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AXRT 2^bcATSdRcX^] AXbZATSdRcX^] 0RRTbbXQX[Xch 2^]eT]XT]RTDbPQX[Xch Local customer communities Global trend trackers Customer observation >]) 3TbXV]TSQh) Co-created products What type of relationship does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they? 8cTaPcX^]) Customer Segments 2dbc^\TaBTV\T]cb For whom are we creating value? Who are our most important customers?

2^bcBcadRcdaT Cost What are the most important costs inherent in our business model? Structure Which Key Resources are most expensive? Which Key Activities are most expensive? bP\_[TRWPaPRcTaXbcXRb) 5XgTS2^bcbbP[PaXTbaT]cbdcX[XcXTb EPaXPQ[TR^bcb 4R^]^\XTb^UbRP[T 4R^]^\XTb^UbR^_T Platform development costs Local branches ATeT]dTBcaTP\b Revenue For what value are our customers really willing to pay? Streams For what do they currently pay? Xbh^daQdbX]Tbb\^aT) 2^bc3aXeT][TP]TbcR^bcbcadRcdaT[^f_aXRTeP[dT_a^_^bXcX^]\PgX\d\Pdc^\PcX^]TgcT]bXeT^dcb^daRX]V EP[dT3aXeT] U^RdbTS^]eP[dTRaTPcX^]_aT\Xd\eP[dT_a^_^bXcX^] Sales costs Distribution costs How are they currently paying?

Customer Relationships? Revenue Streams? Resources How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? WhbXRP[ 8]cT[[TRcdP[QaP]S_PcT]cbR^_haXVWcbSPcP 7d\P] 5X]P]RXP[ RWP]]T[_WPbTb) 0fPaT]Tbb  7^fS^fTaPXbTPfPaT]TbbPQ^dc^daR^\_P]hzb_a^SdRcbP]SbTaeXRTb. a^_^bXcX^]. a^_^bXcX^]c^Rdbc^\Tab. $0UcTabP[Tb Retail stores  7^fS^fT_a^eXST_^bc_daRWPbTRdbc^\Tabd__^ac.

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