The Source of Business Matrix

A multivariate source of business plan sets a common foundation for marketing, sales and revenue plans, strategies, sales targets, resource allocations and budgets. In the absence of more sophisticated systems, the Excel pivot table format is a good way to manage independent variables.

Independent Variables Examples

CUSTOMER SEGMENT

Defined by the business.

CUSTOMER AFFILIATION

Independent, affinity group, promotional group, etc.

CUSTOMER RESIDENCE

Country, region, etc.

OFFER/CAMPAIGN

Early booking, regional promotion, group offer, etc.

DISTRIBUTION CHANNEL

Retail trade, tour operator, direct, etc.

BOOKING WINDOW

Quarter, month, promo campaign, etc.