You saw this paradigm shift coming – now it’s here! 6 steps to catching up.
In my hands is a tube of Crest and a tube of Colgate toothpaste. Chances are better than 50/50 (Colgate 32 share; Crest 27 share) that you’re using one or the other, but do you know why?
Toothpaste is a relatively low-involvement decision and you probably made your choice years ago based on criteria like brand recognition, price, taste, efficacy, the fact that your significant other likes the smell of your breath in the morning… it’s a growing reality of the marketplace however, that as products become increasingly similar to one another in features, quality and price (commoditization), the more important it becomes for marketers to differentiate through education. The speed, impact and efficiency with which product knowledge can be delivered to a target audience will increasingly identify leaders and followers.
Here are six suggestions that should help move the process in the right direction: