Instructions1) On Questions Tab assess your agreement (column "c"combo box) with each of the 81 questions [Strongly agree to Strongly isagree!") #e$iew %usiness &o'e(s e)ecti$eness by loo*ing at each +ssessment ,hart an' then +ssessment Tab-) #e$iew #ecommen'ations Tab for suggestions on im.ro$ing %usiness &o'el StrengthSuggestions:#e$iew from Summary to etail charts to 'etermine which ma/or areas to focus u.on 0rst rather than focusing u.on 'etail items1,reating a %usiness &o'el im.ro$ement .rogram in this way is li*ely to yiel' the greatest results1 SupportCreated and supported by:%rian 2 Seit34ntellectual +rbitrage 5rou.%seit36intelarbgr.1org%rian*seit36earthlin*1netInstructions1) On Questions Tab assess your agreement (column "c"combo box) with each of the 81 questions [Strongly agree to Strongly isagree!") #e$iew %usiness &o'e(s e)ecti$eness by loo*ing at each +ssessment ,hart an' then +ssessment Tab-) #e$iew #ecommen'ations Tab for suggestions on im.ro$ing %usiness &o'el StrengthSuggestions:#e$iew from Summary to etail charts to 'etermine which ma/or areas to focus u.on 0rst rather than focusing u.on 'etail items1,reating a %usiness &o'el im.ro$ement .rogram in this way is li*ely to yiel' the greatest results1 SupportCreated and supported by:%rian 2 Seit34ntellectual +rbitrage 5rou.%seit36intelarbgr.1org%rian*seit36earthlin*1netIndex Questions Assessment Rating Assessment RatingN1 Your Product or Service is inexpensive or you have low margins Neither 3 Strongly Agree 1N2 Opportunities for repeat or addon sales are limited Neither 3 Agree 2N3 Prospects and customers find it difficult to locate your !usiness Neither 3 Neither 3N" Prospects and customers are unaware of your products# services# or !usiness Neither 3 $isagree"%&1 'here are no social or professional organi(ations related to your !usiness your Prospects or )ustomers !elong to Neither 3 Strongly $isagree *%&2 'here are industry# trade# or consumer pu!lications +print or electronic, targeted to your mar-et.customersNeither 3%&3 )ustomers can not !e identified through purchased lists Neither 3%&" %vents or trade shows do not targeted to your mar-et.customers Neither 3%&* 'here are no distri!ution mar-et services your mar-et Neither 3%&/ )ustomers do not -now where to loo- for your organi(ation Strongly $isagree *SP1 'he sale is !ased upon practical considerations rather than emotional considerations Strongly $isagree *SP2 'he product or service is not a high priority item Strongly $isagree *SP3 'he !usiness does have the resources to support an intensive sales effort Strongly $isagree *SP" 'he product or service needs to !e purchased only once Strongly Agree 1$01 Sale support is re1uiredAgree 2$02 Products re1uire customi(ation Neither 3$03 Sales cycle is very longAgree 2$0" 'here are many competitors in your mar-et niche Neither 3$0* 'here are limited opportunities for followup sales $isagree"2S1 'he dollar value of each sale is small Neither 32S2 )ustomer service costs are high Strongly Agree 12S3 'he purchase is a lowpriority decision Agree 22S" Your !usiness sales staff is small $isagree"OS1 )ustomers are !uying and expected result instead of a defined product or service $isagree"OS2 )ustomer statisifaction depends upon the application Strongly Agree 1OS3 'he Product or Service is new and customers are not familiar with its operation or process Strongly Agree 1OS" Product or Service is customi(ed to the customer3s application $isagree"OS* Product or Service interfaces with multiple other product or services Strongly Agree 14')1 Product or Service is sold through a distri!ution networ- Strongly Agree 14')2 Practicality is more influential on the )ustomer3s !uying decision than fun or emotion Neither 34')3 )ustomers aren3t confident of the purchasing process Strongly Agree 14')" Purchases can easily !e delayed or postponed Strongly Agree 14')* You have a limited num!er of contacts with any one customer Strongly $isagree *)A1 $istri!ution channel is involved with the product or service Strongly Agree 1)A2 )ompetitors are esta!lished in the mar-et Strongly $isagree *)A3 5usiness has fewer resources than competitors Strongly $isagree *)A" )ustomers can 1uic-ly tell which product or service is !est Strongly $isagree *)A* 5uyers are willing to shop for the !est product or service Strongly $isagree *P01 )ustomers consider product or service a discretionary purchase Strongly $isagree *P02 'here are many other options to purchasing Strongly $isagree *P03 Products or Services are not well -nown or unproven Strongly $isagree *P0" )ustomers are costconscious or value oriented Strongly $isagree *%P1 6ar-et is highly competitive Strongly Agree 1%P2 )ustomers may not elect to purchase product or service Strongly Agree 1%P3 'he sale is to a customer that provides limited revenue opportunityStrongly Agree 1%P" People have a short !uying process Strongly Agree 1SS1 5usiness has a complex or un-nown product or serviceStrongly $isagree *SS2 Sales revenue generate from each customer are low Strongly $isagree *SS3 5usiness3s resources are low Strongly $isagree *SS" )ustomers and Prospects are widely dispersedStrongly $isagree *SS* Purchase is not a high priority for the customer Strongly $isagree *PA1 )ustomers are difficult to locate Strongly $isagree *PA2 7nsure of when a customer will purchase Strongly Agree 1PA3 8ow to moderate princing and average sale value $isagree"PA" Need to esta!lish a new !rand# product or service against esta!lished compeititionStrongly Agree 1PA* 5usiness has a new category of product or service $isagree"961 'he margin and sales volume are not sufficent to cover operating costs and profit Strongly Agree 17S1 A purchase is rarely made Strongly Agree 17S2 Sales costs to purchase price is relatively high Neither 37S3 &uture customer contact is unli-ely Strongly Agree 17S" )ustomer purchase is not a high priority item Strongly Agree 1P)1 'here is turnover in customer contacts who use product or service Neither 3P)2 Product or Service interfaces with multiple other product or services Strongly Agree 1P)3 'he mar-et has many rapid changes Strongly Agree 1P)" )ustomers don3t have the -nowledge to ad:ust for or correct small pro!lems Neither 3P)* Product or service replaces a well -now product or service Strongly Agree 16%1 5usiness )oncept is untested Strongly Agree 16%2 Product 8ifecycle is short or compeitor3s product lifecycle is shorter Neither 36%3 5usiness has limited resources to draw upon Strongly Agree 16%" 5usiness has a ma:or competitor or highly competitive mar-et Strongly Agree 16S21 )ustomers do not perceive any significant differences !etween productsStrongly Agree 16S22 8arge esta!lished competitor already exists in mar-et Strongly Agree 16S23 Alternative lowcost mar-eting methods +events# trade shows# associations and users groups, not via!le Strongly Agree 16S2" 5usiness unli-ely to gain compeititive advantage through sales and.or distri!ution tactics Strongly Agree 16S2* 6ar-eting and promotion costs are high Strongly Agree 1'81 )ustomers are heat see-ers +gadget and.or new technology lovers,Strongly Agree 1'82 )ustomers rely on cutting edge products for status Strongly Agree 1'83 New technology significantly reduces costs or increases productivity Strongly Agree 1'8" )urrent technology has well -now deficiencies or limitations Strongly Agree 1'8* 2apid product or service changes happen within the industry repeatedly Strongly Agree 1NumberEase of FindingSpending Pattern$ Value of SaleRepeat SalesOngoing Sales SupportHo Important are !ou to "ustomer"ompetiti#e Ad#antagePri$e%Value Relations&ipEntr! PointsSales Support Re'uiredPromotional A$ti#ities(argins)p*Selling and "ross*Selling Ongoing Produ$t "ost+o Enter ,usiness+o -eep (ar.et S&are+o Sta! on t&e "utting Edge;