The experience economy: 'put the ING in the thing'
Article Abstract:
Too many boat dealers sell the mechanics of their products and how these products perform rather than tailoring their sales pitches to the prospective buyer's intended use. These dealers typically focus on selling the boat rather than the experience of boating. Author James H. Gilmore has presented a simple but compelling concept for boat dealers as well as anyone who sells a product or a service. Gilmore essentially says that companies who create legitimate, memorable experiences to drive the demand for their products will flourish.
Publication Name: Soundings Trade Only
Subject: Construction and materials industries
ISSN: 0194-8369
Year: 2000
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Same old boat show? Get creative and draw a crowd
Article Abstract:
Innumerable boat expositions have been held and countless water craft have been shown in many cities across the US since 1979. With notable exceptions that display true innovation, the boats have all generally looked alike. The exceptions embody real trend-setting design elements that draw crowds, because people always look for what is new and exciting. However, many dealers frequently fail to capitalize on the innovative aspects of their products and neglect to explore all avenues for exposure.
Publication Name: Soundings Trade Only
Subject: Construction and materials industries
ISSN: 0194-8369
Year: 1999
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Failure to follow through wastes a dealer's dollars
Article Abstract:
Increasing leads gathered at trade shows, and following up on those leads after conferences, can improve the efficiency of marketing plans and increase sales.
Publication Name: Soundings Trade Only
Subject: Construction and materials industries
ISSN: 0194-8369
Year: 2001
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