July 2020 - 43

but just meets expectations on
Experience and Service. By focusing
most of their efforts on maintaining
the emphasis on Price, the result is
so powerful that consumers are
willing to overlook any shortfalls in
the other attributes.
Lowe's has positioned itself to be
dominant in Experience, differentiates
in Product, and meets expectations in
Price, Convenience, and Service. Home
Depot, on the other hand, dominates
in Product, differentiates in Price and
Convenience, and meets expectations
in Service and Experience.
Nordstrom dominates on Service,
differentiates in Experience and
Product, meets expectations in
Convenience, but is below expectations
in Price. But because the Service image
is so strong, it compensates for the
lower Price measurement perception.
Where Do You Dominate?
Your opportunity is to identify
those attributes and the components
that are behind them that you can
incorporate into your business that
address and improve your customers'
perceptions of what you offer. The
challenge is to select those attributes
where you want to dominate and
differentiate vs. those where you simply
want to meet customer expectations,
and then determine what you need
to do to take those under-performing
attributes up the level of meeting
expectations, providing you with a
resource investment ... time, money,
energy and people ... roadmap to reach
your goals.
And remember that, in addition to
going through this assessment process
for your own operation, you also
want to honestly benchmark your key
competition so you can take advantage
of their weaknesses and compensate
for their strengths.
You know your customers better than
anyone else, and you know what your
capabilities are in meeting their needs
and expectations. Now it's time for you
to use this knowledge to carve out your
corner of the sphere...
Stan Pohmer is president of Pohmer
Consulting Group in Minnetonka,
Minnesota. He can be reached
at spohmer@pohmer-consulting.com or
612.605.8799.
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July 2020

Table of Contents for the Digital Edition of July 2020

July 2020 - 1
July 2020 - 2
July 2020 - 3
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https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2024
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https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2023
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https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/thrive-guide-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/lgr-november-december-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2022
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https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/thriveguide-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/thriveguide-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2020
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https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2019
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