For a long time, the traditional approach to enterprise marketing has been about creating products first, redefining concepts, setting prices, and then deciding where to sell. This is like finishing the furniture and the interior design before even looking for a house to place them in. It's a flawed process that often leads to failure.
In this model, companies first focus on "furniture" — developing their product lines. Then they add value through branding and packaging, essentially doing some "decoration." After that, they set the price and position the product based on different materials or quality levels. Finally, they imagine an ideal sales environment, like opening a store, designing its layout, and then searching for the perfect location. They end up targeting high-end areas in major cities, assuming only the best consumers will be there. But what happens when those prime spots are already taken by big brands? Suddenly, your well-designed furniture and elegant brand don’t matter if you can't find a suitable space. You end up in a less desirable location with low foot traffic and no real customer base, leading to failure.
This is why we need to reverse our thinking. Instead of starting with furniture, we should first ask: "Where is the house?" Channels are like houses — each one has its own characteristics, audience, and requirements. If you try to force the same furniture into every channel, it won’t work. For example, if you’re selling on TV shopping, you need to think about prime time slots and how to grab attention during that window. If you're in a morning slot, you might target older customers and adjust your pricing and product mix accordingly.
The key is to start with the channel. What kind of market are you entering? What are the consumer habits there? What’s the cost structure? Once you understand these, you can build your products, pricing, and marketing strategy around the channel, not the other way around.
In China’s current market, especially in places like the Xianghe Furniture Market, there are huge opportunities for channel innovation. The right channel can unlock new sales points and better consumer engagement. But this requires a shift in mindset — not just focusing on making great products, but understanding where and how they’ll actually be sold.
Thinking in reverse isn’t just about changing the order; it’s about aligning your entire business logic with the realities of the market. If you still follow the old path — building furniture first, then decoration, then searching for a house — you risk investing heavily in things that won’t fit. The right approach is to build the house first, then decorate it, and finally bring in the furniture. That’s how you grow fast and avoid costly mistakes.
Vortex Shedding Flowmeter,Vortex Flow Indicator,Air Vortex Flowmeter,Vortex Steam Flowmeter
Jiangsu Pinpai Technology Co., Ltd. , https://www.jspingpa.com