The Levitt Principle: How Removing Barriers and Redefining Purpose Creates Billion-Dollar Hits
I analyze the success of the Convenience Gym, which found a million members by removing every possible barrier to exercise. Then, I examine the hit Men's Parasol, which succeeded by simply redefining the item's purpose. Both confirm Theodore Levitt's Principle: "Sell the hole, not the drill." I apply this to our craft by proposing to engrave family names on dining chairs—shifting the purpose from "comfort" to "making the place where family members return to." (The only downside: it risks making parents terribly sad after the kids fly the nest.)
