complexity of the supply chain, and other wildcard variables like

economic and natural disasters. Another primary reason is customs delays; for

instance, key events (such as terrorist attacks) can heighten checks on containers and

delay their entry into the country.

3. High production costs

Prices are affected by high production costs because firms must have prices

that are sufficiently high to cover production costs. If a company charges a price lower

than its production costs (technically, a price lower than its average variable costs), the

company would be out of business.

 PHILIPPINE MERCHANT MARINE ACADEMY
Graduate School, Manila

4. Low credit rating

A bad history of credit may have broader implications than you would expect. A

spotty credit report will not only lead to higher interest rates and fewer options for

loans; it can also make it more difficult to find housing and acquire certain services. It

can count against you in a job hunt in certain instances.