Sales differentiation

The three main sources of competitive advantage in the manufacture of high value protein products are first to market, high product quaUty, and low cost (3). The first company to market a new protein biopharmaceutical, and the first to gain patent protection, enjoys a substantial advantage. The second company to enter the market may find itself enjoying only one-tenth of the sales. In the absence of patent protection, product differentiation becomes very important. Differentiation reflects a product that is purer, more active, or has a greater lot-to-lot consistency. 

Economic summaries of the cosmetic industry, commonly documented by sales volume, are sometimes based on unit sales, sometimes on manufacturers sales in monetary units, and sometimes on consumer spending. Figures normally include contributions by private labeling operations but do not necessarily reflect the value of the industry service sector, which includes suppHers of raw materials, beauticians, testing laboratories, and other speciaHsts. Moreover, product categories caimot be rigidly defined. For example, the differentiation between a deodorant (a cosmetic) and an antiperspirant (an OTC dmg) is often obscured by its trade name. 

Differential inflation, on the other hand, can affect the measured-survival function. We shall assume, for instance, that the sales price per unit product Cs in Eq. (9-II9) is frozen at a constant level while some or of the production costs are allowed to rise. This causes the value of T to decrease therefore, (MSF) likewise decreases, as can be seen from Eq. (9-117). 

Compressors are used whenever it is necessary to flow gas from a lower pressure to a higher pressure system. Flash gas from low-pressure vessels used for multistage stabilization of liquids, oil treating, water treating, etc., often exists at too low a pressure to flow into the gas sales pipeline. Sometimes this gas is used as fuel and the remainder flared or vented. Often it is more economical or it is necessary for environmental reasons to compress the gas for sales. In a gas field, a compressor used in this service is normally called a flash gas compressor. Flash gas compressors are normally characterized by low throughput rate and high differential pressure. 

Schmid and Richter (2000) showed that the premium prices for organic food were highest for fruit and vegetables (60% to 70%) and lowest for cheese (20%) and cereal products (31%). The premium prices for organic meat were 52% above conventional and for milk were 42%. The reason given by sales staff for the big price differential for fruit and vegetables was that these products cannot be stored for very long. The authors state that to promote sustained consumer... 

Summarizing, demand is not a given input quantity to be fulfilled in the traditional supply chain management sense but is defined more differentiated as a mix of fixed contract demand to be supplied and spot demand providing company a degree of freedom in making active sales target decisions. 

Focus on demand forecasting and forecast accuracy rather than sales target achievement based on a differentiation of contract and spot sales... 

Distribution planning covers transportation and inventory planning within the network, as well as the material balance calculation between sales, production and procurement. Global transportation planning considers the lead times between continents resulting in transit inventories differentiation of sent and received transportation quantities as shown in the requirements in section 4.1.5. Inventories are managed at the defined transfer point locations either with static or dynamic boundaries. 

Resolution of a racemic mixture is still a valuable method involving fractional crystallization [113], chiral stationary phase column chromatography [114] and kinetic resolutions. Katsuki and co-workers demonstrated the kinetic resolution of racemic allenes by way of enantiomer-differentiating catalytic oxidation (Scheme 4.73) [115]. Treatment of racemic allenes 283 with 1 equiv. of PhIO and 2 mol% of a chiral (sale-n)manganese(III) complex 284 in the presence of 4-phenylpyridine N-oxide resulted... 

Private companies find vaccines less financially rewarding than drugs. In 2001 the global marketplace for therapeutic drugs exceeded 300 billion, whereas worldwide vaccine sales were only about 5 billion. There are several reasons for this differential. Thomas (2002) offers one patients must take some drugs every day, whereas vaccines are given only occasionally. 

Whether the annual sales volume will justify a customised pack or require a standard format be used, relying on the decoration to provide product differentiation, will be considered during the development phase. The timing to introduce the product in a stock pack will be faster than if a new pack has to be developed, new tooling produced and the pack evaluated. 

All commercial companies make use of a variety of sales techniques and implement predetermined marketing strategies to improve their market leadership position. Innovative vendors will strive to differentiate their products and services from their competitors, rather than adopting a me-too approach. When there are many competitors, those companies determined to succeed will attempt to create a particular leading market position for themselves in the minds of the buyer. If the buyer, consciously or subconsciously, identifies a particular company as occupying a top... 

The flexibility this approach brings when applied to royalty rates means that it is possible to institute a differential approach to rates depending upon performance. Thresholds for performance can sit on either side of the product s true sales forecast, allowing the provision for a step up in the royalty rate or a step down according to the desired reward structure. In fact a series of steps can be built into a tiered structure, which can give a steady improvement or a tailing off, and these modifications can act as an incentive for a company to sell... 

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