Trying to be all things to all customers is the “kiss of death” in business. If you are selling to consumers what is their
age, gender, race, education attainment, income, marital status, family cycle, religion, occupation, industry of
employment or home value? If you are selling business to business what is their industry, size of company, annual
sales, purchasing patterns, decision maker, etc. Describe who your target customer is, where they can be found and
how many are there.
Describe your pricing strategy: below market, at market or above market. Describe why you selected that pricing
strategy and how it can be maintained profitably.
List top three competitors, their competitive advantage, pricing strategy, strengths and weaknesses.