BAB 3 : BUSINESS MODEL CANVAS Flashcards
1) customer segments
1
2
3
4
demographics
geographics
psychographic
behavioral
demographics
age,social class,gender,income
geographics
cultures (iklim)
psychographics
lifestyles, personalities, values
behavioral
benefit, user’s status
2) value proposition (tawaran nilai)
a. UVP
b. FAB
c. USP
d. POP-POD
Unique value proposition
feature-advantage-benefit
unique selling proposition
points of parity-points of difference
Which value proposition?
focus on what makes a product better than the competition
USP
Which value proposition?
- uniqueness
- useful to the specific target market
- tagline
UVP
Which value proposition?
each features means to customers
entrepreneurs express their concerns, desires, wants and needs
turn into benefits
FAB
Which value proposition?
- find differentiating factors
- find parity(common factors with competitors)
- find difference
POP-POD
3) channel
fasa saluran
awareness \_\_\_\_\_\_\_\_ purchase \_\_\_\_\_\_\_\_ after sales
evaluation
delivery
3 types of channel
-
direct
indirect
indirect
distribution channel
stokist :
buy product _____ from manufacturer
buy and sell in ____ with ____ price
directly
bulks, cheaper
distribution channel
wholesaler
- know as _____
- buys in _____ from ______
agent
bulks,stokist
distribution channel
retailer
- buy and sell directly to ____
- ____ profit
customer
smaller
4) customer relationship
a. customer ______
- process of bringing ____ customer
- goal: create a systematic,sustainable acquisition strategy
channel used:
- website
- social media sites
- direct mail
- web/banners
acquisition
new
4) customer relationship
b. customer _____
- enganging _____ customer to ____ buying
- keeping current customers
retention
existing
continue
4) customer relationship
why existing customers are important?
5-20% chance selling to ____ buyers
60-70% chance selling to _____ customers
new
existing
4) customer relationship
why existing customers are important?
acquiring new consumers is 5-25 times expensive than retaining your existing customers
-
4) customer relationship
increased sales (upscaling)
a. pile on the ______
- offers an opportunity: save time, money
- discount
benefits
4) customer relationship
increased sales (upscaling)
b. make buying _____
- selling procedure
- said thankyou!
easier
4) customer relationship
increased sales (upscaling)
c. follow up
- follow-up system
- way to get contact details
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