How One Startup Developed a Sales Model That Works in Emerging Markets
Harvard Business Review
SEPTEMBER 7, 2016
Many of our target wood-burning customers lived on the outskirts of town and had no reason to travel to the central market, where our store was located. This taught us that as an unfamiliar brand with a fixed retail shop, it’s really hard to acquire customers, especially if people have to go out of their way to find you.
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