知らないと損をするマーケティング(3C分析・PEST分析とは?)

あらゆるビジネスの中で応用が可能で、今回は3C分析という手法をご紹介します。

まず。3C分析とは・・・下記3つの頭文字をとって、3C分析と言います。

  • Customer:市場・顧客
  • Competitor:競合
  • Company:自社

3C分析の目的は「事業の方向性」を見つけやすくすること

3C分析を行い、外部要因である競合(Competitor)と顧客(Customer)自社(Company)の強み・弱みを明確になります。

フレームワークに落とし込み、整理していくことが重要です。

【3C分析のフレームワーク】

こういう図にいったん書き出すとわかりやすいですね!!

それでは具体的な分析を見ていきましょう!

【顧客(Customer):分析】

  1. マクロ分析:社会的変化の確認(例:法律改正や税率の変動等コントロールできないもの)
  2. ミクロ分析:業界の構造変化や競争変化(競争しなくて勝つ方法を見つける)
  3. 顧客分析:上記2つの分析からどう行動が変わるのかを検討(例:アンケート調査、デプス調査委)

【競合(Competitor):分析】

競合が市場変化にどのように対応しているのを把握するのが目的です。

  1. 競合であるビジネスの結果:売上や利益率、販売管理費用(広告費等)
  2. 上記を伴うリソース:資本あたりの回転率(社員、顧客一人当たりの売上)
  3. なぜ上記の結果が出たのかを把握:4P(価格、場所、製品、行為)の把握で差別化を検討

【自社(Customer):分析】

■VRIO分析:自社の経営的資源を把握するため

  1. ・経済価値(Value)
  2. ・希少性(Rarity)
  3. ・模倣困難性(Inimitability)
  4. ・組織(Organization)

※ここでは詳しく述べませんが、知っておきましょう!次回等に更新して説明していきます。

その他にも【SWOT分析・5フォース分析(顧客)・PEST分析(顧客)】がありますが、ここではPEST分析をご紹介します!

PEST分析とは】

・P:Politics(政治)
・E:Economy(経済)
・S:Society(社会)
・T:Technology(技術)

上記の頭文字をとって「PEST」と呼ばれる。外部環境の分析を行う際に「ミクロ環境」と「マクロ環境」があります。上記でも説明した通り、この「PEST」分析を行い、マクロ環境の把握をしていくのです。

把握することで自社にとって、「チャンス」と「ピンチ」になる要因をより早く予測できるようになります!

【P:Politics(政治的環境や法律)】

・あらゆる法律面、政治面での規制が厳しくなったり、規制緩和でビジネスの状況は大きく変わってきます。

例えば、2015年の機能性表示食品制度の規制緩和に伴い、以前よりも簡単に表示ができるようになりました。それに伴い2020年の機能性表示食品の売上は2015年の約10倍に上がっています。

だからこそ、いち早く対応できた企業が売上を伸ばし、対応が遅れた企業は売上を逃しているのです。

【E:Economy(経済)】

・日本や世界の視点で経済の成長率や株価や金利や個人の消費行動、原材料の価格変動などを中心に分析することで企業にもたらす売上やコストを把握することが予測しやすくなります。

こちらもPolitics(政治的環境や法律)と同じでいち早く予測できることで対応対策ができ、売上やコスト削減につなげることができます。

【S:Society(社会)】

・社会を取り巻く環境での企業や個人の「ライフスタイルの変化」を分析することで方向性や今後の施策が予測しやすくなります。

例えば、「東京オリンピック」です。オリンピックの開催に踏まえ、個人の行動が変わりそれに伴い、消費も変わっているはずです。また「単身世帯の増加」「共働きの増加」で小分けにされたご飯や時短料理がコンビニでも多く出回るようになりました。

このように、社会を取り巻く環境や企業や個人のライフスタイルを分析することで今後の方向性を予測しやすくなります。

【T:Technology(技術)】

・商品開発や生産技術やマーケティング技術の変化によりテクノロジーの変化を分析することでビジネスチャンスを見出せるかもしれません。

例えば、「電気自動車」や「自動運転車」は自動車業界を変えつつあります。また「キャッシュレス決済」も同じです。

このようにテクノロジーの発達においても無視ができなくなりつつあり、大きなビジネスチャンスを生む可能性があります。

【最後に】

・社会全体を取り巻く環境に合わせて、自社もそれに合わせて変化対応していかないといけないのです。マクロ経済については企業努力で変えられないからこそ、企業の方向転換を迫られる場合もあり、変化対応は必須です。

だからこそ、「PEST分析」は必須なことだと理解していただけたと思います。

【参考】

https://www.asahi.com/articles/ASN844J2BN7JPLFA009.html

https://ferret-plus.com/curriculums/66

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