SlideShare une entreprise Scribd logo
1  sur  69
Télécharger pour lire hors ligne
Choice, trust, freedom & control
Online selling

@colinbentley
iQ Content / Vodafone
So much choice
The paradox of choice / Barry Schwartz
Online Selling, Choice, trust, freedom & control
Online Selling, Choice, trust, freedom & control
The central paradox
What on earth is the difference?
Online
Top selling phones
Top selling phones
Online Selling, Choice, trust, freedom & control
Almost all big companies impacted
A contrasting example
Ireland’s coffee champ / Colin Harmon
Ireland’s best coffee shop / 3fe
No skinny mocha frappe latte?
Trust & control
Relationship between trust & control
Trust control strategies
                           High trust




Low control                             High control




                           Low trust
Trust control strategies
                           High trust




Low control                             High control




                           Low trust
Trust control strategies
                           High trust




Low control                             High control




                           Low trust
Trust control strategies
                           High trust




Low control                             High control




                           Low trust
Choice bridges the trust gap

                               Big business
                               ceed control to
                               the customer in
                               order to
                               mitigate the
                               low trust
                               environment.
Sales person / Cut through choice
So far
 • Only specific organisations can reduce choice
    • high trust environment
So far
 • Only specific organisations can reduce choice
    • high trust environment
 • For most companies there’s sound reasons to have
   lot’s of choice
    • mitigates low trust
    • Sales person guides customers through jungle of
         options
But what about online?
A perfect Joeseph Heller example
How does online provide a means to process this?
Intermediate pages / Little value
Intermediate pages / Little value
Intermediate pages / Little value
Intermediate pages / Little value
Get traffic to the listing page / make it work harder
Clear instructional heading / Include action
Clear instructional heading / Include action
Filtering / tailor to your customers
Filtering / tailor to your customers
Filtering / tailor to your customers
Filtering / test & refine
Filtering / test & refine
Filtering / test & refine
Filtering / test & refine
Behavioural economics

 ..the study the effects of social, cognitive and emotional
factors on the economic decisions of individuals
Behavioural economics

 ..the study the effects of social, cognitive and emotional
factors on the economic decisions of individuals
Behavioural economics

 ..the study the effects of social, cognitive and emotional
factors on the economic decisions of individuals
Product recommender tool
Product recommender tool
Product recommender tool
Banners within listing page
Banners within listing page
Promotion within the listing page
Nudge / Thaler & Sunstein
The easy option within a large amount of
choice
MyWay / Build your own plan
A standard bill pay plan


        100       100      1GB    €30         €300
        minutes    texts   data   per month    today
MyWay / plan structure

        Minutes          Texts     Data   Contract

      100    200   100       200   1GB      1yr
                                                     €XX
                                                     per month
      400    600   400       600   2GB      2yr


                                                     €XXX
                                                      today
MyWay / example 1

       Minutes            Texts     Data   Contract

     100    200     100       200   1GB      1yr
                                                      €46
                                                      per month
     400    600     400       600   2GB      2yr


                                                      €230
                                                       today
MyWay / example 2

       Minutes            Texts     Data   Contract

     100    200     100       200   1GB      1yr
                                                      €72
                                                      per month
     400    600     400       600   2GB      2yr


                                                      €40
                                                       today
Choice explosion




4     options

before MyWay plans
                     64             options

                     after MyWay plans
MyWay / plan family

        Minutes                Texts            Data    Contract

      100        200     100       200          1GB        1yr
                                                                   €XX
                                                                   per month
      400        600     400       600          2GB         2yr


                                                                   €XXX
                                                                    today

    My Way Complete


      500              500             1GB             2yr         €65
       minutes         texts             data          contract    per month




                                                                   FREE
                                                                    today
My Way online / build your plan
My Way online / build your plan
My Way online / build your plan
My Way online / build your plan
The stats




            70           %
        choose ready made option when buying
        a MyWay plan
How do we deal with choice online
 •   Get people to the product listing page
 •   Make your listing page sweats
 •   Subtle suggestions can have a big impact
 •   Offer easy selections within the large amount of choice


  http://www.flickr.com/photos/nathaninsandiego/4874752956/meta   http://www.flickr.com/photos/colindublinbarista/3534571234
  http://www.flickr.com/photos/28964535@N08/5964692775            http://www.flickr.com/photos/buriednexttoyou/3989358083
  http://www.flickr.com/photos/fazen/2104846279                   http://www.flickr.com/photos/asurroca/136245190
  http://www.flickr.com/photos/jacksonlatka/4936348151            http://www.flickr.com/photos/ewwwww/44565481
  http://www.flickr.com/photos/martinb/35996919                   http://www.flickr.com/photos/loft42/224677252
  http://www.flickr.com/photos/erikcharlton/1008456399            http://www.flickr.com/photos/horiavarlan/4813149306
  http://www.flickr.com/photos/colindublinbarista/5605883051      http://www.flickr.com/photos/dianeduane/193888611/
  http://www.flickr.com/photos/mandarina94/6634808119/            http://www.flickr.com/photos/seanbonner/6182544594/
  http://www.flickr.com/photos/adam_jones/5719204409/             http://www.flickr.com/photos/seanbonner/6182074535/
  http://www.flickr.com/photos/picstuff/7027464395/
Thanks for listening!

@colinbentley



iQ Content Ltd, Clarendon House, 34-37 Clarendon Street, Dublin 2, Ireland. +353 (0)1 677 1140

Contenu connexe

Similaire à Online Selling, Choice, trust, freedom & control

Roberto Hortal The Future Of Insurance Digital Marketing
Roberto Hortal   The Future Of Insurance Digital MarketingRoberto Hortal   The Future Of Insurance Digital Marketing
Roberto Hortal The Future Of Insurance Digital MarketingRoberto Hortal
 
3d Interactive Media Kit
3d Interactive Media Kit3d Interactive Media Kit
3d Interactive Media Kitjulia_3di
 
Semantic Web Presentation at University of St Thomas,ust seis752
Semantic Web Presentation at University of St Thomas,ust seis752Semantic Web Presentation at University of St Thomas,ust seis752
Semantic Web Presentation at University of St Thomas,ust seis752Jay Myers
 
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...PM, poslovni mediji
 
Content Marketing Association - tablet consumption
Content Marketing Association - tablet consumptionContent Marketing Association - tablet consumption
Content Marketing Association - tablet consumptionCommunicate Magazine
 
Value And Pricing Strategies For Mobile Operators
Value And Pricing Strategies For Mobile OperatorsValue And Pricing Strategies For Mobile Operators
Value And Pricing Strategies For Mobile OperatorsLoïc Le Corre
 
CARLI Usage Stats Keynote 20130325
CARLI Usage Stats Keynote 20130325CARLI Usage Stats Keynote 20130325
CARLI Usage Stats Keynote 20130325Jason Price, PhD
 
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...Ian Fenwick, Digital Marketing
 
Driving Growth All Hands On Deck
Driving Growth All Hands On DeckDriving Growth All Hands On Deck
Driving Growth All Hands On DeckJustin Berry
 
Bricks clicks and flips NDM retail presentation
Bricks clicks and flips NDM retail presentationBricks clicks and flips NDM retail presentation
Bricks clicks and flips NDM retail presentationGuy Turner
 
Endorphin Platform - Social Scoring Platform.
Endorphin Platform - Social Scoring Platform.Endorphin Platform - Social Scoring Platform.
Endorphin Platform - Social Scoring Platform.Artem Zavyalov
 
SingTel: Harnessing the Power of Digital Across Platforms
SingTel: Harnessing the Power of Digital Across PlatformsSingTel: Harnessing the Power of Digital Across Platforms
SingTel: Harnessing the Power of Digital Across PlatformsMiguel Bernas
 
Roberto Hortal Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For InsuranceRoberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal Dynamic Distribution And Cross Selling Strategies For InsuranceRoberto Hortal
 
Bank2.0 - The BIG SHIFT
Bank2.0 - The BIG SHIFTBank2.0 - The BIG SHIFT
Bank2.0 - The BIG SHIFTBrett King
 
Bank2.0 TD Keynote
Bank2.0 TD KeynoteBank2.0 TD Keynote
Bank2.0 TD KeynoteBrett King
 
Business Plan Preparation - X-Lint
Business Plan Preparation - X-LintBusiness Plan Preparation - X-Lint
Business Plan Preparation - X-LintBrennan Meadowcroft
 
Us Economy Update October 2009
Us Economy Update October 2009Us Economy Update October 2009
Us Economy Update October 2009noahstayton
 

Similaire à Online Selling, Choice, trust, freedom & control (20)

Roberto Hortal The Future Of Insurance Digital Marketing
Roberto Hortal   The Future Of Insurance Digital MarketingRoberto Hortal   The Future Of Insurance Digital Marketing
Roberto Hortal The Future Of Insurance Digital Marketing
 
3d Interactive Media Kit
3d Interactive Media Kit3d Interactive Media Kit
3d Interactive Media Kit
 
Semantic Web Presentation at University of St Thomas,ust seis752
Semantic Web Presentation at University of St Thomas,ust seis752Semantic Web Presentation at University of St Thomas,ust seis752
Semantic Web Presentation at University of St Thomas,ust seis752
 
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...
(POMP Forum 2012) Patrick Fuller & Julia Hutchison: Vsebinski marketing v raz...
 
Content Marketing Association - tablet consumption
Content Marketing Association - tablet consumptionContent Marketing Association - tablet consumption
Content Marketing Association - tablet consumption
 
Value And Pricing Strategies For Mobile Operators
Value And Pricing Strategies For Mobile OperatorsValue And Pricing Strategies For Mobile Operators
Value And Pricing Strategies For Mobile Operators
 
CARLI Usage Stats Keynote 20130325
CARLI Usage Stats Keynote 20130325CARLI Usage Stats Keynote 20130325
CARLI Usage Stats Keynote 20130325
 
E commerce17
E commerce17E commerce17
E commerce17
 
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...
Launch of Vietnamese Edition of DigiMarketing: The Esential Guide to New Medi...
 
Dv Mail2009overview
Dv Mail2009overviewDv Mail2009overview
Dv Mail2009overview
 
Driving Growth All Hands On Deck
Driving Growth All Hands On DeckDriving Growth All Hands On Deck
Driving Growth All Hands On Deck
 
Mis01
Mis01Mis01
Mis01
 
Bricks clicks and flips NDM retail presentation
Bricks clicks and flips NDM retail presentationBricks clicks and flips NDM retail presentation
Bricks clicks and flips NDM retail presentation
 
Endorphin Platform - Social Scoring Platform.
Endorphin Platform - Social Scoring Platform.Endorphin Platform - Social Scoring Platform.
Endorphin Platform - Social Scoring Platform.
 
SingTel: Harnessing the Power of Digital Across Platforms
SingTel: Harnessing the Power of Digital Across PlatformsSingTel: Harnessing the Power of Digital Across Platforms
SingTel: Harnessing the Power of Digital Across Platforms
 
Roberto Hortal Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal   Dynamic Distribution And Cross Selling Strategies For InsuranceRoberto Hortal   Dynamic Distribution And Cross Selling Strategies For Insurance
Roberto Hortal Dynamic Distribution And Cross Selling Strategies For Insurance
 
Bank2.0 - The BIG SHIFT
Bank2.0 - The BIG SHIFTBank2.0 - The BIG SHIFT
Bank2.0 - The BIG SHIFT
 
Bank2.0 TD Keynote
Bank2.0 TD KeynoteBank2.0 TD Keynote
Bank2.0 TD Keynote
 
Business Plan Preparation - X-Lint
Business Plan Preparation - X-LintBusiness Plan Preparation - X-Lint
Business Plan Preparation - X-Lint
 
Us Economy Update October 2009
Us Economy Update October 2009Us Economy Update October 2009
Us Economy Update October 2009
 

Dernier

Designing for privacy: 3 essential UX habits for product teams
Designing for privacy: 3 essential UX habits for product teamsDesigning for privacy: 3 essential UX habits for product teams
Designing for privacy: 3 essential UX habits for product teamsBlock Party
 
LRFD Bridge Design Specifications-AASHTO (2014).pdf
LRFD Bridge Design Specifications-AASHTO (2014).pdfLRFD Bridge Design Specifications-AASHTO (2014).pdf
LRFD Bridge Design Specifications-AASHTO (2014).pdfHctorFranciscoSnchez1
 
The future of UX design support tools - talk Paris March 2024
The future of UX design support tools - talk Paris March 2024The future of UX design support tools - talk Paris March 2024
The future of UX design support tools - talk Paris March 2024Alan Dix
 
Create Funeral Invites Online @ feedvu.com
Create Funeral Invites Online @ feedvu.comCreate Funeral Invites Online @ feedvu.com
Create Funeral Invites Online @ feedvu.comjakyjhon00
 
Construction Documents Checklist before Construction
Construction Documents Checklist before ConstructionConstruction Documents Checklist before Construction
Construction Documents Checklist before ConstructionResDraft
 
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...Amil baba
 
Cold War Tensions Increase - 1945-1952.pptx
Cold War Tensions Increase - 1945-1952.pptxCold War Tensions Increase - 1945-1952.pptx
Cold War Tensions Increase - 1945-1952.pptxSamKuruvilla5
 
Mike Tyson Sign The Contract Big Boy Shirt
Mike Tyson Sign The Contract Big Boy ShirtMike Tyson Sign The Contract Big Boy Shirt
Mike Tyson Sign The Contract Big Boy ShirtTeeFusion
 
High-Quality Faux Embroidery Services | Cre8iveSkill
High-Quality Faux Embroidery Services | Cre8iveSkillHigh-Quality Faux Embroidery Services | Cre8iveSkill
High-Quality Faux Embroidery Services | Cre8iveSkillCre8iveskill
 
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptx
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptxWCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptx
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptxHasan S
 
UX Conference on UX Research Trends in 2024
UX Conference on UX Research Trends in 2024UX Conference on UX Research Trends in 2024
UX Conference on UX Research Trends in 2024mikailaoh
 
Khushi sharma undergraduate portfolio...
Khushi sharma undergraduate portfolio...Khushi sharma undergraduate portfolio...
Khushi sharma undergraduate portfolio...khushisharma298853
 
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024Ted Drake
 
Design mental models for managing large-scale dbt projects. March 21, 2024 in...
Design mental models for managing large-scale dbt projects. March 21, 2024 in...Design mental models for managing large-scale dbt projects. March 21, 2024 in...
Design mental models for managing large-scale dbt projects. March 21, 2024 in...Ed Orozco
 
Embroidery design from embroidery magazine
Embroidery design from embroidery magazineEmbroidery design from embroidery magazine
Embroidery design from embroidery magazineRivanEleraki
 
Production of Erythromycin microbiology.pptx
Production of Erythromycin microbiology.pptxProduction of Erythromycin microbiology.pptx
Production of Erythromycin microbiology.pptxb2kshani34
 
Math Group 3 Presentation OLOLOLOLILOOLLOLOL
Math Group 3 Presentation OLOLOLOLILOOLLOLOLMath Group 3 Presentation OLOLOLOLILOOLLOLOL
Math Group 3 Presentation OLOLOLOLILOOLLOLOLkenzukiri
 
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdf
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdfBuilding+your+Data+Project+on+AWS+-+Luke+Anderson.pdf
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdfsaidbilgen
 
How to use Ai for UX UI Design | ChatGPT
How to use Ai for UX UI Design | ChatGPTHow to use Ai for UX UI Design | ChatGPT
How to use Ai for UX UI Design | ChatGPTThink 360 Studio
 

Dernier (19)

Designing for privacy: 3 essential UX habits for product teams
Designing for privacy: 3 essential UX habits for product teamsDesigning for privacy: 3 essential UX habits for product teams
Designing for privacy: 3 essential UX habits for product teams
 
LRFD Bridge Design Specifications-AASHTO (2014).pdf
LRFD Bridge Design Specifications-AASHTO (2014).pdfLRFD Bridge Design Specifications-AASHTO (2014).pdf
LRFD Bridge Design Specifications-AASHTO (2014).pdf
 
The future of UX design support tools - talk Paris March 2024
The future of UX design support tools - talk Paris March 2024The future of UX design support tools - talk Paris March 2024
The future of UX design support tools - talk Paris March 2024
 
Create Funeral Invites Online @ feedvu.com
Create Funeral Invites Online @ feedvu.comCreate Funeral Invites Online @ feedvu.com
Create Funeral Invites Online @ feedvu.com
 
Construction Documents Checklist before Construction
Construction Documents Checklist before ConstructionConstruction Documents Checklist before Construction
Construction Documents Checklist before Construction
 
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...
Best-NO1 Pakistani Amil Baba Real Amil baba In Pakistan Najoomi Baba in Pakis...
 
Cold War Tensions Increase - 1945-1952.pptx
Cold War Tensions Increase - 1945-1952.pptxCold War Tensions Increase - 1945-1952.pptx
Cold War Tensions Increase - 1945-1952.pptx
 
Mike Tyson Sign The Contract Big Boy Shirt
Mike Tyson Sign The Contract Big Boy ShirtMike Tyson Sign The Contract Big Boy Shirt
Mike Tyson Sign The Contract Big Boy Shirt
 
High-Quality Faux Embroidery Services | Cre8iveSkill
High-Quality Faux Embroidery Services | Cre8iveSkillHigh-Quality Faux Embroidery Services | Cre8iveSkill
High-Quality Faux Embroidery Services | Cre8iveSkill
 
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptx
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptxWCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptx
WCM Branding Agency | 210519 - Portfolio Review (F&B) -s.pptx
 
UX Conference on UX Research Trends in 2024
UX Conference on UX Research Trends in 2024UX Conference on UX Research Trends in 2024
UX Conference on UX Research Trends in 2024
 
Khushi sharma undergraduate portfolio...
Khushi sharma undergraduate portfolio...Khushi sharma undergraduate portfolio...
Khushi sharma undergraduate portfolio...
 
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024
Introduce Trauma-Informed Design to Your Organization - CSUN ATC 2024
 
Design mental models for managing large-scale dbt projects. March 21, 2024 in...
Design mental models for managing large-scale dbt projects. March 21, 2024 in...Design mental models for managing large-scale dbt projects. March 21, 2024 in...
Design mental models for managing large-scale dbt projects. March 21, 2024 in...
 
Embroidery design from embroidery magazine
Embroidery design from embroidery magazineEmbroidery design from embroidery magazine
Embroidery design from embroidery magazine
 
Production of Erythromycin microbiology.pptx
Production of Erythromycin microbiology.pptxProduction of Erythromycin microbiology.pptx
Production of Erythromycin microbiology.pptx
 
Math Group 3 Presentation OLOLOLOLILOOLLOLOL
Math Group 3 Presentation OLOLOLOLILOOLLOLOLMath Group 3 Presentation OLOLOLOLILOOLLOLOL
Math Group 3 Presentation OLOLOLOLILOOLLOLOL
 
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdf
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdfBuilding+your+Data+Project+on+AWS+-+Luke+Anderson.pdf
Building+your+Data+Project+on+AWS+-+Luke+Anderson.pdf
 
How to use Ai for UX UI Design | ChatGPT
How to use Ai for UX UI Design | ChatGPTHow to use Ai for UX UI Design | ChatGPT
How to use Ai for UX UI Design | ChatGPT
 

Online Selling, Choice, trust, freedom & control

Notes de l'éditeur

  1. \n
  2. Intro to iQ Content, long-term engagement with Vodafone. \nRange of projects, from care, to My Account section and app work.\nonline sales focus\n
  3. \n
  4. \n
  5. \n
  6. 38 different types of butter on offer here.\n
  7. \n
  8. These guys offer so many products\n
  9. This is what a phone shop looks like online - so we decided to reduce the choice\n
  10. intermediate page. When you click on phones from the navigation you are first presented with this page.\n\n
  11. Analytics show that all people care about is this all phones button.\n\n
  12. Comes down to an issue of trust\n
  13. \n
  14. \n
  15. \n
  16. \n
  17. No syrups, low fat, skinny options not even any chocolate dusting on the capachino, they’re quite a pack of coffee nazis in there. \n\nHowever less choice here doesn’t feel limiting. It doesn’t have that negative conitation of the phones page. We’re not thinking that Colin is not providing us with optional syrups or milks with different fat content because he’s trying to maximise profits. In fact in this instance it’s a positive, the menu feels curated, specifically for us. \n\n
  18. \n
  19. \n
  20. Have to have at least one of these high\n\n
  21. Have to have at least one of these high\n\n
  22. Have to have at least one of these high\n\n
  23. Have to have at least one of these high\n\n
  24. think of this as a set of levers business have to increase sales \n- trust, sticky hard to push, long term\n- control, easy to provide, just give more choice\n
  25. \n
  26. Web:\n- reach, cross platform with dramatically less effort \n
  27. \n
  28. \n
  29. \n
  30. \n
  31. \n
  32. \n
  33. make the selections we know sell well\neasy to find, and more selectable than other\n
  34. \n
  35. \n
  36. \n
  37. - test and refine \n- track & monitor\n- search queries\n
  38. - test and refine \n- track & monitor\n- search queries\n
  39. - test and refine \n- track & monitor\n- search queries\n
  40. \n
  41. \n
  42. \n
  43. \n
  44. \n
  45. \n
  46. \n
  47. \n
  48. \n
  49. \n
  50. \n
  51. \n
  52. persistent - making it the easy choice for the customer \n
  53. \n
  54. \n
  55. \n
  56. \n
  57. \n
  58. \n
  59. \n
  60. \n
  61. \n
  62. focus grops - everybody love the idea of this\nbuilt your own, tailor, only pay for what you need\n
  63. \n
  64. \n
  65. \n
  66. \n
  67. \n
  68. \n
  69. \n
  70. \n