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 performance benefits
Reduce both function and convenience benefits


No. Year SIC Note
1 2004 7011 After several years of minimal growth in the travel industry, 2004 saw a pickup in demand for all industry sectors. Bluegreen Corp, which manages resorts in popular vacation spots, has run off eight straight quarters of 25% or better earnings growth. Bluegreen lets vacationers buy ownership interests in resorts and join a vacation club. The company targets customers 35-55 years old, married with children, with an annual household income between $70,000 and $75,000. Vacation spots are accessible by car and aimed at families. 130,000 families own a vacation ownership interest and about 94,000 are vacation club members. This is a points-driven system in which the customer buys a package of points and uses them to select vacation opportunities. The club added about 30,000 members in 2004.

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