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.

B. Reduce the customer’s spending on people, purchases or capital costs the customer uses with the product itself

Purchase costs used with the product itself
Reduce purchases of items used with the product itself

Add value to product to reduce net purchase cost

No. Year SIC Note
1 1992 2111 Philip Morris is offering discount come-ons like torch lights, barbecue lighters and Marlboro Racing watches.
2 2003 3571 Sun has suffered as users give up old-line servers in favor of cheaper models powered by x86 chips. Sun began fighting back this month with a line of blades that use those chips. Unlike its rivals, Sun is throwing in the software for free.
3 2002 3900 Procter & Gamble underestimated how many parents would mail in points for its program called Pampers Perks, a promotion designed to encourage parents of toddlers to buy its Pampers diapers.
4 2004 4800 Time Warner's America Online and Microsoft's MSN are losing members to broadband-access plans offered by phone and cable companies. In response, they are offering broadband users add-on services at discounted prices.
5 1993 4813 Sprint's "Priority" long-distance plan includes free gifts such as coffee pots and sea cruises based on their volume of usage.
6 1987 4813 Pacific Bell has a "Call to Adventure" bonus points plan. When you make phone calls, you gain points (toward airline tickets).
7 2000 4899 One of the most popular promotions for enticing new customers is a combination of long distance phone service with coupons good for discount service at Jiffy Lube auto maintenance services.
8 2004 7011 Just like the airlines, nearly every major hotel chain now boasts a customer-loyalty program to lure repeat guests. Hotel programs are usually based on dollars spent, including the cost of the rooms, food, and other services but not taxes.
9 2004 7372 Every Windows PC comes with the Internet Explorer browser, Outlook Express e-mail program and Windows Messenger instant-messaging program, free–and they have features MSN lacks.
10 1987 7514 Hertz has a Hertz Corporate account Program. This free program offers Hertz Corporate Charge Cards (no finance or service charges) and competitive corporate rates. If you sign up now, you'll receive 10 reduced rate subscriptions on Business Week.

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