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Refik Öner's avatar

Thank you for this clear, practical framework, Adi. On the variable of basket-size, I think it’s useful to specifically call out “trade-up”; i.e. converting the particular purchase occasion to the higher value per use / better performing / better profitability solution of the same brand => something we learnt from Gillette blades, and relentlessly implemented on Finish tabs/caps, Durex condoms, Vanish stain removers, etc.

Another call out for me is that, over the long run, out of all the variables here, the “traffic / penetration” is ”the first among equals”: Unless one has a strong penetration base, there is not much leverage to be had through pulling other levers, as +300% growth over a “limited” base is still “limited”.

Anyway, my quick reaction to the very useful framework you architected here. Cheers, again.

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ALESSIO BORDONE's avatar

Very interesting Adi, thanks. How would this apply to the service (instead of product) business? And/or to the B2B (instead of the B2C) model?

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