Case in Point

Question 1

What are the 4 scenarios of a case?

Answer 1

1. P/L
2. Market Entry
3. Pricing
4. Growth and Increasing Profits

Question 2

Core Market Questions:

Answer 2

1. Market size, growth and trends
2. Where is it in its life cycle?
3. Industry drivers?
4. 1. Customer segmentation
5. 2. Margins?
6. 3. Changes in industry
7. 3.a. Changes in technology
8. 3.b. M/A and new players
9. 4. Regulations
10. 5. Distribution channels
11. 6. Major players/market share
12. 7. Product differentiation
13. 8. Barriers to entry/exit

Question 3

Key Economic Indicators:

Answer 3

1. Unemployment
2. Disposable income
3. Consumer confidence
4. $ strength
5. Interest rates
6. Petrol prices:
7. Diesel prices:

Question 4

Consultants think in terms of…..

Answer 4

trends!

Question 5

Categories of costs:

Answer 5

1. Production
2. Labor
3. Finance
   suggested finance cost cuts:
   3.a. Refinance debt
   3.b. Hedge
   3.c. Sell assets

Question 6

Core revenue questions to know:

Answer 6

1. What are the revenue streams? and what percentage they constitute of total revenue?
2. Anything weird about the percentages?
3. How have they changed over time?

Question 7

Core cost questions to ask:

Answer 7

1. Any shifts in costs?
2. Do any costs stand out?
3. When benchmarked against competitors, how do costs compare?

Question 8

Company-specific questions for a market-entry case:

Answer 8

1. What is the company’s revenue and cost trends?
2. What is the company’s product mix?
3. If it is a new product:
4. a. Will the product cannibalize other products?
5. b. Can the same distribution channels be used?
6. c. Can the same sales team be utilized?
7. d. Is the customer segmentation the same?
8. e. How and where will the product be produced?
9. f. Will we have to hire new workers or use the existing ones?
10. How strong is the brand and what constitute success?