- Freebie marketing
Freebie marketing, also known as the razor and blades business model,cite news
first = Richard
last = Martin
title = The Razor's Edge
url = http://findarticles.com/p/articles/mi_m0HWW/is_30_4/ai_77826059
publisher = "The Industry Standard"
date = 2001-08-06
accessdate = 2008-08-01 ] is the concept of either giving away a sellable item for nothing or charging an extremely low price in order to generate a continual market for another, generally disposable, item. The concept was pioneered byKing C. Gillette , inventor of the disposable safety razor and founder of Gillette Safety Razor Company (today known asGlobal Gillette , a division ofProcter and Gamble ). It is a similar concept toloss leader marketing.Development
While working as a traveling salesman in the 1890s for the
Crown Cork and Seal Company , Gillette had an idea while attempting to shave one morning. His straight razor was so worn from use that it could no longer be sharpened. His idea was to create thin, cheap, removable blades that could simply be removed from the handle and discarded when no longer usable.cite news
first = Chris
last = Anderson
title = Why $0.00 is the Future of Business
publisher = "Wired"
date = March, 2008
accessdate = 2008-08-01 ]As consumers use up the blades they then purchase replacements, potentially going on for years and decades. This ensures a steady flow of consumers.
Applications
Freebie marketing has been used in business models for many years. The Gillette company still markets disposable razors in the fashion of their founder, often sending disposable safety razors in the mail to males near their 18th birthday, packaging them as giveaways at public events that Gillette has sponsored, etc.
tandard Oil
With a monopoly in the American domestic market,
Standard Oil and its owner,John D. Rockefeller , looked to China to expand their business. Representatives of Standard Oil gave away eight millionkerosene lamp s for free or at greatly reduced prices.citeweb|url=http://www.ucpress.edu/books/pages/8307/8307.ch02.php|accessdate=2008-03-16|title=Encountering Chinese Networks: Western, Japanese, and Chinese Corporations in China, 1880-1937|author=Cochran, Sherman|publisher=University of California Press]This also resulted in a slogan among American businessmen, "Oil for the lamps of China." In other words, if you give them the lamp, they'll buy the
kerosene from you. "Oil for the Lamps of China" became the title of a book written byAlice Tisdale Hobart explaining the phenomenon in a fictionalized way.Comcast
Comcast often gives awayDVR s to its subscribing customers. However, the cost of giving away each free DVR is offset by a $19.95 installation fee as well as a $13.95 monthly subscription fee to use the machine. Based on an average assumed cost of $250 per DVR box to Comcast, after 18 months the loss would balance out and begin to generate a profit.Music
In July, 2007, Prince gave away 2.8 million units of his most recent album for free by bundling them with a Sunday edition of London's "
Daily Mail ". The "Daily Mail" paid a 36-cent licensing fee for each CD. As such, Prince earned approximately $1 million in licensing fees and in turn, sold out 21 August concerts in London which grossed $23.4 million (a record for the region). (The "Daily Mail" also increased their circulation by 20% for the day.)Issues
The freebie marketing model may be threatened if the price of the high margin consumables in question falls. It may even be illegal in some instances.
Inkjet printers
Computer printer manufacturers have gone through extensive efforts to make sure that their printers are incompatible with cheaper aftermarket ink cartridges and cartridge refilling. This is because the printers are often sold at or below cost to generate sales of proprietary cartridges which will generate profits for the company over the life of the equipment. In fact, in certain cases, the cost of replacing disposable ink or toner may even approach the cost of buying new equipment with included cartridges (Note: included cartridges are typically partially filled 'starter' cartridges). Methods of vendor lock-in include designing the cartridges in a way that makes it possible to
patent certain parts or aspects, or invoking theDigital Millennium Copyright Act citeweb|url=http://www.kellogg.northwestern.edu/faculty/fong/htm/AfterMkt.pdf|accessdate=2008-03-16|title=“When Does Aftermarket Monopolization Soften Foremarket Competition?”|author=Yuk-fai Fong|publisher=Northwestern University Kellogg School of Management] to prohibit reverse engineering by third party ink manufacturers.In "
Lexmark Int'l v. Static Control Components " theUnited States Court of Appeals for the Sixth Circuit ruled that circumvention of Lexmark's ink cartridge lock does not violate the DMCA. On the other hand, in August 2005,Lexmark won a case in the U.S. that allows them to sue certain large customers for violating their boxwrap license.Other goods
Consumers may also find other uses for the subsidized product rather than utilize it for the company's intended purpose, which adversely affects revenue streams. This has happened to “free”
personal computers with expensive proprietaryInternet services and contributed to the failure of theCueCat barcode scanner.citeweb|url=http://www.boingboing.net/2005/06/12/two_million_cuecats_.html|accessdate=2008-03-16|title=“Two million CueCats at $0.30/each”|author=Cory Doctorow|publisher=BoingBoing.net]Tying
Tying is a variation of freebie marketing that is often illegal when the products are not naturally related (for example, requiring a bookstore to stock up on an unpopular title before allowing them to purchase a bestseller). Tying is also known in some markets as 'Third Line Forcing.' [ [http://www.findlaw.com.au/article/6686.htm Trade Practices Act - Third Line Forcing ] ]
Some kinds of tying, especially by
contract , have historically been regarded asanti-competitive practices . The basic idea is that consumers are harmed by being forced to buy an undesired good (the tied good) in order to purchase a good they actually want (the tying good), and so would prefer that the goods be sold separately. The company doing this bundling may have a significantly large market share so that it may impose the tie on consumers, despite the forces of market competition. The tie may also harm other companies in the market for the tied good, or who sell only single components.Legal Issues
In some jurisdictions (the state of
Michigan , for example), it is illegal for an establishment to give awayalcohol ortobacco products for free.ee also
*
Complementary good for a good that should be consumed with another good
*Loss leader for an item that is sold below cost in an effort to stimulate other profitable sales
*Product bundling for offering several products for sale as one combined product
*Product churning for selling more product than is beneficial to the consumer
*Vendor lock-in
*Demo (marketing) , an event in which free samples of a product are distributedReferences
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