- Competitive price – The internet is one big marketplace. In order for a consumer to make a decision based on price, the price offered must be competitive enough to offset the disadvantages and worth taking a risk on.
- Peace of mind – Promise of Best in class service , Phone based support, warranty, replacements, money back gaurantees, all give peace of mind to a consumer who might pay more money based on the perceived quality of service.
- Convenience – Same day and one day delivery, pickup/drop off of warranty equipment, all goods under one roof, Phone based support, support forums all offer convenience to the customer who may make a decision based on how much time and effort it saves him.
- Scarcity – If the product sold is unique and not available anywhere else, scarcity applies and therefore, cstomer is willign to pay a bit more and be inconvenienced a little to get the product.
- Relationship – Relationships are based on trust, if leadership is shown via competence, and knowledge, and promises made/kept, and effort has been put in to give back to the community, the tribe might deem it ok to pay a little more and be inconvenienced because they trust the selling entity.
The successful retailers in each category will satisfy 2 or more of these categories in their delivery.
The Best retailers in each category will have 3-4 of these in their workflow AND would be best in class at that particular niche.
The WORLD class brands, will have World class delivery on all the items and have a workflow that allows seamless transitions across the board.
They also deliver value in every other way and do not need to be competitive on price.
