European Telecommunications Hardware Distribution Channels Markets

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Table of Contents

European Telecommunications Hardware Distribution Channels Markets, Executive SummaryIntroduction to the European Telecommunications Hardware Distribution Channels MarketIntroduction to the European Telecommunications Hardware Distribution Channels MarketSummary of Major FindingsMarket Growth, Opportunities and Total ForecastAnalysis by Major SegmentAnalysis by Geographic AreaCompetitive AnalysisConclusionsEuropean Telecommunications Hardware Distribution Channels Markets, Industry Challenges and Research MethodologyIdentification of Challenges Facing the European Telecommunications Hardware Distribution Channels MarketIdentification of Challenges Facing the European Telecommunications Hardware Distribution Channels MarketLack of Understanding of Channels Used by End-Users Leads to Reduced ProfitsLack of Technological Know-How of Some Channels Leads to Lost SalesNurturing of Relationships Between Manufacturers and Technology Vendors Opens Channels for Long-Term ProfitabilityManufacturers and Technology Vendors Must Retain Links with Their Customers Otherwise They Will Lose Market SharesChannels Need to Adapt to a Global Market or They Will be ReplacedReturn on Cost of Sales Dictates Which Channel to UseNew Entrants Strive to Gain Recognition Among End-Users in Order to Achieve Flexibility in the Choice of ChannelsOne-Stop-Shops Create Sales Opportunities for Channels that Can Provide Required Levels of ServiceGlobalisation of the Telecommunications Market Forces Companies to Adopt New PracticesSpeed to Market Creates Success for Manufacturers and Technology VendorsTime Frame Analysis of Industry ChallengesTime Frame Analysis of Industry ChallengesMarket Engineering Forecasting MethodologyOverviewStrategic Significance of the Market Engineering ForecastJudging Credibility and Accuracy of Market Engineering ForecastsForecast AssumptionsCurrency Exchange RatesGlossary of TermsList of DefinitionsList of AcronymsEuropean Telecommunications Hardware Distribution Channels Markets, The European Currency in BusinessImplications of Monetary UnionImplications of Monetary UnionMacro-Economic ImplicationsMacro-Economic ImplicationsEMU Compliance—Not Yet a RealityEMU Compliance—Not Yet a RealityThree-Year Changeover Period Causes ProblemsThree-Year Changeover Period Causes ProblemsWhere is the Euro?Where is the Euro?Opportunities Presented by EMU ChangeoverOpportunities Presented by EMU ChangeoverFinancial Programs Fail the "Currency Test"Financial Programs Fail the "Currency Test"Strategic Objectives of OrganisationsStrategic Objectives of OrganisationsEuropean Telecommunications Hardware Distribution Channels Markets, Channel StructureOverviewOverviewDirect Sales ChannelOriginal Equipment Manufacturers ChannelValue-Added Resellers ChannelSystems IntegratorsService Providers ChannelReseller ChannelRetailersEuropean Telecommunications Hardware Distribution Channels Markets, Business Start-Up Costs and Channel Costs DiscussionIntroductionIntroductionFactors Affecting Site SelectionFactors Affecting Site SelectionComparative Costs Between Country Markets for ManufacturersComparative Costs Between Country Markets for ManufacturersMonetary Examples of Different CostsMonetary Examples of Different CostsCase for the Use of DistributorsCase for the Use of DistributorsChannel ExpectationsChannel ExpectationsManufacturer ExpectationsManufacturer ExpectationsAdvantages/Disadvantages for Channels and ManufacturersAdvantages/Disadvantages for Channels and ManufacturersTools to Help Channel ManagementIntroductionSome of the Tools on OfferMarket Engineering Research for the European Telecommunications Hardware Distribution Channels MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemPresentation of Strategic Significance of MeasurementsMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the German MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the French MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Italian MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the United Kingdom MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Iberian MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Benelux MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Scandinavian MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Rest-of-Europe MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cellular Equipment MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Computer Telephony Integration MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Paging MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Payphones MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Direct Sales Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Computer Telephony Integration MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response Systems MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Paging MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Payphones MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Original Equipment Manufacturers Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Computer Telephony Integration MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response Systems MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Paging MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Payphones MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Resellers Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Paging MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Payphones MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Systems Integrators Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Computer Telephony Integration MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response Systems MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Value-Added Resellers Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Computer Telephony Integration MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response Systems MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureMarket Engineering Research for the European Telecommunications Hardware Service Providers Channel MarketStrategic Analysis and Forecasts of the Total MarketMarket Overview and DefinitionsMarket Engineering Research Measurement SystemMarket Engineering Unit and Revenue Forecasts (1995-2005)Strategic Analysis and Forecasts of the Cellular Equipment MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Cordless Telephony MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Interactive Voice Response Systems MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Paging MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Payphones MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Private Branch Exchanges MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureStrategic Analysis and Forecasts of the Videoconferencing MarketMarket Engineering Revenue Forecasts (1995-2005)Competitive StructureEuropean Telecommunications Hardware Distribution Channels Markets, Market Engineering StrategyMarket Engineering Strategic RecommendationsStrategies Based on Establishing a Clear Market Positioning for Products Within the European Telecommunications Hardware MarketStrategies Based on End-User NeedsStrategies Based on Giving Value for Money Through the Provision of Sound InformationStrategies Based on Technological AdvancesStrategies Based on Close Relationships Between Distributors and End-UsersStrategies Based on Product Development Involving the InternetStrategies Based on Turnkey SolutionsStrategies Based on Sales Distribution MethodsStrategies Based on Past PerformanceProduction DepartmentStrategies Based on Manufacturers Attaining High Profit Margins on ProductsBusiness Development DepartmentStrategies Based on Global ExpansionStrategies Based on Exploration of Potential Target MarketsStrategies Based on Promotional ActivitiesStrategies Based on SMEsStrategies Based on Exploiting Competitive Advantages




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