bait & hook (pattern)

9 questions for your business model

Activity perspective

PARTNERS

What can partners do better than you or at a lower cost (and thus leverage your business model)?

KEY ACTIVITIES

  production and / or service delivery

What are your key activities and how difficult are they to perform (by others)?

KEY RESOURCES

  brand

What are your key resources and how difficult are they to copy (by others)?"

Offer perspective

VALUE PROPOSITION

  "bait" product
  "hook" product or service

Which one of your customers's problems are you solving and why will he work with you rather than with a competitor?

 
Client perspective

RELATIONSHIPS

  "look-in"

What type of relationship does your customer expect you to establish and maintain with him?

DISTRIBUTION & ACQUISITION CHANNELS

Through which means does your customer want to be reached and addressed by you?

CUSTOMERS

  customer segment

Who are your customers? what are your customers' needs, desires and ambitions?

 

COST STRUCTURE

  subsidizing of "bait" product
  production (& services)

What is the cost structure of your business model and is it in harmony with the core idea of your business model?

Financial perspective
 

REVENUE STREAMS / PRICING

  1 x purchase of (subsidized) "bait" product
  repeat purchase of "hook" products or services

What value are your customers really willing to pay for and how will they pay for it?

 
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Gravatar Boris Gravatar pattern

"Bait & hook" stands for a business model that is characterized by an attractive, cheap or even free initial offer that leads to consecutive future purchases of products or services. This pattern has various names, such as "loss leader" or "razor & blades" model.

Speciality: mobiles, Gillette
Company: pattern
Industry:
Last Updated: 2011-07-27
Tags: bait&hook bookchunk8 pattern

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