BU121 Lecture Notes - Competitive Advantage, List Price, Georgian Lari
Document Summary
G-great customers: characteristics of that customer. Number of customers you want a lot. Spending pattern you don"t want them to be cheap, understand spending patterns (young mothers are good targets: the value that the customer brings you. High dollar value of sale you want a higher value. Repeat sales you want to build and relationship and loyalty with your customers. Ongoing sales support cuts into costs sometimes. E easy slides: value to the customer. How important is your product to your customers. Entry points have many entry points being able to get your product in many different ways. Promotional activities little it is very expensive but you want to try to keep it low. L long life: profit per sale. Margins the difference between the price you sell your product and how much it cost you to make the product profit basically. Up-selling and cross-selling e. g. fast food, retail stores, banks, movies.
