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Experience Selling 14#

The value of a product or service is increased with the customer experience offered with it. This opens the door for higher customer demand and commensurate increase in prices charged. This means that the customer experience must be adapted accordingly, e.g., by attuning promotion or shop fittings.


Apply this pattern to your own business and create your next innovative business model!

Examples: Iconic Cases

How they do it: Lamborghini’s cars are a statement for buyers and people who are seen with it. The powerful performance undermined through its loud exhaust and its characteristic design make a purchase a statement. Buyers can be sure that their car is recognized for what it is. The logo of a bull relate to the product names.
Learn more about Lamborghini →

How they do it: Associations with extreme sports (e.g. Formula One, motocross, windsurfing, BMX and snowboarding) combined with the distinctive RedBull branding enables the company to charge higher prices for its products. Customers, predominantely young males, desire the whole ”experience” associated with the RedBull lifestyle, and not simply the product or its functional value.
Learn more about Red Bull →

How they do it: To protect the Nespresso brand and make it more exclusive, Nespresso gave its stores a unique high-end design, positioning their products and coffee as exclusive and high-end. The focus in the stores lies on giving its customers superior customer service and position the coffee as a luxury product.
Learn more about Nestlé Nespresso →

How they do it: Dollar Shave Club has a distinct brand image focusing on the bearded man. By focusing on the manliness also in its advertising campaigns it allows the customers to identify themselves with the brand.
Learn more about Dollar Shave Club →

How they do it: In its ”Porsche Experience Centers”, the brand aims to let customers explore the car models and associate positive emotions and foster affection before the purchase decision is made.
Learn more about Porsche →



Apply this pattern to your own business and create your next innovative business model!