Instructions

1) On Questions Tab assess your agreement (column "c" combo box) with each of the 81 questions [Strongly agree to S
2) Review Business Mode's effectiveness by looking at each Assessment Chart and then Assessment Tab
3) Review Recommendations Tab for suggestions on improving Business Model Strength
Suggestions:
Review from Summary to Detail charts to determine which major areas to focus upon first rather than focusing upon de
Model improvement program in this way is likely to yield the greatest results.

Support
Created by:

hs@abcdindia.in
questions [Strongly agree to Strongly Disagree]
ssessment Tab

t rather than focusing upon detail items. Creating a Business

Index Questions Assessment Rating Assessment Rating
N1 Your Product or Service is inexpensive or you have low margins Disagree 4 Strongly Agree 1
N2 Opportunities for repeat or add-on sales are limited Neither 3 Agree 2
N3 Prospects and customers find it difficult to locate your business Neither 3 Neither 3
N4 Prospects and customers are unaware of your products, services, or business Neither 3 Disagree 4
EF1 There are no social or professional organizations related to your business your Prospects or Customers belong to Neither 3 Strongly Disagree 5
EF2 There are industry, trade, or consumer publications (print or electronic) targeted to your market/customers Neither 3
EF3 Customers can not be identified through purchased lists Neither 3
EF4 Events or trade shows do not targeted to your market/customers Neither 3
EF5 There are no distribution market services your market Neither 3
EF6 Customers do not know where to look for your organization Strongly Disagree 5
SP1 The sale is based upon practical considerations rather than emotional considerations Strongly Disagree 5
SP2 The product or service is not a high priority item Strongly Disagree 5
SP3 The business does have the resources to support an intensive sales effort Strongly Disagree 5
SP4 The product or service needs to be purchased only once Strongly Agree 1
DV1 Sale support is required Agree 2
DV2 Products require customization Neither 3 W
DV3 Sales cycle is very long Agree 2
DV4 There are many competitors in your market niche Neither 3
DV5 There are limited opportunities for follow-up sales Disagree 4
RS1 The dollar value of each sale is small Neither 3
RS2 Customer service costs are high Strongly Agree 1
RS3 The purchase is a low-priority decision Agree 2
RS4 Your business sales staff is small Agree 2
OS1 Customers are buying and expected result instead of a defined product or service Disagree 4
OS2 Customer statisifaction depends upon the application Strongly Agree 1
OS3 The Product or Service is new and customers are not familiar with its operation or process Strongly Agree 1
OS4 Product or Service is customized to the customer's application Disagree 4
OS5 Product or Service interfaces with multiple other product or services Strongly Agree 1
ITC1 Product or Service is sold through a distribution network Strongly Agree 1
ITC2 Practicality is more influential on the Customer's buying decision than fun or emotion Neither 3
ITC3 Customers aren't confident of the purchasing process Strongly Agree 1
ITC4 Purchases can easily be delayed or postponed Strongly Agree 1
ITC5 You have a limited number of contacts with any one customer Strongly Disagree 5
CA1 Distribution channel is involved with the product or service Strongly Agree 1
CA2 Competitors are established in the market Strongly Disagree 5
CA3 Business has fewer resources than competitors Strongly Disagree 5
CA4 Customers can quickly tell which product or service is best Strongly Disagree 5
CA5 Buyers are willing to shop for the best product or service Strongly Disagree 5
PV1 Customers consider product or service a discretionary purchase Strongly Disagree 5
PV2 There are many other options to purchasing Strongly Disagree 5
PV3 Products or Services are not well known or unproven Strongly Disagree 5
PV4 Customers are cost-conscious or value -oriented Strongly Disagree 5
EP1 Market is highly competitive Strongly Agree 1
EP2 Customers may not elect to purchase product or service Strongly Agree 1
EP3 The sale is to a customer that provides limited revenue opportunity Strongly Agree 1
EP4 People have a short buying process Strongly Agree 1
SS1 Business has a complex or unknown product or service Strongly Disagree 5
SS2 Sales revenue generate from each customer are low Strongly Disagree 5
SS3 Business's resources are low Strongly Disagree 5
SS4 Customers and Prospects are widely dispersed Strongly Disagree 5
SS5 Purchase is not a high priority for the customer Strongly Disagree 5
PA1 Customers are difficult to locate Strongly Disagree 5
PA2 Unsure of when a customer will purchase Strongly Agree 1
PA3 Low to moderate princing and average sale value Disagree 4
PA4 Need to establish a new brand, product or service against established compeitition Strongly Agree 1
PA5 Business has a new category of product or service Disagree 4
HM1 The margin and sales volume are not sufficent to cover operating costs and profit Strongly Agree 1
US1 A purchase is rarely made Strongly Agree 1
US2 Sales costs to purchase price is relatively high Neither 3
US3 Future customer contact is unlikely Strongly Agree 1
US4 Customer purchase is not a high priority item Strongly Agree 1
PC1 There is turnover in customer contacts who use product or service Neither 3
PC2 Product or Service interfaces with multiple other product or services Strongly Agree 1
PC3 The market has many rapid changes Strongly Agree 1
PC4 Customers don't have the knowledge to adjust for or correct small problems Neither 3
PC5 Product or service replaces a well know product or service Strongly Agree 1
ME1 Business Concept is untested Strongly Agree 1
ME2 Product Lifecycle is short or compeitor's product lifecycle is shorter Neither 3
ME3 Business has limited resources to draw upon Strongly Agree 1
ME4 Business has a major competitor or highly competitive market Strongly Agree 1
MSR1 Customers do not perceive any significant differences between products Strongly Agree 1
MSR2 Large established competitor already exists in market Strongly Agree 1
MSR3 Alternative low-cost marketing methods (events, trade shows, associations and users groups) not viable Strongly Agree 1
MSR4 Business unlikely to gain compeititive advantage through sales and/or distribution tactics Strongly Agree 1
MSR5 Marketing and promotion costs are high Strongly Agree 1
TL1 Customers are heat seekers (gadget and/or new technology lovers) Strongly Agree 1
TL2 Customers rely on cutting edge products for status Strongly Agree 1
TL3 New technology significantly reduces costs or increases productivity Strongly Agree 1
TL4 Current technology has well know deficiencies or limitations Strongly Agree 1
TL5 Rapid product or service changes happen within the industry repeatedly Strongly Agree 1
 Primary Factors
Assessment Summary
Customer Characteristics
100%
GREAT CUSTOMERS
100% Investment Required Customer Value to Company
50%
50% Assessment Summary
0% 0% Primary Factors

LONG LIFE EASY SALES

Profit per Sale Value to Customer

Customer Acquisition Cost

Detail Factors

Number
To Stay on the Cutting Edge Ease of Finding
To Keep Market Share 100% Spending Pattern

To Enter Business $ Value of Sale

50%
Ongoing Product Cost Repeat Sales

0% Detail Factors

Up-Selling and Cross-Selling Ongoing Sales Support

Margins How Important are you to Customer

Promotional Activities Competitive Advantage

Sales Support Required Price/Value Relationship
Entry Points
Recommendations

Develop a devoted distribution channel

Ensure placement of product or service and/or promotional materials where customers are
Become part of a network of business serving customer needs

Consolidate several products and/or services into high dollar offering that will justify investment in finding a few customers
Find new customers through current customers and/or referrals
Create a cooperative marketing campaign with other businesses serving the same market or having similar problems
finding customers in target market
Offer classes, seminars and/or participate in trade shows to attract prospective customers
0

0
0
0
0
0

0
0
0
0

0
0

0
0
Compensation Strategies
Improve reasons to purchase (Develop sense of urgency, better value proposition, etc.)
Develop a devoted distribution channel
Ensure placement of product or service and/or promotional materials where customers are
Become part of a network of business serving customer needs
Consolidate several products and/or services into high dollar offering that will justify investment in finding a few
customers
Find new customers through current customers and/or referrals
Create a cooperative marketing campaign with other businesses serving the same market or having similar
problems finding customers in target market
Offer classes, seminars and/or participate in trade shows to attract prospective customers
 Factor Target Rating Compensating Tactics SCORE Tactics Strongly Agree Agree Neither Disagree Strongly Disagree Score Rating
GREAT CUSTOMERS 62% Yes 0% Poor
Number High Poor 65% No 0 0 3 1 0 66% Fair
Ease of Finding Easy Fair 67% 0 0 5 0 1 75% Average
Customer Characteristics Spending Pattern Prolific Average 80% 71% 1 0 0 0 3 85% Good
$ Value of Sale High Poor 56% 0 2 2 1 0 95% Excellent
Repeat Sales Many Poor 60% 1 2 1 0 0
Customer Value to Company Ongoing Sales Support Low Poor 44% 53% 3 0 0 2 0
EASY SALES 68%
How Important are you to Customer Important Poor 44% 3 0 1 0 1
Competitive Advantage High Average 84% 1 0 0 0 4
Value to Customer Price/Value Relationship Low Excellent 100% 76% 0 0 0 0 4
Entry Points Many Poor 20% 4 0 0 0 0
Sales Support Required Little Excellent 100% 0 0 0 0 5
Customer Acquisition Cost Promotional Activities Low Poor 60% 60% 2 0 0 2 1
LONG LIFE 26%
Margins High Poor 20% 1 0 0 0 0
Up-Selling and Cross-Selling Much Poor 30% 3 0 1 0 0
Profit per Sale Ongoing Product Cost Low Poor 36% 29% 3 0 2 0 0
To Enter Business Low Poor 30% 3 0 1 0 0
To Keep Market Share Low Poor 20% 4 0 0 0 0
Investment Required To Stay on the Cutting Edge Low Poor 20% 23% 5 0 0 0 0
Business Model Effectiveness Score 52% 35 4 16 6 19

GREAT CUSTOMERS 62%

EASY SALES 68%
LONG LIFE 26%

Customer Characteristics 71%

Customer Value to Company 53%
Value to Customer 76%
Customer Acquisition Cost 60%
Profit per Sale 29%
Investment Required 23%

Number 65%
Ease of Finding 67%
Spending Pattern 80%
$ Value of Sale 56%
Repeat Sales 60%
Ongoing Sales Support 44%
How Important are you to Cust 44%
Competitive Advantage 84%
Price/Value Relationship 100%
Entry Points 20%
Sales Support Required 100%
Promotional Activities 60%
Margins 20%
Up-Selling and Cross-Selling 30%
Ongoing Product Cost 36%
To Enter Business 30%
To Keep Market Share 20%
To Stay on the Cutting Edge 20%