NetForum - Message Replies

Forum: Idea Exchange

Topic: Customer Needs And Requirements

Posted by: Ron Pease (rpeas@aol.com )
Date posted: Mon Feb 28 21:52:17 EST 2000
Subject: Customer Needs And Requirements
Message:
Does anyone have a list of customer's needs and requirements?

Subject: Customer's Needs
Reply Posted by: Chris Parra
Date Posted: Wed Mar 1 11:04:20 EST 2000
Message:
I still use the old S.P.A.C.E.D. acronym. S stands for safety. P stands for performance. A stands for appearance. C stands for comfort. E stands for economy. D stands for dependability.

Once I determine my customer's dominate need, I then match the features to that need. If they are mainly concerned with safety, for example, I won't sell them on the economy features. I may still mention them in passing (just to test the waters so to speak) but I won't stress them.

Also, many features will have applications in different needs categories. For instance, 0 to 60 performance can be a safety feature (getting on and off the expressway salfely),higher horsepower can be a dependablility feature (the engine has to work less) or an economy feature (saving wear and tear costs), high performance steel belted radial tires can be a performance feature (better cornering ability) or a safety feature (better stopping ability) or an appearance feature (low profile, sexy design).

I also have memorized all the needs determination questions I can so they just roll of the tongue without having to really think about them. They're out there if you look.

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