market-based management

Analysis Market Structure Competition Market Share Relative Market Share Product Line (*) Rel Product Breadth Number Dist. Locations Distributor Share Name of Business 20 % 60 100 120 300 20 Competitor A 10 % 40 150 225 225 23 Competitor B 8 % 25 50 50 50 5 Competitor C 7 % 21 50 50 25 3 Number of Others 20       20   Average Share Others 3       25     100       1000

Starting Data Market Structure Competition Market Share Relative Market Share Product Line (*) Rel Product Breadth Number Dist. Locations Distributor Share Name of Business 20 % 60 100 120 300 20 Competitor A 10 % 40 150 225 225 23 Competitor B 8 % 25 50 50 50 5 Competitor C 7 % 21 50 50 25 3 Number of Others 20       20   Average Share Others 3       25     100       1000

(*) Note: Rel Product Breadth = Product Breadth / Average Product Breath of Three Competitors
50 = Narrow Product Line, 100 = Average Product Line, 150 = Extensive (broad) Product Line