Final Customer Purchasing from the Product Producer
Maintain Steps: Maintain steps include all activities required to keep the product in working order. These steps include the costs the customer incurs to diagnose and correct product problems.
3.
Intellectual: Segment customers on the basis of their current knowledge and understanding of the company and its products
A. Knowledge of company and company product
3. Knowledge of product technology
Above average- current customer
| No. | SIC | Year | Note |
| 1 | 2052 | 1991 | On Mrs. Fields cookie wrappers, Mrs. Fields suggests how to keep her cookies fresh: don't refrigerate, freeze, store in container with piece of white bread. |
| 2 | 2813 | 2004 | Air Liquide, the French producer of industrial gases found a way to produce gases in small plants on-site at customers' factories. Staff is stationed permanently at client sites -putting them in a prime position to help customers improve operating efficiency and increase output quality. These teams are given greater autonomy and able to act on new opportunities. These high-margin services constitute about 25% of Air Liquide's revenues. |
| 3 | 3571 | 1991 | Compaq has significantly shifted its distribution strategy towards the introduction of special, highly-trained dealers and paid services. The computer industry's distribution channel is experiencing a painful evolution. |
| 4 | 4412 | 2001 | In order to avoid the price wars that plague the shipping industry, Neptune Orient's American President Line division focuses on adding value. Shoppers can track their goods' movement on the internet and conduct business through APL's HomePort website. Re |
| 5 | 7372 | 1991 | WordPerfect's 5.1 upgrade gives users "help" in whatever feature they are currently using, instead of having to return to the "help" menu. |
<< Return to Maintain Steps