{"id":11674,"date":"2026-10-10T21:43:04","date_gmt":"2026-10-10T19:43:04","guid":{"rendered":"https:\/\/oberwasser-consulting.de\/?page_id=11674"},"modified":"2026-10-10T21:43:04","modified_gmt":"2026-10-10T19:43:04","slug":"jtbd-case-study-bicycle-retail","status":"publish","type":"page","link":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/","title":{"rendered":"Retail JTBD Case Study: Keeping up \u2013 and knowing who to turn to"},"content":{"rendered":"\n<div id=\"oc-redesign\">\n<style>\n#oc-redesign *{box-sizing:border-box;font-family:inherit;font-size:inherit;font-weight:inherit;line-height:inherit;color:inherit;}\n#oc-redesign .fb{width:100vw;max-width:100vw;margin-left:calc(50% - 50vw);margin-right:calc(50% - 50vw);}\nbody:has(#oc-redesign) #hero-scene{display:none!important;}\nbody:has(#oc-redesign) .archive-container .content-col>h1{display:none!important;}\nbody:has(#oc-redesign) .archive-container{padding-top:0!important;}\n#oc-redesign{\n  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table{font-size:14px}}\n<\/style>\n<section class=\"navy hero fb\">\n  <div class=\"wrap\">\n    <h1 class=\"display\">Keeping up \u2013 <span class=\"duenn\">and knowing who to turn to.<\/span><\/h1>\n    <p class=\"leitsatz\"><strong>A retail example of Jobs to Be Done: in the first Covid lockdown in March 2020, a bicycle retailer in the Rhineland, Germany, had to close, two days after its spring brochure went out. Within a week, four buyer interviews showed why customers came: all three shop customers wanted to keep up without effort and chose a retailer nearby. Eight days after kick-off, the first test began.<\/strong><\/p>\n    <p class=\"einstieg\"><em>Client name anonymised. The primary data and verbatim quotes are real; all quotations are translated from German. 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L754.0,124.7 L760.5,121.1 L767.0,117.4 L773.5,113.7 L780.0,110.0\" fill=\"none\" stroke=\"#0F2C4A\" stroke-opacity=\"0.13\" stroke-width=\"1.1\"\/><mask id=\"anim-m-m\" maskUnits=\"userSpaceOnUse\" x=\"0\" y=\"0\" width=\"390\" height=\"130\"><path class=\"k-maske\" d=\"M 400 16 C 281 6 226 120 133 81 S 39 52 40 112\" pathLength=\"1\" fill=\"none\" stroke=\"#fff\" stroke-width=\"14\"\/><\/mask><path d=\"M 400 16 C 281 6 226 120 133 81 S 39 52 40 112\" fill=\"none\" stroke=\"#2E5CDB\" stroke-width=\"3.5\" stroke-linecap=\"round\" stroke-dasharray=\"0 12\" mask=\"url(#anim-m-m)\"\/><circle class=\"k-ring\" cx=\"40\" cy=\"112\" r=\"6\" fill=\"none\" stroke=\"#2E5CDB\" stroke-width=\"1.5\"\/><circle cx=\"40\" cy=\"112\" r=\"5\" fill=\"#0F2C4A\"\/><\/svg><\/div><\/div>\n<section class=\"abschnitt kapitel fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">01<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-brochure-out-shop-shut\">Brochure out. Shop shut.<\/h2>\n<p class=\"body\">For bicycle retailers, the season starts in spring. In 2020 the spring brochure \u2013 around 110,000 copies \u2013 went out two days before the first Covid lockdown. After that, the retailer\u2019s route to a sale was blocked: shop, advice, test ride.<\/p>\n<p class=\"body\">The retailer: a bicycle shop with a service workshop in the Rhineland, seven staff, run by two brothers in the second generation. Its focus: e-bikes, brand-name bikes, servicing.<\/p>\n<p class=\"body\">Advertising followed a plan that the owner drew up in advance every year: a brochure and a newspaper advertisement placed through an agency. Sales happened in the shop \u2013 a needs assessment by the long-serving sales manager, then a test ride outside on the road. The website was, in the co-owner\u2019s words, <em>\u2018more or less a web shop with no checkout\u2019<\/em>.<\/p>\n<blockquote class=\"zitat\"><p>\u2018And that\u2019s what we call our spring brochure, to open the season. Naturally, we\u2019d distributed it two days before the shutdown.\u2019<\/p>\n<cite>The owner of the bicycle retailer at the ideation workshop on 6 April 2020<\/cite><\/blockquote>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel grau fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">02<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-what-was-at-stake\">What was at stake<\/h2>\n<p class=\"body\">According to the owners, the shop held stock with a purchase value of over \u20ac1m, about ten per cent above sales in the best year so far, the financing had to be serviced from ongoing income, and about two weeks remained before the business was at risk.<\/p>\n<p class=\"body\">Sales continued only in emergency mode, by appointment. The co-owner approached Oberwasser Consulting, with a goal of no more than ten days to the first operational change.<\/p>\n<h3 id=\"h-what-the-team-brought-with-it\">What the team brought with it<\/h3>\n<p class=\"body\">Test rides on the customer\u2019s own routes were already standard practice \u2013 <em>\u2018give the customer the bike and ride the routes where they\u2019ll actually use it\u2019<\/em>, as the owner put it. Open: why customers came here, and what of that could be shown without the shop.<\/p>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">03<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-eight-days-to-the-first-test\">Eight days to the first test<\/h2>\n<p class=\"body\">The format was called \u2018Re-innovate to survive!\u2019: a sprint in days rather than weeks. At kick-off, revenue was broken down by product group; e-bikes brought in the largest share, and the focus went there. The retailer\u2019s team developed the ideas itself.<\/p>\n<h3 id=\"h-timeline\">Timeline<\/h3>\n<ul class=\"liste\">\n<li><strong>30 March 2020:<\/strong> kick-off \u2013 revenue by product group, business model in emergency mode<\/li>\n<li><strong>1\u20133 April:<\/strong> four buyer interviews by video and phone, analysed as a team<\/li>\n<li><strong>6 April:<\/strong> finding presented, ideation workshop, three test cards<\/li>\n<li><strong>7 April:<\/strong> implementation begins<\/li>\n<\/ul>\n<h3 id=\"h-method\">Method<\/h3>\n<p class=\"body\">It was based on in-depth Jobs to Be Done interviews using the Wheel of Progress framework: three with customers who had bought an e-bike from this retailer in the preceding months, and one with a mountain biker who had bought her bike elsewhere \u2013 as a comparison. A team of four analysed them. The Wheel of Progress makes the forces at work measurable; Eckhart B\u00f6hme and Peter Rochel developed it in 2019.<\/p>\n<p class=\"body\">In 2026, we analysed the same four transcripts again with AI. What the AI found, and what only the team saw: <a href=\"https:\/\/oberwasser-consulting.de\/jtbd-kundeninterviews-ki-vs-mensch\/\">JTBD customer interviews: AI vs. human (in German)<\/a>.<\/p>\n<div class=\"spalten2\"><div><figure class=\"bild\"><a href=\"#kt-reinno-form\"><img data-dominant-color=\"5f6265\" data-has-transparency=\"true\" style=\"--dominant-color: #5f6265;\" decoding=\"async\" src=\"https:\/\/oberwasser-consulting.de\/wp-content\/uploads\/2026\/10\/Case-Study-Bicycle-Retail-Lockdown_Preview_2026-10.webp\" alt=\"Case study preview: a bicycle retailer in the first Covid lockdown \u2013 Keeping up and knowing who to turn to\" class=\"wp-image-11668 size-full has-transparency\"\/><\/a><\/figure><\/div><div><p class=\"body\">The case study as a PDF (7 pages): background, project, finding, test cards and what happened next. <a href=\"#kt-reinno-form\"><strong>Download it free<\/strong><\/a> \u2013 no sign-up needed, link at the end of this page.<\/p><\/div><\/div>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel grau fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">04<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-not-a-bike-a-way-to-keep-up\">Not a bike. A way to keep up.<\/h2>\n<p class=\"body\">All three shop customers described the same task: <strong>keeping up without effort<\/strong> \u2013 uphill, into the wind, with a partner or with the dogs. None of the three purchases had anything to do with Covid.<\/p>\n<blockquote class=\"zitat\"><p>\u2018Without an e-bike, no chance at all.\u2019<\/p>\n<cite>Buyer with dogs<\/cite><\/blockquote>\n<p class=\"body\">She came into the workshop with a broken bike, having found the retailer through the manufacturer\u2019s dealer directory and good reviews.<\/p>\n<blockquote class=\"zitat\"><p>\u2018[\u2026] to keep up, to switch the motor on now and then.\u2019<\/p>\n<cite>Buyer, bike for his wife<\/cite><\/blockquote>\n<p class=\"body\">Retailer nearby. The sales conversation tipped the balance.<\/p>\n<blockquote class=\"zitat\"><p>\u2018[\u2026] every obstacle, really, with a smile.\u2019<\/p>\n<cite>Couple, e-bike purchase<\/cite><\/blockquote>\n<p class=\"body\">Retailer nearby, with an eye to servicing later on. The advice tipped the balance.<\/p>\n<p class=\"body\"><strong>The comparison case:<\/strong> a mountain biker wanted fun and better skills. She bought elsewhere, without a test ride.<\/p>\n<h3 id=\"h-what-the-three-shop-customers-described\">What the three shop customers described<\/h3>\n<div class=\"tabelle\"><table>\n<thead><tr><th>Finding<\/th><th>Shop customers<\/th><\/tr><\/thead>\n<tbody>\n<tr><td>Wanting to keep up without effort<\/td><td>3 of 3<\/td><\/tr>\n<tr><td>Researched before the visit (manufacturer sites, directories, reviews, acquaintances)<\/td><td>3 of 3<\/td><\/tr>\n<tr><td>Chose the retailer partly because it was nearby<\/td><td>3 of 3<\/td><\/tr>\n<tr><td>Explicitly mentioned the workshop and later servicing<\/td><td>2 of 3<\/td><\/tr>\n<tr><td>Attentive advice tipped the balance<\/td><td>2 of 3<\/td><\/tr>\n<tr><td>Purchase had something to do with Covid<\/td><td>0 of 3<\/td><\/tr>\n<\/tbody>\n<\/table><\/div>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">05<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-they-didnt-come-by-chance\">They didn\u2019t come by chance<\/h2>\n<p class=\"body\">At the ideation workshop, the owner asked whether these customers had come into the shop by chance:<\/p>\n<blockquote class=\"zitat\"><p>\u2018So, by implication, that means it was basically chance that they came into the shop here, because we hadn\u2019t got the message across beforehand that we\u2019re a good service partner. Or how should I read that?\u2019<\/p>\n<cite>The owner at the ideation workshop on 6 April 2020, after the interviews were presented<\/cite><\/blockquote>\n<p class=\"body\">The interviews showed otherwise: all three had done their research beforehand \u2013 manufacturer sites, dealer directories, reviews or acquaintances. They chose a retailer nearby, two of them explicitly with an eye to servicing later. <strong>Both could be shown even with the door shut.<\/strong><\/p>\n<blockquote class=\"zitat\"><p>\u2018[\u2026] someone who can also give us a certain level of service later on. Because these e-bikes do need servicing after a while.\u2019<\/p>\n<cite>E-bike buyer on choosing the retailer<\/cite><\/blockquote>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel grau fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">06<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-before-and-the-three-test-cards\">Before, and the three test cards of 6 April<\/h2>\n<p class=\"body\">At the workshop, the retailer\u2019s team drew up three test cards, each with a criterion set in advance.<\/p>\n<div class=\"tabelle\"><table>\n<thead><tr><th>Before<\/th><th>Test card<\/th><\/tr><\/thead>\n<tbody>\n<tr><td>Spring brochure and newspaper advertisement on an annual plan<\/td><td>A call to the local radio station with an offer for commuters. Criterion: agreement to run a piece within 14 days<\/td><\/tr>\n<tr><td>Test rides from the shop, outside on the road<\/td><td>Test rides at the customer\u2019s home, offered on the website, with a note to manufacturers for their dealer directories. Criterion: ten test rides booked within seven days<\/td><\/tr>\n<tr><td>Advice only in the shop<\/td><td>Questions and answers with a checklist on the website, plus the boss\u2019s phone number. Criterion: at least three calls in the first week<\/td><\/tr>\n<\/tbody>\n<\/table><\/div>\n<p class=\"body klein\">There are no measurements per test card.<\/p>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">07<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-what-happened-next\">What happened next<\/h2>\n<p class=\"body\">What happened next comes from conversations with the owners, not from measurements. According to the owners:<\/p>\n<ul class=\"liste\">\n<li>After about a week, the workshop was booked up six weeks ahead.<\/li>\n<li>After three weeks, the threat to the business had passed.<\/li>\n<li>After eight to twelve weeks, the stock was sold, including to friendly retailers.<\/li>\n<\/ul>\n<p class=\"body\">From 20 April 2020, bicycle shops were allowed to reopen. The measures and the reopening coincided; whether, and how much, the measures contributed cannot be separated out.<\/p>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt kapitel grau fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\">\n      <p class=\"zeitmarke marke-zeit\" aria-hidden=\"true\">08<\/p>\n      <div class=\"inhalt\">\n<h2 id=\"h-download-the-full-case-study-as-a-pdf\">Download the full case study as a PDF<\/h2>\n<p class=\"body\">The case study in 7 pages: background, project, finding, test cards and what happened next \u2013 ready to pass on to others with a say.<\/p>\n<div class=\"fremd\">\n\n\n\n<div id=\"kt-reinno-form\" class=\"oc-kt-form\" style=\"background:#F4F6F8;border:1px solid #DEE2E8;border-radius:12px;padding:28px 24px;max-width:640px;margin:24px auto;\">\n    <img decoding=\"async\" src=\"https:\/\/oberwasser-consulting.de\/wp-content\/uploads\/2026\/10\/Case-Study-Bicycle-Retail-Lockdown_Preview_2026-10.webp\" alt=\"Case study preview: a bicycle retailer in the first Covid lockdown \u2013 Keeping up and knowing who to turn to\" style=\"width:100%;border-radius:8px;margin-bottom:16px;\" \/>\n    <a href=\"https:\/\/oberwasser-consulting.de\/wp-content\/uploads\/2026\/10\/oc_case_study_bicycle_retail_EN.pdf\" target=\"_blank\" rel=\"noopener\" style=\"display:block;width:100%;padding:14px 24px;background:#2E5CDB;color:#fff;border:none;border-radius:50px;font-size:1rem;font-weight:700;text-align:center;text-decoration:none;cursor:pointer;transition:background 0.2s;\" onmouseover=\"this.style.background='#1E4ABB'\" onmouseout=\"this.style.background='#2E5CDB'\">Download the case study (PDF)<\/a>\n    <p style=\"font-size:0.75rem;color:#A0AEC0;margin-top:8px;text-align:center;\">Free. No sign-up needed. 7 pages, in English.<\/p>\n  <\/div>\n\n\n\n<\/div>\n      <\/div>\n    <\/div>\n  <\/div>\n<\/section>\n<section class=\"abschnitt faq-abschnitt fb\">\n  <div class=\"wrap\">\n    <div class=\"raster\"><h2 class=\"kopfzeile\" id=\"h-frequently-asked-questions\">Frequently asked questions<\/h2><\/div>\n    <div class=\"yoast-faq\">\n\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-fh-01\"><strong class=\"schema-faq-question\">How quickly can a JTBD project deliver first results?<\/strong> <p class=\"schema-faq-answer\">In this case, eight days passed between kick-off on 30 March 2020 and the start of implementation on 7 April: four buyer interviews from 1 to 3 April, analysis as a team, and on 6 April the ideation workshop with the retailer\u2019s team. The format was condensed into days to suit the lockdown.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-fh-02\"><strong class=\"schema-faq-question\">Does Jobs to Be Done work in retail too?<\/strong> <p class=\"schema-faq-answer\">This case is a bicycle retailer with a service workshop and seven staff. Four buyer interviews were enough to see why customers came: all three shop customers wanted to keep up without effort and chose a retailer nearby, two of them explicitly with an eye to the workshop and servicing.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-fh-03\"><strong class=\"schema-faq-question\">Did the project save the business?<\/strong> <p class=\"schema-faq-answer\">How much the measures contributed cannot be separated from the effect of the reopening. According to the owners, the threat to the business had passed after three weeks and the stock was sold within eight to twelve weeks. From 20 April 2020, bicycle shops were allowed to reopen; the measures and the reopening coincided. There are no measurements per test card.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-fh-04\"><strong class=\"schema-faq-question\">What is a test card?<\/strong> <p class=\"schema-faq-answer\">A test card records in advance what will be tried and how success will be recognised. One example here: test rides at the customer\u2019s home, offered on the website \u2013 criterion: ten test rides booked within seven days.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-fh-05\"><strong class=\"schema-faq-question\">Did the purchases have anything to do with Covid?<\/strong> <p class=\"schema-faq-answer\">No. None of the three purchases had anything to do with Covid. The buyers wanted to keep up without effort \u2013 uphill, into the wind, with a partner or with the dogs. They also chose the retailer because it was nearby.<\/p> <\/div> <\/div>\n\n\n\n\n    <\/div>\n<div class=\"vor inhalt\">\n<h3 id=\"h-the-ideas-came-from-the-team\">The ideas came from the team. The direction came from the buyers.<\/h3>\n<p class=\"body\">Here it was a closed shop. For you, it might be a sales channel falling away, a new competitor or a market on the turn: you know what you are good at \u2013 but not which of your strengths tips the balance for buyers. <strong>Do you know whether your customers come to you by chance?<\/strong><\/p>\n<p class=\"body\">The Buying-Reason Finding: a real buyer, interviewed and checked against your assumptions. In this case, it was four interviews in a week. For you, it starts with a list of what you believe today \u2013 and one interview.<\/p>\n<p class=\"cta\"><a class=\"knopf\" href=\"https:\/\/oberwasser-consulting.de\/en\/buying-reason-finding\/\">View the Buying-Reason Finding<\/a><\/p>\n<p class=\"body\">Need to know how your customers buy across the board? Then the <a href=\"https:\/\/oberwasser-consulting.de\/en\/customer-insights-sprint\/\">Customer Insights Sprint<\/a> is the direct route. Prefer to find out more first? <a href=\"https:\/\/oberwasser-consulting.de\/en\/category\/blog\/podcast-innovateupgrade\/\">Podcast with real cases (many episodes in German)<\/a><\/p>\n<h3>More JTBD case studies<\/h3>\n<ul class=\"liste\">\n<li><a href=\"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-b2b-cybersecurity\/\">B2B cybersecurity: being secure \u2013 and able to show it<\/a><\/li>\n<li><a href=\"https:\/\/oberwasser-consulting.de\/en\/fivefold-increase-in-sales-with-the-jtbd-method-the-mantrafant-success-story\/\">Mantrafant: five times the sales from the right first sentence<\/a><\/li>\n<li><a href=\"https:\/\/oberwasser-consulting.de\/jtbd-kundeninterviews-ki-vs-mensch\/\">AI vs. human: the same four interviews, analysed with AI in 2026 (in German)<\/a><\/li>\n<\/ul>\n<\/div>\n  <\/div>\n<\/section>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>Keeping up \u2013 and knowing who to turn to. A retail example of Jobs to Be Done: in the first Covid lockdown in March 2020, a bicycle retailer in the Rhineland, Germany, had to close, two days after its spring brochure went out. Within a week, four buyer interviews showed why customers came: all three [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":11668,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"_yoast_wpseo_title":"Retail Jobs to Be Done Case Study: They Didn\u2019t Come by Chance","_yoast_wpseo_metadesc":"A retail Jobs to Be Done example: four buyer interviews in lockdown. 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The format was condensed into days to suit the lockdown.","inLanguage":"en-US"},"inLanguage":"en-US"},{"@type":"Question","@id":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-02","position":2,"url":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-02","name":"Does Jobs to Be Done work in retail too?","answerCount":1,"acceptedAnswer":{"@type":"Answer","text":"This case is a bicycle retailer with a service workshop and seven staff. Four buyer interviews were enough to see why customers came: all three shop customers wanted to keep up without effort and chose a retailer nearby, two of them explicitly with an eye to the workshop and servicing.","inLanguage":"en-US"},"inLanguage":"en-US"},{"@type":"Question","@id":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-03","position":3,"url":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-03","name":"Did the project save the business?","answerCount":1,"acceptedAnswer":{"@type":"Answer","text":"How much the measures contributed cannot be separated from the effect of the reopening. According to the owners, the threat to the business had passed after three weeks and the stock was sold within eight to twelve weeks. From 20 April 2020, bicycle shops were allowed to reopen; the measures and the reopening coincided. There are no measurements per test card.","inLanguage":"en-US"},"inLanguage":"en-US"},{"@type":"Question","@id":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-04","position":4,"url":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-04","name":"What is a test card?","answerCount":1,"acceptedAnswer":{"@type":"Answer","text":"A test card records in advance what will be tried and how success will be recognised. One example here: test rides at the customer\u2019s home, offered on the website \u2013 criterion: ten test rides booked within seven days.","inLanguage":"en-US"},"inLanguage":"en-US"},{"@type":"Question","@id":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-05","position":5,"url":"https:\/\/oberwasser-consulting.de\/en\/jtbd-case-study-bicycle-retail\/#faq-fh-05","name":"Did the purchases have anything to do with Covid?","answerCount":1,"acceptedAnswer":{"@type":"Answer","text":"No. None of the three purchases had anything to do with Covid. The buyers wanted to keep up without effort \u2013 uphill, into the wind, with a partner or with the dogs. They also chose the retailer because it was nearby.","inLanguage":"en-US"},"inLanguage":"en-US"}]}},"_links":{"self":[{"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/pages\/11674","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/comments?post=11674"}],"version-history":[{"count":2,"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/pages\/11674\/revisions"}],"predecessor-version":[{"id":11676,"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/pages\/11674\/revisions\/11676"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/media\/11668"}],"wp:attachment":[{"href":"https:\/\/oberwasser-consulting.de\/en\/wp-json\/wp\/v2\/media?parent=11674"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}