Lambdash Palm In Get-Do-Be Needs - The Path to Customer Value
This analyzes the successful marketing reforms for the Panasonic Lambdash Palm In shaver, a premium product that achieved high sales by avoiding price competition in a stagnant market.
This strategy is built upon a three-tiered hierarchy of customer needs: 1) Get (the desire to own the item), 2) Do (the functional use or achievement, like getting a close shave), and the deepest layer, 3) Be (the pursuit of an ideal self or desired state of being). While traditional competitors focused on meeting Do needs, Panasonic repositioned the shaver as a "stylish gadget" and object d'art, fulfilling the…
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