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3rd DISCOVERY ASSIGNMENT (REVISED BMC SWOT)

(mark the match statement in SWOT statement column and fill the detail condition in explanation column)

VALUE PROPOSITIONS SWOT

EXPLANATION

S

Their Value Propositions are well aligned with customer needs

Sudah masuk pabrik

Their Value Propositions have strong network effects

There are strong synergies between their products and services

Their customers are very satisfied

W

Their Value Propositions and customer needs are misaligned

Walau sudah masuk pabrik namun masih belum luas networknya

Their Value Propositions have no network effects

There are no synergies between their products and services

They have frequent complaints

O

Could they generate recurring revenues by converting products into services?

Tidak

Bisa

Kalangan pabrik

Could they better integrate their products or services?

Which additional customer needs could they satisfy?

What complements to or extensions of their Value Proposition are possible?

What other jobs could they do on behalf of customers?

T

Are substitute products and services available?

Tidak

Ya

Are competitors threatening to offer better price or value?

CUSTOMER SEGMENTS SWOT

S

Customer churn rates are low

Kostumer sudah banyak yang puas

Customer base is well segmented

They are continuously acquiring new customers

W

Customer churn rates are high

Kostumer ada yang mengeluh karena lama transportnya

Customer base is unsegmented

They are failing to acquire new customers

O

How can they benefit from a growing market?

Terus mencoba mendapatkan banyak kostumer

Could they serve new Customer Segments?

Could they better serve their customers through finer segmentation?

T

Could their market be saturated soon?

Ya karena ada pesaing

Cepat atau lambat karena ada pesaing

Are competitors threatening their market share?

How likely are customers to defect?

How quickly will competition in their market intensify?

CUSTOMER RELATIONSHIPS SWOT

S

Strong Customer Relationships

Ada

Tidak

Ya

Relationship quality correctly matches Customer Segments

Relationships bind customers through high switching costs

Their brand is strong

W

Weak Customer Relationships

Tentu ada

Tidak begitu kuat

Relationship quality is poorly matched to Customer Segments

Customers switching costs are low

Their brand is weak

O

Is there potential to improve customer follow-up?

Bisa

How could they tighten their relationships with customers?

Could they improve personalization?

How could they increase switching costs?

Have they identified and “fired” unprofitable customers? If not, why not?

Do they need to automate some relationships?

T

Are any of their Customer Relationships in danger of deteriorating?

Ada,karena bisa saja kostumer komplain

CHANNELS SWOT

S

Their Channels are very efficient

Ya

Ya

Tidak

Ya

Their Channels are very effective

Channel reach is strong among customers

Customers can easily see their Channels

Channels are strongly integrated

Channels provide economies of scope

Channels are well matched to Customer Segments

W

Their Channels are inefficient

Tidak

Tidak

Their Channels are ineffective

Channel reach among prospects is weak

Prospects fail to notice their Channels

Channels are poorly integrated

Channels provide no economies of scope

Channels are poorly matched to Customer Segments

O

How could they improve channel efficiency or effectiveness?

Menchannel yang penting saja

Ya

Ya

Ya

Ya

Could they integrate their Channels better?

Could they find new complementary partner Channels?

Could they increase margins by directly serving customers?

Could they better align Channels with Customer Segments?

T

Do competitors threaten their Channels?

Ya,karena menawarkan lebih bagus

Ya

Are their Channels in danger of becoming irrelevant to customers?

KEY ACTIVITIES SWOT

S

They efficiently execute Key Activities

Kualitas yang cukup baik

Ya karena susah masuk pabrik

Tidak

Their Key Activities are difficult to copy

Execution quality is high

W

Key Activity execution is inefficien

Iya, mudah di copy

Their Key Activities are easily copied

Execution quality is low

O

Could they standardize some Key Activities?

Menjaga hubungan dengan pabrik

Ya tentu

How could they improve efficiency in general?

Would IT support boost efficiency?

T

What Key Activities might be disrupted?

Aktivitas marketing, karena banyak saingan

Tidak

Is the quality of their activities threatened in any way?

KEY RESOURCES SWOT

S

Their Key Resources are difficult for competitors to replicate

Nama yang sudah lama terkenal

Resource needs are predictable

They deploy Key Resources in the right amount at the right time

W

Their Key Resources are easily replicated

Cara kerja mereka

Resource needs are unpredictable

They have trouble deploying the right resources at the right time

O

Could they use less costly resources to achieve the same result?

Bisa

There are Key Resources could be better sourced from partners

There are Key Resources are under-exploited

Do they have unused intellectual property of value to others?

T

Could they face a disruption in the supply of certain resources?

Bisa

Tidak

Is the quality of their resources threatened in any way?

KEY PARTNERSHIPS SWOT

S

Balance of in-house versus outsourced execution is ideal

Nama yang sudah terkenal

 

Ya

They are focused and work with partners when necessary

They enjoy good working relationships with Key Partners

W

They execute too many or too few activities ourselves

Tidak banyak partner

They are unfocused and fail to work sufficiently with partners

Working relationships with Key Partners are conflict-ridden

O

Are there outsourcing opportunities?

Tentu ada

Ya

-

Tidak

Ya

Could greater collaboration with partners help us focus on their core business?

Are there cross-selling opportunities with partners?

Could partner Channels help us better reach customers?

Could partners complement their Value Proposition?

T

Are they in danger of losing any partners?

Ya

Ya

Might their partners collaborate with competitors?

Are they too dependent on certain partners?

COST STRUCTURE SWOT

S

Their costs are predictable

Tidak

Ya

Ya

Ya

Their Cost Structure is correctly matched to their business model

Their operations are cost-efficient

They benefit from economies of scale

W

Their costs are unpredictable

Ya

Tidak

Tidak

Tidak

Their Cost Structure and business model are poorly matched

Their operations are cost-inefficient

They enjoy no economies of scale

0

they can reduce costs

Ya

T

There are costs threaten to become unpredictable?

Tidak

Tidak ada

There are costs threaten to grow more quickly than the revenues they  support?

REVENUE STREAM SWOT

S

They benefit from strong margins

Tidak dapat diprediksi banyaknya

Tidak

Ya

Ya

Ya

Ya

Their revenues are predictable

They have recurring Revenue Streams and frequent repeat purchases

Their Revenue Streams are diversified

Their Revenue streams are sustainable

They collect revenues before they incur expenses

They charge for what customers are really willing to pay for

Their pricing mechanisms capture full willingness to pay

W

Their margins are poor

Tidak

Tidak

Tidak

Tidak

Tidak

Tidak

Their revenues are unpredictable

Their revenues are transactional with few repeat purchases

They depend on a single Revenue Stream

Their revenue sustainability is questionable

They incur high costs before they collect revenues

They fail to charge for things customers are willing to pay for

O

Can they replace one-time transaction revenues with recurring revenues?

Tidak

Tidak

Ya

Tentu Bisa

There are other elements customers will be willing to pay for

Do they have cross-selling opportunities either internally or with partners?

There are other Revenue Streams they could add or create

Can they increase prices?

T

Are their margins threatened by competitors? By technology?

Tidak

Ya

Tidak bisa diprediksi

Do they depend excessively on one or more Revenue Streams?

There are Revenue Streams are likely to disappear in the future

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