1. CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com

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.

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

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

29. CHAPTER 7: ANALYZING BUSINESS MARKETS Briand R. Dayday September 1, 2011 Top 10 Concepts www.brianddayday.blogspot.com