What the customer demands is last year's model, cheaper. To find out what the customer needs you have to understand what the customer is doing as well as he understands it. Then you build what he needs and you educate him to the fact that he needs it.

Summary

This quote suggests that customers often desire previous versions of products at a lower cost. However, to truly understand their needs, it is important to have a clear understanding of what they are using the product for and their perspective on it. By creating a product that fulfills their needs and educating them about its value, customers can be guided towards embracing what they truly require rather than settling for outdated options.

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