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Strategies & Market Trends : Gorilla and King Portfolio Candidates
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To: Michael H who wrote (36439)12/11/2000 10:23:35 PM
From: Mike Buckley  Read Replies (2) of 54805
 
I have seen you did not add the seventh gorilla characteristic (compelling customer problem to be solved or compelling reason to buy).

Michael,

I'd rephrase that to be a customer problem that is so painful that the customer is compelled to buy.

Not having read that part of the FAQ in a long time (sorry, Fred) I don't know the context of the "six gorilla characteristics." But I wouldn't consider that a characteristic of a gorilla. Instead, I'd consider it a prerequisite that must be in place for a tornado to form. As Luke Lamar tells us, if the customers aren't in enough pain while doing without the product, the tornado isn't going to happen.

--Mike Buckley
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