WHAT'S THE DEMAND?
The magazine, Christianity Today, reported in its April 4, 1986 issue of a tool company that manufactured drill bits. Faced with financial losses, company executives gathered to discuss the problem: a declining demand for drill bits. The CEO challenged his men: "How can we revive the bit market?"
After an embarrassing silence, one member of the team dispelled the fog: "Sir, the market isn’t for bits...its for holes!"
The story illustrates a basic, but often overlooked truth: "The customer never buys a product. By definition, the customer buys the satisfaction of a want" (in the words of Peter Drucker). To put it another way, there are no markets for products--only markets for what products can do.
In contemporary industry, the Xerox Corp. shows this principle in action. Xerox successfully pioneered the copy-machine industry by leasing copiers at a "per copy" price rather than selling machines outright. They correctly saw the market was for copies, not machines.
(Adopted from Christianity Today, April 4, 1986, available on-line at http://www.sermonillustrations.com/a-z/n/needs.htm)
Related Sermon Illustrations
Contributed by David Schaal on May 20, 2004
A natural example of this point can be found by looking at the two seas in the Holy Land. The Sea of Galilee freely receives and gives out water. It has an abundance of life, nurturing many different kinds of fish and plant life. The water from the Sea of Galilee is carried by way of the Jordan ...read more
Contributed by Tom Lovorn on Jun 9, 2003
Cartoonist Joe McKeever has drawn a group of tourists looking at the Garden tomb in Jerusalem. It’s an open tomb where the stone door has been rolled away. Their guide says, "The angel moved the stone to reveal an empty tomb ...read more
Contributed by Charles Wilkerson on Nov 14, 2003
In, The Horse Whisperer, Tom Booker, has a gift when it comes to what he calls "gentling" horses. In one telling scene, a traumatized horse, frightened by a ringing cell phone, gallops off into the far end of a large pasture. Booker walks into the pasture and sits down, where he waits for what ...read more
Contributed by Michael Mccartney on Apr 24, 2003
Quest Study Bible notes this about the question,” What changed at this pivotal point in history?” The resurrection vindicated Jesus’ claims about himself, that he was the Son of God in the flesh, the fulfillment of God’s dealings with humankind. No longer would people have to follow rules and ...read more
Contributed by Keith Foskey on Mar 18, 2005
Have you ever seen ‘Cops’, the television show? They run up to someone’s front door, and kick right through it. That is the same way we choose to proceed in life sometimes. Instead of allowing God to open doors for us, we choose to kick the doors down ourselves. But it is a lot harder to put a door ...read more