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Dispose

Examples: We offer brief write-ups for each method describing a situation where the idea is used or implied. Use these supporting examples in order to expand your range of ideas. These examples are neither mutually exclusive nor collectively exhaustive.

A Final customer buying from a product producer The Final customer is the one who makes the final decision on what product to buy and from which supplier to buy it. Some Final customers purchase directly from the producer of a product.

Dispose Steps: Dispose steps include all activities required to eliminate the product from the customer’s premises. These steps include the costs for removal and final disposition of the product.

1. Physical: Segment customers by physical needs. These segmentations identify the physical needs of individual customers and address the physical situation of the location where the product is purchased or used. Examples>>

2. Emotional: Segment customers according to the personal emotional needs of the segment.

  1. Needs for comfort and status
    1. Status in the community Examples>>
    2. Status through the recognition of customer’s individual requirements for product Examples>>
  2. Needs to avoid sources of anxiety
    1. Risks in relationship: The customer segment needs reassurance it can trust Examples>>
    2. Limitations set by time: Segment customers according to the causes of the limitations set by time
      1. Segments where delays are due to steps a customer must take Examples>>
      2. Segments where delays are the result of too many benefits Examples>>
    3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns
      1. Segment’s approaches to limit on spending Examples>>
      2. Savings of potential product vs. current solution
        1. Level of savings over the current product cost system Examples>>
        2. Savings on customer building block costs
          1. Purchases costs Examples>>
          2. Multiple costs – Segment saves multiple costs:
            1. Inside the cost system of the product itself Examples>>
            2. Outside the cost system of the product itself Examples>>

Basic Strategy Guide Users Go To: Step 12

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