Analysis of Bissel Little Green
- Customer (Who specifically is helped?)
- People that have dirty carpets or upholstery, especially pet owners, parents of young children.
- Pain (What is the frustration for the customer?)
- Stains are ugly. Rubbing them out is difficult or impossible.
- Solution (How does the product remove the frustration?)
- A wet-dry vacuum combined with a brush that sprays hot, soapy water on stains and then suck them out.
- Offer (Pricing, warranties, terms)
- CAD 90$ for the machine, and CAD 20$ per soap bottle.
- Channel (How do customers discover and purchase the offer?)
- Machine is found everywhere: big-box retail and Amazon. Then, the machine creates a need for the soap bottles, which are found wherever you got the machine.
Exercises for the reader
- Can you think of a totally different way to efficiently help this market?
- Can you think of a different market where an analogous strategy would work?
- What is the underlying need that the customer has beyond the immediate problem?
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