# Questions

1 About Renalyx:
2 What business are we in?

3 What services and/or products do we provide?

4 What are our objectives over the next two years?
5 How many customer base we would have by Dec. 2018?
6 What would be our revenue by Dec. 2018?
7 What would be our profit by Dec. 2018?
8 What would be our market share in Dec. 2018?
9 Why did we start this business?
10 What is our intended market?
11 How is the market segmented?
12 Which segment we target?
13 Which segments we do not intend to serve?
What are our intended customer's demographics and
14 psychographics
What is our customer’s primary reason for buying or wanting
15 to use our product or service?
Why would our customers prefer our offering versus that
16 offered by the (other organization's) competition?
Are there any issues or concerns that the target customers
17 might have regarding this type of product
18 How is the market geographically distributed?
19 What are the nephrology trends that inhibit our success?
20 What are the economic climate now in nephrology?
21 How would be economic climate after two years?
How would we change the climate after we introduce our
22 products and services?
23 Is there a business cycle season?
24 Who are our competitors?
25 What categories of competition threaten our success?
26 Which companies pose the greatest threat
27 How do our competitors differentiate themselves?
What strategic or tactical elements competitors use that
28 threaten our success?
29 What are the strengths of our competitors?
30 What are the weakness of our competitors?
Which competitors have the largest market share within our
31 target market segments?
Which competitors have the greatest visibility with our target
32 audience?
How will we differentiate ourselves to best challenge
33 competition?
What are the entry barriers into the marketplace are we
34 creating for ourselves?
35 What are our strengths?
36 What are our weaknesses?
37 What external threats exist?
38 What external oppurtunities exist?
39 Product #1: Renalyx Reach
40 What need is our service/product designed to fill?
41 Need for Target Customer #1
42 Need for Target Customer #2
43 Need for Target Customer #3
44 What features and associated benefits does Renalyx Reach provide?
45 Feature for Target Customer #1
46 Feature for Target Customer #2
47 Feature for Target Customer #3
48 Which feature is the differentiator? (related to #32)
49 What improvements can we make to our offering to better meet customer needs?
50 What new offerings would our customers most like us to develop?
51 What does each of our identified target audiences know and believe about us today?
52 What is the single most important message that we must communicate to ALL of our target audiences?
53 What evidence can be used to support the claim that we make in our single most important message?
54 What is the message that need to communicate to each audience?
55 What kind of personality do we want to portray in our communications? What tone? What passion?
56 What is the net impression about our organization or offering that we want clients and partners to take away
57 Sales and Buying Process:
58 Direct personal sale (percentage)
59 Direct online sale (percentage)
60 Indirect through channels (percentage)
61 Who is involved, both from our organization and from our transaction channel partners, in each step of the sa
62 How does our target audience buy our type of offering?
63 Impulse buy Percentage:
64 Planned Purchase Percentage:
65 What purchase process steps do the members of our target audience follow?
66 Does this process vary based on the organization (seller) that they select?
67 If the process above does vary, explain how and/or why?
68 What buying criteria does our target audience use to select an offering?
69 What criteria does our target audience use when selecting an organization?
70 Pricing:
71 How important is price in the decision process?
72 What is our current pricing structure?
73 Discounts
74 Tiered options
75 Reimbursements
76 Which of our competitors is considered the price leader?
77 What does the price leader charge for its offering?
78 How does the price leader determine its price?
79 What are our other competitors charging for their offerings?
80 What can be done to reduce costs without affecting quality?
81 What tradeoffs of price or value, or of both price and value, do customers make?
82 What is the perceived value of our offering as compared to its price?
83 What service(s) do we currently include in the price of our product?
84 What services can we consider now and in the future?
 85 Are competitive price changes anticipated in the near future?
86 What sector trends are going to drive prices up?
87 What sector trends are going to drive prices down?
88 Communication & Promotion
89 What written material of organization to we have
What is the language that we should use to communicate
90 (Common Man's, Clinical, Statutory)
91 How are we communicating the true needs that are being addressed by our service?
92 How frequently do our customers review their service provider?
93 What events that are being held which could increase our organization's visibility?
94 What is the normal communication pattern with our customers?

95 Can we add marketing activities to above communication?

96 What other materials or information would be of benefit to our customers to help them make informed choic
97 How else would our customers like to hear about our organization and the services it provides
98 Which key channels of communication will be most useful and relevant for our customers?
99 What would be the most effective channel to communicate with our customers
How do you plan to provide an after-care service to your
100 customers?
And what channels will be most effective for after care service
101 promotion?
Your answer

Kidney related medical devices and services.

Design, development, Manufacture and sale of Dialysis machines, Nephrology information system software and
testing solutions for renal diseases.
 Reach provide?

better meet customer needs?

us to develop?
now and believe about us today?
must communicate to ALL of our target audiences?
t we make in our single most important message?
ach audience?
ur communications? What tone? What passion?
r offering that we want clients and partners to take away after each interaction with our organization?

m our transaction channel partners, in each step of the sales process?

r target audience follow?

ller) that they select?

o select an offering?
ecting an organization?

d value, do customers make?

ared to its price?
of our product?
 being addressed by our service?
ce provider?
se our organization's visibility?
customers?

nefit to our customers to help them make informed choices?

r organization and the services it provides
useful and relevant for our customers?
unicate with our customers