Q&A with ZAP CEO Dustin Cheng on Value Proposition

Q&A with ZAP CEO Dustin Cheng on Value Proposition

interviews, Q&A
ZAP is a mobile number-based loyalty and rewards system established in 2012 by Ateneo schoolmates Dustin Cheng, Terence Lok, Angelique Uy, and Justin Lim. With over 1,000 partner stores and more than 1,000,000 members on the platform, big brands such as McDonalds, KFC, Potato Corner, Generika Pharmacy and Chatime have come on board. Dustin shared the challenges of running a start-up, and the rewards as well as the risks of pivoting a business model. Q1: Your previous business was in discount coupons. Like many discount companies, the business model did not work. What were the key lessons of that failure and how are they linked to your existing business? A1: Before ZAP, I co-founded a daily deals e-commerce site called Deal Dozen. It was good at the start, but eventually…
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Q&A with Solar Philippines Founder Lean Leviste on Business Model

Q&A with Solar Philippines Founder Lean Leviste on Business Model

interviews, Q&A
Leandro Leviste is the President and CEO of Solar Philippines, a company he founded in 2013 and is today’s largest solar company in Southeast Asia’s. He shares the business model and strategy of Solar Philippines Q1: On Target Market - What made you choose the commercial / industrial segment over the residential segment first? A: Commercial projects have economies of scale, which help lower costs for residential projects. Installing solar on mall rooftops also raises consumer awareness, and as there are only a few large rooftops, there's more urgency to move early into commercial. That said, we believe in the importance of participating in diverse market segments, because residential will surpass commercial in scale in the coming years, and meanwhile, operations in each segment help scale and complement each other.…
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Location can be a Liability by Josiah Go

Location can be a Liability by Josiah Go

Articles
Imagine you are the biggest in your industry -- you can be a bank, a car rental firm, a supermarket, a bookstore, a drug store, a pawnshop or any retail store format for that matter. Then, a newcomer entered the market and disrupted what you have been dominating for a long time. Your brick and mortar retail branch network, which is your biggest strength, has become irrelevant as the newcomer's business model make use of online store. Through forming a new league, these players have completely redefined the game by creating new benefits that would ease transaction and increase productivity. They no longer have to comply with retail store operating hours, hence there is no need to reach destination and endure horrendous traffic in the metro, find a spot and…
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Q&A with HBC Chair Dr. San San Hortaleza on Creating Ventures

Q&A with HBC Chair Dr. San San Hortaleza on Creating Ventures

interviews, Q&A
Q1: You and your husband inherited six Hortaleza Vaciador stores from your in-laws and renamed it HBC. It now has over 200 retail stores. What was the trigger that made you change the company name? A: Since we inherited the stores and my husband’s other siblings also got their own numbers, there is a need to differentiate it in two ways -- first from the original concept of his parents and now from those of his siblings. We believe that if we don’t set apart our stores from theirs, we run the danger of not being able to compete effectively. All of them retained the name “Original Hortaleza and Vaciador” but we renamed our stores to HBC but still banking on the heritage brand of Hortaleza by adding the by-line…
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New marketing truths challenge old strategies

New marketing truths challenge old strategies

Articles
There is a saying that "If you give a man a hammer, he will see everything as nails." Similarly, when a person learns about the marketing mix (product, price, place and promotions) as a way to attain marketplace advantage, he may apply it without questioning the bigger picture for validity. Below are two truths espoused by over 99 percent of marketers, but which present problems that are seldom challenged. Old truth 1: To win in the marketplace, your marketing mix must be superior to that of your competition. In the convenience store industry, players have mostly parity products and even higher pricing, yet 7-Eleven is a clear leader because of its superior supply chain and not because it has a superior marketing mix. Its supply chain is exploited to the…
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4 Levels of Differentiation: New Marketing Truths Challenge Old Strategies by Josiah Go

4 Levels of Differentiation: New Marketing Truths Challenge Old Strategies by Josiah Go

Articles
There is a saying that “If you give a man a hammer, he will see everything as nails”. Similarly, when a person learns about the marketing mix (product, price, place and promotions) as a way to attain marketplace advantage, he may apply it without questioning the bigger picture for validity. My journey in analyzing marketing as a lifelong student continues to allow me to discover new truths and discard old truths that are inadequate in order for me not to fall into the trap of seeing everything with a myopic view. Below are two truths being practiced by over 99% of marketers but which present problems seldom challenged even in the boardroom. Old truth 1: To win in the marketplace, your marketing mix must be superior to that of your competition. In the convenience store industry, players have…
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