Question: Table 3: Market Snapshot Co. D vs Ind. 3 K L Ind. Avg. Avg 61.80 4.596 5.2* -1.2* 192 -9.9% Some Avg. 7.150 16.1% 78

Table 3: Market Snapshot Co. D vs Ind. 3 K L Ind. Avg. Avg 61.80 4.596 5.2* -1.2* 192 -9.9% Some Avg. 7.150 16.1% 78 -23.1% 129 -22.5% 129 -22.5% 16.7% -3.7 124 North America Competitive Efforts by Company Year 13 D E G H I INTERNET SEGMENT Price ( per pair at retail 80.00 60.00 63.00 50.00 58,80 70.00 S/Q Rating (1 to 10 stars) 5* 3* 6* 4* 5* 8* Models Offered 180 160 196 173 240 205 Free Shipping No No Yos No No No Advertising (5000) 7,000 7,300 7,300 6,000 7,800 7.500 Celebrity Appeal 95 255 55 60 0 0 Online Orders (000s) 143 150 100 156 101 Pairs Sold (000) 124 143 150 100 156 101 Market Share 16.0% 18.5 19.4% 12.9% 20.2% 13.1% WHOLESALE SEGMENT Price ( per pair of wholesale) 42.00 52.00 48.00 44,00 46.00 55.00 S/Q Rating (1 to 10 stars 5* 3* 6* 4* 5* B* Models Availability 200 250 199 187 243 242 Advertising (5000) 7,000 7,300 7,300 6,000 7,800 7,500 Rebate Offer (5 per pain 3 0 3 5 4 Retail Outlets Utilized 4.400 1.765 2,938 1,768 1.770 2,748 Retailer Support (5 per outet) 400 410 400 450 480 400 Dellvery Time (works) 2 3 2 3 3 Celebrity Appeal 95 255 55 60 0 0 Retailer Demand (000s) 2.287 1.252 1.500 1.153 1.464 1.273 Gained/Lost (due to stockouts) 0 0 0 0 0 0 Pairs Sold (000) 2,287 1.252 1,509 1,153 1,464 1.273 Market Share 25.64 14.0% 16.9% 12.9% 16.4% 14.2 PRIVATE-LABEL SEGMENT Bid Price (max $42.83) 22.48 0.00 0.00 23.99 27.97 0.00 S/Q Rating Imin 4*) 4* O* O* 4* 4* O* Pairs Offered (000) 543 0 0 1,160 1,310 0 Pairs Sold (0) 543 0 0 933 0 0 Market Share 36.8 0.0 0.0 63.2 0.0 0.0 3 47.83 -8.0% 5.2* -1.2* 220 -15.0% 7.150-16.1% 3.00 0.0% 2,565 -31.1% +6.4% 2.7 +11.1% 78 -23.1% 1.490-22.6% 0 1,490 22.6% 16.7 Total Private Label Pairs Dernand 1478 Offered 3,013 Sold 1476 In the Wholesale Market Segment, what strategic marketing elements make Company A the market share leader in Table 3? List three (3) marketing elements. HTML Editora A I E333xx, E DT 12pt Paragraph O words Question 24 6 pts In Table 3, list three (3) key issues that warrant Company D's management's attention in the Wholesale market. HTML Editora Question 25 5 pts To the three (3) Issues that you listed in the previous question, list three (3) Actions you recommend to address each of the three issues you listed. HTML Editor BIVA A - IE E 31 XX, EE Do VX OUDT 12pt Paragraph Table 3: Market Snapshot North America Year 13 Competitive Efforts by Company B C D E F G H I Co.D vs Ind. Avg. J Ind. Avg. L Avg INTERNET SEGMENT Price (s per pair at retail) S/Q Rating (1 to 10 stars) Models Offered Free Shipping Advertising (5000) Celebrity Appeal Online Orders (000) Pairs Sold (000) Market Share 60.00 60.00 63.00 50.00 58.80 70.00 5* 3* 6* 4* 5* 8* 180 160 196 173 240 205 No No Yes No No No 7,000 7,300 7,300 6,000 7,800 7,500 95 255 55 60 0 0 124 143 150 100 156 101 124 143 150 100 156 101 16.0% 18.5% 19.4% 12.9% 20.2% 13.1% 61.80 -4.596 5.2* -1.2* 192 -9.996 Some 7,150 -16.196 78 -23.1% 129 -22.5% 129 -22.5% 16.7% -3.7pts. WHOLESALE SEGMENT Price ( per pair at wholesale) S/Q Rating (1 to 10 stars) Models Availability Advertising (5000) Rebate Offer (s per pair Retail Outlets Utilized Retailer Support (per outlet) Delivery Time (weeks) Celebrity Appeal Retaller Demand (000) Gained/Lost (due to stockouts) Pairs Sold (000) Market Share 42.00 52.00 48.00 44.00 46.00 55.00 5* 3* 6* 4* 5* 8* 200 250 199 187 243 242 7,000 7,300 7,300 6,000 7,800 7,500 3 0 3 3 5 4 4,400 1,765 2,936 1,768 1,770 2,748 400 410 400 450 480 400 2 2 3 3 3 95 255 55 60 0 0 2,287 1.252 1,509 1,153 1,464 1.273 0 0 0 0 0 0 2,287 1,252 1,509 1,153 1,464 1.273 25.6% 14.0% 16.9% 12.9% 16.4% 14.2% 47.83 -8.096 5.2* -1.2* 220 -15.0% 7,150 -16.196 3.00 0.096 2,565 -31.196 423 +6.4% 2.7 +11.1% 78 -23.1% 1,490 -22.696 0 1,490 -22.6% 16.7 -3.8pts PRIVATE-LABEL SEGMENT Bid Price (max = $42.83) S/Q Rating (min 4*) Pairs Offered (000s) Pairs Sold (000) Market Share 22.48 4* 543 543 36.8% 0.00 O* 0 0 0.0 0.00 23.99 27.97 0* 4* 0 1,160 1,310 0 933 0 0.0 63.2 0.0 0.00 O* 0 0 0.0% Total Private Label Pairs 2003 Demnand 1,476 Offered 3,013 Sold 1476 Table 3: Market Snapshot Co. D vs Ind. 3 K L Ind. Avg. Avg 61.80 4.596 5.2* -1.2* 192 -9.9% Some Avg. 7.150 16.1% 78 -23.1% 129 -22.5% 129 -22.5% 16.7% -3.7 124 North America Competitive Efforts by Company Year 13 D E G H I INTERNET SEGMENT Price ( per pair at retail 80.00 60.00 63.00 50.00 58,80 70.00 S/Q Rating (1 to 10 stars) 5* 3* 6* 4* 5* 8* Models Offered 180 160 196 173 240 205 Free Shipping No No Yos No No No Advertising (5000) 7,000 7,300 7,300 6,000 7,800 7.500 Celebrity Appeal 95 255 55 60 0 0 Online Orders (000s) 143 150 100 156 101 Pairs Sold (000) 124 143 150 100 156 101 Market Share 16.0% 18.5 19.4% 12.9% 20.2% 13.1% WHOLESALE SEGMENT Price ( per pair of wholesale) 42.00 52.00 48.00 44,00 46.00 55.00 S/Q Rating (1 to 10 stars 5* 3* 6* 4* 5* B* Models Availability 200 250 199 187 243 242 Advertising (5000) 7,000 7,300 7,300 6,000 7,800 7,500 Rebate Offer (5 per pain 3 0 3 5 4 Retail Outlets Utilized 4.400 1.765 2,938 1,768 1.770 2,748 Retailer Support (5 per outet) 400 410 400 450 480 400 Dellvery Time (works) 2 3 2 3 3 Celebrity Appeal 95 255 55 60 0 0 Retailer Demand (000s) 2.287 1.252 1.500 1.153 1.464 1.273 Gained/Lost (due to stockouts) 0 0 0 0 0 0 Pairs Sold (000) 2,287 1.252 1,509 1,153 1,464 1.273 Market Share 25.64 14.0% 16.9% 12.9% 16.4% 14.2 PRIVATE-LABEL SEGMENT Bid Price (max $42.83) 22.48 0.00 0.00 23.99 27.97 0.00 S/Q Rating Imin 4*) 4* O* O* 4* 4* O* Pairs Offered (000) 543 0 0 1,160 1,310 0 Pairs Sold (0) 543 0 0 933 0 0 Market Share 36.8 0.0 0.0 63.2 0.0 0.0 3 47.83 -8.0% 5.2* -1.2* 220 -15.0% 7.150-16.1% 3.00 0.0% 2,565 -31.1% +6.4% 2.7 +11.1% 78 -23.1% 1.490-22.6% 0 1,490 22.6% 16.7 Total Private Label Pairs Dernand 1478 Offered 3,013 Sold 1476 In the Wholesale Market Segment, what strategic marketing elements make Company A the market share leader in Table 3? List three (3) marketing elements. HTML Editora A I E333xx, E DT 12pt Paragraph O words Question 24 6 pts In Table 3, list three (3) key issues that warrant Company D's management's attention in the Wholesale market. HTML Editora Question 25 5 pts To the three (3) Issues that you listed in the previous question, list three (3) Actions you recommend to address each of the three issues you listed. HTML Editor BIVA A - IE E 31 XX, EE Do VX OUDT 12pt Paragraph Table 3: Market Snapshot North America Year 13 Competitive Efforts by Company B C D E F G H I Co.D vs Ind. Avg. J Ind. Avg. L Avg INTERNET SEGMENT Price (s per pair at retail) S/Q Rating (1 to 10 stars) Models Offered Free Shipping Advertising (5000) Celebrity Appeal Online Orders (000) Pairs Sold (000) Market Share 60.00 60.00 63.00 50.00 58.80 70.00 5* 3* 6* 4* 5* 8* 180 160 196 173 240 205 No No Yes No No No 7,000 7,300 7,300 6,000 7,800 7,500 95 255 55 60 0 0 124 143 150 100 156 101 124 143 150 100 156 101 16.0% 18.5% 19.4% 12.9% 20.2% 13.1% 61.80 -4.596 5.2* -1.2* 192 -9.996 Some 7,150 -16.196 78 -23.1% 129 -22.5% 129 -22.5% 16.7% -3.7pts. WHOLESALE SEGMENT Price ( per pair at wholesale) S/Q Rating (1 to 10 stars) Models Availability Advertising (5000) Rebate Offer (s per pair Retail Outlets Utilized Retailer Support (per outlet) Delivery Time (weeks) Celebrity Appeal Retaller Demand (000) Gained/Lost (due to stockouts) Pairs Sold (000) Market Share 42.00 52.00 48.00 44.00 46.00 55.00 5* 3* 6* 4* 5* 8* 200 250 199 187 243 242 7,000 7,300 7,300 6,000 7,800 7,500 3 0 3 3 5 4 4,400 1,765 2,936 1,768 1,770 2,748 400 410 400 450 480 400 2 2 3 3 3 95 255 55 60 0 0 2,287 1.252 1,509 1,153 1,464 1.273 0 0 0 0 0 0 2,287 1,252 1,509 1,153 1,464 1.273 25.6% 14.0% 16.9% 12.9% 16.4% 14.2% 47.83 -8.096 5.2* -1.2* 220 -15.0% 7,150 -16.196 3.00 0.096 2,565 -31.196 423 +6.4% 2.7 +11.1% 78 -23.1% 1,490 -22.696 0 1,490 -22.6% 16.7 -3.8pts PRIVATE-LABEL SEGMENT Bid Price (max = $42.83) S/Q Rating (min 4*) Pairs Offered (000s) Pairs Sold (000) Market Share 22.48 4* 543 543 36.8% 0.00 O* 0 0 0.0 0.00 23.99 27.97 0* 4* 0 1,160 1,310 0 933 0 0.0 63.2 0.0 0.00 O* 0 0 0.0% Total Private Label Pairs 2003 Demnand 1,476 Offered 3,013 Sold 1476

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