1. LMU Graduate School MBAH 673—New Product Design Spring 2014 Customer Needs Analysis & Multiple Strategic Demand Matrix

2. Customer Musts and Wants Musts(Features/Benefits) A. Most Important and Highest Value B. Next…. C. Next…. Wants(nice to have attributes but NOT part of the distinctives) ----

3. Business-Level Strategy and Competitive Positioning Chapter 5 Essentials of Strategic Management, 3/e Charles W.L. Hill | Gareth R. Jones

4. Figure 4.1: Value Creation

5. Figure 4.2: Comparing Toyota and General Motors

6. Figure 4.3: Building Blocks of Competitive Advantage

7. 4 chapter EVALUATING A COMPANY’S RESOURCES, COST POSITION, AND COMPETITIVENESS Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

8. TABLE 4.2 Factors to Consider When Identifying a Company’s Strengths, Weaknesses, Opportunities, and Threats Potential Internal Strengths and Competitive Capabilities Core competencies in ____. A strong financial condition; ample financial resources to grow the business. Strong brand name image/company reputation. Economies of scale and/or learning and experience curve advantages over rivals. Proprietary technology/superior technological skills/important patents. Cost advantages over rivals. Product innovation capabilities. Proven capabilities in improving production processes. Good supply chain management capabilities. Good customer service capabilities. Better product quality relative to rivals. Wide geographic coverage and/or strong global distribution capability. Alliances/joint ventures with other firms that provide access to valuable technology, competencies, and/or attractive geographic markets.

9. TABLE 4.2 Factors to Consider When Identifying a Company’s Strengths, Weaknesses, Opportunities, and Threats Potential Internal Weaknesses and Competitive Deficiencies No clear strategic direction. No well-developed or proven core competencies. A weak balance sheet; burdened with too much debt. Higher overall unit costs relative to key competitors. A product/service with features and attributes inferior to those of rivals. Too narrow a product line relative to rivals. Weak brand image or reputation. Weaker dealer network than key rivals. Behind on product quality, R&D, and/or technological know-how. Lack of management depth. Short on financial resources to grow the business and pursue promising initiatives.

10. TABLE 4.2 Factors to Consider When Identifying a Company’s Strengths, Weaknesses, Opportunities, and Threats Potential Market Opportunities Serving additional customer groups or market segments. Expanding into new geographic markets. Expanding the firm’s product line to meet a broader range of customer needs. Utilizing existing company skills or technological know-how to enter new product lines or new businesses. Falling trade barriers in attractive foreign markets. Acquiring rival firms or companies with attractive technological expertise or capabilities.

11. TABLE 4.2 Factors to Consider When Identifying a Company’s Strengths, Weaknesses, Opportunities, and Threats Potential External Threats to a Company’s Future Prospects Increasing intensity of competition among industry rivals—may squeeze profit margins. Slowdowns in market growth. Likely entry of potent new competitors. Growing bargaining power of customers or suppliers. A shift in buyer needs and tastes away from the industry’s product. Adverse demographic changes that threaten to curtail demand for the industry’s product. Vulnerability to unfavorable industry driving forces. Restrictive trade policies on the part of foreign governments. Costly new regulatory requirements.

12. Figure 3.1: Porter’s Five Forces Model Adapted and reprinted by permission of Harvard Business Review. From Michael E. Porter, “How Competitive Forces Shape Strategy,” Harvard Business Review, March/April 1979. © 1979 by the President and Fellows of Harvard College. All rights reserved.

13. Strategic Management: Concepts and Cases 9e Hitt, Ireland, & Hoskisson, 2013 Cengage Learning-Publisher Part II: Strategic Actions: Strategy Formulation Chapter 4: Business-Level Strategy

14. Five Business-Level Strategies