Case Study #27
Put Your Money Where Your Customer's Mouth Is.

A large department store chain had an upscale, elegant image and was well-known for attentive personal service. The chain opened a store in a new market to strong initial response, but soon experienced an unacceptable decrease in sales.

Through a Value Analysis study, they discovered that the new market valued style, selection, and pricing more than image and service.

Because of this, the store brought back their decorators and toned down the luxurious atmosphere. They added clothing lines in which their customers had shown interest. And they positioned their advertising and promotional efforts to reflect these changes.

Your customers have a few things to say about the way you run your business.

If you listen, they’ll tell you four things:

1. What they consider to be the BASICS in your industry.
2. What they VALUE about your products, your company, and your competition.
3. What your company does that IRRITATES them.
4. What you do that isn’t IMPORTANT to them.

All it takes to hear them is Value Analysis.

With Value Analysis, your customers tell you how to keep them loyal. And how to persuade your competition's customers to become your loyal customers as well. This information allows you to allocate your resources accordingly.

Don’t guess what’s right for you business; let your customers tell you. Contact Message Factors, or call us at 1-800-300-2516.

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