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Yamama Decision Tree Map - Coggle Diagram

- - - - Retention of customers vs price changes
      - forecasting revenue if prices increased
    - - Check how Rivalry follow trends of increased and decreased prices
      - Demand and supply data to validate the prices setting
  - - - Calculate the COGS and revenue to reach profit margin
  - - - Relationship between price and market share losses
        
        Do a simulation to know how price changes effect the market share in percentage
    - - Benchmark prices of products in portfolio to other competitors based on different criteria (location, etc..)
    - - Price per product throughout the years
- - - - Customers
        
        Loyal Customers
        
        Account Classification
        
        Classification criteria
        
        Customer Clustering
        
        Distributors channels
        
        Top Performers
        
        Check for pareto ( % customer that contribute from the overall revenue)
        
        Ready mixes coverage
        
        Influence/ Impact of customers and relationship levels
        
        Customers satisfaction& Loyalty
        
        Customer visits
        
        Review & analysis of the Conducted Survey
        
        Retention Rates
        
        New Customers
        
        Customer Acquisition
        
        Direct accounts reach
        
        Growth per Year
        
        New customers acquired
    - - Orders
        
        Sales force
        
        Solution selling skills
        
        Conduct competencies Assessment
        
        Define set of competency related for each in the commercial department
        
        Evaluate the sales approach adopted by salespeople
        
        Number of Visits
        
        Activity type
        
        Orders Frequency
        
        Recurring orders
        
        Recurring orders during a period of time
        
        Quotations
        
        Validate Approvals & order preparation sequence
        
        Quotations scenario
        
        Frequency
        
        Issuance
        
        Agreements Vs. Direct Orders
        
        Sales
        
        Demand Forecasting
        
        Actual selling figures vs Forecasted Quantities
        
        Understand yearly plan and monthly review phenomena
        
        Yearly growth
        
        Regional Split Validation (80% Riyadh , 20% East)
        
        Consolidation of orders end of the month
        
        Discounts granted and subtraction of quantities
  - - - Product Mix
        
        Most selling product Type
        
        Brand Positioning
        
        Market Segmentation
        
        Customer Clusters identification
        
        Product varieties ordered per customers
        
        Quality
        
        Product Added Value
        
        Define Perceived value by customers
        
        Edge over Competitors
      - Market Size
        
        Distributor Networks
        
        Check coverage and end customer reach
        
        Check construction projects in the Kingdom and how is it used to predict the demand for cement
        
        Compare Market trends for each product in the portfolio
      - Average Tons per order
        
        Average Tons per order by Product Category
        
        Factors that affects the average tons per order
        
        Price Sensitivity Vs. Quantities sold
        
        Comparison Yamama vs competitors
        
        Market Reports comparison
        
        Demand Forecasting
        
        Project estimated need and percentage covering by Yamama cement
        
        Customer demand estimation calculation