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Competitor Analysis

Superior knowledge of rivals offers a legitimate source of competitive advantage.

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Competitor analysis in marketing and strategic management is an assessment of the strengths and weaknesses of current and potential competitors. This analysis provides both an offensive and defensive strategic context to identify opportunities and threats.

Effective Strategy Formulation

Profiling coalesces all of the relevant sources of competitor analysis into one framework in the support of efficient and effective strategy formulation, implementation, monitoring and adjustment. Competitor analysis is an essential component of corporate strategy. It is argued that most firms do not conduct this type of analysis systematically enough. Instead, many enterprises operate on what is called “informal impressions, conjectures, and intuition gained through information about competitors.


Key Features

The strategic rationale of competitor profiling is powerfully simple. Superior knowledge of rivals offers a legitimate source of competitive advantage. The raw material of competitive advantage consists of offering superior customer value in the firm’s chosen market. The definitive characteristic of customer value is the adjective, superior. Customer value is defined relative to rival offerings making competitor knowledge an intrinsic component of corporate strategy.

Scanning competitor’s ads can reveal much about what that competitor believes about marketing and their target market. Changes in a competitor’s advertising message can reveal new product offerings, new production processes, a new branding strategy, a new positioning strategy, a new segmentation strategy, line extensions and contractions, problems with previous positions, insights from recent marketing or product research, a new strategic direction, a new source of sustainable competitive advantage, or value migrations within the industry.

In addition to analysing current competitors, it is necessary to estimate future competitive threats. The most common sources of new competitors are:

  • Companies competing in a related product/market
  • Companies using related technologies
  • Companies already targeting your prime market segment but with unrelated products
  • Companies from other geographical areas and with similar products
  • New start-up companies organized by former employees and/or managers of existing companies

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