Final Customer Purchasing from the Product Producer

Acquire Steps: Acquire steps include all activities the customer completes preceding the use or the consumption of the product. These steps include the customer's efforts needed for evaluation and acquisition of the product.

Resources: Reduce resources required for the use of the product

Money – Reduce the money the customer uses with the product. For more ideas on using pricing, please see the Improve/Pricing section of StrategyStreet.

A. Reduce the level of payment for use of the product

Reduce price for a comparable product

Offer clearance pricing

No. Year SIC Note
1 2002 3571 Distributors and manufacturers are offering discounts and special promotions to move cell phone and handheld computer combos off of the shelves and into briefcases. Handspring Inc. offers a trade-in program that takes $100 off the Treo which sells for $399. Kyocera Wireless introduced rebates of its combo, dropping the price from$299 to just $99. Samsung also offers rebates of $50 to $100 on its SPH-1300 model that is sold through Sprint PCS.Through pricing, the manufacturers are trying to make the products mainstream and clear the shelves for newer, better models which will offer wireless networks, slimmer sizes and bigger screens.
2 2001 3576 People closing down are selling networking gear for much less than it costs now. This gray market is one reason Cisco Systems Inc. may see flat or lower sales during its fiscal fourth quarter, the current quarter.

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