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CitizenM's case study is a prime example of the Blue Ocean Shift strategy. The company created a new market space of affordable luxury hotels in prime locations by eliminating or reducing costly factors that travelers didn't value and raising or creating other factors. This significantly lowered their cost structure and enhanced buyer value. They also empowered their staff, hiring based on attitudes and values, and training for competence. This approach aligns with the Blue Ocean Shift's emphasis on value innovation, where companies seek to break away from the competition by creating a leap in value for both the company and its customers. The broader implications suggest that businesses can achieve high growth and profits by creating a new, uncontested market space (blue ocean) rather than competing in an existing market.
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By reducing or eliminating costly factors that travelers do not really value, and raising or creating other factors, CitizenM significantly lowered its cost structure and enhanced buyer value, creating a new market space of affordable luxury hotels in prime locations. The company also recognized the importance of empowering their staff, giving all customer-facing positions the title of ambassador. The company hires people based on their attitudes and values, and trains for competence.
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Released in early-October 2017 — Blue Ocean Shift — is the continuation of the award-winning Blue Ocean Strategy, a bestselling strategy book based on...
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