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2004.03.14

コンビニが支持される理由-生存「社」、と死「社」の境界-

ビタミンXで"生き残る企業の条件とは?"なるエントリーを発見。

そこでは、経営メールマガジン『がんばれ社長!』を発行している武沢信行氏の言葉が載せられていた。

八百屋だとか魚屋などの製品、商品名を冠した業態はすたれていくだろう。なぜならそういった企業は卸や製造業者しか見ていないからだ。顧客の視点に立って発想すればそうした名前にはならない。コンビニエンスストアは顧客の価値を業態の名前としている。こうした企業のみが生き残っていく。

そしてこれについて佐助さんは

消費者が求めているのは製品そのものではなく、それによってもたらされるベネフィット(得・便益・満足)である。

と綴っている。なるほど、コンビニエンスという価値を提供するコンビニか・・・。確かにそうなのかもしれない。

そうなると、メーカの立場としては、その製品の何がポイントなのかを全面に押し出した営業よりも、その製品を導入することでどのようなメリット・コンビニエンス・ベネフィットが得られるのかという点を意識しながら働きかける必要があるということか・・・。

う~ん、勉強になった。

|

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