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How To Maximize Customer Value In Business Mode

2014/3/31 11:09:00 33

< a > href= > //www.sjfzxm.com/news/index_c.asp > > Business > /a > mode innovation is not an empty imagination, not a closed door, but a profound insight into market demand, accurate grasp of market opportunities and accurate prediction of market trends.

It is so called that all problems can be answered from the market, and all creative ideas come from consumers and markets around you.

customer value maximization is the starting point and end result of business mode.

Or let customers get equal or more value at a lower cost, such as home, Galanz and Tetra Pak, Xerox and so on. Online shopping also belongs to this category.

Either customers get more value at the same cost, such as Zara, h&m and IKEA home.

Home > Galanz /p >

Before P appeared, many hotels in China were star rated, equipped with rich high-end, luxurious hardware facilities, and thoughtful software service.

These hardware and software services are not free, it will generate a lot of derivative fees, which are ultimately paid by consumers, so the price of hotel accommodation has been relatively high.

"P", such as a large number of market visits and surveys, found that many consumers did not have a high rate of utilization of the hardware and software derived from those star rated hotels. They did not really need such a derivative service, but their basic requirements were consistent, and needed only a quiet, comfortable and warm sleep environment.

"P", such as home to grasp the needs of the target consumer group, created the Home Inn.

Home Inn innovates on the basis of star hotels. They exclude unnecessary and assumed software and hardware services. They only provide some basic services to achieve the ultimate goal of core consumer needs, and then push them to the market through competitive prices, which are generally welcomed by target consumers, such as the family's extraordinary development in just a few years.

P > the same Galanz microwave oven.

Galanz is the undisputed boss of the microwave oven market. In China and even in the global market, Galanz occupies a very high market share.

In addition to its undisputed product quality, Galanz's success is very important in its innovation in channel.

we know that the price of Galanz microwave oven is the lowest in the world, and Galanz just walked into thousands of households because of its low price.

Why can such a low price be provided? In addition to the cost reduction in manufacturing, it is very important that it control the cost at the lowest level in terms of channels and even promotion.

the price of many products sold to consumers in the market is actually high. The most important point is that channels occupy too much cost and then pass these costs onto innocent consumers.

For example, we all know the jewelry and leather products abroad. Their stores are located in the most luxurious streets in the city's top business circles, and they sell high prices.

One of the reasons is that the cost of land is high and the cost of rent is very high, which is added to the final price of the product, and ultimately the consumers are still paying the bill.

to the small household electrical appliance industry, many small household appliances are very sophisticated in channels and terminals, so naturally some expenses will be generated.

Through the investigation in the European market, Galanz found that foreign small appliances are stacked up and sold. They are not as neat and uniform as those of many small domestic appliances on the terminals, and they are so fastidious in terminal display.

Galanz microwave oven has adopted foreign small household electrical appliances channel and terminal practice, thus eliminating unnecessary channels and terminal costs, so as to provide consumers with the lowest price.

Less than P, from the case of Galanz and home, we need to reflect on our manufacturing and service industries.

How can consumers get the same value at a lower cost? The price that products and services are eventually sold to consumers is made up of many, many unknown costs, such as design cost, processing cost, raw material cost, channel cost, brand promotion cost and so on.

These costs are all costs, which eventually form a paction price.

How can products and services be provided to consumers at a lower price without lowering the quality of products?

From P and Galanz, we can see that it is consumer oriented, eliminating all the costs that are taken for granted, and minimizing the cost of design, manufacturing, circulation and marketing, so that we can achieve the lowest price.

our enterprises have done better in cost control in terms of design, manufacture and raw material procurement, but in the two links of channel circulation and market promotion, the cost control is not unassailable.

There is still a lot of water that can continue to wring.

some enterprises blindly pursue high-quality terminal channels. They ignore the needs of consumers and ignore the natural attributes of products.

High quality channels and terminals need to spend money, which often leads to high prices of products, thereby losing competitiveness.

in the market promotion, frequently advertise on CCTV, the advertisement is golden.

All marketing expenses will also be added to the final market price of the product.

In fact, low-cost brand communication is not impossible.

They generate lower costs, and the long-term effects are often not weak.

why online shopping is popular? Let's not say that it represents advanced productivity. It is also a channel innovation.

The middle link is omitted and the cost of the channel is greatly reduced, so the price on the Internet is competitive.

Tetra Pak Xerox /p >

to allow customers to obtain equal or even higher customer value at a lower cost, there is another way to innovate in terms of payment.

For example, Tetra Pak packaging and Xerox printers.

whether it is Tetra Pak complete sets or Xerox printers, the price is very high. This high price has greatly raised the purchase threshold of customers, limiting the purchase of many potential customers, and no benefit to customers or enterprises themselves.

Tetra Pak and Xerox took a way to innovate in the way of payment for products.

Customers can pay all their expenses without paying them at once, and only need to pay part of the money to get my equipment, but they must buy my consumables.

Tetra Pak's packaging equipment you use, the back of packaging supplies must be purchased from Tetra Pak.

Xerox is also the same, Xerox printers can be rented to customers, but the printing supplies behind must buy Xerox.

through the innovation of this way of payment, the purchasing power has been greatly liberated.

Many potential customers used the equipment of Tetra Pak and Xerox, and the market of Tetra Pak and Xerox suddenly opened up, and the market share increased rapidly.

At the same time, from the previous sale of a hammer to every day now, every month, every month, I buy my products and services, that is, from making money once before, I earn only once, and become the money that I earn every day, month and year.

The business model of "P" Tetra Pak and Xerox is undoubtedly successful.

The fundamental reason for their success is to allow customers to get the same or more value at a lower cost, but this does not affect the long-term profitability and sustainable development of enterprises.

Zara, h&m and IKEA home /p >

to get higher value at the same cost. This is mainly aimed at target consumers who want to get better products and services. However, their purchasing power is limited and their pockets are not very bulging. The great mission and value of enterprises are embodied here, and how to make more target consumers get higher value at the same cost.

for example, we know that Zara and h&m are very successful fast fashion "a target=" _blank "href=" //www.sjfzxm.com/ "> dress" /a "brand. Why did they succeed? Because they let the target consumers get the fashionable fashion such as LV, Gucci, Versace and other luxury brands at the same cost.

through market research, they find that many consumers will buy luxury clothing brands before they take advantage of discounts or promotions.

This makes them understand that these consumers are actually catching up with fashion trends, but they are very concerned about the price, and their pockets are limited.

So they wondered if they could offer them the fashionable elements that were also popular with the international top brands at a lower price.

this is one of the important elements of Zara and h&m's success.

Understand consumers, see their needs, and then satisfy them.

P and h&m are also from IKEA, Sweden, and are also examples of this business model.

The essence of IKEA's business model is to enable consumers around the world to enjoy a simple and refined home lifestyle that comes from the Nordic culture at a lower price.

That is to let consumers get more value at the same cost.

whether Zara, h&m or IKEA, a common core of their business models is that consumers' money is limited. How to make consumers' money more valuable is the inspiration for their business models.

So that consumers can get higher value under the lower cost of money.

epilogue

The business mode of P, like home, is guided by the needs of consumers. Through the investigation and understanding of target consumers and the supply of the market at that time, it eliminates some unnecessary hardware and software configuration, focusing only on the core and basic needs of target consumers, and quickly wins the market through product and service innovation.

Galanz's business model innovation is also based on the concerns of consumers, thinking about saving money for them, so they can save themselves in the channels and promotion of the back-end, especially in the channel, eliminate some factors that are taken for granted, and do not need to do so much effort to control the terminal cost of the channel.

Tetra Pak and Xerox, the B2B enterprises of this type are mainly faced with business customers. They are also aware of the fact that the purchasing power of customers is limited. Through the innovation in the way of payment, they have greatly released the purchasing power and quickly opened the market.

Through the innovation of the payment method, from the previous sale of a hammer to earn only one dollar, it changes to long-term cooperation, earning customers' money every day, month and year, and the customer becomes Qian Shu of the Tetra Pak and Xerox.

Zara and h&m, they also understand the popularity of consumers in fashion based on < a target= "_blank" href= "//www.sjfzxm.com/" > clothing > /a > market situation, but can not afford to buy brands such as LV and Versace, so they establish an efficient spa mode through continuous improvement in the supply chain, so that consumers can get higher value at the same cost.

IKEA is essentially the same.

Through efficient resource integration in the back-end link, consumers in the world can consume Nordic minimalist home products at a lower price.

looking at the innovative business models of these enterprises, we have reached an astonishing conclusion: business model innovation is not a mere imagination, not a closed door, but a profound insight into market demand, a precise grasp of market opportunities, and a precise prediction of market trends.

It is so called that all problems can be answered from the market, and all creative ideas come from consumers and markets around you.