Once youve learned the framework, we recommend answering lots of questions until the approach starts to come naturally. (, Estimate the size of the European shoe market (, What is the market size for cars in the USA? Free and premium plans, Customer service software. Recent flashcard sets . Let's take a look. 68 terms. First, you'd want to determine how many liquor stores are in the United States this helps you figure out the total market to which you could theoretically sell your product. It tends to be faster than a bottom-up approach. If you can show that you have a good chance of making money and how much it'll be much easier to secure investment. You may want to consider children differently, because children go through a lot of clothes as they grow, make a mess of them, etc. False The first is a top-down approach, in which you start by looking at the market as a whole, from a birds eye view, then refine it to get an accurate market size. Rounding numbers will make your calculations easier and decrease your likelihood of making a mistake. The idea of targeting is merely one of So that's 6 to 8 rooms in total. You can give the interviewer your final answer: Total number of t-shirts sold in NYC each year: 32 million. -FedEx That would look like starting from your total addressable market and filtering from there. -the five brands identify a "hole" in the perceptual map. What is the total number of automobile tires sold in the US every year? Customer intimacy is a basic corporate strategy that creates value. -advertising -cheaper. Number of books published in the US every year? SAM typically will be less than TAM. With top-down market sizing, Google is your friend. If we assume an average light bulb costs $2, then the market for residential light bulbs in the US is about $1.5bn per year. True Divide 1.5m / 2 = 750k weddings per year. 1. November 30, 2022. True . See it in more detail in our. The baby boomer generation is societal minded, so we might expect to see large-scale -internal and unfavorable. Notice that none of the groups overlap so no ages get counted twice but also no ages are missed. Mark's colleague has offered good advice. -surveying customers. Regardless of whether a marketer is working B2B or B2C, the logic in market sizing estimation is always the samestart with the price of the product and multiply it by the size of the target market. -positioning. 40-60 years: You estimate that weddings in this age group are around one third as common as the 20-40 segment, perhaps a little more due to second marriages. John, an MBA student, finds the textbook useful because each chapter is organized by a framework that shows how all the marketing pieces come together to form the whole picture. 3. (. The 'population' represents the whole group that you want to understand through your research, while the sample size is the number of people you need to survey to get a representative sample of that whole. -profitability and marketability Estimate the number of t-shirts the average woman in NYC buys each year. 32 million t-shirts sold per year in a population of 8 million? Next, you discover that the number of consumers (or households) you can expect to reach in the New England area is 16,000. -saving. -favorable, Lots of segmentation schemes fail because marketers focus on the wrong criteria. This is valuable for both business owners as well as investors. Market size for Pringles in the US every year? -bananas. They require you to perform rough calculations in order to estimate the size of a particular market without having any data available. Click here to practise 1-on-1 with MBB ex-interviewers, t: Calculation step 2: Use % to calculate the number of people estimated to marry in each segment, and add together to find total number of people marrying. Marketing management is the overseeing of the processes of the 5Cs, STP, and 4Ps components. You can estimate the % of each segment to get married in a year, thus finding the total people getting married in the UK. Maslow's hierarchy ranges from satisfaction of basic biological needs to more abstract needs regarding well-being. Published: Practising with friends can really help, but if you really want the best possible preparation for personal experience interview questions, you'll also want to work with ex-consultants who have experience running interviews at McKinsey, Bain, BCG, etc. True -heterogeneous The primary research can take on many forms and can strengthen your understanding of the market, allowing you to make better informed assumptions. -new age conditioning. Calculation step 2: Estimate the number of t-shirts the average man in NYC buys each year. Do we want to calculate the number of cups sold per year? It helps you estimate maximum total profit If you know how many people your business has the potential to reach, you can estimate how much revenue you can generate. The replacement concept won't be helpful here, so heres three ways in which you could segment the market: The difficult thing about calculating a market size for taxis is to estimate how many journeys happen in an average week. 5. New York is a fashion capital in a world of fast-fashion, and also a relatively wealthy city where people have disposable income for clothes shopping. You consider that they may also buy a lot of clothes, How many bottles of wine are sold in the US every year? Segmenting the market and looking at Uber vs. traditional Black cabs won't make that estimate easier. Learn how to determine sample size. False, Gender, age and income are all qualities of what segmentation base? Step 2: Break the number down into 3-5 small, easy-to-estimate pieces. Use the list of example questions in Section 2 or in our longer list, and as you get better at it, time yourself to add an extra element of pressure. If you want to start from scratch in determining the right sample size for your market research, let us walk you through the steps. They clarify that online purchases can be included as long as the buyer is in NYC at the time of purchase, and that sportswear should be excluded. To make the market sizing question as easy as possible for you, choose round numbers and estimates when making your calculations. -pride themselves on quality and innovation. Marketing can make customers happier, which makes companies. Secondly, consultants will often need to provide guesstimates and ball-park figures of market size while theyre talking to clients, be it on strategy cases or due diligence cases. You already know that 0.5% is 90k. if you're from the US youll decrease the percentages a little because you know that the UK is less religious than the US and therefore marriage rates should be lower.). Marketing is thought to be evidence of an evolved. Segment population and estimate % of each that will marry in a given year. Calculate potential sales. What are these called? With repetition and elaboration, associations can get into -education False, The Census.gov website cross-classifies businesses by sector and size. Where possible, attempt to verify each significant finding through multiple published source materials or primary research. Luckily, sample size determination isn't as hard to calculate as you might remember from an old high school statistics class. True. If the sales mix is attained, what is the operating income when 170,000 total units are sold? Theyre not interested in related spend such as hen parties and guest transport, etc. Thus the ability to do a quick back of the envelope calculation, perhaps during or just before a client meeting, is of real practical value. -capabilities. or fill technology (hot fill, aseptic, ESL, etc.). You lay out this approach to the interviewer and hopefully theyre on board with it, so you can start calculating. Investors are going to need to know how much money they have the potential to make from a given market. Finally, most candidates stop talking at the end of step 3. As a result, your market size is 480 x 16,000 = $8,000,000. This type of question (sometimes referred to as "guesstimate questions") can really feel unsettling at first. It may also be valuable to look for trends in packaging type (cans, cartons, trays, etc.) -False, What is the best way to stay ahead of the competition? Determining the right sample size for your survey is one of the most common questions researchers ask when they begin a market research study. The Global Digital printing Market at a CAGR of 7.5%, and it is expected to reach USD 44.6 billion by 2028, over the forecast period. As a result, your market size is 480 x 16,000 = $8,000,000. . -are outgoing (, Estimate the market size for televisions in Poland (, How big is the golf club market in New York? If you know anyone who fits that description, fantastic! When sizing a market, errors in estimates are But the good news is that if you know how to approach them, they can become fairly easy to answer. ", "Does 'shirts purchased' mean just in-store? Shannon is engaged in what marketing activity? -Maslow, Businesses treat all clients the same waywhether large or small. For a useful comparison, see this different approach to the same question from another LEK employee. Marketers use subliminal advertising all the time because they know it works very well. Calculate the corresponding market size ($ value). -all products For argument's sake, let's say you're a man. Calculation step 3: Two people marry at each wedding, so you halve the number of people marrying to find the number of weddings. measure the market or site potential. We always recommend telling your interviewer your approach to the problem before you start making calculations. Develop a solid marketing and business strategy. False. True Alternatively, you may be asked to estimate the volume of a market - that is, to calculate the number of units sold (e.g 5 billion ping pong balls). Here's the announcement about a special offer - learn more here. You should now have everything you need to start practicing market sizing questions. Estimate the number of t-shirts the average man in NYC buys each year. In our experience it's almost impossible to recover from that situation. You will need various data points (e.g. True, Which of the following is a psychological factor? -sight. 1% of 110m homes is about 1m homes. c. product development history. If we look at food packaging, it may be of interest to evaluate trends for specific food segments, such as dairy, meats/poultry/fish, or beverages. So, 17m /100 = 170k / 2 = 85k. This may sound strange, but it will help you be more methodical and will significantly improve the way you communicate your calculations during an interview. Practising with friends can really help. -high-quality. When sizing a market, errors in estimates are a. calculated. You should assume that the average coffee cup costs $4 instead of $3.50, etc. Weve created a coaching service where you can do mock interviews 1-on-1 with ex-interviewers from MBB firms. The market definition should remain consistent throughout the data collection process and methodology should be based on market knowledgenot just demographics. -targeting Additionally, it's vital to recognize whether the potential revenue you can make outweighs your business' costs. -Companies are less profitable. These factors will push your estimates up. Still, there are ways to maximize the effectiveness of this exercise: Once you know exactly what number you want to calculate, you need to map out the calculation steps to get to that number. The key is to answer the question without seeing other peoples answers. Gathering existing data to estimate your market size is relatively simple, making it the best option to get a quick estimate of the serviceable obtainable market, which you can supplement with primary data later to reach a more accurate forecast. MM T2 Ch 5. Both approaches are equally acceptable. Make sure youre calculating the right numbers before you start. The current market size for UK weddings is around $9 billion, with fewer weddings than you estimated. Assumption. Eight percent of customers are only interested in 20% of available merchandise. -working on a case for class. Market size for taxis / Uber in the US every year? False, Which products need to be widely available so the customer can pick them up without much thought? The process of managing market risk relies heavily on the use of models. You'll get a detailed solution from a subject matter expert that helps you learn core concepts. Which of the following is NOT an example of design? Apply the market-size data. -analysis. Now that you have a framework to use to answer market sizing questions, let's apply it to an example. Top-down market sizing: the pros. -consumers will most likely purchase more of the three brands not clustered together. Right, let's take a look at some more questions. Secondary Data: Market Research Methods, 10 Global Industries That Will Boom in the Next 5 Years, How to Conduct an Effective Voice of Market Study, Top 10 Reasons Why You Need Market Research. You could ask: Lets imagine that in this case, the interviewer says theyre interested in NYC only. Typology is the strategy for qualitative data analysis to group findings into distinct categories in order to identify data themes. For instance, let's imagine you need to calculate the market size for taxi services in London. It is great for validation or a quick assessment of market size but seldom will provide the detail necessary for a true opportunity analysis. False, Sight, sound, smell, taste, and touch are all used by marketers. -popular brand. The promotion for a. e. (. -have lots of money, The pre-purchase phase includes identifying the need or want, searching possible solutions, and building a consideration set. Because although people can get married at any adult age, there is a huge difference in marriage rate between age groups. -position charts True Estimate the number of t-shirts the average woman in NYC buys each year. -similar. The promotion for a high-involvement purchase will have a lot more Final probability estimates require information such as industry knowledge or data that may be obtained from Two people marry at each wedding, so well halve the number of people marrying to find the number of weddings. -True, Customers go through predictable stages when they make a purchase. Instead, by segmenting the market into 3-4 segments, you can get to a more accurate number and show your ability to simplifybut not over-simplifya complex market. That sounds reasonable. Why? If you know anyone who fits that description, fantastic! Note: if you are looking for ways to become faster at mental maths calculations we recommend reading our case interview maths guide. A positioning statement should target employees and shareholders. -homogeneous False, It's not unusual to see a segmentation study comprised of some usage variable (e.g., heavy vs. light users) or some attitudinal variable (e.g., positively inclined toward our brand vs. loyal to a competitor). They assign more client service personnel and extend more relationship management efforts because these customers tend to be If you can't use the replacement concept, your second best option is usually to try to think about different possible segmentations and to, Taxi types: Uber vs. traditional Black cabs, Journey types: Airport journeys vs. London journeys vs. Inter-city journeys, Customer types: 20-30 yo vs. 30-60 yo vs. 60+. If we assume that the lifetime of a light bulb is 5 years, then every 5 years 3,520m light bulbs are purchased. Results can be measured for a number of marketing activities. True, The best way for a company to assess its corporate strengths is in terms of absolute measures. True Here are the clarification questions that immediately come to mind for this market sizing example: Let's assume here that we want to calculate the annual amount spent ($) on light bulbs purely for the US residential market. -low-involvement products False, Collectively, a marketplace of consumers is homogeneous. -large Estimate cost per wedding by estimating host spend and guest spend and adding them together. SWOTs are only useful for clarifying about half of all marketing questions. Using the same wine example Say you found recent data showing that the average cost of a wine bottle in New England is $10. You know that London has about 8m inhabitants, and you think that NYC must be fairly similar. In your market sizing process, start by determining what products or services should be included as part of your TAM. Then narrow down by geographic scopeUS, North America, Europe, etc. Imagine putting in months of hard work to realize that there are only 100 people in the U.S. who will potentially buy your product. -Watson Calculate the number of light bulbs in EXISTING homes. Opportunities are The top-down methodology uses a broad market size figure and determines the percentage that the target market represents. Skipping this validation step is extremely risky because your interviewer might only realise halfway through that you are approaching the problem in a different way than what they want. -higher quality. True. Determining market size can answer strategic questions about levels of investments in the business and profitable growth targets. Risk management is the process of identifying and measuring risk and ensuring that the risks being taken are consistent with the desired risks. Which of the following questions should Emily ask first when she conducts a situational analysis? 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