You should specifically identify any assumptions that you make and justify the decision(s) made.

ABC Door, Inc.

COMPETITIVE DATA & ANALYSIS

A.Sales in ABC's served market (150 locations):

i)2005 sales (total) = $348.5M

# Dealers (total)=3002

AVERAGE SALES/DEALER=$116.1

ii)Typical dealer sales breakdown (3 brands)

dominant:60%$69.7K

second:30%$34.8

third:10%$11.6K

iii) No. of ABC dealers= 350

iv) No. of exclusive dealers= 50

v)No. of non-exclusive dealers= 300

B.ABC SALES

Total sales=$9.2M

Total no. of dealers=350

i.e$/DEALER (combined)=$26.3K

Total no. of markets=150

i.e.$/MARKET (combined)=$61.33K

Sales of exclusive dealers (markets)=$6.44M ($6.44M)

No. of exclusive dealers (markets)=50 (50)

i.e.SALES PER EXCLUSIVE DEALER (MARKET)=$128.8K ($128.8K)

Sales of non-exclusive dealers (markets) = $2.76M ($2.76M)

No. of non-exclusive dealers (markets)= 300 (100)

i.e.SALES PER NON-EXCLUSIVE DEALER (MARKET) = $9.2K($27.6K)

Question 1.How effectively does ABC compete in the non-exclusive dealerships?Use market share

analysis!

Question 2.How effectively does ABC compete in exclusive dealerships?Compare with served market data.

Question 3.Compare the difference in effectiveness of ABC in exclusive and non-exclusive dealerships.What in-store market share would you EXPECT for ABC in the non-exclusive dealers (ABC is one of 3 brands)?Hypothesize as to the reason(s) for the discrepancies from the observed market share.