Come analizzare i propri competitor? – L’importanza dell’analisi della concorrenza
L’analisi della concorrenza è il punto di partenza della creazione di un nuovo business, dello sviluppo di un nuovo prodotto e dell’ottimizzazione di diverse attività aziendali. L’analisi della concorrenza nel marketing come nella gestione aziendale strategica è una valutazione dei punti di forza e di debolezza dei concorrenti attuali e potenziali.
Fornisce informazioni strategiche sia in chiave offensiva che difensiva. Uno strumento indispensabile per identificare opportunità e minacce.
INDIVIDUARE I COMPETITOR
La prima cosa da fare è individuare i propri competitor. Un competitor è colui che compete con te nel vendere un prodotto allo stesso target di clienti. Dunque i prodotti devono essere sostituibili tra loro dal punto di vista del cliente, non basta che siano nello stesso mercato. Un produttore di scarpe in pelle fatte a mano e con un prezzo di vendita di 300€ non è un competitor di un produttore di scarpe da ginnastica da 50€ made in China.
E’ possibile includere anche competitor potenziali, vale a dire player che al momento non vendono prodotti concorrenziali ai nostri, ma che verosimilmente inizieranno a farlo in futuro.
Selezione delle informazioni più rilevanti riguardanti i competitor:
-
- Pricing – qual è il costo dei loro prodotti e servizi?
- Informazioni finanziarie – prezzo delle azioni, report annuali, ecc
- Prodotti – punti di forza e di debolezza dei loro prodotti
- Customer experience – quali sono i loro standard in termini di customer care
- Proprietà intellettuale – copyrights, trademark, brevetti
- Marketing – campagne, eventi, iniziative di csr, social media, ecc
- Rischi – vantaggi competitivi della concorrenza
- Opportunità – su quale punto di debolezza potresti far leva?
- Distribuzione – quali sono le Regioni e i mercati ai quali si rivolgono?
Valutazione della loro strategia
-
- Alla luce delle informazioni ottenute comprendi quali sono i punti di forza e di debolezza della strategia che pensavi di implementare per il brand
- Cerca di prevedere il loro comportamento per prendere migliori decisioni di business
RACCOGLIERE LE INFORMAZIONI
A questo punto è necessario iniziare a raccogliere dati e informazioni sui nostri competitor e che successivamente andremo ad elaborare per renderle confrontabili e rilevanti ai fini delle decisioni strategiche.
Non è certamente semplice reperire i dati aziendali di player concorrenti, proprio perché ognuno si limita a far uscire dalla propria azienda solo le informazioni strettamente necessarie ai fini della comunicazione pubblica.
Ad ogni modo una serie di ricerche approfondite su internet di solito ci forniscono una buona panoramica.
A queste vanno a unirsi i documenti societari, reperibili tramite operatori specializzati tipo Cerved, le ricerche di mercato e l’analisi che possiamo condurre direttamente sui prodotti concorrenti.
Cerved mette a disposizione un’interessante gamma di report con informazioni estremamente preziose come:
- bilancio riclassificato;
- saldi finanziari e indicatori economico-finanziari degli ultimi tre anni;
- assetto societario (soci e quote);
- cariche aziendali ricoperte dagli esponenti in altre società;
- informazioni relative ad eventuali negatività;
- ecc…
ELABORARE LE INFORMAZIONI
Dopo aver raccolto quante più informazioni possibili sui competitors, puoi procedere con la tua analisi della concorrenza riordinando, elaborando ed analizzando in modo scrupoloso tutti i dati reperiti. Crea tabelle, grafici, fogli di calcolo o qualunque altro strumento possa aiutarti a comprendere a pieno la situazione delle altre imprese e le differenze che le stesse hanno con la tua: in linea generica le rappresentazioni più utilizzate mirano a confrontare le peculiarità di:
- prodotti venduti,
- fatturato,
- tasso di rischio,
- ROI (ritorno sugli investimenti)
- CAGR (tasso di crescita annuo)
Fatto ciò, puoi raccogliere i risultati ottenuti in una presentazione riepilogativa, avendo cura di mettere in evidenza solo i valori realmente rilevanti per il tuo studio e la tua attività.
ANALIZZARE L’ASSETTO ORGANIZZATIVO
Tra le dimensioni da prendere in considerazione nella nostra analisi non dovrebbe mancare quella organizzativa, che è invece frequentemente ignorata.
E’ importante capire come sono strutturati i nostri competitor per rispondere velocemente ai cambiamenti del mercato.
Le domande da porsi sono:
Nel mercato in cui opero è opportuno dotarsi di una struttura organizzata per linee di prodotto o per area geografica?
Oppure a matrice visto che il prodotto e l’area geografica sono dimensioni ugualmente importanti?
Che rapporto tra numero di dipendenti e fatturato hanno i miei competitor? Devo tenere tutte le attività in house o è il caso di dare in outsourcing quelle più operative?
STUDIO E ADOZIONE DI STRATEGIE MIRATE
L’ultimo punto dell’analisi è quello delle valutazioni e delle decisioni. Preso atto della situazione propria e di quella dei competitor si deve quantificare, se presente, il gap da colmare.
Tale gap può essere presente su tutti i fronti o solo su alcuni, l’importante è individuare per ogni singolo punto una o più azioni da mettere in atto per riconquistare terreno.
A tale scopo possono essere utili rappresentazioni come il Capabilities Level Chart, un grafico che mette in evidenza le aree in cui siamo più bravi dei competitor e quelle in cui invece dobbiamo migliorare.
A ciascun punto devono essere collegati obiettivi chiari e misurabili come ad esempio investire in una nuova tecnologia, acquisire le risorse umane necessarie per migliorare determinate attività oppure cambiare strategia di marketing.
PERCHE’ E’ IMPORTANTE ANALIZZARE LA CONCORRENZA?
Essere al corrente di quello che i competitor stanno facendo e della loro strategia in generale, ti permetterà di ottenere un enorme vantaggio competitivo.
L’analisi della concorrenza può aiutarti a:
- Sviluppare un’efficace strategia marketing
- Identificare nuove opportunità di marketing
- Individuare i punti di debolezza dei competitor per incrementare il tuo market share
- Indirizzare al meglio la tua strategia partendo da dati reali e vantaggi competitivi concreti.
- Aiutarti a pianificare futuri investimenti
Qualora questa pubblicazione ti sia risultata utile e gradita, per rimanere sempre aggiornato iscriviti gratuitamente alla newsletter settimanale oppure seguici sui social network (facebook ).
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Realizacija projekta odmora;
Trebam gotovinu.
Zajam u rasponu od 2000 eura do najviše 75.000 eura. s maksimalnim rokom otplate od 84 mjeseca za izuzetnu stopu od 2,99% godišnje
Zadovoljstvo i garancija naš su prioritet
info:
Uzajamno kreditiranje
creditmutual55@gmail.com
HVALA
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I go by the Name James m. Jim Lawther currently residing here in CA Los Angeles, it’s been 9 years have been working here in United State as a Nurse, I always like using Instagram to while away time for myself and I came in contact with a Chinese profile picture, the guy was awesome and he told me he was into broker trading that I could invest little with $5,000 and within three months I will have enough to buy myself a home and a hospital, so I decided to invest but after 3 months I tried to withdraw and I was asked for more and all this while he encouraged me to keep investing and I had already invested $73,000.00 USD with him on his broker platform and we started dating so that makes me confident in him but it was too late to know I have been scammed after he successfully rips me off. I told my close friend about it, luckily she knows a good hacker who she believes can help me recover all my lost money. I contacted the hacker through his email, At first, I was not very sure if he would be able to help me out. but since it was my friend who introduced the hacker to me. I decided to give it a try, to my greatest surprise. He was able to help me recover my stolen money within 71 hours. Have you been scammed before and you want to get your money back? Are you looking for a good hacker for a good purpose? Search no more. CYBERSPACE HACK PRO is the best solution to your problem. Email Cyberspacehackpro(@)rescueteam.com) or WhatsApp at +1 (559) (508) (2403)
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Buongiorno, vorrei ringraziare di cuore la signor Gorizio Ferrante, che ho conosciuto grazie ad un’amica che ha ricevuto un prestito da questa signora. L’ho allora contattata per un prestito di 75.000 euro, il mio prestito oggi, ecco la sua email per chi ne avesse bisogno, non rimarrete delusi
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