В ходе исследования технологий клиентоориентированности той или иной компании мы изучаем ряд конкретных параметров. Цель — изменить возможности организаторов бизнеса. Для этого до молекул изучаем в т.ч. жизненный цикл товара и услуги.
Небольшой фрагмент теста для владельцев и руководителей:
— Определите для себя, на каком этапе жизненного цикла находятся все Ваши продукты, а также спрогнозируйте в течение какого времени они пройдут границу следующего этапа. Для удобства этапы можно оценить, исходя из теории Ф.Котлера. Я же предлагаю использовать следующий несложный вариант:
— первый этап жизненного цикла (темная лошадка – вы не знаете, как поведет себя продукт, будет ли массовый спрос).
— второй этап – звезда (продажи идут максимально успешно, с каждым днем радуя вас своим результатом),
— третий этап (дойная коровка – стабильный результат, понимаете, что больше выжать невозможно. В конце этого этапа — уменьшение результата, но по-прежнему значения продаж высокие),
— четвертый этап (злые собачки – результаты пикируют соколом вниз, реклама не работает, активизация инструментов продаж не может ничего изменить).
Задание: Обязательно напишите на листе бумаги – на каком этапе жизненного цикла находятся ваши продукты! Этот ключевой момент даст понимание перспективы развития компании. А еще — эти знания позволят сэкономить на дорогостоящей рекламе. Практикой проверенно, что во второй половине третьего этапа (дойная коровка) не имеет смысл вкладываться в дорогостоящую рекламу. Отдача не покрывает расходов, а лишь создает эффект временного улучшения. Лучше эти деньги потратить на разработку нового товара. Кстати, это необходимо делать с момента введения предыдущего товара, когда тот находится на 1 или максимум на 2 этапе.
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