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Answer – Positioning

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This is the suggested answer to the Positioning exercise on Colorado Ricardo Mountain Bikes.

Positioning map: price versus perceived durability

Where Colorado Ricardo Sits Today

Against the mass-market retailer brand, Colorado Ricardo sits well above on both price and perceived durability – a deliberate, defensible gap. Against the premium national brand, it sits at a similar level of durability but lower on awareness and reach, since the national brand’s marketing budget and distribution dwarf Ricardo’s small workshop operation.

A Positioning Statement for the E-Mountain Bike

“For serious off-road riders who won’t compromise on durability, the Colorado Ricardo e-MTB is the only hand-built electric mountain bike engineered in the Colorado terrain it’s built for.”

Key point: positioning happens in the customer’s mind, not in the product itself – Colorado Ricardo’s task is to defend the “durable, authentic, hand-built” position it has already earned, rather than abandon it chasing the mass market it cannot realistically win (Ries and Trout, 1981).

This positioning statement only works if it is backed by the segment-specific messaging discussed in the Segmentation exercise – a claim about durability means little to a commuter segment that cares more about weight and versatility.

One of the three steps in segmentation, targeting and positioning
Segmentation  ·  Targeting  ·  Positioning
See how the three steps fit together on segmentation, targeting and positioning.
Written by Marketing Teacher.
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