Profit

Preliminary Questions:
Objective & Timeline Revenue Cost
Product specifications &
Business model
Geography
Customer segment &
Segmentation if the revenue streams are
Growth rate
known
Competitors
Value Chain R1 R2 R3 Questions:
1. %share of each stream
2. %change in each revenue stream

Suggested approach: Dig

Fixed Variable deeper into variable costs
revenue/unit
Across customer segments & distribution #units sold through value chain
channels (price/unit)
Infrastructure

Competitive pricing Procurement Production Packaging

Management
Pricing  salaries Raw Labour
strategies Cost based pricing materials

Taxes, EMI etc.

Machines Utilities
Value based pricing
Transportation
Marketing
budget
Size share%
R&D

Substitute Company After sales Sales Distribution

specific issues
External factors
Industry 
Complimentary products specific 
issue
Company / product
factors
Regulation changes  Supply side Demand side
(incl. Govt. taxes)
 
Quality Packaging Pricing Company's brand Availability Accessibility Range of products/ 
Customer buying power perception updating products
with changing 
customer's buying At the point of
Raw materials Final product
preferences  Raw materials Production Distribution Pre-sales After sales
sale

Production
Brand Intangibles Visibility Loyalty programs
1. Differentiate end customer of product from Client's customer constraints Packaging Image
2. Step into the customer shoes
3. Think through end to end customer journey  Awareness
Efficiency  Storage Offers &  Maintenance
Controversy Combo services 
issues
Transportation Accessibility
Product Pre-sales 
Retailers parameters options

Frequency  Payment Life

of buying methods Terms & 
Conditions
Benchmark w.r.t. time & competitors Price of comp. Selling offers Compatability
product

Benchmark w.r.t. time & competitors

Prepared by:
(c) Smarthveer Sidana, https://www.linkedin.com/in/smarthveer-sidana-07267111a/
The framework is free for your personal use, free to distribute freely to others provided content and attribution left unaltered Smarthveer Sidana

B.Tech., IIT Delhi (2019)