“The truth was, we sold health and safety first, environment second and as an add-on, these products worked as well as traditional products,” said Jeffery Hollender, co-founder of Seventh Generation on HIBT, “We believed that in order to set ourselves apart, especially to new moms – health and safety was critical as well as the environmental benefits.”
In food safety there’s an idea called ‘hurdle technology’. Rather than a single preventative measure for keeping food safe, there are a series of ‘hurdles’ that pathogens must clear to make it into the human body. Preservatives, temperatures (extreme high or low), and acidity are all hurdles that can and are used.
The same idea applies to consumer products, though we don’t quite have the language to think this way. Each consumer has a series of questions they want answered before they decide to buy a product, though we don’t quite have the language to articulate this.
Winning wines, for instance, showed that people want something that tastes good (average), something with an interesting label, and some guidance about how to, or what to serve with. Every time I walk past the 19 Crimes wines I smile, they get it.
Rx Bars demonstrate that same idea. Are there grains? No, okay, next hurdle. Is it tasty? Yes, okay, next hurdle.
Framing a problem this way helps a lot because as companies develop products they can narrow down the issues. Also notable, like Barefoot Wine and JTBD of wine, there was a new set of consumers (young moms) that Seventh Generation served.