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

• Instagram

• 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!

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