Elastic Customers   What you may not know                Prabhu Consulting | www.prabhus.com
Elastic Customers• Elastic customers are bargain hunters • Price sensitive • Coupon users • Price comparison experts      ...
Our Client• An online deals startup similar to froopon                         Prabhu Consulting | www.prabhus.com
Assignment• Help us grow the revenue by x% and  increase the customer base by y%                       Prabhu Consulting |...
What we didn’t do• Porter’s 5 forces• Strategy canvas• Value curve• Competitor Analysis• Marketing strategy• Mba 101 frame...
What we did• A quiz                 Prabhu Consulting | www.prabhus.com
Quiz• If a product is cheaper in john lewis  compared to currys, what would a typical  elastic customer do?               ...
currys price match          Prabhu Consulting | www.prabhus.com
• If a product costs the same in both comet  and currys, who will get the sale.                         Prabhu Consulting ...
Prabhu Consulting | www.prabhus.com
• Some percentage of people compare    quidco and topcashback too!•                         Prabhu Consulting | www.prabhu...
• If a product costs the same in both amazon  and pixmania, who will get the sale.• Hint                         Prabhu Co...
• Poor payment speed.                        Prabhu Consulting | www.prabhus.com
• If a Nokia 2330 PAYG mobile is available  for 99p + £10 topup, what would a typical  bargain hunter do?                 ...
CEX£11.01 profit!                Prabhu Consulting | www.prabhus.com
From Hotukdeals        Prabhu Consulting | www.prabhus.com
What’s the point?• Elastic customers are just that ........ elastic.• Multiple ways to save money. Price, price   match, c...
Our approach• Consultants should convince the customers  that they indeed “get it”• A strategy report approached from a  f...
Result• Client is in the process of redesigning their  website and the business model from  scratch.                      ...
About me• A freelance strategy consultant with focus  on business model innovation.• Email: me@prabhus.com                ...
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Elastic customers - what you may not know

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  • Elastic customers - what you may not know

    1. 1. Elastic Customers What you may not know Prabhu Consulting | www.prabhus.com
    2. 2. Elastic Customers• Elastic customers are bargain hunters • Price sensitive • Coupon users • Price comparison experts Prabhu Consulting | www.prabhus.com
    3. 3. Our Client• An online deals startup similar to froopon Prabhu Consulting | www.prabhus.com
    4. 4. Assignment• Help us grow the revenue by x% and increase the customer base by y% Prabhu Consulting | www.prabhus.com
    5. 5. What we didn’t do• Porter’s 5 forces• Strategy canvas• Value curve• Competitor Analysis• Marketing strategy• Mba 101 frameworks Prabhu Consulting | www.prabhus.com
    6. 6. What we did• A quiz Prabhu Consulting | www.prabhus.com
    7. 7. Quiz• If a product is cheaper in john lewis compared to currys, what would a typical elastic customer do? Prabhu Consulting | www.prabhus.com
    8. 8. currys price match Prabhu Consulting | www.prabhus.com
    9. 9. • If a product costs the same in both comet and currys, who will get the sale. Prabhu Consulting | www.prabhus.com
    10. 10. Prabhu Consulting | www.prabhus.com
    11. 11. • Some percentage of people compare quidco and topcashback too!• Prabhu Consulting | www.prabhus.com
    12. 12. • If a product costs the same in both amazon and pixmania, who will get the sale.• Hint Prabhu Consulting | www.prabhus.com
    13. 13. • Poor payment speed. Prabhu Consulting | www.prabhus.com
    14. 14. • If a Nokia 2330 PAYG mobile is available for 99p + £10 topup, what would a typical bargain hunter do? Prabhu Consulting | www.prabhus.com
    15. 15. CEX£11.01 profit! Prabhu Consulting | www.prabhus.com
    16. 16. From Hotukdeals Prabhu Consulting | www.prabhus.com
    17. 17. What’s the point?• Elastic customers are just that ........ elastic.• Multiple ways to save money. Price, price match, cashback, clubcard/nectar points, resale, eBay opportunities, returns policy, postage costs, brand name? Prabhu Consulting | www.prabhus.com
    18. 18. Our approach• Consultants should convince the customers that they indeed “get it”• A strategy report approached from a frameworks point of a view just won’t cut it.• Our approach was purely empathic Prabhu Consulting | www.prabhus.com
    19. 19. Result• Client is in the process of redesigning their website and the business model from scratch. Prabhu Consulting | www.prabhus.com
    20. 20. About me• A freelance strategy consultant with focus on business model innovation.• Email: me@prabhus.com Prabhu Consulting | www.prabhus.com

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