Final Customer Buying 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.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Savings of potential product vs. current solution
Savings on customer building block costs
Purchases costs – Segment saves purchase costs:
Outside the cost system of the product

No. SIC Year Note
1 7011 2001 Choice Hotels International recently started giving away $5 gasoline cards to travelers who book in advance for two nights and use a MasterCard. "Gas is a big deal for a lot of our customers because a lot of them arrive by car." The company is the world's second-largest hotel franchiser. It has seven brands, ranging from upscale to budget. The lower-segment of the lodging industry is keeping its head above water, thanks to price-sensitive consumers.
2 7011 2003 Vail Resorts, owner of several large ski areas, has partnered with Frontier Airlines to offer two of the most innovative packages yet. The Ultimate Season Pass includes unlimited round-trip flights to Reno, Nevada and Denver from any Frontier gateway, plus unlimited lift tickets at Vail, Beaver Creek, Breckenridge, Keystone and Heavenly for $2,999 per person for the entire season. The Triple Play package for $999 offers three round-trips to Denver, with free skiing at Keystone, Breckenridge or Arapahoe Basin.

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