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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