Problema: “Technogym” o “Life Fitness”, è questo il dilemma?

Il cliente non è una mucca da mungere, meditate gente, meditate!
24 Maggio 2017
Suonare al Piper era come vivere un sogno
25 Maggio 2017

Il problema, pardon, l’articolo di questa notte vi stupirà. Per la prima volta mi permetto di entrare, in punta di piedi, nella sala attrezzi di una attrezzatissima palestra.

Non so se riuscirò a espletare l’argomento in quattrocento parole che sarebbero già cento oltre il limite consentito dai puristi del web, ma, come già siete stati ripetutamenti informati, non ho, delle loro limitazioni, una grande considerazione.

E ho già sprecato sessanta parole  e 36 secondi del vs preziosissimo tempo.

Supponiamo che il titolare di una palestra intenda comprare degli attrezzi di ultima generazione per sostituire gli usati in precarie condizioni.

Può acquistarli da Technogym oppure da Life Fitness che sono tra le aziende più quotate e note del settore.

Il materiale che si vuole acquistare deve garantire determinati livelli di affidabilità, durata e prestazione.

I venditori delle due aziende concorrenti descrivono le rispettive offerte e il titolare della palestra, sulla base della propria percezione delle caratteristiche descritte, decide che il prodotto di Technogym fornisce maggiori benefici.

Il proprietario della palestra rileva le differenze tra le offerte di servizi accessori quali: consegna, addestramento all’uso (formazione), manutenzione (assistenza), e decide che Technogym  offre un servizio migliore oltre ad avere personale più solerte, cortese e competente.

Infine attribuisce maggiore valore all’immagine aziendale e alla reputazione di Technogym.

Sommando i benefici economici, funzionali e psicologici di questi quattro elementi:

  • prodotto
  • servizi
  • personale
  • immagine

il proprietario del club percepisce Technogym come l’impresa che offre il valore più alto

Sceglierà quindi l’attrezzatura di Technogym?

Non necessariamente. Prenderà in considerazione anche il costo totale della transazione con Technogym e con Life Fitness che non si traduce esclusivamente in “soldoni”.

Come sosteneva Adam Smith, che citerò anche quando tratteremo il tema della retribuzione per il personale della palestra: “Il prezzo reale di un bene è dato dalla fatica e dal disturbo che acquistarlo comporta“.

Quindi il costo totale dell’operazione è dato anche dal tempo impiegato, dalle energie profuse, dai costi psicologici implicati dall’acquisto, dall’utilizzo, dalla manutenzione fino al possesso del bene.

Il titolare del club valuta questa serie di elementi assieme al valore “in soldoni” per computare un costo complessivo, quindi se considera il costo totale del prodotto Technogym troppo alto rispetto ai benefici, potrebbe decidere di rivolgersi a Life Fitness.

Alla fine della fiera l’acquirente sceglierà il fornitore che garantisce il più alto valore percepito, ossia il miglior rapporto tra benefici totali e costi totali, e questo avviene sempre ed in vari settori.

Nella seconda parte vedremo come utilizzare questa semplice teoria delle decisioni per aiutare Technogym, che non ha certo bisogno del nostro aiuto, a vendere il proprio prodotto, scavalcando la concorrenza di Life Fitness in TRE mosse vincenti.

Ma non ve le dico adesso, ne in un prossimo workshop, ne in un prossimo seminario interattivo….non lo saprete mai!!! He he he he scherzavo, ve lo scriverò domani notte a gratis!

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