Boeing: Selling a Dreamliner
What is Boeing selling in the 787 Dreamliner? Discuss this in terms of the core benefit, actual product, and augmented product levels of 787 Dreamliner.
The 787 Dreamliner core benefit is to provide an evolutionary step in air transportation by “looking at every aspect of the flying experience”. Boeing wanted to provide its corporate clients with an aircraft that falls into the midsized wide body market with ground breaking innovations that would translate into true benefits for its customers. Boeing 787 Dreamliner brings the speed range and capacity of the big jumbo jets to the mid-size market. It is designed to be the world’s lightest and most fuel efficient passenger jet, providing cost savings to their consumers.
By looking at the entire flying experience, Boeing developed new product innovations in the 787 Dreamliner. Such innovations bring 20% less fuel consumption than comparability sized planes, an interior that offers a flexible design aimed at providing multiple configurations for seating capacity, increased cargo capacity, enhanced safety and technology to cut departure delays and improvements to the passenger travel experience.
Boeing prides itself on offering augmented product levels through superior customer relationships both during and after the sale. Boeing invests heavily in managing customer relationships during the lengthy sales cycle, through its sales and service technicians, financial analysts, planners, engineers etc., all dedicated to finding ways to understand and satisfy airline customer needs. After the sale, the sales executives stay in almost constant contact with the customer to ensure that they stay satisfied. In this case of the delayed product delivery, Boeing augmented the product by announcing its commitment to working with its customers to minimize the impact of the delays as well as offering incentives and penalty payments to those customers.
There are three major types of buying situations in Business
The 787 Dreamliner core benefit is to provide an evolutionary step in air transportation by “looking at every aspect of the flying experience”. Boeing wanted to provide its corporate clients with an aircraft that falls into the midsized wide body market with ground breaking innovations that would translate into true benefits for its customers. Boeing 787 Dreamliner brings the speed range and capacity of the big jumbo jets to the mid-size market. It is designed to be the world’s lightest and most fuel efficient passenger jet, providing cost savings to their consumers.
By looking at the entire flying experience, Boeing developed new product innovations in the 787 Dreamliner. Such innovations bring 20% less fuel consumption than comparability sized planes, an interior that offers a flexible design aimed at providing multiple configurations for seating capacity, increased cargo capacity, enhanced safety and technology to cut departure delays and improvements to the passenger travel experience.
Boeing prides itself on offering augmented product levels through superior customer relationships both during and after the sale. Boeing invests heavily in managing customer relationships during the lengthy sales cycle, through its sales and service technicians, financial analysts, planners, engineers etc., all dedicated to finding ways to understand and satisfy airline customer needs. After the sale, the sales executives stay in almost constant contact with the customer to ensure that they stay satisfied. In this case of the delayed product delivery, Boeing augmented the product by announcing its commitment to working with its customers to minimize the impact of the delays as well as offering incentives and penalty payments to those customers.
There are three major types of buying situations in Business