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10 Concepts: Chapter 7 Analyzing Business Markets

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CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com
[object Object],COMPANYPROFILE
In year 2003, the San Lazaro Leisure and Business Park was developed by the leading architectural firm of Recio & Casas . This modern racing facility is a 77-hectare (770,000 sqm) integrated horseracing complex that blends world-class sports, leisure, entertainment, and business facilities , located in the foothills of Carmona, Cavite.
The centerpiece of the development is a twin-oval thoroughbred race-track comparable to the best racing facilities in the world.
Concept Outline: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],www.brianddayday.blogspot.com
Concept Outline: ,[object Object],[object Object],[object Object],[object Object],www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Concept 1: Characteristics of Business Markets www.brianddayday.blogspot.com
Example 1: Horseracing (San Lazaro) Manila Jockey Club, Inc. www.brianddayday.blogspot.com San Lazaro has ready direct suppliers and standard purchasing procedures for specific construction requirements, and racetrack maintenance. E.G. High voltage lights, sea sand, sandy soil, etc. Strategic location of OFF-TRACK Betting Stations (OTBs) to penetrate specific target markets, OTB = 93% of its total racing sales. San Lazaro’s strategic move to Cavite is to expand and to penetrate Cavite’s booming economy, Cavite logs in an average of 48M in recreational expenditures.
Concept 2: Business Buying Situations www.brianddayday.blogspot.com Purchase decisions are based on these buying situations
Example 2: San Lazaro Horseracing Buying Needs www.brianddayday.blogspot.com
Concept 3: Roles in Business Buying Process www.brianddayday.blogspot.com Members can play several roles in the purchase decision process Buying Center
Example 3: Racetrack Management Purchasing Roles initiators users influencers deciders approvers buyers Gate keepers Buying Center
[object Object],[object Object],[object Object],[object Object],Concept 4: Of Concern to Business Marketers www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Example 4: San Lazaro Example www.brianddayday.blogspot.com
Concept 5: Stages in Buying Process www.brianddayday.blogspot.com
Concept 5: Stages in Buying Process www.brianddayday.blogspot.com Maybe Maybe Maybe Maybe Maybe Maybe New Task Modified Rebuy Straight Buy Problem recognition General need description Product specification Supplier search Proposal solicitation Supplier selection Order-routine specification Performance review
Example 5: San Lazaro Examples (refer to Example 2) www.brianddayday.blogspot.com CCTV order Racetrack Maintenance Office Supplies Problem recognition General need description Product specification Supplier search Proposal solicitation Supplier selection Order-routine specification Performance review
[object Object],[object Object],[object Object],[object Object],Concept 6: Overcoming Price Pressures www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],Example 6: San Lazaro Example www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Concept 7: Searching for Suppliers www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],Example 7: How San Lazaro looks for suppliers www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Concept 8: Researching Customer Value www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],Concept 8: San Lazaro Example www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],Concept 9: Buyer-supplier Relationship Factors www.brianddayday.blogspot.com
[object Object],[object Object],Example 9: San Lazaro Buyer-supplier Relationships www.brianddayday.blogspot.com
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Concept 10: Buyer-seller Relationships www.brianddayday.blogspot.com
[object Object],[object Object],Summary www.brianddayday.blogspot.com
[object Object],[object Object],Summary www.brianddayday.blogspot.com
CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com

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10 Concepts: Chapter 7 Analyzing Business Markets

  • 1. CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com
  • 2.
  • 3. In year 2003, the San Lazaro Leisure and Business Park was developed by the leading architectural firm of Recio & Casas . This modern racing facility is a 77-hectare (770,000 sqm) integrated horseracing complex that blends world-class sports, leisure, entertainment, and business facilities , located in the foothills of Carmona, Cavite.
  • 4. The centerpiece of the development is a twin-oval thoroughbred race-track comparable to the best racing facilities in the world.
  • 5.
  • 6.
  • 7.
  • 8. Example 1: Horseracing (San Lazaro) Manila Jockey Club, Inc. www.brianddayday.blogspot.com San Lazaro has ready direct suppliers and standard purchasing procedures for specific construction requirements, and racetrack maintenance. E.G. High voltage lights, sea sand, sandy soil, etc. Strategic location of OFF-TRACK Betting Stations (OTBs) to penetrate specific target markets, OTB = 93% of its total racing sales. San Lazaro’s strategic move to Cavite is to expand and to penetrate Cavite’s booming economy, Cavite logs in an average of 48M in recreational expenditures.
  • 9. Concept 2: Business Buying Situations www.brianddayday.blogspot.com Purchase decisions are based on these buying situations
  • 10. Example 2: San Lazaro Horseracing Buying Needs www.brianddayday.blogspot.com
  • 11. Concept 3: Roles in Business Buying Process www.brianddayday.blogspot.com Members can play several roles in the purchase decision process Buying Center
  • 12. Example 3: Racetrack Management Purchasing Roles initiators users influencers deciders approvers buyers Gate keepers Buying Center
  • 13.
  • 14.
  • 15. Concept 5: Stages in Buying Process www.brianddayday.blogspot.com
  • 16. Concept 5: Stages in Buying Process www.brianddayday.blogspot.com Maybe Maybe Maybe Maybe Maybe Maybe New Task Modified Rebuy Straight Buy Problem recognition General need description Product specification Supplier search Proposal solicitation Supplier selection Order-routine specification Performance review
  • 17. Example 5: San Lazaro Examples (refer to Example 2) www.brianddayday.blogspot.com CCTV order Racetrack Maintenance Office Supplies Problem recognition General need description Product specification Supplier search Proposal solicitation Supplier selection Order-routine specification Performance review
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29. CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com