MARKET ANALYSIS

By
P.K.Mathan Raj
What is Market Analysis?
A documented investigation of a market
that is used to inform a firm's planning
activities particularly around decisions of
the different aspects of a company.
Different Aspects include…
Inventory
Purchase
Work force expansion/contraction
Facility expansion
Purchases of capital equipment
Promotional activities and
Many other aspects
Goal of Market Analysis
To determine the attractiveness of a
market
◦ Both Now
&
◦ The Future.
InvestmentDecisions
Findings  Various Investment Strategies
Dimensions of a Market Analysis
David A. Aaker outlined the following
dimensions of a market analysis:
◦ Market size (current and future)
◦ Market growth rate
◦ Market profitability
◦ Industry cost structure
◦ Distribution channels
◦ Market trends
◦ Key success factors
(David A. Aaker – Consultant & Author in the field of marketing,
particularly in the area of Brand Strategy.)
 Market Size
Size of the market can be evaluated based on
◦ Present Sales
◦ Potential Sales (If the use of the product were
expanded)
Information sources for determining market
size
◦ Government data
◦ Trade associations
◦ Financial data from major players
◦ Customer surveys
Market Growth Rate (MGR)
Study Growth Drivers
◦ Demographic information
◦ Sales growth in complementary products
Important Inflection points in the MGR can
be predicted by constructing product
diffusion curve.
The shape of the curve can be estimated by
studying the characteristics of the adoption
rate of a similar product in the past.
MGR (Cont…)
Leading indicators of the decline phase
(PLC) include,
◦ Price pressure caused by competition
◦ Decrease in brand loyalty
◦ Emergence of substitute products
◦ Market saturation and
◦ Lack of growth drivers.
Market Profitability
Avg Profit potential for a market  Can
be used as Guideline
Michael Porter devised a useful
framework for evaluating the
attractiveness of an industry or market,
known as Porter's five forces
Porter’s Five Forces
Five factors that influence the market
profitability:
◦ Buyer power
◦ Supplier power
◦ Barriers to entry
◦ Threat of substitute products
◦ Rivalry among firms in the industry
Industry Cost Structure
Important for identifying key factors for
success
Porter's value chain model is useful for
determining where value is added and for
isolating the costs.
Also helpful for formulating strategies to
develop a competitive advantage.
Distribution Channels
Existing distribution channels - can be
described by how direct they are to the
customer.
Trends and emerging channels - new channels
can offer the opportunity to develop a
competitive advantage.
Channel power structure - for example, in the
case of a product having little brand equity,
retailers have negotiating power over
manufacturers and can capture more margins.
Market Trends
Source of new opportunities and threats
◦ Changes in the market
Relevant trends are industry-dependent
Egs:
◦ Changes in price sensitivity
◦ Demand for variety
◦ Level of emphasis on service and support.
Regional trends also may be relevant.
Key Success Factors
◦ Access to essential unique resources
◦ Ability to achieve economies of scale
◦ Access to distribution channels
◦ Technological progress

Key success factors may change over

time, especially as the product progresses
through its life cycle