.....BCG MATRIX ....

How to use the BCG Matrix     ?

Now that we have plotted the different products, divisions or SBUs on the BCG matrix, we need to know what to do next. So how does the BCG matrix work and help to derive strategic decisions?

To arrive at these decisions, we need to understand the four types of SBU that are distinguished by the Boston growth-share matrix.

Question Marks

Question marks are low-share business units in high-growth markets. They require cash to hold their share, let alone increase it. The company needs to think hard about question marks – which ones should be built into stars, and which ones should be phased out? Question marks have the following characteristics:

• Low relative market share in a relatively young but promising market (growing)
• Potential of becoming stars if the market share can be increased
• If necessary market share is not reached, question marks are likely to turn into dogs as soon as the market gets more mature
• Careful analysis is needed to determine whether to invest or not.

Stars

Stars are high-growth, high-share businesses or products. They often need heavy investment to finance their rapid growth. Eventually, their growth will slow down, and they will turn into cash cows. Stars have the following characteristics:

• High market share in a promising market
• To turn a star into a future cash cow, heavy investment is needed to fight competition and expand market share.

Cash Cows

Cash cows are low-growth, high-share businesses or products. These established and successful SBUs need less investment to maintain their market share. As a result, they produce cash that the company uses to pay its bills and to support other SBUs that need investment. As we have learned, question marks and stars require heavy investment, which usually comes from the profitable cash cows. Cash cows have the following characteristics:

• High market share in a slowly growing or mature market
• Create the highest cash flow
• No further investment should be undertaken due to limited or non-existent growth potential
• The company should try to “milk” the cash cows as long as possible.

(Poor) Dogs

Dogs are low-growth, low-share businesses and products. They may generate enough cash to maintain themselves, but do not promise to be large sources of cash flow. Dogs have the following characteristics:

• Low relative market share in a slowly growing or declining market
• Products do mostly not generate large profit and may usually just break even
• The company should divest dogs, as these products have a negative effect on the overall profitability of the company. Instead of carrying dogs along, the company should better focus on products or SBUs with greater potential.

The ideal circle of the BCG matrix

The ideal situation as suggested by the BCG matrix is the following: The company invests in promising Question marks to turn them into Stars. By further investing, Stars are turned into Cash cows. The company harvests all the cash until the Cash cows eventually turn into dogs. At that point, the company divests the product or SBU and focuses on more profitable opportunities.

The table below summarizes the characteristics of the four types of SBUs in the BCG matrix and shows the strategic implications for the company’s long-term planning.