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Victor Cheng Business Situation Framework

Customer (5)
Who is the customer?; What does each customer segment want?; Price sensitivity of each segment; Distribution channel preference by segment; Customer concentration and power
Product (6)
Nature of product; Commodity or differentiable good; Identify complementary goods; Identify Substitutes; Product’s Life Cycle; Packaging
Company (7)
Capabilities and expertise; Distribution channels; Cost structure (fixed and variable); Investment cost; Intangibles; Financial situation; Organizational Structure
Competition (6)
Competitor market share concentration; Competitor behaviors; Best practices; Barriers to entry; Supplier concentration; Regulatory environment

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