BS Customer Flashcards
Why us BS FW? What are the key components?
Why us BS FW? What are the key components?
Understanding the qualitative issues that drive and impact the business
Key components
- Customer
- Product
- Company
- Competition
Topics for Business situation FW
New M
New P
New B
How to G
S
T
Company P
Topics for Business situation FW
New Market Entry,
New Product,
New Business,
How to Grow,
Strategy,
Turnaround,
Company Position Assessment
5 customer questions
5 customer questions
Who is the customer?
What does each customer segment want?
What price is each segment willing to pay?
Each segment ‘s Distribution channel preference?
Customer concentration and power?
Who is the customer? What look 4? (3)
Who is the customer? What look 4?
- Why: Understand who to target?
- Types of customers (viewers/advertisers)
- ID SEGMENTS (segment size, growth rate, % of total market)
- compare current year metrics to historical metrics (look for trends)
What does each customer segment want? What to look 4? (4)
What does each customer segment want? What to look 4?
- ID keys needs (What is important to them? )
- Buying criteria?
- Why do they buy?
- How do they decide?
What price is each segment willing to pay?
What price is each segment willing to pay?
- determine price points (Price @ which demand is high)
- price sensitivity (Any segments sensitive to price changes) not all will
Distribution channel preference for each segment? What to look 4?
Distribution channel preference for each segment? What to look 4?
Distribution channel preference= How customers like to purchase goods and services
AKA how to best REACH CUSTOMERS
(company vs customers)
Customer concentration and power? What to look for?
Customer concentration and power? What to look for?
- Why: Understand customer demand
-
how many customers exist and how big or small are they?
- Gauge customer BUYING POWER
- Compare CUSTOMER CONCENTRATION VS supplier concentration
- which ever is more concentrated has more power in value chain
- If there is a company dominating the market, group everyone else VS WALMART
BS FW can be used as __ tool.
Question provide insight to prompt you to refine your hypothesis.
Once you have enough insight to __, you’ll want to do one of two things:
BS FW can be used as an information-gathering tool.
Question provide insight to prompt you to refine your hypothesis.
Once you have enough insight to state a refined hypothesis, you’ll want to do one of two things:
(1) Work through the rest of the FW, excluding questions that aren’t necessary to test your hypothesis
(2) develop your own custom issue tree and questions that will better test your refined hypothesis.
