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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: 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 →

How they do it: Harley Davidson is based on the marketing image of the ”lone rider”, initiated to emphasize a more working-class, macho, and a little anti-social attitude associated with motorcycling’s dark side.
Learn more about Harley Davidson →

How they do it: Starbucks’ thousands of stores worldwide provide a range of food and beverages, including coffee, pastries, snacks, teas, sandwiches and pre-packaged food items. In addition, Starbucks offers a range of features, products and services that together make for the unique Starbucks experience (e.g. WiFi, relaxing music, a cozy atmosphere and comfortable furniture).
Learn more about Starbucks →

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 →



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