Core Concept - The concept of "lighthouse customer groups" is crucial for defining a company's core competitiveness, product offerings, and organizational design, especially during economic downturns when resources are limited [1] Customer Classification Matrix - Customers make purchasing decisions based on price and quality, leading to a classification matrix that includes four types: - "Bargain Seekers" are price-sensitive and indifferent to quality, making them non-target customers [2] - "Value Seekers" are price-sensitive but demand high quality, requiring careful engagement [2] - "Affluent Customers" are less price-sensitive and indifferent to quality, needing priority attention when their true needs emerge [2] - "Target Customers" are less price-sensitive and highly quality-sensitive, representing the most sustainable business opportunity [2] Identifying Lighthouse Customers - Target customers do not automatically qualify as lighthouse customers; further filtering is necessary to identify those with the highest efficiency and lifetime value [6] Six Key Labels for Lighthouse Customers - Label 1: Customers with clear, stable, and sustainable needs, allowing for strategic planning based on well-defined requirements [7] - Label 2: Customers whose needs align with the company's core competencies, ensuring high efficiency in meeting those needs [8] - Label 3: Customers with sufficient purchasing power to meet their quality demands, avoiding negative cash flow situations [9] - Label 4: Customers who recognize product value and have a willingness to pay, avoiding those with a tendency to seek discounts [10] - Label 5: Customers capable of leveraging products for their own value creation, ensuring a sustainable business relationship [11] - Label 6: Customers with brand influence that can provide endorsement and promotional benefits, enhancing market presence [12]