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Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Hatchery Workshop [Day 2]
Distribution Channels + Customer Relationships
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Value Proposition
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Customer Segments
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Distribution Channels
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Customer Relationships
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Revenue Streams
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Key Partners
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Cost Structure
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Key Resources
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Key Activities
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
The Business Model Canvas
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Distribution Channel
Startup Customer
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Importance of Delivery Channels
•Raising awareness
•Helping customer evaluate your VP
•Allowing customer to purchase
•Delivering said prod/service
•Providing post-customer support
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Direct Channels
Startup Customer
• Face-to-Face Sales • Electronic Sales• Mail Order
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Indirect Channels
Startup Retailer Customer
Startup Manufacturer Retailer Customer
Startup Manufacturer Wholesaler Retailer Customer
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Farmer Joe
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Farmer Joe – Direct Channels
Direct
Farmers Market
U-PickRoadside
Stands
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Farmer Joe – Indirect Channels
Farmer Joe ClassicoPasta Sauce
Factory
LoblawsCustomers
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Two Questions to keep in mind
How do your customers want to be reached?
How do we deliver our product in a way that is fast,efficient and cost-friendly?
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – Customer Archetype
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – Subscribe!
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – Hunt Club
• 100% virtual platform
• Tailored experience
• On-the-go
• Convenient
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – Channel Expansion
• 2012, website
• 2013, mobile app
• Nov. 2014, first flagship store
• Montreal
• Toronto
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Skype
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Customer Relationships
• You really need to bear three things in mind:
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
GET: Feed the Funnel!
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
KEEP: Cheaper than GET!
• Loyalty Programs
• Product Updates
• Customer Check-in Calls
• Customer Satisfaction Surveys
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
GROW: The ultimate goal!
• Un-bundling
• Up-sell
• Cross-sell
• Referrals
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – Automated
• GET KEEP GROW all in one place
• Online Style Consultation
• Bespoke: Making customers feel special
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Hunt Club: KEEP
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Frank & Oak – The Experience
GROW customers with new channels!
• More than a store
• Style consultation
• Barber service
• Café
How do our Customers want to be reached?
How do we deliver our product in a way that is fast, efficient, and cost-friendly?
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Skype
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Freemium Model: GROW Focus
“We don’t provide support over the telephone”
Virtual (software) product
Free, unlimited calls
Capture the right market
100% virtual delivery
Online transactions
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
VS.
A Comparison
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Competitive Edge – Right Channels
• PicPlz
• Android + IOS + Website
• On-paper market size comparison
• IOS
• Mainstream user v. early adopter
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
Conclusion
“It's better to make a few people really happy than to make
a lot of people semi-happy”
-Paul Graham (Y Combinator)
Channels |Relationships
RECAP DISTRIBUTION CHANNELS CUSTOMER RELATIONSHIPS A COMPARISON CONCLUSION
THANKS FOR LISTENING!
< Questions? >!
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