EYE OPENER
The tale of the Two Lemons
I’m going to end this Eye Opener with a story business guru Rene Carayol tells in his Barclays “Let’s Talk… Preparing for Growth”.
I was reminded of this story recently when B&B-ing when I’m away with my horse Ché. I’m usually away training and /or competing for 25 days a year, mostly in the same location. I’d found a B&B I really, really liked.
But here’s the thing, the more days I booked the dirtier the rooms got, even with heavy hints to the owners. Sounds incredibly counter-intuitive but the fact was that even though they were in business, it would seem that customer loyalty stimulated a deteriorating customer service response.
Anyway, here’s the Rene Carayol story which is a bit like a fable: In the posh and popular Martha’s Vineyard on the US eastern seaboard lobster sellers all vie to sell their fresh lobsters from a variety of wharf side stalls. With the global meltdown and credit crunch, the lobster sellers are feeling the pinch; business has slowed to a trickle.
But for one single lobster seller who is moving business briskly. The reason soon becomes clear and it’s simple. He’s not just selling lobsters… he’s providing a total luncheon solution. He has added 2 baskets, one full of ripe fragrant lemons, and the other full of simple wipe clean menu cards. Punters can help themselves to a menu card, and 2 lemons to accompany their premium fresh lobster.
His competitors continued suffering in the recession, but he didn’t as he was able to maintain price integrity by providing low cost added value, and benefit from 1st-mover advantage in creative thinking.
So… what are your 2 lemons?
< BACK TO TOP