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
Capital costs – Segment saves capital costs:
Inside the cost system of the product itself

No.	SIC	Year	Note
1	3325	2003	In the U.S., there are too many steel mills and in other countries, China in particular, there aren't enough. The solution is that deconstructed U.S. steel mills are being sold and shipped abroad to be rebuilt elsewhere. Brand-new steel mills constructed from scratch are still springing up around the world, but economies of time and money are fueling the used-mill trade: For a buyer, the process is quicker and cheaper than building a new mill. Completion takes three years, at most-about half the time it would take to design, plan and build a steel mill from scratch.
2	3571	2002	Dell's direct, build-to-order sales model gives it an edge over rivals. Other companies sell through middlemen and hold PCs in inventory, which raises their costs.
3	3572	1997	The Storagetek library is designed for Windows NT, NetWare and Unix environments. The library is scalable from one to four DLT drives and from 18 to 30 cartridge slots.
4	3572	2001	Because of a slowdown in tech spending, several makers of storage systems are introducing and updating their midrange products. Each of these products is used in divisional and departmental-sized business units. IBM Corp. introduced several new midrange storage products and increased capacity of existing systems. The company increased the number of Unix operating systems that can run on its Fast400 storage server and added fiber-channel connectors that transfer data quickly.
5	3572	2002	EMC traditionally attaches storage boxes directly to individual servers. Network Appliance connects storage boxes to a network so that any server can get data from any storage box.
6	3674	1987	U.S. chipmakers will need to provide customers with services that offset the savings of buying chips offshore. Texas Inst. will promote its just-in-time supply arrangement, which guarantees to deliver chips as needed for production.
7	3674	2001	AMD, however, does have dreams of moving up-market in servers with a new family of Athlon descendants code-named SledgeHammer. Those chips will not only allow more processors to be combined, but also run new programs, such as large databases.
8	3694	1988	Presidax can print labels on economical pressure-sensitive paper stock, or on high performance plastic films.
9	3711	2003	U.S. automakers are already at a disadvantage in appealing to consumers, having been forced to increase their incentives to 15 percent of sales prices in 2002, twice as high as those offered by foreign competitors. The U.S. market share of the Big Three has slipped over this period as well, by a combined 1.5 percent a year. The need to offer increasingly large incentives to offset the lower resale value of U.S. cars reflects perceived problems with their long-term quality and durability.
10	3711	2004	Manufacturers are starting to offer low-rate financing for certified vehicles, a response to the realities of the incentive-laden new car market.
11	4512	2000	SkyWest's services will remain popular in the airline industry (even if it keeps consolidating) since the use of contract carriers for short flights cuts costs.
12	4899	2000	Orckit has a new integrated chip called Keywave which reduces a multi-set chip down to one and cuts costs. "It is the only chip on the market that has analog and digital technology."
13	7372	1997	Neovista Solutions is modifying its Decision Series software for specialized hardware so that it will run on general-purpose computers.

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